Selling to Dealers; Selling of Specialties Long-Range Salesmanship Sales Organization and Management Credits and Collections Law That Salesmen Should ... and Faulty Diction Selling One's Own Service

This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1912. Excerpt: ... SELLING OF SPECIALTIES (PART 1) INTRODUCTION 1. By the selling of specialties is meant that branch of selling work in which the salesman, instead of distributing his energies over an extensive line of goods, concentrates them on the selling of a single product, or on variations of a product that are much alike. The selling of insurance, investments, cash registers, and the like belongs to this class. The salesman of this class enjoys several advantages. He concentrates more than a salesman that has to sell a large and varied line of goods, and he has the chance to become possessed of better sales argument. Usually what he sells has certain arguments that are stronger, more novel, or more interesting than those that may be offered in favor of staple goods. Finally, the specialty is often sold to a well-defined class of people that the salesman can study particularly. The methods and arguments of one specialty salesman are not those that may be adopted by every specialty salesman, yet successful specialty selling always affords valuable lessons to salesmen generally because it shows what specialization will do. The ideas and methods of a number of skilful specialty salesmen are given here in order to show how salesmen in various lines prepare for their work and how different classes of prospects are approached and canvassed. These methods show that although the same principles underlie all branches of salesmanship, the methods used often differ widely. COPYRiGHTED BY lNTERNATiONAL TEXTBOOK COMPANY. ENTERED AT STATiONERY MALL. LONDON § 15 No attempt is made to cover the entire field, but some of the most common specialties have been taken as typical examples of this work. A salesman knowing these methods should find it comparatively easy to analyze any ...