A lot of reading for a few ideas, as the author writes on personal practices, executive leadership and office management. This is a serious attempt to show how salesmanship can be improved. He overdoes his effort to explain how to go about selecting salesman, what to look for, what to avoid and how to check. He shows how they can be fired with enthusiasm, inspired and guided. He develops all types of formulas on bonus payments, salaries and commissions. He discusses the problems of the salesmen in the field as against those in the home office. He explains the importance of administration, supervision, etc. on the part of the sales manager. Comprehensive coverage, but too wordy to appeal to the busy sales manager who might use it.