Home

THE MASTER SALESMAN: 118 total pages.

Turn to service. Of what use is good sales­manship of a good article if the service claims are not met? Suppose the purchaser calls up about a small repair, and is answered by a stupid, indifferent clerk. Is that salesman going to have a good chance to make another sale to that same buyer? Mr. Smith concludes that: [8] THE MASTER SALESMAN The other man's viewpoint is the important one, and when you meet it in your selling idea, the sole remaining act is to find men who will act as salesmen to carry your message. The salesman's job is first to know that he has the right thing to sell, and then to tell the other fellow about it as best he may. This is the salesmanship that counts - the sales­manship behind the line. Put the public into your board of directors and you will not need to look for-ward to the coming of superlative salesmen or super­lative advertising. M R. SMITH'S views command the respect that should accrue to a man who has worked to them through twenty years of practical experi­ence. His treatment of the subject of

8 of 118 pages. Go to page: