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Autosuggestion and salesmanship, or, Imagination in business [electronic resource] / by Frank Lincoln Scott ; preface by Orison Swett Marden.

By: Scott, Frank Lincoln.
Publisher: New York : American Library Service, 1923Description: 150 p. ; 19 cm.Subject(s): Cou�e, Emile, 1857-1926 | Selling | Imagination | Mental suggestion | ImaginationAdditional physical formats: OriginalOnline resources: Fulltext available via EBSCOhost - Shibboleth login required Also issued in print.Summary: "Today salesmanship has attained the dignity of a profession, and the ablest psychologists and lecturers are engaged at high salaries to train young men for the important business of selling. This little book, 'Autosuggestion and Salesmanship,' will be an invaluable aid to both teacher and student in its admirable presentation of the technique of salesmanship. The author, besides an excellent literary style, has the advantage of being an expert in the profession of which he writes. He wastes no time in elaborating fine-spun theories, but out of the practical knowledge gained by experience and observation presents a concrete picture of the causes of failure and the means by which success is won. Failure and success, alike, Mr. Scott claims are due to the influence of autosuggestion, conscious and unconscious. In his opening chapter, 'Imagination in Selling,' he says: 'Emile Cou�e has made one discovery which marks the beginning of an exact science of salesmanship. It is this: that in a conflict between Will and Imagination, Imagination always wins. We are going to catch glimpses of the way in which Imagination can be applied to manufacturing and storekeeping. We are even going to see how and why Imagination succeeds in overcoming fear and shortcomings in our dispositions where 'Will Power' is a makeshift or a complete failure.' The author gives many convincing illustrations to prove that, not the will, but imagination, backed by plain horse sense, is the force that wins success in salesmanship"--Preface. (PsycINFO Database Record (c) 2010 APA, all rights reserved).
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"Today salesmanship has attained the dignity of a profession, and the ablest psychologists and lecturers are engaged at high salaries to train young men for the important business of selling. This little book, 'Autosuggestion and Salesmanship,' will be an invaluable aid to both teacher and student in its admirable presentation of the technique of salesmanship. The author, besides an excellent literary style, has the advantage of being an expert in the profession of which he writes. He wastes no time in elaborating fine-spun theories, but out of the practical knowledge gained by experience and observation presents a concrete picture of the causes of failure and the means by which success is won. Failure and success, alike, Mr. Scott claims are due to the influence of autosuggestion, conscious and unconscious. In his opening chapter, 'Imagination in Selling,' he says: 'Emile Cou�e has made one discovery which marks the beginning of an exact science of salesmanship. It is this: that in a conflict between Will and Imagination, Imagination always wins. We are going to catch glimpses of the way in which Imagination can be applied to manufacturing and storekeeping. We are even going to see how and why Imagination succeeds in overcoming fear and shortcomings in our dispositions where 'Will Power' is a makeshift or a complete failure.' The author gives many convincing illustrations to prove that, not the will, but imagination, backed by plain horse sense, is the force that wins success in salesmanship"--Preface. (PsycINFO Database Record (c) 2010 APA, all rights reserved).

Also issued in print.

Electronic reproduction. Washington, D.C. : American Psychological Association, 2011. Available via World Wide Web. Access limited by licensing agreement. s2011 dcunns

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