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Sales Techniques
SUCCESSFUL SELLING IN 21 STEPS
SUCCESSFUL SELLING IN 21 STEPS
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Millions of young men come of age each year. And either before or after the event of their majority they must face the inevitable decision of what they are to do for a living.
Since only a small percentage are trained for professional life, let us look at the business world. It is to be noted first that business has the double problem of production and distribution; making things and then selling them. There are two fields of endeavor for the young man entering the business world; he can invest his time and talent in production or in selling, in making things or distributing them.
Economic experts tell us that in the matter of making things, we Americans are about 80 per cent efficient. We are pretty good. We have developed our abilities and our facilities for producing goods to a high state of efficiency. In fact our progress along that line has become a source of worry to some thoughtful people, including technologists, who feel that there is a threat to our social order in the marvelous development of our productive capacity.
Technologists point out that this 80 per cent efficiency of the production field is contrasted with a 20 per cent efficiency in the field of distribution. While admittedly we Americans are the world's best salesmen, there is still vast room for improvement, great opportunity for men of guts, grace and ability. By contrast with the 80 per cent efficiency of the production effort, we have in distribution an 80 per cent wilderness to be pioneered, explored, conquered. Most of its problems are yet to be solved, most of its prizes yet to be claimed, most of its glories and honors yet to be awarded.
Since only a small percentage are trained for professional life, let us look at the business world. It is to be noted first that business has the double problem of production and distribution; making things and then selling them. There are two fields of endeavor for the young man entering the business world; he can invest his time and talent in production or in selling, in making things or distributing them.
Economic experts tell us that in the matter of making things, we Americans are about 80 per cent efficient. We are pretty good. We have developed our abilities and our facilities for producing goods to a high state of efficiency. In fact our progress along that line has become a source of worry to some thoughtful people, including technologists, who feel that there is a threat to our social order in the marvelous development of our productive capacity.
Technologists point out that this 80 per cent efficiency of the production field is contrasted with a 20 per cent efficiency in the field of distribution. While admittedly we Americans are the world's best salesmen, there is still vast room for improvement, great opportunity for men of guts, grace and ability. By contrast with the 80 per cent efficiency of the production effort, we have in distribution an 80 per cent wilderness to be pioneered, explored, conquered. Most of its problems are yet to be solved, most of its prizes yet to be claimed, most of its glories and honors yet to be awarded.
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