1911-01-01

ADMINISTRATIVE ENGINEERING AND SALESMANSHIP IN THE COMMERCIAL CAR FIELD 110023

Perplex and difficult of solution are many of the new administrative problems which appear in the marketing of commercial cars. This is particularly true on account of the transition taking place in the industry, from the manufacture of pleasure cars to the production and application of the commercial type to economic service, and administrations are suddenly confronted with realization of the necessity for entirely different methods of operation, if not a completely different fabric of organization.
The characteristics of the commercial line are in radical contrast with the pleasure car business, the inception and purpose of the one being so different from the other as to render obsolete many of the formulated practices heretofore in vogue, conspicuous among which is a too complete reliance upon the individualistic function performed by the salesman.
It is not the purpose of this paper to advance anything in the nature of destructive policy, but rather to aid administration by the constructive influence of engineering talent in developing a qualified organization, operated by predetermined methods, and supervised by continuous analytical scrutiny to the end that the administration may assume complete responsibility and precise control of every factor contributing to the efficiency of the sales department. This is distinctly a commercial engineering problem, and demands all the functions of an investigating, creative and organizing mind, applied to secure efficiency, or eliminate waste in the intricate commercial mechanism necessary to introduce new and revolutionary devices.

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