Loyola University Chicago Loyola eCommons Master's Theses Theses and Dissertations 1960 A Proposed Sales Training Manual: Olin Mathieson Chemical Corporation Bag Sales Department Verlyn Ronald Roskam Loyola University Chicago Follow this and additional works at: https://ecommons.edu/luc_theses Part of the Labor Relations Commons Recommended Citation Roskam, Verlyn Ronald, "A Proposed Sales Training Manual: Olin Mathieson Chemical Corporation Bag Sales Department" (1960).edu/luc_theses/1682 This Thesis is brought to you for free and open access by the Theses and Dissertations at Loyola eCommons. It has been accepted for inclusion in Master's Theses by an authorized administrator of Loyola eCommons. For more information, please contact ecommons@luc. This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 3.
Copyright © 1960 Verlyn Ronald Roskam A PROPOSED SALES TRAINING MANUAL OLIN t{ATHIESON CHEMICAL CORPORATION BAG SALES DEPARTMENT by Verlyn Ronald Roskam A Thesis Submitted to the Faculty of the Inatitute of Social and Industrial Relations of Loyola University 1n Partial Ful.ll1ent of the Requirements for the Degree of Master of Social and Industrial Relations June 1960 LIFE Verlyn Ronald Roskam was born in Iowa Falls, Iowa, October 16, 1929. He was graduated trom west High School. Waterloo, Iowa, Jun•• 1947, and trom Wentwortn Military Junior College, Lex- ington, Missouri, May, 1949, with the degree of Associate of Arts. He was graduated trom Knox Oollege, Galesburg, Illinois, June, 1951, with the degree ot Bachelor ot Arts.
From 1951 to 1954 the author served in the United states Army as a Regular Officer. He served in the Korean War tor one year. Alter resigning from the Regular Army he attended the Harvard Graduate School ot Business Administration trom Sep- tember, 1954 to June, 1955. He began his graduate studies at Loyola University in September, 1955.
The writer has been employed in industry and is currently affiliated, as a sales representative, with the Bag Sales De- partment of the Olin Mathieson Chemical Corporation. 11 Tt\BLF: OF CONTENTS Page I. GENEfiAL IIFOKMATIOI • • • • • • • • • • • • • 1 Statement of the purpose of the manual-- Hl. of t he Bag Sale.Method of gathering oplalo._d--The survey-- Sale.
SELECTIOH 0' Tl~IliE. • • • • • • • • • • • • Standarda--Recruitlaa--Seleetlon toole-- Retereftce e becu.OR AND EVALUATION OF' TRAINEE. • • 21 Adalnlstratlon--Dlatrlct manaeer responsl. bl11ty--Evaluatlon reporta--Prolrea8 reports.UQ l'OaK 3CHEDULE.111 phase (I)-- Standard rlaBt phase--Specialt1 pl.a-- Multl-wal plant phase--Bal ~al •• Ottlc.
pha•• (I)--Dlatrlct Sal•• Otti •• (Insid.)-- Technical dapart!lent;--Credl\ Department-- Art nepart_at--Market rea.arcb-Sal•• prCMlOtion--hpe:r mill phas.e (tI)--Manutacturll11 department revle. • • • • • • • • • • • • • • • • 40 BIBtlOORAPHI • • • • • • • • • • • • • • • • • • • i()O 111 LIST or TABLES Table Page I. PRO'081O OUftIII SUBMITT,,;!) TO SALE~) UPitESENTATIVKS or OLIN MATHI!!SOPl BAO SALES Di~)Afi1'x&NT. UStfLTS 01 QtJE:iTIOIAlag TO SI\Li:<:S REPRESll:NTATIVI5 ASKIIG THEP"OLLOAIHQ QtHtSTIONa HOW' tORt) DO YOU FEEL THAT THE SAt!S TIUI"lMO PROO.iAM SHOULD LAST? •••••••••••••• 4' Ill.· BAG SALES ngp.UtTMElfr TiLlPHOHE cueK ow SAL&~ APPLICAItTS.UATIOR uPOtlTS •• • • • • • • • • • • • • • • • '3 VI.
TIUIIEE 14TlIO rORM • • .s ALES D&VELOPMIIT iEPORT. SALIS TRAIIIIG PROGRESS REPORT. BAO SALES DEPARTMENT J(AS'l'EIt riA-IRINO SCHEDULE • • • sa x. PAPER MILL PHASI.
