Excerpt from Short Talks on Retail Selling
Some years ago, while engaged in vocational educational work, I became much interested in the sales-schools that various enterprising merchants were conducting to improve the service of their stores. I procured and examined the "store papers" that still more merchants were publishing for the purpose of developing ambition and energy, of cultivating a cheerful, loyal, courteous working-spirit, and of imparting definite instruction in the fine art of retail selling.
Some ideas on this big subject began to clamor, as it were, for expression, and so I began the publication of a little pocket-sized periodical, which I called Selling Sense, and which I offered in quantities to merchants, the idea being that the employer would put a copy in the hands of each of his salespeople.
The plan was well received.
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