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Updated: June 29, 2025
Needless to say, the telling of long stories, or personal experiences, has no legitimate place in the business of salesmanship. There is a proper time and place for short story-telling. Like everything else it is all right in its appropriate setting.
The post-graduate course of every school of journalism is a roped arena where you wrestle, catch as catch can, for the honors bestowed by experience. This experience, painfully acquired, should be backed up by an elementary knowledge of salesmanship.
Machine and handworkers carry out special orders in making curtains, cushions, lampshades, etc. A store school employs teachers of salesmanship and store system. Many girls are employed as saleswomen in smaller stores which need only a few employees.
Typewriting, dictaphone, switchboard operating, telegraphy, osteopathy, massage, and salesmanship are to be taught to those who are fitted for these branches; and trades and occupations, including piano tuning, winding coils for armatures used in electric motors, joinery, mat and mattress making, broom and basket making, rug weaving, and shoe cobbling are to be taught to those who are not fitted for the professions.
There are the large groups of psychotechnical problems where the effort refers to the application of psychology in securing the best conditions for labor and industry and commerce. It leads from the mental effects of signals or the mental fatigue in mills to the secrets of advertisements and salesmanship.
He had no interest in business, no desire to make money, no skill in salesmanship. But there were five mouths at home; sweet affectionate feminine mouths no doubt, but requiring food. Also two in the kitchen, wider, and requiring more food. And there were five backs at home to be covered, to use the absurd metaphor as if all one needed for clothing was a four foot patch.
To take a single practical instance, there is the department of salesmanship and the department of finance. Salesmanship requires, above all, the spirit of optimism. That same spirit carried into the sphere of finance might ruin a firm. The success in one branch might therefore well be the failure in the other, and vice versa. No young man, therefore, has failed until he has succeeded.
Even the platitudinous Bland had his practical inspirations; if they had not been practical, they would not have been Bland's. One of these was an analysis of the national business character. "We Americans," he wrote, "are natural merchandisers. We care less for the making of a thing than for the selling of it. Salesmanship is the great American game.
Here she was able to save from her salary. She also saved very carefully the wardrobe she had before she entered business. With these reserves, she came to New York to work in department stores for the purpose of gaining experience in salesmanship and a more thorough knowledge of corsets. She expected to be able to command a high salary as soon as she had thus increased her competence.
"He bought a good sized bill and, as I left him on the train where I changed cars, he said, 'Well, good luck to you. I guess you'd better just duplicate that order I gave you, for my other store." "That," spoke up one of the boys, "is what I call salesmanship. You landed the man that didn't want to buy your goods. The new man let him slip off his hook when he really wanted to buy suspenders."
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