MANAGEMENT: Salesman's Salesman

U.S. industry, which does a crack job of selling its products, often flops in trying to sell itself to the public. To see if there were a surer way to make friends as well as customers, 70 companies of the Mahoning and Shenango valleys, in northeastern Ohio and northwestern Pennsylvania, formed a local organization called Industrial Information Institute, Inc. After rounding out its first year, I.I.I, last week had a pattern of local salesmanship that businessmen of other industrial regions could apply with profit.

Principal organizer and president of I.I.I, is William...

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