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: and unfair. There is no wonderful secret in salesmanship. It is the application of honesty, of good sense, and of a desire to serve, guided by the rules of psychology, and it is nothing more. A Saleswoman Showing Dhess Goods To A Prospective Customer. Floonnan to the left in the background. Salesmen Not Such by Birth. It is asserted from time to time that certain persons are " born salesmen." The inference one might draw from that suggestion is a great mistake. Whether " poets are and not made " may be an open question, but chapter{Section 4salesmen are not such by birth. One person may have certain characteristics which make it easier for him to approach people than it is for another; but almost any one who has an earnest desire to do so can learn to present his case in an attractive and persuasive way, and to that extent may become a salesman. Of course all will not be equally successful in selling, any more than all are equally successful in any other profession. The fact that one has taken a course in a school of law or medicine does not guarantee him a successful career as a practitioner. It can only give him the necessary tools with which to carve out his career. Salesmanship a Result of Study and Practice. Neither study alone nor practice alone will produce the best results in salesmanship. Theory and practice should be worked out together. Good practice should result from theory. Good theory should result from practice. This looks like reasoning in a circle, but it contains a large element of truth. The salesman who began years ago without any theory and is now successful cannot serve as an example for one who is beginning now, for great advancement has been made in the profession since he started. Salesmanship Is a Science and an Art. The science of salesma...