. Hardware merchandising March-June 1915 . ious, neither are they beyondthe reach of the man who is sincere and who is determinedto succeed; but they must be taken into account, and reck-oned with before we can lay claim to being successful sales-men. I maintain that the real salesman is the man who iscontinually sowing seeds that will ripen into profits onfuture sales—the man who is building up through hisstudy of things as they are, through his personality,honesty and fair dealing, a following who believe inhim and respect him; one who is forging a chain of satis-fied customers over the enti
. Hardware merchandising March-June 1915 . ious, neither are they beyondthe reach of the man who is sincere and who is determinedto succeed; but they must be taken into account, and reck-oned with before we can lay claim to being successful sales-men. I maintain that the real salesman is the man who iscontinually sowing seeds that will ripen into profits onfuture sales—the man who is building up through hisstudy of things as they are, through his personality,honesty and fair dealing, a following who believe inhim and respect him; one who is forging a chain of satis-fied customers over the entire territory he covers, andthereby creating an influence that not only means othersales, but more links to his chain. Such a man is an assetto the interests he represents, and his services will alwaysbe in demand. Salesmanship is that power resulting from a combina-tion of certain qualities and faculties, mental, spiritual andphysical, which enables him who possesses it to success-fully influence a high average of those he interviews to. GEORGE A. SIMPSON. purchase, at a profit, markyou, that which he has to will touch briefly on someof the essential qualificationsthat are, in my judgment,necessary for the salesmanto understand. Take for in-stance: Thought isThe Science supreme. It isof Thought. not, as is oftensupposed, amere indefinite abstraction orsomething of a like is, on the contrary, a vitalforce, the most vital and irre-sistible force there is in theUniverse. In our Laboratory experi-ments, we are demonstratingthe great fact that thoughtsare forces. They have formand quality and substanceand power and, furthermore,we are finding out that thereis what we can call Scienceof Thought. Through the operation ofour thought forces, we havecreative power. The spokenword is nothing more or lessthan the outward expressionof the workings of these in-terior forces. The spoken word is in asense the means whereby the thought forces are focusedand directed along any
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