Excerpt from Salesmanship Businessmen throughout the entire world, during the period of economic upheaval, learned many things which had thereto fore been merely hypothetical, and these lessons were harsh and bitter. Good men with enviable selling records were finding themselves caught in an unprecedented maze of circumstances and conditions which were practically impossible to overcome. No wonder many of them lost confidence. But those same men who were subjected to the most severe tests of all time and who were able to stand up under them learned many things and profited by the experience. Perhaps the greatest benefit of their experiences came from the realiza tion that, in spite of our modern civilization and the spirit of co-operation for which it stands, the Old Darwinian principle of the survival of the fittest still stood, sound and unshaken. It brought home to them forcefully that to succeed they must be prepared: that they must know salesmanship in principle as well as in practice. Only one thing in business is constant, and that is change, As business undergoes inevitable evolution, so also must its com ponent parts. Hence, salesmanship changes, not in principle 1 for principles are underlying, basic truths that never change-but in the application of these principles, the practice, which is in a constant state of flux. These changes in business methods and practices not only justify a revision of this text on salesmanship but make it necessary. Although the author has drawn upon his own experience in many lines of selling, he has also taken what he thinks to be the points of greatest help from his friends and colleagues in the field, in an attempt to show the reader the application Of the basic principles in a variety of lines as well as under constantly changing economic conditions. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.