The Psychology of Salesmanship

Name: The Psychology of Salesmanship
Author: William Walker Atkinson

By William Walker Atkinson

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Business/Management Psychiatry/Psychology

About This Book

It examines how psychological principles underpin selling, arguing that selling is a mental process of attracting attention, arousing interest, creating desire, and moving the buyer's will. It analyzes the salesperson's character, habits, and outward expression, and the buyer's mental states; describes preparatory stages, approaches, demonstrations, and closing techniques; and gives practical guidance on posture, tone, and suggestion to influence perception and decision. The text blends theory with actionable recommendations for shaping impressions, handling objections, and guiding purchase decisions by applying established psychological observations.

About the Author

William Walker Atkinson

William Walker Atkinson was an influential American author and a prominent figure in the New Thought movement during the late 19th and early 20th centuries. He wrote extensively on topics related to mysticism, psychology, and personal development, contributing to the popularization of ideas surrounding mentalism and spiritualism. Among his notable works is "A Series of Lessons in Gnani Yoga: The Yoga of Wisdom," which explores the philosophical and practical aspects of yoga. Atkinson's writings often emphasize the power of thought and the potential for personal transformation, making him a key figure in the exploration of the mind-body connection.