Word: salesmanship
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...University and Western College for Women, understandably got little help from the undertakers. But parishioners told them a great deal-about undertakers failing to display their more modest caskets, about cemetery associations lobbying in state legislatures for laws to make cemetery burial even of ashes compulsory, about high-pressure salesmanship of cement vaults and airconditioned caskets as "the humane thing...
...Salesmanship. Rosenberg started his art-buying career at 18 when he went to England for his father, a successful Paris art dealer. Among his first wise investments were two Van Gogh drawings for $20 each. Edouard Manet's Portrait of Victorine Meurend for $200. (In 1928, Rosenberg rebought the picture for $40,000, sold it again at a profit. It now hangs in the Boston Museum of Fine Art). At 20, he took over his father's Paris salon. By paying better prices than competing dealers, Rosenberg kept artists like Picasso, Matisse, Braque and others in his stable...
Rosenberg, now an agile 72, credits his success as a dealer to a policy of never trying to sell anything. Says he: "Salesmanship is useless when you are an honest man and want to sell the best. Great pictures sell themselves . . . I don't sell anything I wouldn't like to keep myself." Of the things he has kept, Rosenberg says all the money in the world could not buy a single one: "They are the expression of my life...
Like most merchants, the managers of the Southern States Cooperative, one of the three top U.S. farm supply coops, are well aware of the decline in old-fashioned retail salesmanship. Last week, at their annual meeting in Richmond, the co-op's 60 district field managers, who run 125 retail stores, conducted their own shopping experiment. Each one started on an hour's shopping tour to see if clerks could persuade him to buy $5 worth of goods. They bought little. Out of their $300 total, they spent only $103.79. Twenty-nine shoppers spent less than $1 each...
Golden Fleece. With just such a combination of showmanship and salesmanship, Stanley Marcus has helped build Neiman-Marcus sales from $2,600,000 a year in 1926, the year he joined the family sales force, to their present $20 million level. He now hopes to boost them 25% with the new $7,500,000 addition to the main store (he opened a new $1,600,000 suburban branch...