STANDARD AND KRAFT PROIiCCT. SPECIALTY PLANT PHASE • • • • • • • • • • • • • • • 6) IIf_ MULT IlVALL PLART PHASi • • • • • • • • • • • • ••• 64 XV. BAO SALES O'FICE (PHASE I) •• • • • • • • • • • • • 66 IVI. TECHNICAL PZPARTMERT PHASE.
LIST or T "ILES (colJtllJved) Table Page IVII. CREDrf t>"'PARTMl~vr PlASS. Am: DEPART~>iENT! MAil!. RESEARCH AID SAL.
• • PROMOTION DiPARTMlIT PHASE 70 III. TRAFFIC DEP~dTMEIT PHASE. BAG SALES OFFICI (PHASE II). 'APER MILL (PUASI IX) •••• • • • • • • • • •• 13 XIII.
SALES REPRESENTATIVE POSITION ANALYSIS • • • •• 74 XlIII. INTERPRETATION OF FACTS RECORDED ON PATTERNED INTERVIEW FORM. • • • • • • • • •• • • • • • • 80 v CHAPTER I GEJERAL INF ORM.4Tt ON As of tbl. WTitlftg ~be 0118 Mathle.tcal Corporat1•• , 'ro.1_, Bac Sal•• Depart•• ft'.
awan of tbi.e, aDd t ••la tbat tb. 'too the aal. tNl••• at the Paper Mill could 'be i. It ie tbe d.lre of tbe Bag 5.anual be wrlt'e.
aDd 41a- trl'''ted to all pe,.80rmel cOft,eraed. ft not onl1 the traini.I to be Cl ••• the individual, but a180 would cover the too18 t. be US" by t.p' to be take.,lnl the train•• , and the ••'bod of •••luatlng tbe trala•••• .aul would be a femmOD guid. tor all executt.
doing reoruitiftc wbether th.y be 1ft Nev York City or Dall. It would ••sure _ftap- ., that all tra1". would not only re._ type ot traiDins, bot they alao would b. type 18 detln1tely aeeded not only tor the individuals doll1' the late"lew1ft1, but I 2' ala.
tor all per.oftsel vbo would p. Tbe autbor baa d. a prouaa d•• leutN to glY8 tbe tool. nec•• aary to do thl ••••1.
nt o08pe'entl,_ In t.prine of 19S6 the 011.on eta_loal Corpora- tion,who•• corporat.ed 1n New York City, coa- ple'e.he pld"Oh.lb1e and 1fthll- e_pan, both looated 1ft :;(;••t Monroe. of t be Browa Paper Coapaa, and the N. Bac 1ft obtaln1na th. bundred thousand ae.berland aad a paper fIlll t.hat h•• tbe racl11t.
tbe 'roa'knJ't D1Yi81on ot Ol~a Mathie.on Cbe_ieal Corpora' 10ft. The Frostkraft Divi.!oa was dl.ld •• 1nto two ••parate department' known .t and the Ba, Sale, Depart.'er date, but. tor t,he pur- of to hi.ll no' 'be co••lel. 1, tor the Ba, Sal.1'\,,_, tba' thie Mft_1 va_ vri't ••• A nu.ber of chaRle.3 place when new .ssumes control ot • firm.
The Brown Paper CoapanJ had •••bera of their •• les force who had been with them from fivo to twenty year8. These men were selling as aanu- facturers represent.atlv•• solely Oft a com;at •• lon baale.ult of operating In thi. eanner tbere had b.en a relatively low tum-over of Bale. of t he high COllm18.
In vlew of t ne low ~\lm-over there WIiS no need for lmmedi- ate actloa .raining program va. PrDCre •• ed, 80•• or the aalea peraonnel reached retlre~ ment al8, while othera, becaoe of a chang. in polioy trom •• 11- Ins Oft • co.alary, lett Olln Mathl.nt DOW reels that a.al ••1•• tralftina ~aBual should be prepared tor the'use of all concerned. ble 'the rut ure sal.
train•• to know exactly what 1a expected of hi. froa the first day with the company un- tl1 he baa cOIlpleted the program and 18 a •• tlned h1. Information Oft •• le. tralnin, programa of other fl,.
ID tnapaper iMWltl"Y' waa gathered by latervlewt.bera or tbeir uaaa.wed were 'the Ifttematlonal Paper Coapan7, Unloft Sa,Ccepany, Beall. Ba, Corapany, Gillian Pa,er Company t and the St. Regia Pap er Company. t1nas will account for over 60~ of the produetlon 1n t.he paper industry in 1960.
In addition opinions and information were gathered from difterent lI_bera ot __c_·ent in the r'roatkratt Di"I81011 or 011n Mat:1i.hQr would l1ke to point out that t. not agree with a 11 of t he opinion. expr••••d by Olin t a Ma. ! suno, which will be di.ed later 1n t his chapter was a180 sent out to the sale.
