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'SALESMANSHIP.'
^'.Tf11?!?76 , Your Salesmanship,' by
Philip Masel, a copy of which we have
''todtoH* the publishers. Robertson
and Mullens Ltd., is a colloquially written
utue nanaDOOK (price 1/) full of
points and axioms for retail, wholesale
and speciality salesmen and sales mana
geiSi JIt sugKests that 'high-pressure'
methods from America are not necessar
ily the wisest with the average Australian
customer, and that of more importance
than to wheedle a few extra shillings
out of a purchaser's pocket is to engage
his interest and gain his goodwill and
permanent patronage. There are addi
tional chapters on the ethics of salesman
ship, on what is known as 'service,' and
the way to measure a salesman's results.
Here for the retail salesman, is Mr.
Masel's budget of 'don'ts':— 'Don't
argue coerce and pester the customer;
don't be impatient with the fussy cus
tomer; don't drum your finger on the
counter— a bad habit into which many
salesmen fall; don't hesitate to give full
attention to the person who comes back
to exchange an article already purchased,
or to make a complaint; always remem
ber that this person will be making pur
ctoses again at no distant date; dont
attempt to oversell, and don't be anxious
to sell the customer something which he
is reluctant to buy.' &
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