When one of its salesmen set a new quarterly sales record, the company president found out that the secret of his success was that the salesman at customer product presentations, had demonstrated the strength of the company’s safety glass by striking the safety glass several times with a hammer. The president had the salesman teach the hammer technique to the entire sales force. Some months later the company shattered its previous records for safety glass sales - but the salesman had again si...

BPIR Categories

4.2.1 Manage sales & sell products & services
4.1.2 Manage advertising & promotional activities

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