File:Bell telephone magazine (1922) (14755774342).jpg

Identifier: belltelephonemag4344amerrich (find matches)
Title: Bell telephone magazine
Year: 1922 (1920s)
Authors: American Telephone and Telegraph Company American Telephone and Telegraph Company. Information Dept
Subjects: Telephone
Publisher: (New York, American Telephone and Telegraph Co., etc.)
Contributing Library: Prelinger Library
Digitizing Sponsor: Internet Archive

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judi-cious use of the phone the salesman cantime his premise visits to the optimumopportunity. In many instances this tim-ing of the inventory cycle has led to apattern of alternate visits and phone con-tacts or some other mix of the two. A re-cent example of the success of this ap-proach is the experience of one of thecountrys largest paint companies. Itsproblems of coverage and timing wereserious. To solve the problems, their salesdepartment programed telephone calls to complement their visits. Every other con-tact to a retail outlet is made by atrained saleswoman by phone. This planhas given this company better marketcoverage, significantly greater sales atless sales costs. One saleswoman, in tenweeks, made 995 telephone calls, result-ing in 438 sales worth $49,420. Marginal accounts—those where thesize of orders is so small that the salescosts alone eat up practically all the The salesmans lime can be made more pro-ductive by timing his contact to the cus-tomers inventory cycle.
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49 PHONE POWER IN ACTION

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