Word: salesmen
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Even the most tradition-bound companies are now loosening up on what their employees wear. Detroit's decorous J. L. Hudson Co. department store has begun allowing salesmen to wear sport coats instead of suits. Xerox insists on tonsorial tidiness, but it has permitted one of its California service technicians to affect a handlebar mustache because "it looks quite sophisticated on him." At Jersey Standard, well-cultivated sideburns are sprouting at the middle-management level. IBM, long a bastion of conservatism, has relaxed its unwritten requirement that men wear white shirts only, even though it is far from ready...
...companies, however, continue to maintain at least some rules of dress, particularly for those employees dealing directly with the public. American Airlines has begun allowing its telephone girls to wear mufti, but still specifies clean-lined blue uniforms for those at the front desk. At most brokerage houses, securities salesmen are expected to dress conservatively. Far more freedom is given to back-office clerical workers, who are even more out of sight, both literally and figuratively, now that they are buried behind piles of paper work...
Life-insurance salesmen are generally of as generous (they always pick up the tab when they are trying to sell something), compassionate (no one would weep more bitterly should a client die) and patient to a fault (they never take no for an answer). Yet recent events suggest that beneath those Jekyll-like exteriors lie rather tough Hydes...
...help their clients choose the best editions in which to advertise their products, TIME'S salesmen are equipped to offer everything from computerized marketing, studies to scientific survey techniques, from sales projections to schedule analyses that show how many readers will be reached and how often. Annually, the Marketing Department commissions a detailed accounting of liquor sales by the case all over the U.S., pointing out the areas where most of these sales occur. Another study has made a nationwide analysis of imported-car sales, pinpointing areas where foreign-car registrations are concentrated...
...markets all over the U.S., and from Australia to Asia to Europe, TIME'S ad salesmen try to know as much about products as do the people who produce them. They offer seminars for prospective clients, explaining the many ways in which TIME can serve; they study experimental research in "psychographics," which attempts to determine why people of similar educational and economic backgrounds develop different buying habits. Each salesman has to know all about TIME as well as his own area of marketing and advertising. They must be more than salesmen; they have to be business and marketing consultants...