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The book provides an in-depth exploration of the life of a traveling salesman, highlighting the importance of honesty, hard work, and social skills in salesmanship. Through personal anecdotes and experiences of other salesmen, the author demonstrates the value of being square with customers, having a good reputation, and building relationships. The book touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people, and emphasizes the importance of treating clerks and customers with respect and courtesy. The author also shares stories of how some traveling men make mistakes by steering shy of "cranks" or difficult customers, and how others use strategy and wit to win over challenging buyers. Additionally, the book discusses tactics in selling, getting a merchant's attention, and winning their good will, as well as the importance of hiring and handling salesmen with care and respect in a wholesale business. Throughout the book, the author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business. The book also explores the theme of loneliness and tragedy on the road, sharing stories of salesmen who face difficult situations and personal losses while away from home. Overall, the book provides insights into the world of salesmanship and the qualities necessary to succeed in this field, while also highlighting the human side of the profession and the importance of building relationships and trust with customers.
The chapter discusses the life of a traveling salesman, highlighting the importance of being square with customers and having a good reputation. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and building relationships with customers. The chapter also touches on the topic of social arts as a salesman's asset, emphasizing the need to be courteous, diplomatic, and genuine in interactions with customers. Additionally, it discusses the challenges and opportunities that come with being on the road, including the need to adapt to different situations and people. Overall, the chapter provides insights into the world of salesmanship and the qualities necessary to succeed in this field.
The chapter discusses the life of a traveling salesman, focusing on the importance of being square with customers, having a good reputation, and building relationships. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author also shares stories of how some traveling men make mistakes by steering shy of "cranks" or difficult customers, and how others use strategy and wit to win over challenging buyers. Overall, the chapter provides insights into the world of salesmanship and the qualities necessary to succeed in this field.
The chapter discusses the life of a traveling salesman, emphasizing the importance of being square with customers, having a good reputation, and building relationships. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author also shares stories of how some traveling men make mistakes by steering shy of "cranks" or difficult customers, and how others use strategy and wit to win over challenging buyers.
The chapter discusses the life of a traveling salesman, focusing on the importance of being square with customers and having a good reputation. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and building relationships with customers. The chapter also touches on the topic of social arts as a salesman's asset, emphasizing the need to be courteous, diplomatic, and genuine in interactions with customers. Additionally, it discusses the challenges and opportunities that come with being on the road, including adapting to different situations and people. The author highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The chapter also shares stories of how some traveling men make mistakes by steering shy of "cranks" or difficult customers, and how others use strategy and wit to win over challenging buyers.
The chapter discusses the life of a traveling salesman, focusing on the importance of being square with customers, having a good reputation, and building relationships. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial, and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on the importance of being square with customers, having a good reputation, and building relationships. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on the importance of being square with customers, having a good reputation, and building relationships. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on the importance of being square with customers, having a good reputation, and building relationships. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on tactics in selling, getting a merchant's attention, and winning their good will. The author shares personal anecdotes and experiences of other salesmen, demonstrating the importance of being square with customers, having a good reputation, and building relationships. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on tactics in selling, getting a merchant's attention, and winning their good will. The author shares personal anecdotes and experiences of other salesmen, demonstrating the importance of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on tactics in selling, getting a merchant's attention, and winning their good will. The author shares personal anecdotes and experiences of other salesmen, demonstrating the importance of being square with customers, having a good reputation, and building relationships. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on tactics in selling, getting a merchant's attention, and winning their good will. The author shares personal anecdotes and experiences of other salesmen, demonstrating the importance of being square with customers, having a good reputation, and building relationships. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on tactics in selling, getting a merchant's attention, and winning their good will. The author shares personal anecdotes and experiences of other salesmen, demonstrating the importance of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses various tactics used by salesmen to sell goods and build relationships with customers. One salesman shares a story about how he used diplomacy to smooth down a customer who was unhappy with the terms of a sale. Another salesman talks about how he used strategy and wit to win over a challenging buyer. The chapter also touches on the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. Additionally, it highlights the value of honesty, hard work, and social skills in salesmanship. The chapter includes several anecdotes and stories from salesmen, illustrating different approaches to selling and building customer relationships.
The chapter discusses the life of a traveling salesman, focusing on tactics in selling, getting a merchant's attention, and winning their good will. The author shares personal anecdotes and experiences of other salesmen, demonstrating the importance of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the life of a traveling salesman, focusing on tactics in selling and getting a merchant's attention. The author shares personal anecdotes and experiences of other salesmen, demonstrating the importance of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business.
The chapter discusses the importance of hiring and handling salesmen in a wholesale business. The head of the house must be careful in selecting salesmen, as they are the representatives of the firm and can make or break the business. The best salesmen are often already employed and must be sought out and recruited. A good salesman can learn about a new product line and territory quickly, but it is essential to hire someone who knows how to approach men and gain their confidence. The chapter also emphasizes the importance of treating salesmen with respect and appreciation, as they are human beings with families and feelings. Writing "kicking letters" or constantly criticizing a salesman can be detrimental to their morale and performance. Instead, the head of the house should show appreciation for their efforts and provide encouragement. The chapter also highlights the challenges and tragedies that salesmen may face on the road, including separation from their families and dealing with difficult customers. However, it also shows the kindness and generosity of some salesmen, who can make a positive impact on people's lives. Overall, the chapter stresses the importance of hiring and handling salesmen with care and respect, as they are a crucial part of the business.
The chapter discusses the life of a traveling salesman, focusing on the importance of hiring and handling salesmen in a wholesale business. The author shares personal anecdotes and experiences of other salesmen, demonstrating the value of honesty, hard work, and social skills in salesmanship. The chapter also touches on the challenges and opportunities that come with being on the road, including adapting to different situations and people. Additionally, it highlights the importance of treating clerks and customers with respect and courtesy, as they can greatly influence the success of a sale. The author emphasizes that a salesman's reputation is crucial and that being square with customers is essential for building trust and securing future business. The chapter also explores the theme of loneliness and tragedy on the road, sharing stories of salesmen who face difficult situations and personal losses while away from home. Despite these challenges, the chapter suggests that the life of a traveling salesman can be rewarding and fulfilling, with opportunities for personal growth and connection with others.