Word: salesmen
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Britain today has neither the built-in markets of the Commonwealth nor the vast used-weapon surplus that in the years after World War II made London the West's No. 2 arms exporter. Nor are the British as aggressive as their Continental rivals. "Britain has darn few salesmen," complains one English arms expert. "There's a lack of push among recent efforts, and morale is terrible." Nonetheless, Britain last year sold an impressive $1.5 billion in arms, accounting for about 8% of world transfers. Frigates, submarines and fast patrol boats went to Latin America. Iran bought more than...
...buying spree when it obtained Mirages from France; these were the first supersonic warplanes in Latin America, except for Cuba's Soviet-supplied MIGs. For the next five years, the European arms salesmen shuttling across the Atlantic to woo South American customers were virtually unchallenged by U.S. competition. In 1973, after Europe had already sold more than $2 billion in war materiel to Latin America, the Nixon Administration gave in to the pleas of U.S. defense industrialists and ended the embargo...
...Martin's Press reports that its salesmen are finding much less advance resistance to the book than expected, and Editor Paul De Angelis says, "We really don't expect a legal battle." If one comes, it may spur sales. In Germany the book sold only 6,000 copies in the first ten months, then quickly sold 6,000 more when a Saarland politician demanded that its sale be restricted...
Besides offering direct rebates to buyers, the companies are continuing their standard programs of cash incentives and bonuses to dealers, which are designed to enable salesmen to knock a substantial amount off sticker prices and still turn a profit. The willingness of dealers to deal is heavily stressed in the companies' ads. Already, however, car buyers are beginning to grumble that in some isolated cases dealers are using the company-rebate promotions as an excuse to dig in and insist on the full list price...
...unhappily investigating charges that Dassault has offered cash bribes of up to $600,000 to Dutch members of Parliament to favor the Dassault plane. Lately some top French aviation officials have begun to admit privately that their once high hopes of staving off a big success by American plane salesmen in Europe this year may be-well-a mirage...