Southwestern Publishing COmpany

A History of Success Since 1855 History The Southwestern Company, located in Nashville, Tennessee, has been in business since 1855. In 1868, the high society began helping students finance their school expenses and organized a gross sales force to convey books. Southwestern markets family-oriented educational reference books through a sales force of nearly 4,000 students each summer, representing approximately 400 colleges and universities from the fall in States, Canada, and Europe. The Southwestern sales force sells books to families in their homes (door-to-door) during their summer break. The sales force argon independent contractors and have the opportunity to hold out their get business by purchasing products from Southwestern at wholesale and selling them to customers at retail.

The Southwestern Company success widey weathered the disruption of two world wars and the Great Depression. At the end of World War II, a group of youngish men, who had themselves been student salesman, returned and joined in rebuilding the company, surrounding it with their own energy, creativity, and dedication to the companys basic principles of hard work, superior service, and building reference in young people.

A leader in Nashvilles well-fixed business community, The Southwestern Company has been locally owned and controlled for close its entire history. From 1969 to 1982, Southwestern was part of the prestigious Times reflect communications group.



After that period, the management and employees showed their confidence in the company and its future in the Nashville community by repurchasing its blood line from Times Mirror and returning control to local hands. Today, they are proud to build on the foundation of their current 2,000 someone sales force from around the world. Southwestern is a expressed leader in the direct sales industry.

Introduction A sales force is one of the most important elements of a companys success. Not only are sales the most valuable component of the marketing mix...

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