1928. In this treatise, an attempt is made to present the elements
of salesmanship and show how they may be profitably applied to
retail selling. The chief reason for the presentation of this book
before the public was the many requests that came from salespeople
in the department stores where the author lectured, asking for the
incorporation of the lecture material in a permanent form.
Contents: modern developments; knowing the goods; knowing the
customer; elements of personality; selling process; appealing to
the imagination; selling by suggestion; store system and method.
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