The Selling Process a Handbook of Salesmanship Principles
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In our eReader you can find the full English version of the book. Read The Selling Process a Handbook of Salesmanship Principles Online - link to read the book on full screen. Our eReader also allows you to upload and read Pdf, Txt, ePub and fb2 books. In the Mini eReder on the page below you can quickly view all pages of the book - Read Book The Selling Process a Handbook of Salesmanship Principles
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Suppose the case of a buyer whose dom- inating motive or object in life is service to his fel- low men. His mind naturally is full of ideas of service. If the salesman suggests to such a pros- pect some quality of his goods which will enable a possessor of them to be of greater service to his fellow men, he has made a suggestion which impels the prospect to associate ideas of the goods with ideas of human service. A surgeon who is known to be very gentle, for instance, would be influenced by th...e suggestion of the idea that a new surgical instrument would make an operation on a patient less painful.
But suppose another case, of a surgeon who seems to have no human feelings about his pa- tients a man who is simply a scientific expert and who treats patients without regard to their pain 212 The Selling Process during an operation. If the salesman of the surgi- cal instrument were to suggest to such a prospect the idea that the instrument would reduce the pain of an operation, that suggestion would not Interest tfiis second prospect.
What to read after The Selling Process a Handbook of Salesmanship Principles?
You can find similar books in the "Read Also" column, or choose other free books by Norval Abiel Hawkins to read onlineMoreLess
To quickly assess the difficulty of the text, read a short excerpt:
Suppose the case of a buyer whose dom- inating motive or object in life is service to his fel- low men. His mind naturally is full of ideas of service. If the salesman suggests to such a pros- pect some quality of his goods which will enable a possessor of them to be of greater service to his fellow men, he has made a suggestion which impels the prospect to associate ideas of the goods with ideas of human service. A surgeon who is known to be very gentle, for instance, would be influenced by th...e suggestion of the idea that a new surgical instrument would make an operation on a patient less painful.
But suppose another case, of a surgeon who seems to have no human feelings about his pa- tients a man who is simply a scientific expert and who treats patients without regard to their pain 212 The Selling Process during an operation. If the salesman of the surgi- cal instrument were to suggest to such a prospect the idea that the instrument would reduce the pain of an operation, that suggestion would not Interest tfiis second prospect.
What to read after The Selling Process a Handbook of Salesmanship Principles?
You can find similar books in the "Read Also" column, or choose other free books by Norval Abiel Hawkins to read onlineMoreLess
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