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Engineers and Engineering Volume 32

Engineers and Engineering Volume 32


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About the Book

This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1915 edition. Excerpt: ...agents through the same course of training as that through which they put their salesmen that it would be of very great benefit. In regard to knocking one's competitor, I think that is growing less and less each year, and I think the salesman who does it is looked down upon immediately. This point reminds me of the story of the purchasing agent who was about to place the contract for his leather belting. One morning he received visits of a dozen or more firms; he listened to each one, telling each one that he desired to split his contract, giving part to one concern and part to another, and asked one's advice as to what other concern he should give the other part of the contract to if he gave the one part to the concern that that one represented. Each one of the salesman stated that after his concern the next best was so and so, and as this one each recommended in the second place by all of them happened to be the same with all, the agent decided that they must be the best and awarded the whole contract to the one they recommended for second place. When a Inan comes in to sell goods, he does not come to get just one order but comes to establish himself and one of the greatest things to get a customer t-o do is to make him get the habit of ordering from you. MR. CHAs. H. BIGELow.--One thing the engineering salesman runs up against is that he does not always arrive at the psychological moment; the article that he has may be something that will be required a little later, but at present the prospective customer is busy with other work and has not time, even if he wanted to, to discuss things that will not be required for months and on which the details have not been worked out. I am referring particularly to construction work....



Product Details
  • ISBN-13: 9781230111049
  • Publisher: Rarebooksclub.com
  • Publisher Imprint: Rarebooksclub.com
  • Height: 246 mm
  • No of Pages: 112
  • Spine Width: 6 mm
  • Width: 189 mm
  • ISBN-10: 1230111042
  • Publisher Date: 13 Sep 2013
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Weight: 213 gr


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