“While not pretending to be exhaustive, it offers much interesting and useful information.”
+ Cleveland p88 O ’20 30w
“This thorough technical treatise may be used as a practical manual for class or self instruction.”
+ Outlook 124:431 Mr 10 ’20 50w + Spec 124:625 My 8 ’20 130w
IVEY, PAUL WESLEY. Elements of retail salesmanship. *$2.25 Macmillan 658
20–3332
“Professor Ivey explains to the student first that he should know the goods that he intends to sell, and gives many useful hints as to the character of this knowledge. Next he expatiates on the necessity of his knowing and studying his customers. He picks out the elements of personality which make a successful salesman; these include enthusiasm, honesty, tact, courtesy, promptness and cheerfulness. He describes in detail the selling processes as well as store systems and methods, warning the student against many common errors and slips.”—N Y Evening Post
“An interesting and practical book for department store classes. Addressed to more mature minds than Norton [‘Text book on retail selling’] and more concerned with psychological principles.”
+ Booklist 16:265 My ’20