Many dirterent opinions of length and thoroughn. ot the program were expressed. Allot their recOIUIeftdatlons. the author tbo\llht practical.
Material 1i8"'ed in "'be bibliograpby was also studied and .ed wbere applioable. THY; SURVEY 1ft order t.o ,et a complete and well rotmdect opin1.be program, • prop~.d outline was sent to the tweDt,-two .n of _be i~g Sales Depart.questina their COM. or the twent.tionair••• ent out. tweDt, ot them were ,.tumed with coraerrta.
See 'l'able I, Pac- 44. III repl, to the q. "'How 108& do you r ••l that tbe .al •• training program should last?", the summary of op1n10n. 1s shown in 'fable II, Page 4S.
Ten ot tbe. indicated a program of le •• than twenty-six weeks, whtle the remaining ten iad1 eated a need of t. It should be noticed that there were thr. In- diyiduals who felt tnat the program should be twelye week.
1n length and tour person. who te1t it sbould be twenty.e oplnions are ln contrast to the practice. or 80 • • large oorporatlons .bere the aana,eaent t •• l. lengthy aales tl"ainingpro,ru i8 mUlded before putting a un Oft the road.
the International Paper Company puts a trainee through a two-y.ar pro,raa betore assignment. Atter thla time he 1.s a junior salesman and then f~ven a rew accounts on which to work under supervi810n of 8: more experienced salesman. A program sucb as that -1 have certain advantage. product knowledge and compeny organisation are concerned.
but it also has definite disadvantages. This i8 spelled out in the tollowlnl.ikel, yotmg men are chosen upon their graduation fro. tor the aale. They are flrat put into a ta.etory and shifted trom one department to ano- ther frOll a year to a year and one halt.re theft brought.
into the sales otfiee to • •"1" CU$tOller correspond- en. tor six montha to • year. B1 this ti •• they ha.e ia- e'e•••d 1ft salary and tb.y weI"•• ent out for the first ti•• 6 to .ake calla with another s. It bappeu that I followed the career or two cla8.
in this training'cours. and here 18 what I round. Not one of the really hot potential allle•••a 1n either cla. still with the compa.ny at the end of the second llnd third year of the training 001U'·.
The good ones, being salesmen by na- ture and inclination. had quit to .eek a quicker chanee to exerci.oday ordinary plugger t 'fpC ot order takera. 'EM ones who quit are 8ale. manar,ere witb other eompanies or high paid specialty saleamen.
Oft the averase they are doing about twice as well. those who stayed. Perhaps this company wants the plugge. tlpes of sal ••men.
I cantt afford th•• on. The sal•• repre.atives made no recommendation. changea in content ot the outline were concerned.tions give" as to what should be added to tbe manual, are 11sted belo": l.,Jrhat type ot bag packing equipment is available? Sewing machin•• ? Conveyor equipment? 2. ·'f,1to are the other bag manufactunng companiea? \i,fhat are their strong and weak pointe.
How i8 a cOlIpla1nt handled? 4. leho unufacturea bag makiftg equipment '1 A discus.lon ot thea. questions will be found in Chapter IV.8 Fundamentale tor Succe.sful Selling'", National Industrial Board Conterence, Study Rumber Three, (Deoember 1944) p. 7 aeginning witb Chapter II the material covered is the actual Sale.
The manual w111 be Chapten II, III, IV, and V. 'fhis 15 wbat the author propo••• to pre.ent to the "'tanagament of the Bag Sal. II It 18 of primary importance that any Olin V~tb1eson employee who participates in t, be aelect.ion of future sales trai. clear11 what klnd or a man 18 needed to_intaln a succ••• - ful sales organization.election will requlre the high••t degree or executive jude-ant.ffectlven••• ot a aal •• force sutters it hiring i8 done hastily and without discrimination.o hire the correct individual will cost Olin Mathie80n thow;and.
The eorpor1!lt1on cannot. afford such fallure •• The author would l1ke to emphasize that the aaterial written ln this chapter should be used aa a guide and not a Bible as rar .8 trainee ••leetion 1a concerned. Science ls ln the for_tlve atage8 ln uDderetancUng the h.an !lind and mot. Standards and method.
are conatantly changing. ';,1hat is true today could easily be outmoded tomorrow.ffectively to recruit a eale. a detinite 9 set of standard. Bust be established.
Listed below are a tew of the characteristics d •• ired by manac•• ent.