Text

Textbook of Salesmanship

---

In the preface to the ninth edition we related that there had been a call made by a keynote speaker at the 1971 meeting of the American Marketing Association for more attention to the development of selling skills in our educational programs. It has been particularly satisfying to note a resurgence of interest in the teaching of selling in our educational institutions. Student enrollments in selling courses are up significant-ly.
Most interestingly. the members of the 1975 M.B.A. class at Southern Methodist University requested a weekend session in selling. which they attended without credit or other official encouragement?they said that they saw a real need for persuasive skills in business and realized their deficiencies in the art.
Since the last revision of this book was written. the role of women in business (and thus in selling) has vastly expanded. It is not just happenstance that in the fall of 1976. 29 of my class of 50 students in Selling and Sales Management were women. Ten years ago it was most unusual to have more than two or three women in such a class.
Consequently. a great deal of effort was made to de-man the ma-terial. Traditionally. selling has been a domain dominated almost totally by men. Thus it is not surprising that selling terminology is strongly loaded with masculine words and phrases. While I have tried to use such synonyms as salespeople. sales force. sales representative.
sales rep. salesperson.
sales agent. and saleswoman where
possible. there were times when literary smoothness precluded doing so. The word salesman is too generic to ignore completely; it means a person who sells.
More substantively I have tried to incorporate women into the sales force. since they will be playing a significantly increasing role in the field in the future

---

Ketersediaan

Informasi Detail

Judul Seri

9

No. Panggil

658.81 FREt

Penerbit

United States of America : Mc-Graw-Hill., 1978

Deskripsi Fisik

653

Bahasa

Inggris

ISBN/ISSN

0-7172-8511-1

Klasifikasi

658.81

Tipe Isi

-

Tipe Media

-

Tipe Pembawa

-

Edisi

9

Subjek

Manajemen Pemasaran

Info Detail Spesifik

-

Pernyataan Tanggungjawab

-

Versi lain/terkait

Lampiran Berkas

Komentar

---

Anda harus masuk sebelum memberikan komentar