Salesmanship AppliedA. W. Shaw Company, 1925 - 333 pages |
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Common terms and phrases
advertising analyze aroused asked attitude believe better big thing Brown celery courteous courtesy customer says customer's mind decide dress employee enthusiasm experience eyes fault feel fellow fountain pens friends getting gloves Grape Nuts hammer handle hard hose idea interest keep kind King Tut knew knock KNOW YOUR CUSTOMERS little while ago look machine mail-order catalog manufacturer mean mental mighty minutes never personality phrenology pre-approach pretty produce question raisins retail Roebuck and Company sales talk salesman SALESMANSHIP APPLIED salespeople salesperson seen selling merchandise shirt shoes smile sold square deal stand step success tact tell thought tion told tomer trying to sell type of customer typewriter union suit unless Uruguay vacillating view-point walk washing machines woman wonder words wrong
Popular passages
Page 86 - ... pound of cleverness. If you must vilify, condemn and eternally disparage, why, resign your position, and when you are outside, damn to your heart's content. But, I pray you, so long as you are a part of an institution, do not condemn it. Not that you will injure the institution— not that—but when you disparage the concern of which you are a part, you disparage yourself...
Page 86 - I would not work for him a part of the time, and the rest of the time work against him. I would give an undivided service or none. If put to the pinch, an ounce of loyalty is worth a pound of cleverness.
Page 86 - If put to a pinch, an ounce of loyalty is worth a pound of cleverness. If you must vilify, condemn and eternally disparage, why, resign your position, and when you are outside, damn to your heart's content.
Page 86 - ... stand by him, and stand by the institution he represents. I think if I worked for a man, I would work for him. I would not work for him a part of his time, but all of his time. I would give an undivided service or none. If put to a pinch, an ounce of loyalty is worth a pound of cleverness.
Page iii - The material embodied in this book constitutes a Course in Salesmanship known as the 'Paul Ivey Salesmanship Institute' which has been held under the auspices of chambers of commerce, service clubs, university extension divisions, and other organizations In most of the important cities of the United States.
Page 288 - There is a tide in the affairs of men, Which, taken at its flood, leads on to fortune...
Page 36 - TRAIN. 1. Andy Moore was a short, freckled, little country boy, tough as a pine knot. Sometimes he wore a cap and sometimes he did not. He was not at all particular about that; his shaggy red hair, he thought, protected his head well enough. 2. As for what people would think of it, — he did not live in a city where one's shoe-lacings are noticed; his home was in the country, and a very wild, rocky country it was. He knew much more about...
Page 90 - Whatever you dislike in another person, take care to correct in yourself, by the gentle reproof of a better practice.
Page iii - This discussion of salesmanship applies equally to manufacturers' salesmen", wholesalers' salesmen, and retailers' salesmen, although it may appear to some that undue emphasis is laid on the latter.
Page 63 - On the other hand, if the salesman knows the goods, he might explain at intervals during the sale : "The edges of the wings are turned back and hemmed, making the edges lie perfectly flat and making it impossible for them to curl up and form an uncomfortable wad or roll. The side gores and gussets are placed in the legs at the crotch. The semi-raglan shoulder is elastic and permits freedom of motion without loss of shape.