Word: pitches
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Dates: during 1960-1969
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Door-to-door salesmen for Collier's have vigorously claimed for years that they are not selling anything. The salesman's pitch is that his company is willing to give away an encyclopedia valued at $559 in exchange for a testimonial letter to be used "in future sales drives...
Like all Collier's salesmen, I memorized that sales pitch, all fifteen minutes of it, when I spent four days in training and two days on the job as an "advertising representative" for Collier's-all the while working undercover as a reporter for the Louisville Times...
...knowledge, at least concerning practices in Louisville, is woefully in complete. And a Collier's regional manager, in charge of sales in one-sixth of the nation, was in the local office during my training and even attended some of the sessions at which we practiced our sales pitch...
Collier's relies on a bastardized version of psychology to sell its goods. To most of the prospective salesmen who were in training with me, the sales pitch we were supposed to give seemed rude and obnoxious. We were naive enough to be amazed that it could sell anything. But a student who worked for Collier's in 1968 is convinced he has an explanation...
Does anyone really believe the sales pitch...