By all accounts we are approaching an era of hard selling. For this reason industrial companies are beginning to show more interest in sales training — that type of instruction which a firm provides to train its own sales force. The August issue of this journal contained an account of two courses, there referred to as “combined courses”, one of which trains the engineer salesman and the other aims to produce sales‐conscious future managers. These two particular courses provide for the training of new entrants entering the company's service direct from school. What do companies do to train a corps of salesmen? Chloride Batteries Ltd is one company with experience in sales training and it is their scheme which forms the subject of this article.
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