Making the Sale : The Art of Salesmanship

Tom Shepard

Published by CreateSpace Independent Publishing Platform
ISBN 10: 1500210315 / ISBN 13: 9781500210311
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Synopsis: This book is about the art of salesmanship and the art of communication. The author explains that, “Nothing happens in American business until something is sold.” He provides the fundamental elements needed in making a sale and reveals the do’s and don’ts of good selling. But he stresses that the fundamental element in making a sale is the human aspect. The salesman who takes the time to focus on the customer’s needs and preferences and who presents an agreeable personality is the salesman who will be well rewarded. The author shares many personal stories and experiences in hopes that the reader will incorporate some of them into their own sales repertoire. The last few pages of the book contain, in list form, an anatomy of selling—an invaluable tool for the person who is looking for a job as well as the person who wants to learn how to sell a product.

About the Author: A born salesman, Tom Shepard learned the ropes as a fledgling salesman for the Vick Chemical Company - maker of Vicks Vapo Rub - right after receiving his BA from Amherst College. A native of New Jersey, he graduated from Orange High School, Orange, New Jersey. Tom honed his management skills in the Navy during WWII on a destroyer escort, and at war's end left the service with the rank of Lt. Commander. He then began his career as an advertising salesman with the iconic magazine, LOOK, and ultimately rose to become that magazine's Publisher. He later became President of the marketing operation for the outdoor advertising industry. One of Tom Shepard's strengths is that while making his way up the ladder in business, he listened to and acted upon the advice of the most renowned experts in the selling field at the time. His favorite piece of advice came from Stanley Resor, the advertising giant and head of J. Walter Thompson Advertising Agency during the mid-twentieth century, who said memorably: "If you have something important to say, then say it importantly."

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Title: Making the Sale : The Art of Salesmanship
Publisher: CreateSpace Independent Publishing Platform
Binding: Paperback
Book Condition: Good

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