Advertising - selling the consumer Early in the spring of 1910, Dr Willard R. Hotchkiss asked me to take an evening class in advertising at the School of Commerce which Northwestern University had just established. In a general way, I grouped the su…
Making a success of salesmanship from the introduction: A certain naive and candid author, of a generation gone by, once declared that he wrote books in order to have an excuse to write prefaces. Perhaps that author was in a more fortunate position…
How to deal with human nature in business a practical book on doing business by correspondence, advertising and salesmanship From introduction: The words science and scientists have been used so much as advertising catchwords, in loose and illegitim…
The book "Dictionary, practical, theoretical and historical, of commerce and commercial navigation" by J.R. McCulloch and Henry Vethake, published in 1841. Dictionary, practical, theoretical and historical, of commerce and commercial navi…
The selling process,(1920) a handbook of salesmanship principles Norval Abiel Hawkins Contents of the book: I. The Sales: First Factor of the Selling Process . . 11 Ii. The Man: Second Factor of the Selling Process. 37 Iii. The Ship (or Art): Thir…
Advertising methods and mediums The relation of advertising to the modern business enterprise is so close and important that some study of the subject is imperatively necessary nowadays as part of business education. The immense importance of adve…
Advertising and selling: principles of appeal and response From the introduction: This book has resulted from the cooperative attempt, on the part of a group of practical businessmen and one or two individuals whose interests were chiefly scientific…
Retail selling; a guide to the best modern practice From the editor's introduction: This series, of which the present volume on retail selling is the first to appear, is intended to be first of all practical. Each volume is prepared by a man who…
Personal efficiency 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 tru…
Ginger talks - The talks of a sales manager to his men From preface: There is gunpowder in every man if you can only get the spark to it. There is a latent power in every salesman — of- ten more than he himself dreams he possesses. All that is neces…
How to sell at retail How to sell at retail Excerpt There are two methods of writing textbooks for salespeople. One method is to state the principles of salesmanship and give some illustrations of how they are applied to practical selling difficult…
Principles of marketing From introduction: The purpose of this book is to treat the nature of the marketing process, view the market structure as a whole and analyse marketing problems and the devices used in solving them. In doing this I have tried…
Letters from an old-time salesman to his son The most refreshing thing about these letters is that they are real letters, written by a real salesman to a real son. Therein they differ from so many books of this character. There is a certain satisfac…
Selling things Selling things - by Orison Swett Marden Selling things and introducing yourself, telling just what service you are prepared to render. The only good reason for being in business is because you can render service. You should feel that…
Read's lessons in salesmanship This course is specially prepared for students of the commercial branches. Its object is to train young people to sell goods in person and by mail, and to that end, it develops the idea throughout that salesmanshi…
Advanced business correspondence From the introduction: Within recent years the subject of business correspondence has found a place in the curriculum of most of our large universities. To the collegiate schools of business, of course, it is practic…
How to sell quality How to sell quality A poration to help salesmen grow. It is published"^ meet an era of price competition, keener and fiercer than any price competition yet experienced by this generation. This competition into which we are h…
The business guide; or, Safe methods of business The purpose of this book is embraced in its title. The Business Guide, or Safe Methods of Business. The necessity of having a book comprising the practical in business, including forms, points of law,…
