- Buying Furniture, XII, pp. 219-230.
Whitehead, Harold. How To Run a Store. The Thomas Y. Crowell Co., New York, N. Y. 1921.
- Developing Organized Loyalty, XXI, pp. 253-265.
----. The Business of Selling. American Book Co., New York, N. Y. 1923.
- The Mental Law of Sale, V, pp. 44-51.
- The Salesman's Personality, XVIII, pp. 221-234.
- How To Develop Personality, XIX, pp. 234-242.
Unit II
TECHNIQUE OF SALESMANSHIP
- Sale Objectives
- Starting the Simple Sale
- The All-Important Interview
- Three General Considerations for Closing Sales
- Meeting the Customer