PART ONE The Management Job 11
The Field Sales Manager and His Pace in the Organization＆By Robert T．Davis 13
Basic Management Responsibilities of the Field Sales Manager＆By Robert N．Carpenter 22
From Salesman to Field Sales Manager：Some Guides to Success＆By George R．Sommers 37
PART TWO Planning，Organization，and Control 43
The Field Sales Manager＇s Responsibility for Planning，Organization，and Control＆By Edward B．Reynolds 45
Developing and Using Standards of Sales Performance＆By C．E．Smith 76
Planning and Organizing Territorial Coverage＆By Henry Wedemeyer 95
Fact-Finding for Improved Sales Performance＆By Sumner J．Robinson 112
Analyzing Selling-Expense Data for More Profitable Sales＆By James Dowd 126
PART THREE Leadership 141
The Field Sales Manager as a Leader＆By Samuel N．Stevens 143
Motivating Salesmen：Some Personal Observations＆By Robert P．Alberts 151
Motivating Salesmen：Some Ends and Means＆By Myles S．Gaythwaite 161
PART FOUR Communication and Reporting 187
The Field Sales Manager as a Communicator＆By Don L．Rossiter 189
Communicating with Salesmen：Some Do＇s and Don＇ts＆By Clinton W．Blount 197
Planning and Conducting Successful Sales Meetings＆by Robert A．Gopel 208
Reporting Sales Data from the Field：A Chief Sales Executive＇s View＆By C．Mathews Dick，Jr． 223
Managing the Paperwork Load in the Field Sales Office＆By George R．Beach，Jr． 240
PART FIVE Recruitment and Selection 249
The Salesman and the Sales Job：Guides for Selection＆By Milton M．Mandell 251
Recruiting Salesmen＆By Carl W．Maier 282
Selecting Salesmen＆By Robert E．Stevens 297
PART SIX Training and Development 313
Appraising and Counseling Salesmen＆By William Welp 315
Training Salesmen on the Job＆By Ian E．McLaughlin 327
Developing Career Salesmen＆By Arnold Michelson 333
Developing Sales Supervisors＆By Robert F．Lovett 343
The Self-Development of the Field Sales Manager＆By Stanley F．Staples 354
Appendix 363
Suggested Reading for the Field Sales Manager 365
Guides to Audio-Visual Aids of Interest to the Field Sales Manager 372
Index 375