2. A sale completed by the buyer's acceptance on presentation only.
Example—A man is walking along a country road in the summer time. He sees a sign in the door-yard of a farmhouse; BERRY PICKERS WANTED. He presents himself as a candidate and the farmer at once engages his services.
3. A sale completed immediately after a desire of the buyer has been created by a definite, intentional effort of the salesman.
Example—A man out of work wants a job that will employ his physical strength. He encounters three men who are struggling to load a very heavy box onto a truck. He takes off his coat and proves his strength by the ease with which the box is lifted when he helps. He inquires which of the three men is the truck boss; and asks for a job. He is hired because he has made the boss want the aid of his strength in handling heavy loads.
4. A sale completed only after persuasion of the buyer.
Example—Assume that the truck boss in the next preceding illustration refuses at first to hire the applicant who has demonstrated his strength. It is necessary then for the man out of a job to talk his prospective boss into the idea that he needs a fourth man in his gang.
5. A sale completed only after a decision by the buyer as to the comparative benefits of purchasing or of not buying.
Example—You and another candidate apply for the same position in an office. You appear to be about equal in capability. The employer "weighs you in the balance" against the other applicant. This is a sale requiring the fifth degree of effort. Manifestly you will need to use a very high quality of skill to get into the mind of the prospective buyer of services the idea that you are likely to be of more value as an employee than your competitor for the place. Then you must skillfully prompt him to accept your application.
Difficult Sales Most Worth Making
When you appreciate exactly how sales differ in the degrees of effort necessary to close them, you will realize the wisdom of preparing to sell your particular qualities and services with full comprehension of all the difficulties commonly met by candidates for desirable positions.