Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Management article
-
Reference no. 61208
Authors: Robert N McMurry
Published by: Harvard Business Publishing
Published in: "Harvard Business Review", 1961
Length: 10 pages

Abstract

An analysis of the art and science of selling reveals the importance of certain personality traits, effective training, and close supervision. A good sales personality has good persuasion techniques, energy, self- confidence, desire for money, a habit of industry, and a state of mind which regards rejection as a challenge. Minimum effective training for creative sales work must cover: orientation; the product or service; procedures for booking orders, making necessary reports, etc.; time management; and sales techniques. An aggressive, imaginative, even ruthless, sales manager is necessary to provide the kind of strong and dynamic leadership found at the top of productive sales organizations.

About

Abstract

An analysis of the art and science of selling reveals the importance of certain personality traits, effective training, and close supervision. A good sales personality has good persuasion techniques, energy, self- confidence, desire for money, a habit of industry, and a state of mind which regards rejection as a challenge. Minimum effective training for creative sales work must cover: orientation; the product or service; procedures for booking orders, making necessary reports, etc.; time management; and sales techniques. An aggressive, imaginative, even ruthless, sales manager is necessary to provide the kind of strong and dynamic leadership found at the top of productive sales organizations.

Related