SELLING: Meet the Boss

Even though the grocery business stands near its alltime high, sales-sharp Nathan Cummings, chairman of the giant Consolidated Grocers Corp., thought there was something wrong. He felt that neither he nor the grocers were selling enough food. To find out how to boost sales, the boss of the largest U.S. food wholesaling organization packed a sample case eight weeks ago and took off on a tour of hundreds of stores in ten states. He frequently donned a cotton coat and worked for stores behind the counters, "cut the cans" (gave out free samples), watched shoppers' buying habits and gossiped...

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