Salesmanship and sales management - (1914) PDF book by A. W. Shaw Company

Salesmanship and sales management 

Salesmanship and sales management




In this Text, it has been the author's aim to present the fundamental principles underlying the whole field of personal salesmanship, as revealed in the experience fj of a large number of successful salesmen. 

There are three fundamental ideas upon which the Text rests and the author has sought as far as possible to make them stand out above all others. 

First, the prospect is not a victim to be sold something which he cannot use to advantage. Second, a sale is not a cold, scientific process, but a red-blooded, man-to- n man transaction. Third, while a knowledge of the principle of salesmanship is necessary, the one way in which a man can improve his selling ability is to improve himself — to acquire strong, positive business qualities, to eliminate weak ones, and thus to acquire character, calibre and personality. 

The author has given special attention to the subject of sales management and this treatment is the first attempt to formulate the principles underlying- successful sales management in all its phases. The problems of sales management are treated not from the standpoint of getting the most out of salesmen, but from that of getting the best from them that they have to give. And the keynote of present-day sales

Some contents:

CHAPTER I THE POWER OF PERSONAL SALESMANSHIP
1. Importance of Distribution 3
2. Salesmanship's Place in Field of Marketing . . 4
3. Relation of Advertising and Salesmanship . . 4
4. Importance of Personal Salesmanship .... 6
5. Merchandising Machine 7
6. Power Furnished by the Salesman 8
7. Vast Influence of Salesmanship . . . . .9
8. Dignity of the Salesman's Work 9
9. Demand Versus Supply of Salesmen .... 10
10. Remuneration of Salesmen 11
11. Demand for Retail Salesmen 11
12. Salesmen Who Seek the Buyer 13
13. Opportunities in Salesmanship 13
14. What the Salesman Learns 14
15. Universality of Selling 15
16. Selling Ability Not Necessarily Inherent ... 16
17. Knowledge Plus Practice 17
CHAPTER II STAPLES, BRANDED STAPLES AND SPECIALTIES
1. Divisions of-Selling 19
2. Where Buyer Seeks Seller and Vice Versa ... 19
3. Single Versus Repeated Sales 20
4. Staples and Specialties
CHAPTER II
STAPLES, BRANDED STAPLES AND SPECIALTIES
1. Divisions of-Selling 19
2. Where Buyer Seeks Seller and Vice Versa ... 19
3. Single Versus Repeated Sales 20
4. Staples and Specialties 21
5. Selling Specialties 22
6. Specialties Become Staples 22
7. Branded Staples 24*
8. Branded Staple and the Salesman 25
9. Selling Staples . 26
10. Factors in a Sale 27
CHAPTER III
SELLING PROCESS— PRELIMINARY TO THE INTERVIEW
1. Definition of a Sale 28
2. Development of a Sale 29
3. Preparation for the Interview, 30
4<. Studying the Prospect 31
5. Gathering Information 32
6. Using a Card-index 33
7. Securing an Interview.  . . . , . . . 34
8. Men Hard to See .35
9. Tactics to Be Avoided 35
10. Advantages of Using the Telephone .... 37
11. How to Use the Telephone Effectively .... 38
12. Disadvantage of Too Definite Appointments . . 41
13. Use of Business Card 42
14. Dignified Bearing in Outer Office 42
15. Office Etiquette 43
16. Securing Favorable Conditions for Interview . . 45
17. Cooperation in Reaching the Prospect ... 46
18. Individuality in Announcing Oneself .... 47
19. Proper Approach 49
CHAPTER IV
SELLING PROCESS— THE INTERVIEW
1. Object of Studying Developments in a Sale . . 50
2. Attention; Its Nature 50


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