skip to content
Salesmen in marketing strategy Preview this item
ClosePreview this item
Checking...

Salesmen in marketing strategy

Author: Leverett S Lyon
Publisher: New York : Macmillan Co., 1926.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
"This book may be of use to three classes of readers: college and university students, sales managers and salesmen, and economists. Economists, because of their increasing interest in realism may find in it some aid in an adequate explanation of how values are made and exchanges effected. They may safely be left to use the book as their needs or wishes suggest. Sales managers may find some plans and thoughts new to  Read more...
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

 

Find a copy online

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Genre/Form: Electronic books
Additional Physical Format: (DLC) 26012656
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Leverett S Lyon
OCLC Number: 80061380
Notes: Includes index.
Reproduction Notes: Electronic reproduction. Washington, D.C. : American Psychological Association, 2005. Available via World Wide Web. Access limited by licensing agreement.
Description: xii pages, 1 leaf, 422 pages : illustrations, maps, tables, diagrams, forms ; 21 cm
Responsibility: by Leverett S. Lyon.

Abstract:

"This book may be of use to three classes of readers: college and university students, sales managers and salesmen, and economists. Economists, because of their increasing interest in realism may find in it some aid in an adequate explanation of how values are made and exchanges effected. They may safely be left to use the book as their needs or wishes suggest. Sales managers may find some plans and thoughts new to them, but I believe that its greatest value to such readers is in its analysis of the task of constructing and using a sales force and the relating of the use of this tool to a wider marketing strategy. Sales managers may wish to use it as a handbook or as a text for sales manager's classes. For teachers, a word more of explanation seems desirable. The volume was first planned and in part written while I was at the University of Chicago. It was reworked and practically completed during the two years that I was at Washington University, St. Louis. In both institutions I taught several types of marketing courses, in one of which a considerable section was devoted to salesmen. In dealing with salesmen, as in dealing with any of the administrative instruments of marketing, one major problem is the securing of a satisfactory combination of analysis, philosophy, description and "case" material. Examples alone may lack interpretation or they may need a more general statement of setting than always accompanies them. Theoretical statements with no concrete illustrations seem to the student somewhat vague and unreal. Even worse, such statements may appear to pose as final principles that can be applied with little variation. A second problem of teachers is to present the use of salesmen in its true setting in the larger task of marketing administration. Salesmen seldom work unaided by advertising, mail communication or other support. As a part of the effort to overcome these difficulties in actual classroom work this book has emerged. It is offered to teachers of marketing and sales management in the hope that they may find in it a useful text, and to sales managers and other readers for the uses earlier suggested"--Preface. (PsycINFO Database Record (c) 2005 APA, all rights reserved).

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Related Subjects:(3)

User lists with this item (1)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/80061380> # Salesmen in marketing strategy
    a schema:MediaObject, schema:Book, schema:CreativeWork ;
    library:oclcnum "80061380" ;
    library:placeOfPublication <http://id.loc.gov/vocabulary/countries/nyu> ;
    library:placeOfPublication <http://dbpedia.org/resource/New_York_City> ; # New York
    schema:about <http://experiment.worldcat.org/entity/work/data/480012985#Topic/commerce_manpower> ; # Commerce--manpower
    schema:about <http://experiment.worldcat.org/entity/work/data/480012985#Topic/sales_personnel> ; # Sales personnel
    schema:about <http://experiment.worldcat.org/entity/work/data/480012985#Topic/salesmen_and_salesmanship> ; # Salesmen and salesmanship
    schema:bookFormat schema:EBook ;
    schema:creator <http://experiment.worldcat.org/entity/work/data/480012985#Person/lyon_leverett_s_leverett_samuel_1885_1959> ; # Leverett Samuel Lyon
    schema:datePublished "1926" ;
    schema:description ""This book may be of use to three classes of readers: college and university students, sales managers and salesmen, and economists. Economists, because of their increasing interest in realism may find in it some aid in an adequate explanation of how values are made and exchanges effected. They may safely be left to use the book as their needs or wishes suggest. Sales managers may find some plans and thoughts new to them, but I believe that its greatest value to such readers is in its analysis of the task of constructing and using a sales force and the relating of the use of this tool to a wider marketing strategy. Sales managers may wish to use it as a handbook or as a text for sales manager's classes. For teachers, a word more of explanation seems desirable. The volume was first planned and in part written while I was at the University of Chicago. It was reworked and practically completed during the two years that I was at Washington University, St. Louis. In both institutions I taught several types of marketing courses, in one of which a considerable section was devoted to salesmen. In dealing with salesmen, as in dealing with any of the administrative instruments of marketing, one major problem is the securing of a satisfactory combination of analysis, philosophy, description and "case" material. Examples alone may lack interpretation or they may need a more general statement of setting than always accompanies them. Theoretical statements with no concrete illustrations seem to the student somewhat vague and unreal. Even worse, such statements may appear to pose as final principles that can be applied with little variation. A second problem of teachers is to present the use of salesmen in its true setting in the larger task of marketing administration. Salesmen seldom work unaided by advertising, mail communication or other support. As a part of the effort to overcome these difficulties in actual classroom work this book has emerged. It is offered to teachers of marketing and sales management in the hope that they may find in it a useful text, and to sales managers and other readers for the uses earlier suggested"--Preface. (PsycINFO Database Record (c) 2005 APA, all rights reserved)."@en ;
    schema:exampleOfWork <http://worldcat.org/entity/work/id/480012985> ;
    schema:genre "Electronic books"@en ;
    schema:inLanguage "en" ;
    schema:isSimilarTo <http://worldcat.org/entity/work/data/480012985#CreativeWork/> ;
    schema:name "Salesmen in marketing strategy"@en ;
    schema:productID "80061380" ;
    schema:publication <http://www.worldcat.org/title/-/oclc/80061380#PublicationEvent/new_york_macmillan_co_1926> ;
    schema:publisher <http://experiment.worldcat.org/entity/work/data/480012985#Agent/macmillan_co> ; # Macmillan Co.
    schema:url <http://gateway.ovid.com/ovidweb.cgi?T=JS&NEWS=N&PAGE=toc&SEARCH=2006-04553.dd&LINKTYPE=asBody&D=psbk> ;
    schema:url <http://content.apa.org/books/2006-04553-000> ;
    wdrs:describedby <http://www.worldcat.org/title/-/oclc/80061380> ;
    .


Related Entities

<http://dbpedia.org/resource/New_York_City> # New York
    a schema:Place ;
    schema:name "New York" ;
    .

<http://experiment.worldcat.org/entity/work/data/480012985#Agent/macmillan_co> # Macmillan Co.
    a bgn:Agent ;
    schema:name "Macmillan Co." ;
    .

<http://experiment.worldcat.org/entity/work/data/480012985#Person/lyon_leverett_s_leverett_samuel_1885_1959> # Leverett Samuel Lyon
    a schema:Person ;
    schema:birthDate "1885" ;
    schema:deathDate "1959" ;
    schema:familyName "Lyon" ;
    schema:givenName "Leverett Samuel" ;
    schema:givenName "Leverett S." ;
    schema:name "Leverett Samuel Lyon" ;
    .

<http://experiment.worldcat.org/entity/work/data/480012985#Topic/commerce_manpower> # Commerce--manpower
    a schema:Intangible ;
    schema:name "Commerce--manpower"@en ;
    .

<http://experiment.worldcat.org/entity/work/data/480012985#Topic/salesmen_and_salesmanship> # Salesmen and salesmanship
    a schema:Intangible ;
    schema:name "Salesmen and salesmanship"@en ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.