Home

THE MASTER SALESMAN: 118 total pages.

The ADVERTISING MIND works in the rarefied and exhilarating atmosphere of "punch" and "snap" and "ginger" and "pep," while the selling mind works in the more sober atmosphere of logic and conviction, persuasion and proof. The ad­vertising mind catches the EYE by SIGN and INDEX in STRIKING FRAMES Or ARTISTIC SETTINGS, while the SELLING MIND catches the brain by showing an advan­tage. The advertising mind is built on, and is sustained by, the selling mind, and would collapse without it. [15] PRINTED SALESMANSHIP To wade in marshes and sea margins is the destiny of certain birds, and they are so accurately made for this that they are imprisoned in those places. Each animal out of its habitat would starve. To the physician, each man, each woman, is an amplification of one organ. A soldier, a locksmith, a bank-clerk, and a dancer could not exchange functions. And thus we are victims of adaptation. -Emerson. W HILE the advertising mind would collapse (and does collapse) in the selling field, the reverse is not the case. The salesman

76 of 118 pages. Go to page: