Art and Science of Selling 1922, Part 1

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Kessinger Publishing, Jun 1, 2003 - Business & Economics - 628 pages
Volume 1 of 2. This volume contains Volumes I through IV of the original works. The purpose of this course on salesmanship and personal efficiency is to give ambitious men and women an opportunity to improve themselves and become successful, scientific business producers through spare time or whole time study. Volume I, The Salesman, includes lessons on opportunities in salesmanship, value of and how to study, creative power of salesmanship, fundamentals of salesmanship, education and experience, personality and how to develop it, marks of a good salesman, and getting the quoted price. Volume II, Methods of Distribution, includes lessons on the wholesale, specialty and retail salesman, promotion field, relation of correspondence to selling, direct- by-mail selling, forms letters and mailing lists, art of advertising. Volume III, The Proposition, has lessons relative to production of goods, analysis and use of goods, preparation and use of samples, overcoming competition, salesman's relation between producer and consumer, salesman and the credit man, and the salesman as a collector and adjuster. Volume IV, The Territory, includes lessons dealing with analyzing, building up and covering the territory, legal aspects of selling, self-interest and self-respect appeals, and appeals to buying motives.

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