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Updated: June 29, 2025
Salesmanship is the business of the world; it is about all there is to the world of business. Enter the door of a successful wholesale or manufacturing house and you stand upon the threshold of an establishment represented by first-class salesmen. They are the steam and a big part of the engine, too that makes business move.
His journal about this time shows, "Expense five shillings for Benjamin Franklin's 'Essays," and the same for "'Plutarch's Lives." And from these books he read aloud at the bagmen's dinners. Cobden anticipated in many ways that excellent man, Arthur F. Sheldon, and endeavored to make salesmanship a fine art. From a salesman on a salary, he evolved into a salesman on a salary and commission.
You ought, therefore, to prepare yourself in some way for business. Work during the summer, and then during the winter resume your studies, preparing yourself for an executive position in connection with manufacturing and selling fine machinery. Study accounting, banking, finance, salesmanship, advertising, mechanical engineering and designing.
The letter must succeed in getting its idea across and it must build up good will for its firm. There should be a reason back of every letter if it is only to say "Thank you" to a customer. Too much of our national energy goes up in waste effort, in aimless advertising, worthless salesmanship, ineffective letter writing, and in a thousand and one other ways.
Manufacturing is a matter of formula, but salesmanship is genius. Moreover, to get the money to equip great factories is genius, and up to the Nineties the Carnegie Mills were immense borrowers of capital. Our socialistic friends sometimes criticize Andrew Carnegie for making the vast amount of money that he has.
The word "Amati" brought back to him the scene of Felix Geigermann's musicale, and his heart thumped unpleasantly as he listened to Aaron's exhibition of salesmanship. "Moreover," Aaron continued, "here is the scroll which it is ever so much finer as them other fiddles you could buy for fifty oder sixty dollars. Look at the varnish on the back, Nathan shines like rubies, ain't it?"
Our young saleswoman will study her store, she will take lessons in salesmanship, she will be interested in her work and eager to learn. Such a girl will find that the place of her employment is a world in miniature, where she can study life and human nature and where she may become a useful and well-equipped member of society.
"It will be seen," adds the report, "that the opportunity for reaching the coveted position of buyer or assistant buyer is small." The disadvantages and dangers of salesmanship for girls, other than small pay and improbability of much advancement, we shall consider in a later chapter.
He may explain and reason, and use all the persuasive phraseology at his command, but he must not permit himself for a single instant to engage in controversy. To argue is fatal to successful salesmanship. There is nothing that can be substituted for a winning personality in the salesman. What constitutes such a personality?
She finally bought the rug, but it was in spite of the clerk rather than because of him. Too many salesmen kill their sales by thinking and talking only of their product. The customer is not half so interested in that as he is in himself. Good salesmanship relates the product to the customer, and does it in such a way that the customer is hardly aware of how it is done. In a Big City.
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