THE NEEDS OF A SALES DEVELOPMENT ORGANIZATION

Abstract

This paper formed part of the series emphasizing the varying needs of different types of users of technical information services. Mr. Bigford explained that his particular interests lay in the development of new uses for aluminium and its alloys, metals for which many applications have already been found on land and sea and in the air, and in almost every industry. It is necessary to consider the wide diversity of applications in relation to the varying properties of the available types of aluminium and its alloys—types ranging from the highly ductile pure aluminium to the newer high‐strength alloys. A scientific approach must be used to ensure that the most suitable type is used for each new application, and this means a consideration of such factors as corrosion resistance, strength, finish, jointing, etc. Apart from available alloy types the metal is also available in different forms—as extrusions, plate, tubes, sheet and strip, castings, etc.—so that a proper consideration of the most applicable form to be used is also necessary. In many instances this introduces, among other things, the need for full consideration of the jointing problems as well as other factors which may complicate the economic picture. From information concerning the known properties of the metal or alloy and its reactions under similar working conditions, as intelligent an assumption as possible must be drawn on which recommendations on probable service behaviour can be made.

Citation

BIGFORD, H.M. (1953), "THE NEEDS OF A SALES DEVELOPMENT ORGANIZATION", Aslib Proceedings, Vol. 5 No. 3, pp. 181-182. https://doi.org/10.1108/eb049476