Word: salesmanship
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...Force of habit and force of salesmanship, as much as ability to pay, determine which car is bought. Over the years Buick has become the "doctor's car" because it looks prosperous but doesn't sound too expensive. Between Chevrolet, Pontiac and Olds, the choice is often dictated by the necessity of keeping up with the Joneses. And the snob appeal that sells many Cadillacs can work in reverse: many a man who can afford one buys a Buick instead, for fear the neighbors will think he is putting on airs...
...Puerto Rico Industrial Development Co. Under the driving management of 38-year-old, Barcelona-born Teodoro ("Teddy") Moscoso Jr., PRIDC is plugging the island's advantages in openhanded tax concessions, cheap (as low as 15?-an-hour minimum) labor, and plentiful, government-owned electric power. Moscoso's salesmanship has already brought 42 new industries-ranging from rayon to radios-from the mainland. Since 1940, while the population has risen 12%, production has been upped 30%. New inquiries from mainland industries are pouring...
...guests of the Aetna Life Insurance Company at the Harvard-Yale football game in Boston Nov. 20, the Hartford office announced today. Mr. Woodcock, associated with Almy and Company insurance office here, is one of the 19 salesmen in New England being rewarded by the company for efficient salesmanship during a recent campaign, the second recognition of his work in the last six months. A luncheon is to be served before the game...
...there were a surer way to make friends as well as customers, 70 companies of the Mahoning and Shenango valleys, in northeastern Ohio and northwestern Pennsylvania, formed a local organization called Industrial Information Institute, Inc. After rounding out its first year, I.I.I, last week had a pattern of local salesmanship that businessmen of other industrial regions could apply with profit...
I.I.I., whose membership now includes 87 companies, has no way of measuring results. But unions, which resent the N.A.M. type of salesmanship, have yet to criticize I.I.I. And, since I.I.I.'s program got started, President Sampson has noticed that his own employees work harder. Says he: "They know that in a sense it's their business, not only the business of a fat guy in the front office...