Bostonian offers retailers updated business plan. (Bostonian Shoe Co.)

Footwear News,  February, 1994  

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The Bostonian Shoe Co has taken an alternative route to retail sales by making changes in its sales force. The company restructured its sales organization by increasing the number of sales personnel. Traditional roles have been taken over by three regional sales managers, 15 territory managers and six sales service representatives, all of which are salaried employees. The company also supplies its personnel with laptops and scanners that are able to supply them with inventory values.

KENNETT SQUARE, Pa. -- Ever compare selling shoes with selling razor blades? Bostonian president Bob ...

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