Publisher's Synopsis
Scientific Sales Management is a book written by Charles Wilson Hoyt in 1912. The book is a practical guide for sales managers and salespeople on how to apply the principles of scientific management to selling. The author argues that selling is a science and that it can be managed in the same way as other business operations. The book is divided into three parts. The first part explains the principles of scientific management and how they can be applied to selling. The author discusses the importance of standardization, specialization, and efficiency in sales. He also explains how to use data and analysis to improve sales performance.The second part of the book focuses on the role of the sales manager. The author provides guidance on how to recruit, train, and motivate salespeople. He also discusses how to set sales targets, measure performance, and reward success.The third part of the book is aimed at salespeople. The author provides practical advice on how to sell effectively. He explains how to prepare for a sales call, how to make a presentation, and how to close a sale. He also provides tips on how to handle objections and how to build long-term relationships with customers.Overall, Scientific Sales Management is a pioneering work in the field of sales management. The book provides a comprehensive framework for managing sales in a systematic and scientific way. It is still relevant today and is recommended reading for anyone involved in sales management or sales.This scarce antiquarian book is a facsimile reprint of the old original and may contain some imperfections such as library marks and notations. Because we believe this work is culturally important, we have made it available as part of our commitment for protecting, preserving, and promoting the world's literature in affordable, high quality, modern editions, that are true to their original work.
