Successful Salemanship

很有趣的舊書, 出版於1947年, 很薄但很基本的營銷的書. 但用字語氣都很謙遜.

What I have tried to do (I hope with some success) is to prepare the way, in a practical manner, for the man who has just begun - or is about to begin - a life on the road. In so doing, I have been very mindful of my own past difficulties and misgivings.

銷售人員要有甚麼特質呢, 今天看來, 一點不過時.

Like every other calling, salesmanship demands a certain combination of qualities peculiar to itself. True, if these qualities are dormant, they may be roused and developed.

1. You must like the work

2. A good manner

Another essential is a good bearing, free of all objectionable mannerisms or affectation. The customer must be made to feel, not only that he is buying something he wants, but that with it there goes an act of willing attention.

3. Know the goods you are selling

4. Knowledge of the customer

Cultivate your memory. It is one of your greatest assets. We are all of us - at least, nearly all of us - susceptible to a little flattery.

5. Persistence

'to continue firmly'

6. Quickness of mind

7. Be honest

If you tell a buyer that an article is stainless, heatproof or fireproof, then be sure that it is all you say.

8. Don't overreach yourself

Don't try to be too clever, it doesn't pay in the long run.

9. You can always learn

The more diverse of your interests, the more numerous your points of contact with others.

10. Keep fit

由打扮, 談吐, 到出差, 去酒店做展銷, 內容都有介紹. 當年在酒店租借地方, 叫stockroom, 我們如今叫function room 或 banquet room 吧.

說準備求職信:
If you are lucky enough to have a typewriter, then type your answer unless a handwritten application is specifically called for.


幾十年的老書, 會送還給它的後人.