Business Power Through Psychology |
From inside the book
Results 1-5 of 93
Page 4
... situation . We shall see in the following chapters that the whole situation is the important thing for the salesman , and that it is made up of many more factors than are usually noticed . But for the present we shall speak of the more ...
... situation . We shall see in the following chapters that the whole situation is the important thing for the salesman , and that it is made up of many more factors than are usually noticed . But for the present we shall speak of the more ...
Page 5
... situation . In every sale there is this interplay of human forces . So we have the interaction of stimulus and response about which psychologists have had much to say in recent years . The interplay of stimulus and response sounds ...
... situation . In every sale there is this interplay of human forces . So we have the interaction of stimulus and response about which psychologists have had much to say in recent years . The interplay of stimulus and response sounds ...
Page 6
... situation superficially , there may be other factors operating as stimuli . The presence of other men , for example , may set up opposing stimuli , or the prospect's eyes may fall upon papers and documents lying on his desk which call ...
... situation superficially , there may be other factors operating as stimuli . The presence of other men , for example , may set up opposing stimuli , or the prospect's eyes may fall upon papers and documents lying on his desk which call ...
Page 7
... situations we are only omitting the more complex factors from the discussion . As a matter of fact , situations are rarely simple . Occasionally , as all salesmen know , a prospect is prepared to buy at once . But such simple situations ...
... situations we are only omitting the more complex factors from the discussion . As a matter of fact , situations are rarely simple . Occasionally , as all salesmen know , a prospect is prepared to buy at once . But such simple situations ...
Page 9
... situation is a tremendously interesting human problem . Here is a man who is unde- cided whether he wants to purchase or not . Many things in his mind favor buying , but objections arise . How shall they be met ? To one who knows ...
... situation is a tremendously interesting human problem . Here is a man who is unde- cided whether he wants to purchase or not . Many things in his mind favor buying , but objections arise . How shall they be met ? To one who knows ...
Common terms and phrases
ability adapt advertising animals arguments asked attention automobile behavior believe better business men cause cerebral cortex characteristics Clever Hans commander Consequently course created customers 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 Stonewall Jackson story subordinates success suggestions tactics tendency tests Theodore Vail things thought tion to-day told tricity trying UNIVERSITY OF CALIFORNIA Wanamaker's words worth writer young
Popular passages
Page 108 - The second type, which is, I think, a more modern and much less abundant type of mind, thinks constantly and by preference of things to come, and of present things mainly in relation to the results that must arise from them. The former type of mind, when one gets it in its purity, is retrospective in habit, and it interprets the things of the present, and gives value to this and denies it to that, entirely with relation to the past. The latter type of mind is constructive in habit, it interprets...
Page 175 - In brief, always and everywhere, the normal blond has positive, dynamic, driving, aggressive, domineering, impatient, active, quick, hopeful, speculative, changeable, and variety-loving characteristics; while the normal brunette has negative, static, conservative, imitative, submissive, cautious, painstaking, patient, plodding, slow, deliberate, serious, thoughtful, specializing characteristics.
Page 57 - ... assumes the principle in question. Tartalea, who edited Jordanus's book in 1565, has copied this theorem verbatim into one of his own treatises, and from that time it appears to have attracted no further attention. The rest of the book is of an inferior description. We find Aristotle's doctrine repeated that the velocity of a falling body is proportional to its weight ; that the weight of a heavy body changes with its form ; and other similar opinions.
Page 308 - No meritorious act of a subordinate should escape his attention or be left to pass without its reward, even if the reward be only one word of approval. Conversely, he should not be blind to a single fault in any subordinate, though at the same time he should be quick and unfailing to distinguish error from malice, thoughtlessness from incompetency, and...
Page 188 - R had been put in, nor be able to tell what objects you were passing at the moment it was done. But you could if your memory had been patiently and laboriously trained to do that sort of thing mechanically. Give a man a tolerably fair memory to start with, and piloting will develop it into a very colossus of capability. But only in the matters it is daily drilled in.
Page 108 - I think, the predominant type, the type of the majority of living people, is that which seems scarcely to think of the future at all, which regards it as a sort of blank non-existence upon which the advancing present will presently write events. The second type, which is, I think, a more modern and much less abundant type of mind, thinks constantly and by preference of things to come, and of present things mainly in relation to the results that must arise from them.
Page 299 - He did, sir, and repeated it." After a moment's pause, and looking up, the President said, " If Stanton said I was add fool, then I must be one, for he is nearly always right, and generally says what he means. I will step over and see him.
Page 299 - I have heard, in such a way as to believe it, of your recently saying that both the army and the government needed a dictator. Of course it was not for this, but in spite of it, that I have given you the command. Only those generals who gain successes can set up dictators. What I now ask of you is military success, and I will risk the dictatorship.
Page 365 - Now what shall we feed the rats? We will feed the rats the carcasses of the cats after they have been skinned. Now GET THIS We feed the rats to the cats, and the cats to the rats, and get the cat skins for nothing. Shares are selling at 5 cents each, but the price will go up soon. Invest while opportunity knocks at your door.
Page 267 - Bradlaugh's supporters had the courage to avow themselves such. It was not easy, at any rate it was not easy in the Five Towns, for a timid man in reply to the question : " Are you in favour of a professed Freethinker sitting in the House of Commons?