Dedication
Dedicated to Alex C. Ritchey, Salesman. the Author’s Friend.
Epigraph
I The square deal wins
II Clerks, cranks and touches
III Social arts as salesmen’s assets
IV Tricks of the trade
V The helping hand
VI How to get on the road
VII First experiences in selling
VIII Tactics in selling—I
IX Tactics in selling—II
X Tactics in selling—III
XI Cutting prices
XII Canceled orders
XIII Concerning credit men
XIV Winning the customer’s good will
XV Salesmen’s don’ts
XVI Merchants the salesman meets
XVII Hiring and handling salesmen
XVIII Hearts behind the order book