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CHAPTER PAOE I The Psychology of Salesmanship i
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ability adapt advertising animals arguments asked attention automobile behavior believe better business men cause cerebral cortex characteristics Clever Hans commander Consequently course customers Dardanelles decision discovered educated horse efficiency employees experience factors facts failure feel firm force give good-will habits human nature ideas illustration imagination important inefficient intelligence interest knew knowledge large number leader learned look Lord Fisher Lord Kitchener Mark Twain matter McClellan means meet ment mental method mind needed never observed one's opinions organization personnel management phrenology position principles problems produce prospect psychology question reason relation reply requires response result rules sales managers sales talk salesman salesmanship Selfridge sell situation sort square dealing Stonewall Jackson story subordinates success suggestions tactics tendency tests Theodore Vail things Thomas Huxley thought tion to-day told tricity trying Wanamaker's words worth writer young