Bounty Hunter Training Manual

In none of the cases thus far cited does the concern sell through the "regular" selling system, including both the jobber and retailer. But there are many houses putting out their goods through the "regular" system who are giving attention to these problems. Charles C. Casey takes up in the following discussion some of the concrete problems which present themselves to a company selling through the regular distribution system in its efforts to co-ordinate its selling and advertising activities: *Ever hear of an advertising department which was backed up in an ideal manner by the balance of the organization? Making Some advertising departments are not. One of Use of them is located in a New England city in the Consumers general offices of a certain well-known advertiser. Inquiries This particular advertising department has the nice little task of handling several hundred consumer inquiries a month through dealers everywhere. Inquiries are obtained on a basis of service to the customer, and the advertising department works hard enough in its effort to see that the customer gets service, but And there's the rub. The advertising department has cajoled and threatened, and coaxed and "cussed" (in dignified English), but the manager knows that the customer is not getting a tenth of the service it is the policy of the house to give. The dealers just won't see the inquiries as this manager sees them. They won't handle them as they should be hanolled. He can't make them nor persuade them to follow up his inquiries at least not by his methods. Another advertising manager (and he isn't the only one) Has the same difficulty in getting salesmen tc follow up inquiries, "Printers Ink, May 16, 1912, p. 2a Several hundred inquiries were sent out by the advertiser within a month, practically every one of which looked good for a sale....