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The Science of Business; Being the Philosophy of Successful Human Activity Functioning in Business Building or Constructive Salesmanship: Being the Philosophy of Successful Human Activity Functioning in Business Building or Constructive Salesmanship

The Science of Business; Being the Philosophy of Successful Human Activity Functioning in Business Building or Constructive Salesmanship: Being the Philosophy of Successful Human Activity Functioning in Business Building or Constructive Salesmanship

          
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About the Book

Purchase of this book includes free trial access to www.million-books.com where you can read more than a million books for free. This is an OCR edition with typos. Excerpt from book: CHAPTER II FAVORABLE ATTENTION GETTING: THE INTRODUCTION ATTENTION has been previously defined. For convenience, however, let us have it right before us as we study this subject, and here let us define it in this way: Attention is "the active direction of the mind to an object of sense or thought, giving it relative or absolute prominence ; it may be either voluntary or involuntary." Again, it is "the power or faculty of mental concentration." Either of these definitions will answer us very well at this point in our studies. The gist of this lies in the fact that the mind concentrates or applies itself in a given direction on a given object or thought; and naturally, in salesmanship, this means the direction in which the salesman wishes his customer to be interested, for interest is the next stage of the fourfold mental process, the next fortress to be captured. With his introduction he is to capture the first and outlying post leading to the citadel of volition. Other things being equal, the power of the individual to bring about mental agreement varies directly with the excellence of his in- troduction, the function of which is to secure favorable attention. Attention must be to the thing for sale. It is that which the salesman is selling to which he wishes, or should wish, to attract the customer's attention, and in which he wishes to arouse interest. The salesman is not selling himself. He is offering something to which he wishes to transfer the right of ownership. Remember, however, and this is a very important point, that the party of the first part, the salesman in commercial transactions, is the medium through which the attention of the listener must pass to the thing upon which his attention is about to be centered. Remember, too, that...


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Product Details
  • ISBN-13: 9781459050242
  • Publisher: General Books
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Spine Width: 2 mm
  • Weight: 59.02 gr
  • ISBN-10: 145905024X
  • Publisher Date: 14 Oct 2010
  • Height: 225 mm
  • No of Pages: 32
  • Series Title: English
  • Sub Title: Being the Philosophy of Successful Human Activity Functioning in Business Building or Constructive Salesmanship
  • Width: 150 mm


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