ABSTRACT
This chapter considers two typical applications of scientific management to sales management from the 1910s; one is an attempt by F.W. Taylor's immediate disciples and the other is the idea of 'scientific sales management' advocated by Charles W. Hoyt. It was Taylor himself who strongly emphasised that the 'fundamental principles of scientific management' were 'applicable to all kinds of human activities' or 'all social activities', including management of homes, farms, and governmental departments. The combination of the advertising campaign as the 'preliminary work' and standardized sales activities by the salesmen as the 'closer' was a key part of Hoyt's concept of scientific sales management. The standardization of all possible elements of sales activities began not only in the talks and behaviour of sales people but also the environments in which they worked, a phenomenon that can be seen everywhere and which is often called the 'McDonaldization' of society.
