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Updated: June 29, 2025
Every salesman should cultivate a musical and well-modulated voice as one of the chief assets in salesmanship. The salesman should cultivate dignity of speech and manner. People generally dislike familiarity, joking, and horse-play. It is well to assume that the customer is serious-minded, that he means business and nothing else.
Louis' first season with his new employers was fraught with good results for Potash & Perlmutter, who reaped large profits from Louis' salesmanship; but for Louis it had been somewhat disappointing. "I never see nothing like it," he complained to Abe.
So you should study your magazine just as carefully as you do the subject about which you are writing. In your interview with the editor or in the letter which takes the place of an interview, state briefly whatever should be useful to his enlightenment. That is all. There you have the first principles of what is meant by "an elementary knowledge of salesmanship."
But I was so tickled to get the unexpected four and a new lid besides that my head swelled and my bonnet fit me to a T." Salesmanship has already been defined as the art of overcoming obstacles, of turning defeat into victory by the use of tact and patience. Courtesy must become constitutional with the drummer and diplomacy must become second nature to him.
Curiously enough, it would seem that the shopping public of a nation professedly democratic will not buy so much as a spool of thread from a seated woman. There is, of course, much work for women such as ironing for instance in which standing is generally considered absolutely necessary. Salesmanship is not work of this character.
The season may be dull, the crops may be bad, there may be strikes, lockouts, depressions and deflations, unemployment it makes no difference he must keep cheerful. It is the courtesy of salesmanship, and it is this quality more than any other that makes selling a young man's job we do not mean in years, but in spirit an old one could not stand it.
It took a cherry fountain syrup which was merely a chemical imitation that under an old name was familiar to everybody; it gave the syrup a new name, and made twenty million children clamor for it. Mr. Pemberton could never quite understand that advertising was merely a matter of salesmanship by paper and ink, nor that Mr.
I saw in print, the other day, the statement that salesmanship is the "fourth profession." It is not; it is the first. The salesman, when he starts out to "get there," must turn more sharp corners, "duck" through more alleys and face more cold, stiff winds than any kind of worker I know.
The art of salesmanship is the art of winning, and there is no such animal as a successful drummer with a perpetual grouch. But just the same the astute Jimmy's progress was not so easily profitable from the personal point as he had conceived, and as he had ardently hoped.
The way was open for me to get out of the labor field and into the field of management. But here is where my natural feeling of fraternity stepped in. I liked to be among the men. I felt at home there. I was only twenty-two, and salesmanship was a field I had never tried, except for a season when I sold Mark Twain's book, Following the Equator.
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