Word: salesmanship
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...sang Fort Worth's praise all over the world, while passing out silver dollars, hats, 100-lb. watermelons and boxes of pecan nuts for remembrances as he went along. On his Shady Oak Farm, he often had as many as 2,000 guests as an audience for his salesmanship. Outsiders half-seriously began to call Fort Worth "Cartersville," with some justification; fully a fourth of the city's 300,000 population work in factories, businesses and offices which have moved to Fort Worth as a result of Carter's coaxing...
...past two years the editors have explored dozens of complex problems in the essay, ranging from unemployment and the psychology of salesmanship to the federal budget, the capital gains tax and atomic power. Despite their brevity and sharpness, these essays entail some of the most intensive work that goes into the magazine, often reflecting the research of a dozen or more TIME bureaus. The essay "Executive Trappings" (Jan. 24), for instance, was the result of thorough investigation into the methods various companies use in handling the matter of executive prerogatives, of who rates the rugs. At first glance this...
Actually, the price cutting was evidence less of overproduction than of a significant change in salesmanship. Dealers have found that they can make more money by discounting and boosting volume than by insisting oh full price. One Atlanta Ford dealer, who averaged 125 sales a month last year, is now selling at the rate of 175 cars a month. Half of the cars are selling at profits of only $100 to $200 each. He expects to boost his volume to 250 a month by March. Said a Southern Buick dealer, who offers a $300 discount on the Special: "For profit...
...Buttermilk. Once a barter agreement has paved the way, the Germans have made the best of it with service and salesmanship. "If you inquire in France, the U.S., Great Britain and Germany about buying machinery," says a Caracas businessman, "the Frenchman doesn't answer, the U.S. company sends a catalogue, the Briton assures you his product is the best, and two Germans show up and ask, 'Where do we put it?' " In capitals and backlands throughout Latin America, German salesmen in belted jackets, speaking good Spanish or Portuguese, take pride in a three-word motto: "Sell, sell...
Further, most financial businesses have to be effectively operated to make money under current conditions. The balmy days of the 1920's when the personable college graduate with good contracts and a nice smile could make good money as a customers' man are over. Salesmanship and contacts still are useful in finance, but financial business needs men with more assets than these. As other doubtless will write in this edition, there are excellent opportunities for men coming into finance jobs today. But the excellent opportunities are for good man, well trained, who can product results ino a competitive...