This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1920 edition. Excerpt: ...him using the goods or profiting from the offer. This appeal to the imagination is especially necessary when the expenditure is large in proportion to the size of the purchaser's income. For example, when the buyer of an automobile is accompanied by his wife, the salesman should paint a "word-picture" of the ...
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This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1920 edition. Excerpt: ...him using the goods or profiting from the offer. This appeal to the imagination is especially necessary when the expenditure is large in proportion to the size of the purchaser's income. For example, when the buyer of an automobile is accompanied by his wife, the salesman should paint a "word-picture" of the ease and comfort of riding in the car, the enjoyment of its swift motion, the health-giving qualities of pure and exhilarating country air, and the education to be derived from visiting places of interest for miles round. The retail merchant's imagination can be appealed to by depicting the goods in his store, the fine display they will make on his shelves, and their final sale to customers for their satisfaction and his profit. A strong appeal can often be made to the pride of the shopper, who can be imaginatively depicted wearing the stylish pair of shoes or the becoming suit or coat which he or she is contemplating buying. To bring the hesitating shopper to the buying point, further indirect allusions may be made to the flattering comments that the article will probably arouse when friends inspect it. All these are mental pictures which can readily be conjured up when the expenditure is so important that it tends to create indecision. The more naturally and enthusiastically the pictures are drawn, the better the chance of bringing a sale of any importance to a close. 201. Example of Appealing to the Imagination An employee working in the office of a wholesale house was interested in a course in salesmanship issued by a well-known correspondence school. He had asked for information, but when the salesman called he refused to give a definite decision. In an effort to close the salesman appealed to the young man's imagination in this...
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PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
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Seller's Description:
PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
VG / no DJ / tan cloth boards clean / lightly bumped. Spine ends / text clean / tight / name inside front cover / F.E.P. A textbook for colleges and schools.
