The science and art of salesmanship

Simon Robert Hoover

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• Selling

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• Publié par: les_archives_du_savoir
• Nombre de lectures: 16
• Langue: English
• Poids de l'ouvrage: 10 Mo

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GIFT OF
u,MACMILLAN'S COMMERCIAL SERIES
EDITED BY CHEESMAN A. HERRICK
THE SCIENCE AND ART
OF
SALESMANSHIPMACMILLAN'S COMMERCIAL SERIES
ALTMAIER'S COMMERCIAL CORRESPONDENCE AND
POSTAL INFORMATION.
BIGELOW & ARNOLD'S ELEMENTS OF BUSINESS
ARITHMETIC.
BOGLE'S COMPREHENSIVE BOOKKEEPING. EVERYDAY
ANDHERRICK'S THE MEANING PRACTICE OF COM-
MERCIAL EDUCATION.
OF ECONOMIC InHERRICK'S OUTLINES HISTORY.
Press.
BUSINESS ARITHMETIC FOR SECONDARYTHURSTON'S
SCHOOLS.
TROTTER'S GEOGRAPHY OF COMMERCE.MACMILLAN'S COMMERCIAL SERIES
THE SCIENCE AND ART
OF
SALESMANSHIP
BY
SIMON ROBERT M.A.HOOVER,
v
ASSISTANT HIGH SCHOOL OF COMMERCEPRINCIPAL,
OHIOCLEVELAND,
gorfe
THE MACMILLAN COMPANY
1916
All reservedrightsCOPYRIGHT, 1916,
BY THE MACMILLAN COMPANY.
Set and Publishedup electrotyped. July, igi6. Reprinted
September, 1916.
J. S. Co. Berwick & Smith Co.Gushing
U.S.A.Norwood, Mass.,PREFACE
EVERY ONE has to and thesomething sell, ability
to market his or services often determinescommodity
the measure of his success. In the of thepreparation
text several have been infollowing objects kept
which are the : to discuss themind, among following
for those who are the work of sell-subject beginning
as as for have had towell those whoing experience;
a which will fit in second-provide preparation pupils
schools to enter the kind of areary selling theyupon
most to do to illustrations from alikely ; provide
of sources to the material invariety ; present accept-
able to render much of the timeEnglish ; unnecessary
and of stores inexpense department training graduates
of schools for their to towork;secondary suggest
of all whether their contribution topersons classes,
be in of orthe form theservice,society commodity
which will enable them to secure the most
principles
favorable hearing.
The course herein is the result of a processpresented
of several ofextending through yearsdevelopment
class instruction and close association with a number
of modern business That the ob-large organizations.
mentioned above have been attained is indicatedjects
35806vi PREFACE
the of who have taken the courseby testimony persons
and have that it has been found ofreported great
value not but to an almostonly commercially also,
equal extent, socially.
The method of instruction which membersrequires
of the class to to the class their observationsreport
of actual after sufficient has been cov-sales, ground
ered in the text to them a fair idea of correctgive
be found towill add to the interest andprinciples,
fix of the fundamentals into their minds. Tomany
be added with muchthis can demonstrationprofit sales,
sales individuals in the class as well asbycompetitive
illustrative sales and addresses salesmen.by practical
The writer desires to his for theappreciationexpress
courtesies extended in the of the manu-preparation
the Halle Brothers The Wm.script by Company,
Son& TheTaylor Co., Lockwood, Luetkemeyer, Henry
The Lindner The Varnish and PaintCo., Co., Day Co.,
The Sherwin-Williams Paint The Cleveland Hard-Co.,
ware The the John WanamakerCo., Gregg Writer,
Heand the and Clothier Stores. hasStrawbridge
been more thanalso to thank others who havemany
kind in many ways.
S. R. H.
March 1916.15,