Modern Business
A Series of Texts Prepared as Part of the Modern Business Course and Service (Classic Reprint)

Excerpt from Modern Business: A Series of Texts Prepared as Part of the Modern Business Course and Service<br><br>In this Text it has been the author's aim to present the fundamental principles underlying the whole field of personal salesmanship, as revealed in the experience of a large number of successful salesmen.<br><br>There are three fundamental ideas upon which the Text rests, and I have sought as far as possible to have them stand out above all others. First, the prospect is not a victim to be sold something which he cannot use to advantage. Second, a sale is not a cold, scientific process, but a red-blooded, man-to-man transaction. Third, while a knowledge of the principles of salesmanship is necessary, the one way in which a man can improve his selling ability is to improve himself - to acquire strong, positive business qualities, to eliminate weak ones, and thus to acquire character, caliber and personality.<br><br>This is the first time, so far as I know, that any attempt has been made to formulate the principles underlying successful sales management in all its phases. Here, too, I wish to emphasize the fact that the problems of sales management are treated, not from the standpoint of getting the most out of salesmen, but from that of getting the best from them that they have to give.<br><br>About the Publisher<br><br>Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com<br><br>This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.