Copyright 1912
By
ELIZABETH TOWNE

THE PSYCHOLOGY OF
SALESMANSHIP

CONTENTS

CHAPTERPAGE
I.[Psychology in Business]9
II.[The Mind of the Salesman]28
III.[The Mind of the Salesman (continued)]47
IV.[The Mind of the Buyer]70
V.[The Mind of the Buyer (continued)]91
VI.[The Pre-Approach]114
VII.[The Psychology of Purchase]137
VIII.[The Approach]167
IX.[The Demonstration]193
X.[The Closing]222

CHAPTER I