| Description |
1 online resource (x, 254 pages) |
| Contents |
Part I. The trend of business -- part II. Getting into business -- part III. The self-development of personality -- part IV. Buying -- part V. Selling -- part VI. Advertising |
| Summary |
"The chief purpose of this work is to deal with the analysis, self-development, and certain uses of personality, and with those principles of salesmanship which are capable of general application in the selling of goods and services. The principal divisions of the book are The Trend of Business, Getting into Business, The Self-Development of Personality, Buying, Selling, and Advertising. The first of these is discussed because some of the fundamental ideas of business are rapidly changing, and he who is preparing for any line of business should be familiar with the general trend. The second is of value to those who will soon wish to put their theory into practice, and to those who wish to advance in the business in which they are now engaged. The importance of the development of right personality by the self is evidenced by the increasing emphasis that is given to the subject in business literature. Buying and selling are parts of the same unit, a business transaction, and knowledge of the one is supplemented by knowledge of the other. Advertising, a part of selling, is treated in outline only. The treatment, however, is sufficient to show the field to those to whom it may be especially attractive, to develop ability in the simpler forms of advertising, and to enable those who may become salesmen to take an intelligent interest in what is advertised concerning their goods. In the section on salesmanship, many of the principles and methods presented are merely those that have long been used more or less consciously by successful salesmen. It is only in recent years, however, that these principles and methods have been organized, that they have been made a part of the science of selling. The modern demand for efficiency has caused salesmanship to be analyzed and reorganized. Certain ideas and practices that were formerly considered good or necessary have been discarded, and new, strong, well-based ideas and methods have taken their place. Much of the material for the work in this part has come from the experience of those who are in the field, those whose business it is to sell goods and services. The ideas of these men serve to mark the progress of salesmanship as a science, and to show the consensus of opinion as to the right way to sell. In great part, the material for the work in advertising has been obtained from similar sources"--Preface. (PsycINFO Database Record (c) 2015 APA, all rights reserved) |
| Bibliography |
Includes bibliographical references and index |
| Subject |
Selling.
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Personality
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Commerce.
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Commerce
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Personality
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selling.
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Commerce
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Personality
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Selling
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| Form |
Electronic book
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