Word: ares
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Dates: during 1960-1969
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Last winter, armed with testimonials from druggists, the two men contracted with McKesson & Robbins Drug Co. to market the pill counter nationally. Now 1,900 salesmen are distributing leases at $17.50 a month. RX COUNT has already signed 1,724 leases and its revenues are running at an annual rate...
Despite its name, Pennsylvania Life Insurance is based in Los Angeles. It concentrates on selling disability income insurance, which its 1,850 salesmen peddle with missionary fervor to self-employed merchants, farmers and smalltown businessmen. The salesmen are not required to be creative, but merely to read a 25-minute...
The company's salesmen stay together and play together. A team of them often converges on a town and spends the whole week blanketing it. On weekends, salesmen and their families are expected to invest their leisure time in the company of local managers.
The men whom Penn Life selects to be the local managers are crucial to the system. Each is expected to be a father image to a five-man group of salesmen. The manager is trained more in lay psychology than in selling, and acts as a moral-rearmer when the...
Markus died in 1965, and the parent holding company is now run by a triumvirate of Beyer, Chairman Joe D. Bain and Vice-Chairman Burton Borman. "We are beyond working for a living," says Beyer. "We would like to build a billion-dollar company. It has become an extension of...