Kept
clean, as I would keep it, it would be a fine advertisement of the
store's policies, and would help sales."
The old man's plan of entrance gained him his initial opportunity. He
swept the sidewalk only two weeks. Then the sales manager made a place
for him behind a counter, where he is serving customers with
satisfaction to-day.
[Sidenote: Distinguishing Characteristic Of Masterly Salesmanship]
You will recall that in a previous chapter the _ability to discriminate_
was stated as the _distinguishing characteristic_ of masterly
salesmanship. The ability to perceive differences, and skill in
emphasizing them, will _assure_ success in selling either ideas or
goods.
The discriminative-restrictive study of anything is certain to give one
a much clearer and more definite understanding of it than could be
secured by a study of its likeness to something else. If, when
describing two people, you _compare_ their points of _resemblance_, you
do not paint a clear picture of either. But if you _restrict_ your
comments to the _differences_ in their features, you will portray a
pretty definite mental image of each.
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