The Psychology of SalesmanshipAtkinson, William Walker
Science
The Psychology of Salesmanship
Atkinson, William Walker
Selling -- Psychological aspects
_Carriage and Walk._ In the first part of the previous chapter, under
the sub-head of "Self-Respect" we have given you the advice of a good
authority concerning the proper carriage. The key is: Carry yourself in
a manner showing your Self-Respect, Poise, and Consideration of Others.
Another authority gives the following directions for the correct
position in standing: "(1) Heels together; (2) head up, with chin
slightly drawn in rather than protruding; (3) eyes front; (4) shoulders
thrown back but not elevated; (5) chest expanded; (6) abdomen slightly
drawn in, and not allowed to protrude; (7) arms dropped naturally to the
sides, with the little fingers lightly touching the sides of the thigh.
This may make you feel a little stiff and awkward at first, but, if you
persevere, will soon establish itself as second nature with you."
Another authority says: "The easiest way in which to acquire a correct
carriage is to imagine that you are suspended from on high with a line,
the lowest end of the line being fastened to the lower end of your
breast-bone. If you will stand and walk as if you are so suspended, the
result will be that you will acquire an easy, graceful, gliding walk,
and a correct carriage and natural position." Another authority gives
the following advice: "The following method if observed in walking and
standing, will impart a desirable physical poise and will keep you erect
and in a graceful attitude while walking: Stand with your back toward
the wall, with the heels, legs, hips, shoulders and back of head
touching the wall, and with the chin slightly drawn in. Press up against
the wall firmly. You will find yourself in an uncomfortable position,
and one that is unnatural and incorrect. Then, keeping your heels to the
wall, allow your body to swing forward into a natural position, being
careful to keep the body firm in the same 'form,' avoiding relaxation,
swinging yourself forward from the ankle joints alone. When you find
that the correct poised, natural position has been attained, hold it,
and march forward in what will be the natural, normal, well-balanced
walking position. Practice this repeatedly, several times every day,
until you have fully acquired the habit."
Public-domain text, read in full here on John Shaqi.
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