Excerpt from The Creation of a Selling Organization The first essential to the creation of a successful selling organization is that it be recognized as the most important part of the business. This is true without regard to the price of the product which is to be sold, its quality or quantity. Disregard of this fact has caused many failures. Articles pos sessing unusual merit frequently go down unheard of in the swallowing sea of competitive commerce because their disposal has been entrusted to sales organizations devoid of merit, whereas inferior articles often obtain a wide market by reason of having a good sales organization behind them. There is no concern so big, nor is there one so small, that those who are responsible for its success can, without courting disaster, do other than give their best thought, their greatest energy and their closest personal attention to the sales department. Econ omy of manufacture, or, in the case of a wholesaler, close and careful buying, are things which should be both desired and accomplished, but they will count for little unless there is created a sufficient demand for the goods to make possible the distribu tion of the fixed charges over a large output. Ourgreatest manufacturing and mercantile concerns are great, chiefly because they have mastered the art of marketing their products with a maximum of return at a minimum of expense. It is important that the man directly in charge of the sales department should himself be a successful salesman. If the president of the company is quali fied for this position, so much the better; in any event, it should generally be filled by an officer, with title and authority no less than that of a vice-presi dent, if the best results are to be attained. Not only does this insure that close personal supervision which the management should always exercise, but it digni fies the department with the result that the men in it will take a greater pride in their work and in their organization than they are likely to take if they were working under a salaried employer. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.