1923. To make constructive salesmanship of practical value to salesmen, the actual difficulties which have proved to be stumbling blocks in the path of the sale have been analyzed; the methods used by experienced salesmen in meeting these difficulties have been brought together; and the principles on which successful salesmanship is based have been explained, making it possible for the individual salesman to adapt to the various selling suggestions to the type of salesmanship in which he is engaged. Contents: salesmanship; preparation for the sale; prospecting; the approach; analysis of a sales interview; managing the interview; sales talk; meeting objections; the close; service to the customer.

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