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THE PSYCHOLOGY OF
SALESMANSHIP
BY
WILLIAM WALKER ATKINSON
L.N. FOWLER & COMPANY
7, Imperial Arcade, Ludgate Circus
London, E.C., England
1912
THE ELIZABETH TOWNE CO.
HOLYOKE, MASS.
Copyright 1912
By
ELIZABETH TOWNE
THE PSYCHOLOGY OF
SALESMANSHIP
CONTENTS
| CHAPTER | PAGE | |
| I. | Psychology in Business | 9 |
| II. | The Mind of the Salesman | 28 |
| III. | The Mind of the Salesman (continued) | 47 |
| IV. | The Mind of the Buyer | 70 |
| V. | The Mind of the Buyer (continued) | 91 |
| VI. | The Pre-Approach | 114 |
| VII. | The Psychology of Purchase | 137 |
| VIII. | The Approach | 167 |
| IX. | The Demonstration | 193 |
| X. | The Closing | 222 |
CHAPTER I
PSYCHOLOGY IN BUSINESS
Until the last few years the mere mentionof the word "psychology" in connection withbusiness was apt to be greeted with a shrugof the shoulders, a significant raising ofthe eyebrows—and a change of the subject.Psychology was a subjec