The Psychology of SalesmanshipAtkinson, William Walker
Science
The Psychology of Salesmanship
Atkinson, William Walker
Selling -- Psychological aspects
_The Mental Temperament._ This temperament is indicated by a
predominance of nervous force, mental activity, reasoning power,
imagination, and a brain development rather than bodily strength or
physical activity. Those in whom it predominates are distinguished by a
slight build, small bones and muscles, general fineness of structure,
quick motions, signs of nervous energy, sharp features, thin lips, thin,
finely shaped, and often pointed nose, high forehead, and expressive
eyes. Their mental characteristics are activity in reasoning processes,
active imagination, susceptibility to disturbance from uncongenial
environment and distasteful company, love of mental activity and often a
distaste for physical activity, sensitiveness, extremes of feeling and
emotion, eager and enthusiastic, and the general traits popularly
designated as "temperamental." Those in whom this temperament is
deficient manifest characteristics opposite to those above mentioned,
and are averse to mental activity.
_Blended Temperaments._ Nearly every individual possesses the three
temperaments blended in various proportions and combinations. In some,
one temperament predominates largely and gives us the distinctive
characteristics of that class. But in others, often two temperaments
will predominate, leaving the third scarcely manifest. In others, the
three are so well blended and balanced that the individual is known as
"well balanced" temperamentally--this being considered the ideal
condition.
Prof. Fowler, one of the old authorities in phrenology, says of the
blended temperaments: "Excessive Motive with deficient Mental gives
power and sluggishness, so that the talents lie dormant. Excessive Vital
gives physical power and enjoyment, but too little of the mental and
moral, along with coarseness and animality. Excessive Mental confers too
much mind for body, too much sentimentalism and exquisiteness, along
with greenhouse precocity. Whereas their equal balance gives an abundant
supply of vital energy, physical stamina, and mental power and
susceptibility. They may be compared to the several parts of a steamboat
and its appurtenances. The Vital is the steampower; the Motive, the hulk
or frame-work; the Mental, the freight and passengers. The Vital
predominating, generates more animal energy than can well be worked off,
and causes restlessness, excessive passion, and a pressure which
endangers outbursts and overt actions; predominant Motive gives too much
frame or hulk; moves slowly, and with weak Mental is too light freighted
to secure the great ends of life; predominant Mental overloads, and
endangers sinking; but all equally balanced and powerful, carry great
loads rapidly and well, and accomplish wonders. Such persons unite cool
judgment with intense and well governed feelings; great force of
character and intellect with perfect consistency; scholarship with sound
common sense; far seeing sagacity with brilliancy; and have the highest
Public-domain text, read in full here on John Shaqi.
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