In cities, the salesman on a commission basis receive from one-half to four-seventh of the sales agent's commission. When a man finally becomes a real salesman, he is usually operated on a straight commission basis. Later, as they learn something about our business and commence to make sales, the sales agents give them the opportunity to change their selling basis if they so desire. Steffey, general sales manager of N.C.R., reported: “New salesmen are generally employed first on a straight salary basis. Subject: The Experience of 162 Concerns in Setting Sales Tasks (Report No. In the Dartnell Company's Special Report: Sales Method Investigation. There is little information about commission rates of salesmen, as they made contracts with agents rather than the company and were sometimes paid a salary. reveals a contemporary effort to reform methods of distribution.ġ3 Transcript of Record, 1:50. While much attention has been paid to efforts to improve the efficiency of production processes, especially those advocated by Frederick W. Patterson sought to create a method of sales management that encompassed all aspects of selling, from the calculation of quotas and commission rates to the motivation of discouraged salesmen. He held conventions and thematic sales contests, and pressured salesmen to rid their regions of competition.
He gave them scripts to memorize and assigned them territory to cover. Patterson created an intricate system of management to monitor and train company salesmen. At the heart of the company's success was its sales force. From 1884, when Patterson started the National Cash Register Company, to his death in 1922, the firm dominated its industry. Patterson's influence on the development of sales management and modern understandings of salesmanship.
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