The Psychology of SalesmanshipAtkinson, William Walker
Science
The Psychology of Salesmanship
Atkinson, William Walker
Selling -- Psychological aspects
In the firm of "Easyboy and Hardfellow," the work is divided. "Easyboy"
has much to do about the place, attending to many things for which his
temperament specially fits him. "Hardfellow," however, does the buying,
for experience has taught him that "Easyboy" is not fitted for the task,
being too much under the sway of his feelings and being too easily
influenced. "Easyboy" never could say "No," anyway--but "Hardfellow"
finds it almost as hard to say "yes." So "Hardfellow" does the buying,
but "Easyboy" always "hangs 'round" when a salesman is talking, for he
is naturally inquisitive, and, being jealous, rather resents
"Hardfellow's" authority in the matter. Sometimes he breaks in, and
"Hardfellow" lets him have his say, and at times indulges him in minor
purchases, for being a partner he must accord him some consideration in
spite of the arrangement regarding duties. A strange thing is that
"Easyboy" is possessed of the notion that he would make an ideal buyer,
far better than "Hardfellow" in fact, and he loses no opportunity of
manifesting his supposed quality, notwithstanding the fact that he
usually makes a bungle of it.
For "Hardfellow" is often so busy that he cannot give his full attention
to the business of buying; then again he becomes tired and at such times
his judgment is not so good, and he is apt to be influenced by "Easyboy"
at such times; and, again, he becomes interested in one feature of the
purchase and overlooks the others--at such times "Easyboy" "gets in his
fine work," and takes a hand in the buying. The Salesmen who visit the
firm are fully aware of this condition of affairs, and plan things so as
to have "Easyboy" on hand and able to play his part. They can do
anything with him, and the more he is in evidence the better are their
chances. If he had his way he would buy corner lots in the moon, or
gold-bricks minus the plating. He likes to say "Yes" when coaxed,
jollied or led. But the Salesmen having a straight business proposition
of merit get along well with "Hardfellow," for he is reachable on such
lines when logically presented and explained in a business way. Even
such Salesmen, however, find "Easyboy" a valuable ally, for he often
gets them a hearing when "Hardfellow" is busy or otherwise not disposed
to listen. And so, they all find it an important question to get
"Easyboy" on the scene at "Hardfellow's" elbow. Some claim to have
discovered a method whereby they can "sidetrack" "Hardfellow" and get
"Easyboy" to do the buying. And rumor even has it that there have been
unscrupulous individuals who have happened around when "Hardfellow" was
taking his _siesta_ after a full dinner, and who then played upon
"Easyboy's" weakness in a shameful manner. The firm deny these rumors,
but there is an old gold brick holding back a door at the back part of
the store; and a big bundle of worthless shares in a nicely printed
gold-mine and a deed for a quarter-section of the blue sky, in the
Public-domain text, read in full here on John Shaqi.
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