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When the Workmen Help You Manage

When the Workmen Help You Manage


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About the Book

This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated.1920 Excerpt: ... CHAPTER XI THE SYSTEM OF BEPBESENTATION The exact position of the salesman in the industrial relation is anomalous. Until recently far too much stress was laid upon selling, and in some specialties the selling expense was out of all reason. The motor-car industry at first got into the hands of salesmen, and the market was flooded with cars that were made to sell and not to run. The former tendency to over-reward salesmen and to neglect factory people is now changing into a tendency to neglect salesmen and pamper the workers. It is far easier to-day to hire a good salesman than to hire a first-class mechanic. Then, too, salesmen have no organizations; they do not strike, and they will often stand an amount of abuse from a sales manager which, if duplicated in the shop, would result in a general walkout. The real reason for the neglect of the salesman is that he became an economic absurdity. Trade was getting to the point where sales managers and advertising agents would state in all seriousness that the entirety of business was selling, and that, given a sufficient appropriation and enough "pep," anything might be "put over.' We now know that there must be a mutuality in any trade if it is to be continuously worth while--that the article has satisfactorily to meet a need or a desire. Hence the salesman does not have to "put over" anything, but is merely a medium for bringing the producer and the consumer together. Making something "to sell" bears the same relation to real industry that fake oil stock selling does to legitimate finance. Our present scheme of distribution is very faulty. There is no reason why an article should double in price between the factory and the ultimate consumer--as the average article does. Therefore, though the position of the sale...


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Product Details
  • ISBN-13: 9781151270146
  • Publisher: General Books
  • Publisher Imprint: General Books
  • Height: 246 mm
  • No of Pages: 54
  • Spine Width: 3 mm
  • Width: 189 mm
  • ISBN-10: 1151270148
  • Publisher Date: 07 Feb 2012
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Weight: 113 gr


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