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Updated: June 29, 2025
It seems to be the same educational philosophy which produced the course on Chicago in the Chicago elementary schools, which produced the Manhattan Trade School in New York, which produced the School of Salesmanship at the Women's Educational and Industrial Union in Boston.
And yet if salesmanship really were a science, Mitchell reasoned, there must be some way in which even a switchboard operator could profit by acquiring it. What if he were buckled to the end of a wire? Human nature is the same, face to face or voice to voice; surely then, if he set his mind to the task, he could make himself more than a mere string of words over a telephone.
Salesmanship is only the commercial name for persuasion, therefore Mr. Sheldon has uttered a great truth. Human interests do not clash, however much they may appear to. All human interests are mutual. John D. Rockefeller did not amass a fortune by making others poor. On the contrary, in the building up of his hundreds of millions, he increased the wealth of others by billions.
He sold Featherlooms out of salesmanship, and because he sounded convincing and sincere and businesslike and he had the samples. It wasn't all bunk. It was three-quarters business. Those two make an invincible combination." An hour later, Ethel Morrissey was shrewdly selecting her winter line of Featherlooms from the stock in the showrooms of the T. A. Buck Company.
The teachers of salesmanship tell us that we are all selling something, even when there is no visible product. The worker, according to them, is selling his services just as the salesman is selling goods. Some of us have to be producers. But the salesman's work is important. We do not discredit it. Salesmanship is built on faith.
Only the girl with a keen sense of taste can properly judge results and devise successful combinations. Only a business woman can buy to advantage and compute ratios of expense and return. This combination, of course, is not to be found every day. Salesmanship.
There was no use giving her the line about I-can-see-you-are-a-lady-who-cares-for-lovely-things. Anyway, now the pump was off my back I felt reckless. I threw the whole book of salesmanship away. "It's the most neglected lawn in the neighborhood. It is, madam, I'm sorry to say, no less than a disgrace."
"That's all a matter of salesmanship. An honest, enthusiastic salesman will boost his goods to the skies because that's the way they look to him. A farmer with a bunch of hill and rocks as his property will swear he's got the finest farm in the country because he's enthusiastic about it. This is wild land here a wild, wild land proposition.
The success of democracy as a working institution turns on salesmanship upon every man's selling himself his right to the attention of the Government.
If there were really a science to salesmanship, it would work at long distance as well as at collar-and-elbow holds, and Mitchell's first task, therefore, should be to project his own personality into the railroad offices. He went to bed still trying to figure the matter out.
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