Salesmanship; Magazine for All Who Sell or Have to Do with the Selling End of Business Volume 8-9

Salesmanship; Magazine for All Who Sell or Have to Do with the Selling End of Business Volume 8-9

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This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1907 edition. Excerpt: ...part of seller. Liability to lose permanent business. TT is the universal tendency of buyers A of all kinds to look with suspicion on cut-price articles. The first thought of a purchaser when he succeeds in getting a reduction is whether or not the bottom price at which the article could be bought has yet been reached. Then comes the mental suggestion that the quality must be inferior; also that there is something suspicious about the firm which will not fix its prices right in the first place and then stick to them. The best way of all is to fix the price right in the first place and then stick to the figure with unyielding tenacity. The salesman should be unwilling to discuss price. He should bring all the powers of his mind to bear on creating a desire. The price should usually be mentioned last and stated with an air of finality which will make the prospect believe it is useless to ask for a reduction. The salesman representing a good house who comes home and reports failure because of too high prices has obviously failed to make the right impression about his line. He has spoken as though his goods were in no way better than anybody else's. "Mr. Blank says he won't buy unless we cut our price" could be made to read generally with truth, "Mr. Blank from my selling talk didn't realize the vast superiority of our product and hence couldn't see why he should pay more for our goods than another firm's." The argument, "I can buy at a lower figure elsewhere," can be converted by the able salesman into a strong argument in favor of the product he is selling. The buyer knows as well as the salesman that quality goods do not need to be cut in price in order to effect sales, simply because they are well worth the...show more

Product details

  • Paperback | 192 pages
  • 189 x 246 x 10mm | 354g
  • Rarebooksclub.com
  • United States
  • English
  • black & white illustrations
  • 1236892399
  • 9781236892393