Excerpt from The Management of the Sales Organization This is not Offered as a complete treatise on sales manage ment or sales administration. It aims to treat only one of the several phases Of the general subject; viz., the personnel aspect, or the relations which Should exist between the sales manager and the traveling salesmen under him. This phase, however, it attempts to cover rather more thoroughly than has been done in other works on sales management. There are two reasons for confining the discussion to this phase of the subject: First, because the other aspects are treated elsewhere. The determination of general marketing policies, Office records, financing of sales, market analysis, advertising, and sales pro motion have received careful study. Second, because the human element in industry is steadily growing more important and now presents what is generally recognized as its chief problem. As the personnel manager has made himself indispensable in production, so the personnel man ager is destined to gain for himself a larger place in distribution. 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.