Personal Salesmanship

Personal Salesmanship

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This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1909 edition. Excerpt: ...the case, preferably drawn from an experience with another ""eater in the prospect's own line. Salesman Must Use His Own Judgment in Each Individual Case Of course, the salesman must learn to answer each objection as the individual circumstance demands. Some must be met directly, some by drawing the prospect's attention to other selling points calculated to overcome his reluctance. At times, however, an apparently unanswerable objection can be turned into an argument to clinch the order. "I had a big St. Louis manufacturer on my canvassing list," said a salesman who was selling an office appliance. "I found him approachable, stirred his interest in my machine and got away with the promise of a definite answer the following week. "When I called on the day appointed, I felt his antagonism when he acknowledged my 'good morning.' He didn't keep me in doubt as to the reason, but handed me a late issue of one of the appliance trade journals. Slashing blue-pencil lines indicated a two-column attack on a certain alleged defect in our product. The writer's name carried no weight, but his treatment was exhaustive. He even made bold to compare the article in that particular detail with other machines. "I galloped through the article and took forty seconds to decide what I should do. There was no dodging the issue. I must meet it. "'That's fine, ' I said, dropping the paper carelessly on his desk. 'That strikes me as about the best advertisement the Peerless has received. It's a pity they didn't run that article in some paper of general circulation.' "'How do you make that out?' he demanded. "'Why, Mr. Jones, can't you see that article cost somebody a dollar a line?' I pretended astonishment myself. 'Let's...show more

Product details

  • Paperback | 30 pages
  • 189 x 246 x 2mm | 73g
  • Rarebooksclub.com
  • Miami Fl, United States
  • English
  • black & white illustrations
  • 1236588703
  • 9781236588708