Personal efficiency
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| Personal efficiency, applied salesmanship |
applied salesmanship, and sales administration
Ask any man anywhere on the face of the globe the question, "What are you most vitally interested in!" And if he tells you the truth, he will state that the one subject which takes up most of his time and thought is himself.
That is natural as it should be. The big problem of most men is how to dispose of, profitably and to the greatest advantage, their services, skill, ability, and learning yes, everything which constitutes personality. And the principles here presented for acquiring personal power, developing personality, and cashing in on these values are not only fundamental requisites for a successful salesman, but apply everywhere in life in all business, in social affairs, in politics, in the church, in the home, or in whatever place men strive to achieve.
Selling viewed in this larger sense offers a successful foundation to every man, whether he is directly interested in salesmanship or not, simply because it deals with the marketing of personality and services as well as the moving of merchandise
some contents:
PART ONE THE FOUR MILESTONES
I. THE AWAKENING 1
I. THE AWAKENING 1
II. THE EQUIPMENT 28
Physical Impression 34
Mental Impression 41
Conscious Impression 57
The Last Word on Milestone Number Two 89
III. SELLING PERSONALITY 93
Big vs. Little Jobs 94
Position and Promotion 100
Steps in Getting a Position 104
Answering Ads 105
Inserting Ads Ill
Personal Acquaintance 117
The Circular Letter 122
The Importance of Systematic, Persistent Effort. 126
The Personal Interview 127
Winning Promotion 129
Promotion Based on Merit 136
Asking for Promotion 138
How to Ask for Promotion 141
Promotion in the Higher Positions 144
IV. PERSONAL SELLING
Opportunities in Selling 161
The Order-Taker vs. the Salesman 162
Standard Practices 164
The Successful Approach 166
The Demonstration 172
Closing the Sale 182
The Reward 188