Textbook of Salesmanship 1924
1924. This book is designed primarily for use as a textbook for college and university classes in salesmanship, although it was hoped that men engaged in the business of selling may find in it some practical ideas which, put into practice, may increase sales. Contents: knowing the proposition; buying motives; pre-approach; gaining the interview; the approach; demonstration; meeting objections; the close and the departure; salesman who sells to dealers.
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