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Excerpt from Modern Salesmanagement: A Practical Handbook and Guide
My Dear Mr. Frederick:
I have read with great interest the proofs of your book on "Salesmanagement," and I wish to express to you my appreciation for your painstaking effort in preparing a book which, in my opinion, will prove of great value to business men in all fields of endeavor.
For the first time, there is now available in your book an organized body of knowledge on all phases of salesmanagement. No profession can properly develop without the help of such knowledge, and salesmanagement very greatly needs, especially at this time in American business history, the sound development of salesmanagement as a trained profession.
For many years, individual salesmanagers have hoarded their knowledge as their personal possession, with the result that owing to a lack of a cooperative exchange of ideas, business finds itself in great need of broadly trained salesmanagers. While there has been much writing on salesmanship, there has been very little on salesmanagement, though, in my opinion, there is a greater need for the latter, as selling ability can only be developed through a proper understanding of salesmanagement.
The next ten years will no doubt see tremendous competitive pressure, and remarkable sales opportunities for America, and if we are to maintain our prestige, we must have salesmanagers and sales executives who understand the full degree of knowledge and training essential for selling on the broad scale which is now in demand.
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