Fundamentals of Salesmanship
by Norris Arthur Brisco
Publisher: D. Appleton and company 1921
Number of pages: 348
Salesmanship is no longer based upon guesswork, but upon knowledge. The explaining of the fundamental principles underlying salesmanship is the purpose of this book. They are not the result of theorizing, but the opposite, as they are the principles which have been worked out from analyzing the experiences of successful salespersons.
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by Andrew Whalley - Bookboon
At the heart of this book is the belief that to survive in today's competitive environment, irrespective of the type of business concerned, a focus on the needs of the customers is paramount -- if customer don't get what they want, they go elsewhere.
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The author specialises in training salespeople to be more successful in their role. Contents: Introduction to buyer behaviour; Behavioural analysis, Understanding your preferred style and how to deal with other buyer types; Buyer tactics.
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