The Science and Art of Selling - Softcover

Knox, James Samuel

Softcover

ISBN 10: 1596058285 ISBN 13: 9781596058286

Verlag: Cosimo Classics, 2006

Über diesen Titel

Reseña del editor:

A prize fighter does not punch his opponent until he is down and out, and then keep on striking him. He knows better. A carpenter does not hammer a nail after it is all the way in and clinched. If he did he would loosen it. Many a salesman pounds away to get an order after it has been thoroughly clinched in his prospect's mind. He sometimes talks the man into buying and then talks him out of it. Such a salesman fails without knowing why. He believes that no one could have obtained the order. He made the sale and lost it but does not realize it. -from "Chapter XVII: Resolve to Buy" The details change, but as anyone who has ever had to sell anything from widgets to ideas surely knows, human nature is the greatest obstacle to be overcome by the salesman. And human nature is the same today as it was in 1921, when this lost classic bible of salesmanship was first published. Expert seller James Samuel Knox explains: . fundamental factors in business, from economics of distribution to the psychology of business . the basic principles of salesmanship, including arousing interest, producing conviction, and creating desire . efficient & inefficient selling methods, from motives that move buyers to how not to sell . and more. OF INTEREST TO: sales and marketing specialists, students of human psychology American salesman and author JAMES SAMUEL KNOX (1872-1945) also wrote The Science of Applied Salesmanship (1911) and Salesmanship and Business Efficiency (1922).

Reseña del editor:

Mr. J. S. Knox, author of this book, is a practical salesman, with many years of experience in selling various commodities. He has thought long and deeply on the problems of life, business and success, and has assembled ideas, facts, and experience from all sources for this publication. It is not overstating it to say that he has condensed into one volume the essence of a dozen books, all of which he has illuminated and made vital by his own practical and sympathetic understanding of this important subject. The Science and Art of Selling is sweepingly comprehensive, and decidedly concrete. It deals with the laws that govern the human mind, and shows that a knowledge of those laws is essential to advancement of any kind, either in business or in the professions. Teachers, writers and others who love to contemplate salesmanship as a science, will find herein much fresh and interesting material. All classes will enjoy and appreciate the definitions of salesmanship, and their application to every day activities, showing howE very person is selling something. These explanations will do much to help you place yourself in the business world. They also point the way to promotions and greater success. Merchants, large and small, and salesmen, trained and untrained, will relish theS elling talks and valuable suggestions for making sales, based on information obtained at first hand by the author. No matter whether you are selling ideas or merchandise you will find inspiration and practical help in this book. ALBERT SIDNEY GREGG.
(Typographical errors above are due to OCR software and don't occur in the book.)

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Über diese Auflage

• Verlag: Cosimo Classics
• Erscheinungsdatum: 2006
• ISBN 10: 1596058285
• ISBN 13: 9781596058286
• Einband: Tapa blanda
• Anzahl der Seiten: 388