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[Identification of item], in the Cessna Aircraft Company Spring Training Play Book, probably 1972, David M. Rubenstein Rare Book & Manuscript Library, Duke University.
Purchase, 2010
Processed by: Alice Poffinberger, July 2010
Encoded by: Noah Huffman, September 2010
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This finding aid is NCEAD compliant.
The Cessna Aircraft Company is a manufacturer of private aircraft founded in 1911 in Wichita, Kansas
Collection comprises handouts of the aircraft sales training presentation that used an analogy to a football game to organize the information. Includes pages for the attendee's notes, as well as charts, graphs, financial information, and quizzes. Divided into sections: prospecting, consultant, interviewing, salesmanship, proposals, demonstrating, and scoring.
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