Art and Science of Selling 1922, 2. rész
Kessinger Publishing, 2003. jún. 1. - 636 oldal
Volume 2 of 2. This volume contains Volumes V through VIII 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 V, Language and Persuasion, includes lessons on the use of words in expression, punctuation and paragraphing, elements of correct English, discourse and the sales talk, use of logical argument and suggestion, sensations the basis of judgment, reasoning a form of persuasion, and use of suggestion in selling. Volume VI, Handling the Customer, presents lessons in useful points in judging customers, customers to guard against in selling, customers all salesmen like to sell, customers who: try your self-control, believe in salesmen, depend on themselves, reason things out, and accept suggestions. Volume VII, Making the Sale, discusses the investigation, approach for interested-attention, explanation for understanding, demonstration for belief and desire, answering objections for decision, closing, satisfied customer, and self-checking your salesmanship. The final Volume VIII, Personal Efficiency in Selling, presents efficiency is salesmanship, positive mind, memory training, imagination as a business force, autosuggestion, conquering will, self-improvement through habit, and making the most of yourself.
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