Business Marketing Advertising

Take two companies in your line.
One of these concerns marches steadily forward. Each year its prestige and sales volume grows. The best sales person are attracted to its sales force. It is spoken of as “a good firm to tie to.”
The other company barely holds its own. It has to fight for every dollar’s worth of business. Old customers drop out as fast as new customers can be added. It is spoken of as being “on the toboggan.”
Yet each of these companies has the same opportunity. It has the same territory to cover; the same people to sell; the same number of days in the year. “What makes the difference?”
SALES POLICIES. Your business ? any business ?succeeds or fails because of its policies. That is why the house gives such careful thought to formulating policies. They are not any one person’s ideas, but the combined experience of many people over a long period of years.
There may be times when you feel that your judgment is better than the company policy. But if it is right for you to set yourself above the policy of the business, then it is equally right for every other member of the organization to do the same.
A business cannot succeed unless it has a policy, and unless its sales people back the policy ? regardless of whether it seems right or wrong at the time.