Getting the Most Out of Business: Observations of the Application of the ...

E St Elmo Lewis

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Arrangemant of the N. C R« Manual The Manual is divided into four parts: First — Cash Register Salesmanship — in which are given the definite things that make a good N. C. R. salesman.
Second — ^The Approach — in which are suggested means *Not now issued, as daily Sales Bulletins and Continuous Sales Schools have taken its place.
Digitized by Google 272 A PAPER OF BRASS TACKS and methods by which the salesman can successfully get to see the prospect under any circumstances.
Third — ^The Demonst...ration — ^this includes the Primer, which tells the complete story of the cash register. Then follows the selling manual which contains the selling points and arguments, and even shows the salesman how to seat the prospect properly. There are fifty points stated in "don't" style, and seventeen points of failure quoted above.
After the machine is demonstrated so that the prospect is thoroughly familiar with what tlie salesman has to sell, comes the — Fourth — Closing Arguments — or the application of the register to the prospect's particular business.

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