Date of Award

Spring 1957

Document Type

Thesis

Degree Name

Master of Science in Management Engineering - (M.S.)

Department

Management Engineering

First Advisor

William J. Jaffe

Abstract

With selling becoming so competitive in the past quarter century, managerial control over the sales organization is necessary for survivals Essentially, controls cover the regulation and administration of territories, expenses, and the measurement of performance.

The purpose of this thesis is to investigate the various phases of controls, the many plans which can be applied, and the advantages and disadvantages of these plans. Emphasis is placed on the case studies of some of the many firms which have put these control programs to work successfully.

This thesis is intended for management executives, sales managers, and sales staff executives in equipping themselves for the perplexing problems in administering sales policies in the field.

The author wishes to acknowledge with thanks the evaluation of the thesis and suggestions offered by Mr. Joseph F. Pellechia, Sales Manager, Chemical and Power Products, Inc. The many suggestions and helpfulness of Dr. William J. Jaffe of Newark College of Engineering during the preparation of this paper is gratefully appreciated.

These acknowledgements would not be complete without the author expressing his appreciation to his wife, Gladys, not only for the preparation of the manuscript, but above all for her forebearance and encouragement in making this thesis possible.

Herbert Gieser
Union, New Jersey May 1, 1957.

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