Word: salesmen
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Dates: during 1950-1959
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Businessmen are trying to trim as much fat as possible from their own operations. U.S. Steel is setting up its first incentive program for salesmen; in the good old days steel salesmen spent their time explaining why customers had to wait for steel, they must now get out and sell. With a tighter economy, companies are also replacing marginal workers with more efficient hands. Los Angeles' Broadway-Hale Stores has cut employment 7% so far this year, and expects a 4.6% sales decrease. Yet by improving the work force and reducing overhead. President Edward W. Carter expects to keep...
...biggest trouble, as many auto dealers admit, is that the dealers themselves have not been scared enough to go back to oldfashioned, aggressive kind of selling they once knew. An Indianapolis businessman, in the market for a new auto, gave his name to three salesmen at the January auto show; not one ever called him. Says Warren Carmical, general manager of a Dallas Buick agency: "The trouble is that auto salesmen have had it easy for so long that a lot have forgotten how to work...
Dealers who go in for the old hard sell find the effort worthwhile. By having its salesmen rustle up prospects by phone calls or through friends, hustle out and make personal calls on them, San Francisco's Ellis Brooks Agency sold 40 more Chevrolets in January than in the same 1957 month...
...vanishing breed: an autocratic tycoon who runs his own show, has nothing but contempt for the modern, hemmed-in executive and the committee concept of running a business. "Most of the people in the top management of American business," says Lone Wolf Getty, "are promoted clerks, engineers and salesmen. I like Benjamin Franklin's advice: if you want it done correctly, do it yourself. I do it all myself. How many others are there like...
...that one executive on wings is often worth three at a desk. The time alone that a $100-a-day executive can save frequently pays the cost of a plane; a job that would ordinarily take two days now takes only one. Top brass are not the only gainers. Salesmen cover more ground, land more contracts; engineers and troubleshooting supervisors can move around faster. Beyond ordinary personnel transport, private planes are invaluable to rush delivery of critical orders, speed repair parts to outlying plants, or perform any other task where time is the vital factor...