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"Won't you try some of the Ceylon tea I brought in, Holmes?" asked Tooter. "I may as well advertise it all I can, now that you have exposed my secret salesmanship in the castle."
This is a larger body of workers than might be supposed, for it includes amongst others all those engaged in what I should call competitive salesmanship, or, to use a less dignified word, the puffery of wares, which has now got to such a pitch that there are many things which cost far more to sell than they do to make.
Courtesy and considerateness are cardinal qualities of the well-equipped salesman, but boastfulness, glibness, egotism, loudness, and self-assertion, are as distasteful as they are undesirable. The eloquence and persuasiveness of silence is nowhere better exemplified than in the art of salesmanship. One man says much, and sells little; another says little, and sells much.
"For as he thinketh in his heart," said Solomon, "so is he." It is a saying, obviously, that one may easily fill with fantastic meanings, as the prevailing gabble of the mental healers, New Thoughters, efficiency engineers, professors of scientific salesmanship and other such mountebanks demonstrates, but nevertheless it is one grounded, at bottom, upon an indubitable fact.
He had no fear of failing to become a salesman, after the first few experiences under Finch's watchful eye; his father had taught him a sort of salesmanship which experience could only make more effective. He knew already never to sell what he could see his customer ought not to buy, and he knew always to contrive as much as possible that the customer should do the selling to himself.
I had little time for observation since I had to exert all my powers of salesmanship on unseen financiers to persuade them by indirection that I was facing a financial crisis and they had a chance to snap up my South American holdings at fractions of their values; but out of the corner of my eye I admired the way Stuart Thario continuously sipped from his constantly refilled glass without hesitating in his duplicating endeavors.
"Good salesmanship," and this is the only sort that any self-respecting man will engage in, "is selling goods that won't come back to customers that will." It is cumulative in its effect, and the man who sells another something that really fills a want wins his eternal gratitude and friendship.
He had never been to school at all, but had learned bookkeeping, business mathematics, salesmanship, and the wisdom of the market-place from his store, from other merchants, and from the drummers who came every week with their samples and their worldly wisdom. These drummers were, almost to a man, very sincere friends of Mr.
Thus banking, law, medicine, public utilities, newspapers, the church, large retailing, brokerage, manufacture, are rated at a different social value from salesmanship, superintendence, expert technical work, nursing, school teaching, shop keeping; and those, in turn, are rated as differently from plumbing, being a chauffeur, dressmaking, subcontracting, or stenography, as these are from being a butler, lady's maid, a moving picture operator, or a locomotive engineer.
The dressing of the windows of department stores and the writing of catchy advertisements are a constant recognition of the power of suggestion. So well known is this weakness of human character that schools of salesmanship are regularly organized and promoted to teach the art of getting victims to part with money for things they do not want or need.
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