TEACHING FUTURE SALES MANAGERS HOW TO MANAGE

Thu Jan 01 1987

Content

Discusses a method for teaching sales organizing, planning and controlling. B.F. Goodrich Co.'s use of educational techniques to help line executives train first-line supervisors in modern sales management theory and practice; Proposed training plan; Preparation for the training sessions; Concept clarification.

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ISSUE

TEACHING FUTURE SALES MANAGERS HOW TO MANAGE