ABSTRACT
The harvest of engineering, production, and sales activities effort is gathered in the marketplace–provided that the sales force is motivated, well-trained, believes in what it is doing, and knows how to serve the client. The recognition of underlying factors in product sales has been considered by many as the crucial issue in market research. Done at marketing level, a rigorous sales analysis supplements the long-range aspects of projections and estimates by the sales force. Salesmen must be carefully selected and given a good schooling in order to rely on them to promote products in the market. Each salesman’s, sales office’s, and territory’s results must be constantly evaluated against targets. A really good sales engineer, however, could gain through commissions three to four times his basic salary. The common problem of real estate developers is that they manage to borrow heavily against properties at the height of the real estate market, which is their kind of exercising salesmanship.
