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Successful Salesmanship

Theron Q Dumont

In this popular selling book Theron Dumont covers every aspect of sales. It’s sales training at its best. You’ll learn all of the sales techniques you need to get sales leads, increase sales and make money. You'll learn the qualities you need to develop, the words to use, the sales approach, the sales interview, the sales close. You name it, this book will teach you everything about successful selling.

It has been the custom of writers and speakers on the subject of salesmanship and sales, to begin by describing the Psychology of the Sale - the several stages of mental process manifested in every sale.

This is all very well, so far as it goes, but one should not overlook the fact that just as “the man behind the gun” is the first consideration in artillery practice, so “the man behind the sale” should be the first thing considered in the subject of salesmanship. So, it has always been my practice, in my class work, to begin at the real beginning—the Salesman himself.

We have heard much of “the born salesman.” In fact, if we were to believe some of those engaged in this line of work, we would think that unless a man were born with a certain instinctive and intuitive knowledge of the science and art of selling goods, he might as well relinquish all hope of ever becoming an efficient salesman.

But the experience of the best psychologists, as well as that of the best employers of salesmen, is that some of the best salesmen have been developed from apparently unpromising material, by careful training and with the co-operation of the man in the work of self-development of character.