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The Selection and Training of Salesmen: Scientific Methods in Developing the Sales Organization
Hardcover
ISBN13: 9781025975511
Publisher: Tradd Street Press
Published: Feb 14 2026
Pages: 408
Weight: 1.64
Height: 0.94 Width: 6.14 Depth: 9.21
Language: English
The Selection and Training of Salesmen, Scientific Methods in Developing the Sales Organization is a foundational text in the field of industrial psychology and corporate management. Written during the rise of scientific management principles, this comprehensive work outlines the systematic processes necessary for building and maintaining a professional sales force. The book explores the rigorous methods required for identifying talent, including detailed job analysis, psychological testing, and the objective evaluation of personality traits and experience.
Beyond recruitment, the work provides a deep dive into the structural needs of a modern sales organization. It stresses the vital importance of continuous training and development, offering evidence-based strategies for educating salesmen on market dynamics, product knowledge, and interpersonal persuasion. By applying empirical data and psychological insights to the discipline of selling, the author attempts to shift the profession away from reliance on intuition and toward a more predictable, scientific approach.
Valuable as both a historical record and a study in organizational efficiency, The Selection and Training of Salesmen, Scientific Methods in Developing the Sales Organization offers essential insights into the early 20th-century push for professionalization in American business. It remains a key resource for understanding the origins of modern human resources and sales management practices.
This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work was reproduced from the original artifact, and remains as true to the original work as possible. Therefore, you may see the original copyright references, library stamps (as most of these works have been housed in our most important libraries around the world), and other notations in the work.
This work is in the public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work.
As a reproduction of a historical artifact, this work may contain missing or blurred pages, poor pictures, errant marks, etc. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.
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The Selection and Training of Salesmen: Scientific Methods in Developing the Sales Organization
Kenagy, Herbert Glenn
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Kenagy, Herbert Glenn
The Selection and Training of Salesmen: Scientific Methods in Developing the Sales Organization
Kenagy, Herbert Glenn
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