the science and art of selling

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Purchase of this book includes free trial access to where you can read more than a million books for free. This is an OCR edition with typos. Excerpt from book: Fundamental Factors in Business CHAPTER I Economics of Distribution Fundamental Your success in salesmanship depends Factors in upon two fundamental factors: First, Salesmanship your knowledge of business economics and your understanding of business psychology; second, how you utilize that information after you get it. Economics Many salesmen have a fair insight into and Human the science of human nature as it relates Nature to the sale of goods, but their grasp of economic factors entering into the selling price of an article is often very limited. The Guesser A merchant may be a master retail sales- Courts man, but unless he is able to determine Failure every item of cost, and knows how to mark his goods so as to insure a definite net profit, he is merely guessing, and to guess is to court failure. To Help You It is our aim in this book to teach you Succeed how to become a successful salesman. But we are more interested in helping you evolve into a prosperous business man or woman. CHART m. PRINCIPAL FACTORS OF PRODUCTION AND DISTRIBUTION This first chapter will therefore be devoted to a study of the general system of distribution which is operative in business to-day. Graphic In the interesting graphic charts of various Charts marketing systems given elsewhere you will find mental pictures showing how an article finds its way from the producer through the channels of trade to the ultimate consumer. Study these charts carefully. They will aid you at every step in your efforts to understand this subject. Our present system of distribution in the case of many products is very wasteful and extravagant. Try to work out practical, improved methods which you believe would effect a saving for the final purchaser. The Retail The retail...
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