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How to build a dynamic sales organization

Author: Robert N McMurry; James S Arnold
Publisher: New York, McGraw-Hill [1968]
Edition/Format:   Print book : EnglishView all editions and formats
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Additional Physical Format: Online version:
McMurry, Robert N.
How to build a dynamic sales organization.
New York, McGraw-Hill [1968]
(OCoLC)760166852
Document Type: Book
All Authors / Contributors: Robert N McMurry; James S Arnold
OCLC Number: 242846
Description: xiii, 254 pages forms 23 cm
Contents: What makes a salesman tick --
The diversity of sales positions --
The salesman's values and attitudes --
Indians and chiefs in the sales organization --
Recruiting sales applicants --
The preliminary screening of candidates --
How to check references --
Where testing falls short --
Can-do and will-do qualities and their assessment --
Conducting the patterned interview --
How to assess habit patterns --
How to evaluate motivation --
How to determine emotional maturity --
The effects of off-the-job circumstances --
Interpreting the selection data --
Matching the man and the job.
Responsibility: [by] Robert N. McMurry [and] James S. Arnold.

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