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A study of personality and its relation to salesmanship.

DOI: 10.1037/14846-000

Publisher: South-Western Publishing Company - American Psychological Association

Sep 21, 2015

Available

Part I: The trend of business.

Holmes, Arthur H.

Pages: 1 –11

This section discusses the trend of business. The following topics are covered: analysis, readjustment, the upward trend, business efficiency, the need of efficiency, the increase of efficiency, the inefficient, reactions against the efficiency movement, service, good will in business, good will...
Available

Part II: Getting into business.

Holmes, Arthur H.

Pages: 12 –32

This section discusses getting into business. The following topics are covered: business opportunity, the opportunity of the self, the struggle for existence, ideals resulting from the struggle for existence, the opening way, preparation, business as a preparation for business, business as...
Available

Part III: The self-development of personality.

Holmes, Arthur H.

Pages: 33 –73

This chapter discusses the self-development of personality. The following topics are covered: the purpose of life, development through the conquest of nature, retarding forces, development through the study of man, man and business, a feature of the new education, definition of character, reasons...
Available

Part IV: Buying.

Holmes, Arthur H.

Pages: 74 –82

This chapter discusses buying. The following topics are covered: the initial art, range of application and principles, unity of interest of buyer and seller, relation between buying and selling, buyers, amount of stock to buy, the work of the buyer, dealing with traveling salesmen, relation of...
Available

Part V: Selling.

Holmes, Arthur H.

Pages: 83 –204

This chapter discusses the relationship between personality and selling. Some of the topics covered are: definition of salesmanship, the salesman, personality, health, ambition, purpose, knowledge, knowledge of self, knowledge of human nature, knowledge of the needs of the prospect, knowledge of...
Available

Part VI: Advertising.

Holmes, Arthur H.

Pages: 205 –248

This chapter discusses advertising. Some topics discussed are: definition of advertising, the function of advertising, the importance of advertising as a business factor, the effect of advertising on quality of commodities, the effect of advertising on price of commodities, the relation of...

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