The Psychology Of Salesmanship

Author: William Walker Atkinson
Publisher: The Floating Press
ISBN: 1775560120
Size: 75.92 MB
Format: PDF, ePub
View: 4292
Download
The amazingly prolific thinker and writer William Walker Atkinson made his mark in a staggering variety of different fields, ranging from Hindu theology to the "New Thought" movement that eventually gave rise to abidingly popular concepts such as the Law of Attraction. In this timeless volume, he applies his insightful ideas to the field of salesmanship. It's a must-read for anyone whose livelihood relies on their skill of persuasion.

The Psychology Of Salesmanship The Original Classic Edition

Author: William Walker Atkinson
Publisher: Emereo Publishing
ISBN: 1486496067
Size: 38.58 MB
Format: PDF, Kindle
View: 7344
Download
Finally available, a high quality book of the original classic edition of The Psychology of Salesmanship. It was previously published by other bona fide publishers, and is now, after many years, back in print. This is a new and freshly published edition of this culturally important work by William Walker Atkinson, which is now, at last, again available to you. Get the PDF and EPUB NOW as well. Included in your purchase you have The Psychology of Salesmanship in EPUB AND PDF format to read on any tablet, eReader, desktop, laptop or smartphone simultaneous - Get it NOW. Enjoy this classic work today. These selected paragraphs distill the contents and give you a quick look inside The Psychology of Salesmanship: Look inside the book: According to his story, everyone had been trying to get the better of him ever since he started in business; his competitors resorted to unfair business methods; his landlord was endeavoring to drive him out by raising his rent; he could not get an honest clerk in his store; an old man had not an equal chance with a young man; he could not understand why people he had catered to so faithfully should be so ungrateful or so fickle as to give their patronage to every upstart who went into business in the same line as his; he supposed that he could work along, as he was doing, from morning till night without a holiday till he was driven to the poorhouse or died, and although he had been in the same stand for fifteen years there was not a single person he could call on if in need of a friend,Pg 20 etc. ...Fowler, the well known authority on Phrenology, is recommended to all Salesmen desirous of acquiring the faculty of understanding Human Nature: 'Scan closely all the actions of men, with a view to ascertain their motives and mainsprings of action; look with a sharp eye at man, woman, child, all you meet, as if you would read them through; note particularly the expression of the eye, as if you would imbibe what it signifies; say to yourself: What faculty prompted this expression or that action; drink in the general looks, attitude, natural language, and manifestation of the man, and yield yourself to the impressions naturally made on you—that is, study human naturePg 46 both as a philosophy and as a sentiment, or as if being impressed thereby.' About William Walker Atkinson, the Author: It is not known whether he ever acknowledged authorship of these pseudonymous works, but all of the supposedly independent authors whose writings are now credited to Atkinson were linked to one another by virtue of the fact that their works were released by a series of publishing houses with shared addresses and they also wrote for a series of magazines with a shared roster of authors. ...Randolph was known for embroidering the truth when it came to his own autobiography (he claimed that his mother Flora Randolph, an African American woman from Virginia, who died when he was eleven years old, had been a foreign princess) but he was actually telling the truth—or something very close to it, according to his biographer John Patrick Deveney—when he said that he had met the Maharajah in Europe and had learned from him the proper way to use both polished gemstones and Indian 'bhattah mirrors' in divination.

Salesmanship

Author: Thomas Herbert Russell
Publisher:
ISBN:
Size: 67.98 MB
Format: PDF, ePub, Mobi
View: 7034
Download

Birth Of A Salesman

Author: Walter A. FRIEDMAN
Publisher: Harvard University Press
ISBN: 0674037340
Size: 50.23 MB
Format: PDF, ePub, Mobi
View: 2730
Download
In this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and canvassers to one driven by professional salesmen and executives. From book agents flogging Ulysses S. Grant's memoirs to John H. Patterson's famous pyramid strategy at National Cash Register to the determined efforts by Ford and Chevrolet to craft surefire sales pitches for their dealers, selling evolved from an art to a science. "Salesmanship" as a term and a concept arose around the turn of the century, paralleling the new science of mass production. Managers assembled professional forces of neat responsible salesmen who were presented as hardworking pillars of society, no longer the butt of endless "traveling salesmen" jokes. People became prospects; their homes became territories. As an NCR representative said, the modern salesman "let the light of reason into dark places." The study of selling itself became an industry, producing academic disciplines devoted to marketing, consumer behavior, and industrial psychology. At Carnegie Mellon's Bureau of Salesmanship Research, Walter Dill Scott studied the characteristics of successful salesmen and ways to motivate consumers to buy. Full of engaging portraits and illuminating insights, Birth of a Salesman is a singular contribution that offers a clear understanding of the transformation of salesmanship in modern America. Reviews of this book: The history Friedman weaves is engrossing and the book hits stride with entertaining chapters on Mark Twain's marketing of the memoirs of Ulysses S. Grant (apparently Twain was as talented a businessman as a writer) and on the shift from the drummer--the middleman between wholesalers and regional shopkeepers--to the department store...In Birth of a Salesman, Friedman has crafted a history of an 'inherently unlikable process' with depth, affection and intelligent analysis. --Carlo Wolff, Boston Globe I very much enjoyed reading this book. It is well written, well argued, and thoroughly researched. Salesmen, Friedman argues, helped distribute the products of America's increasingly bountiful manufacturing industries, invented new forms of managerial hierarchies, investigated the psychology of desire, and were in the vanguard of America's transformation from a producer to a consumer society. He powerfully shows that the rise of modern business practices and the emergence of a particularly American culture of consumption can only be fully understood if we examine the history of selling. --Sven Beckert, author of The Monied Metropolis Walter Friedman's Birth of a Salesman: The Transformation of Selling in America is an important book. The modern industrial economy, created in the United States and Europe between the 1880s and the 1930s, required the integration of large-scale production and marketing. The evolution of mass production is a well-known story, but Friedman is the first to fill in the crucial marketing side of that industrial revolution. --Alfred D. Chandler, Jr., author of The Visible Hand and Scale and Scope With wit and verve, Walter Friedman gives us a cast of memorable characters who turned salesmanship from ballyhoo to behaviorism, from silliness to science. Informed by prodigious research, Birth of a Salesman also clarifies the birth of modern marketing--from an angle that humanizes its subject through wry, ironic, but serious analysis. This is a pioneering work on a subject crucial to American social, cultural, and business history. --Thomas K. McCraw, author of Creating Modern Capitalism

Principles Of Salesmanship

Author: Harold Whitehead
Publisher: BiblioBazaar, LLC
ISBN: 9780559230066
Size: 65.47 MB
Format: PDF, Mobi
View: 2263
Download
This is a pre-1923 historical reproduction that was curated for quality. Quality assurance was conducted on each of these books in an attempt to remove books with imperfections introduced by the digitization process. Though we have made best efforts - the books may have occasional errors that do not impede the reading experience. We believe this work is culturally important and have elected to bring the book back into print as part of our continuing commitment to the preservation of printed works worldwide.