Excerpt from The American Business Manual, Including Organization, Manufacturing, Advertising, Buying, Selling, Granting of Credit, and Auditing, 1914, Vol. 2
When Christopher Columbus, after fourteen years of fruitless effort, stood in the court of Spain and convinced Queen Isabella that she furnish him three ships and men to sail them in an attempt to discover a western route to the East, he had consummated the greatest sale in the history of the world up to that time. He had made Queen Isabella feel as he did about the great idea which he had for sale. The hard problem with him was to get means for making the voyage. Any first-class mariner could sail a ship as well as Columbus could and there were doubtless many men in the world who could have taken the ships across the ocean as well as Columbus did, but there was no one else who believed in the idea strongly enough to "sell" it to any one of a small list of prospective royal purchasers.
In the latter part of the eighteenth century, a number of gentlemen were busy in the eastern part of what is now the United States trying to sell the people a revolution. They finally got the order signed at Philadelphia on July 4, 1776, and appointed George Washington general manager, to see that the goods were properly delivered. That was a wonderful lot of salesmen, and the sale they made will be historic as long as men live.
In a broad way, therefore, every one is a salesman and every one is practising, or failing to practise, as the case may be, the principles of salesmanship, and these principles are simply the principles of influencing favorably - and not unfairly - the human mind.
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