Business Philosophy Classic Reprint PDF Download

Excerpt from The Science of Business: Being the Philosophy of Successful Human Activity As a scientific salesman he knows that the absence of the psychological moment was simply due to the absence of a sufficient amount of desire on the part of the customer for the article; and it is therefore now up to him to create the necessary desire. To do this, he has at his command his secondary selling talk. Other things being equal, the power of the individual to secure the mental agreement of those with whom he communicates varies directly with the excellence of his secondary selling talk. Desire defined. Again let us remind the student that desire is an emotion directed to the attain ment or possession of an object from which pleas ure, whether sensual, intellectual, or spiritual, is expected; a passion consisting in uneasiness for want of the object toward which it is directed, and the impulse to attain or possess it; in the widest sense, a state or condition of wishing. More tersely it is defined as an earnest wish, longing, or aspiration for a thing. The persuader has right here the measure of his duty and his task in connection with desire. He must create an earnest wish, longing, or aspiration for the thing he is selling. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.