Men who Sell Things: Observations and Experiences of Over Twenty Years as Travelling Salesman, European Buyer, Sales Manager, EmployerA. C. McClurg & Company, 1907 - 282 pages |
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Page 13
... goes on salesmanship ; now fast , now slow ; plodding here , bounding there — but whatever its pace , whatever its attainment , it is going on salesmanship . - Every salesman is a market builder , and every market builder is a world ...
... goes on salesmanship ; now fast , now slow ; plodding here , bounding there — but whatever its pace , whatever its attainment , it is going on salesmanship . - Every salesman is a market builder , and every market builder is a world ...
Page 16
... go to make up the vast crowd of the improvident and unwise . - A salesman of experience realizes that ideas practical methods of selling goods are of the greatest value , and he also knows that it pays him to search for them . It takes ...
... go to make up the vast crowd of the improvident and unwise . - A salesman of experience realizes that ideas practical methods of selling goods are of the greatest value , and he also knows that it pays him to search for them . It takes ...
Page 19
... go out and put up a selling - talk that is earnest , logical , and clean - cut from the time they strike one town until the train carries them to the next with their pockets full of orders . The question of handling a customer in making ...
... go out and put up a selling - talk that is earnest , logical , and clean - cut from the time they strike one town until the train carries them to the next with their pockets full of orders . The question of handling a customer in making ...
Page 21
... go through the great establish- ment and select goods . He had no time to bandy idle words , and rarely indulged in useless sentences or light remarks . He believed buyers came into his store bent on business ; and he despatched them ...
... go through the great establish- ment and select goods . He had no time to bandy idle words , and rarely indulged in useless sentences or light remarks . He believed buyers came into his store bent on business ; and he despatched them ...
Page 23
... the new way the better . Few have the energy to break out and get away into the wide fields of effort worth while . We get into a certain circular routine , and we go around and around , week in and week out , [ 23 ] The New Era.
... the new way the better . Few have the energy to break out and get away into the wide fields of effort worth while . We get into a certain circular routine , and we go around and around , week in and week out , [ 23 ] The New Era.
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Common terms and phrases
A. C. MCCLURG ability asked Beau Brummell believe better Billy Morris boys Business is business buyer called career chance Chicago Chicago Tribune commercial competitor confidence customers desire discouraged dollars effort employee enthusiasm everything experience failed failure faith feel fellow firm floater force give gray matter hand head hope horse sense indolence interest jobbers keep kind kinks Knocker knocks lack look matter ment merchant methods mind nature ness never old firm once opportunity Order-taker position price is right profes profession profits qualities realize retail road salary sales manager salesman sample-room samples Scherer secure sell things selling-talk Sheldon School Sky-rocket sort soul square deal successful salesmanship talk tell territory tion tomer town trade travelling trip Wheelbarrow worth young
Popular passages
Page 167 - MASTER of human destinies am I ! Fame, love, and fortune on my footsteps wait. Cities and fields I walk; I penetrate Deserts and seas remote, and passing by Hovel and mart and palace — soon or late I knock, unbidden, once at every gate! If sleeping, wake — if feasting, rise before I turn away. It is the hour of fate, And they who follow me reach every state Mortals desire, and conquer every foe Save death; but those who doubt or hesitate, Condemned to failure, penury, and woe, Seek me in vain...
Page 156 - GATHER ye rosebuds while ye may, Old Time is still a-flying; And this same flower that smiles to-day, To-morrow will be dying. The glorious lamp of heaven, the sun, The higher he's a-getting, The sooner will his race be run, And nearer he's to setting. That age is best which is the first, When youth and blood are warmer; But being spent, the worse and worst Times still succeed the former. Then be not coy, but use your time...
Page 50 - Gentlemen, suppose all the property you were worth was in gold, and you had put it in the hands of Blondin to carry across the Niagara River on a rope, would you shake the cable or keep on shouting out to him, ' Blondin, stand up a little straighter; Blondin, stoop a little more; go a little faster; lean a little to the north; lean a little more to the south?
Page 59 - It is said that a lobster, when left high and dry among the rocks, has not instinct and energy enough to work his way back to the sea, but waits for the sea to come to him. If it does not come, he remains where he is, and dies, although the slightest effort would enable hi/r to reach the waves.
Page 50 - Blondin, stand up a little straighter — Blondin, stoop a little more — go a little faster — lean a little more to the north — lean a little more to the south?
Page 180 - I believe that a man gets what he goes after, that one deed done today is worth two deeds tomorrow, and that no man is down and out until he has lost faith in himself. I believe in today and the work I am doing, in tomorrow and the work I hope to do, and in the sure reward which the future holds.
Page 40 - I am not discouraged." The third time he said: "I am not discouraged. You lie!" The man walked down the street, his head up, going toward the light. The imp of discouragement returned to his master, crest-fallen. "I couldn't get him. Three times I told him he was discouraged. The third time he called me a liar, and that discouraged me.
Page 54 - No one of us can make the world move on very far, but it moves at all only when each one of a very large number does his duty." " Clean politics is simply one form of applied good citizenship." " A man should be no more excused for lying on the stump than for lying off the stump.
Page 37 - The thoughtless, the ignorant, and the indolent, seeing only the apparent effects of things and not the things themselves, talk of luck, of fortune, and chance. Seeing a man grow rich, they say, "How lucky he is!
Page 70 - ... exterior seriousness in looks and motions, gives dignity, without excluding wit and decent cheerfulness, which are always serious themselves. A constant smirk upon the face, and a whiffling activity of the body, are strong indications of futility. Whoever is in a hurry, shows that the thing he is about is too big for him. Haste and hurry are very different things.