Household The sales manager should be concerned with the allocation of territories, the supervision, encouragement, and appraisal of sales personnel, reports on the selling operation, and liaison with other departments. He is usually based at a sales office (supervised by someone else) where statistical records of calls and orders are maintained. Coordination of changes in policy and the solution of particular problems as they arise demand effective communication between the sales manager, the sales office, and salesmen. Sales targets must be realistic in relation to local and national market potential, and the total current productive resources of the enterprise; goodwill can be lost by deliverYperiods which are too lengthy. Selectn of salesmen is of primary importance. It is not enough that a man should be neat in appearance and have a pleasant manner, in fact neither of these qualities matters particularly. But he must be genuinely interested in selling; he must be selfreliant and enterprising; he must, above all, be fascinated by people, who will assuredly respond to his interest in them whatever his surface characteristics may be. A salesman must be trained in his Company's objectives and in the product with which he is concerned, but he should never be trained to sell products or services which he feels to be bogus, for a disastrous impression of insincerity may thus be created. Equally, a salesman will never be able to do justice to his selling task by the adoption of a sales 'patter' which is inimical to his nature and personality. Because improvement in technique is always possible, training should be a continuing process. A salesman is physically  Management of What ? 119 separated from the concern by which he is employed, and this circumstance can lead to his identifying himself too closely with customers. He must never be allowed to forget his responsibility to the men and women in the factory; regular visits to the works, Company social gatherings, and sports events can play a certain part here. Salesmen may be paid a straight salary, salary and commission, commission only, salary and bonus, or salary, commission, and bonus. In many industries, the traditional system of small salary and large commission is giving way to a basic salary adequate for the maintenance of a decent and progressive way of life. In sum, the Arthur Miller Death of a Salesman type of character, insecure, brash, opportunist, and uneducated, is on the way to becoming a British legend. And it is well this should be so. Merchandising is the art of presenting goods to potential customers in the most appealing and convenient way. Marketing management has many choices in this respect. Showrooms, stands at exhibitions and trade fairs, leaflets, display cards, and other material for use at the point of sale; these are some of the more tangible merchandising media. Household