The Psychology of SalesmanshipAtkinson, William Walker
Science
The Psychology of Salesmanship
Atkinson, William Walker
Selling -- Psychological aspects
Halleck says: "* * * We must not forget that any one not shallow and
fickle can soon discover something interesting in most objects * * * the
attention which they are able to give generally ends in finding a pearl
in the most uninteresting looking oyster. * * * The essence of genius is
to present an old thing in new ways." And again: "When we think about a
thing, or keep the mind full of a subject, the activity in certain brain
tracts is probably much increased. As a result of this unconscious
preparation, a full fledged image may suddenly arise in consciousness."
Hoffding says: "The inter-weaving of the elements of the picture in the
imagination takes place in great measure below the threshold of
consciousness, so that the image suddenly emerges in consciousness
complete in its broad outlines, the conscious result of an unconscious
process." Halleck also says: "A representative image of the thing
desired is the necessary antecedent to desire. Not until a
representative idea comes to the mind does desire arise. It has often
been said that where there is no knowledge there can be no desire. A
child sees a new toy and wants it. A man notices some improvements about
his neighbor's house and wishes them. One nation finds out that another
has a war ship of a superior model, and straightway desires something as
good or better. A scholar sees a new cyclopedia or work of reference,
and desire for it arises. A person returns and tells his friends how
delightful a foreign trip is. Their desires for travel increase.
Knowledge gives birth to desire, and desire points out the point to
will." In this paragraph we have quoted eminent authorities, showing the
direct line of psychological progress from interested investigation,
through imagination, to desire and will. One investigates and gains
favorable knowledge regarding a subject; then his imagination operates
to show him the possibility of its successful application to his
personal case; then his desire for the thing is awakened.
Public-domain text, read in full here on John Shaqi.
Reviews
Reviews
No reviews yet
Be the first to share your thoughts on this work.
Elsewhere in the archive
Join the Discussion
Join the discussion
Sign in to leave a comment or review.
Sign InorCreate an account