Leaders in selling and sales management

Article Abstract:

Jim Jensen, chief executive officer of Thousand Trails Inc., the largest membership campground company in the U.S. is a demanding and effective leader. He began selling at an early age, selling cookware and encyclopedias and eventually becoming a vice president at Encyclopedia Britannica. He then became president of Grantree Furniture Rental of Portland, Oregon where he aided the company's rise from revenues of $6 million to over $70 million in six years. His desire to provide quality family experiences brought him next to the campground membership company where he developed an expert staff, provides a desirable service and created a very profitable enterprise.

Management, Associations, Camp sites, facilities, etc., Campgrounds, sales management, Thousand Trails Inc., Jensen, Jim

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Leaders in selling and sales management: Lee A. Iacocca

Article Abstract:

Solid product knowledge and an absolute love for selling have propelled Lee A. Iacocca into the business-world spotlight. Although detractors may criticize some of his corporate management skills, and he personally admits to his share of mistakes (Ingrassia & Stertz 1990), few can doubt the selling and sales management skills of Iacocca. Although much has been written about Iacocca, this article will focus on his specific contributions to the sales discipline. (Reprinted by permission of the publisher.)

Selling, Sales managers, Iacocca, Lee A.

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Leaders in selling and sales management: Peter Fischer

Article Abstract:

Peter Fischer received a MBA from Hamburg University in 1971 and began work for Audi of America. Mr. Fischer's career advanced rapidly and he became the head of Audi of America in 1982. In his four years at the top Audi sales have increased by 64%, from 45,000 units in 1982 to 74,000 in 1985. A 'personalized marketing' program, consisting of a dealer performance recognition system and a 'hands-on' experience program, have helped Audi become a major competitor of Mercedes Benz of North America Inc.

Motor vehicles and car bodies, Marketing, Automobiles, Fischer, Peter, Audi NSU Auto Union AG

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