The Selling Process a Handbook of Salesmanship Principles
The book The Selling Process a Handbook of Salesmanship Principles was written by author Norval Abiel Hawkins Here you can read free online of The Selling Process a Handbook of Salesmanship Principles book, rate and share your impressions in comments. If you don't know what to write, just answer the question: Why is The Selling Process a Handbook of Salesmanship Principles a good or bad book?
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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.
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