![]() "How I Sell National Cash Registers," which became known as the Primer, contained instructions not only on what salesmen should say, but also what they were to do while saying it. sales script was the creation of Patterson's brother-in-law Joseph H. While it is not clear that Patterson was familiar with any of these scripts, it is likely that his agents, many of whom had worked as salesmen in other fields, knew of them. In 1879, Bates Harrington published How 'Tis Done, which reprinted-and thereby according to the author "exposed"-the techniques of book canvassers, atlas salesmen, and lightning-rod peddlers. Canvassers for the American Bible Society carried booklets with helpful scripts. ![]() Hyde of the Equitable Life Assurance Society published Hints for Agents, which contained persuasive arguments for company representatives to rehearse. Booksellers and other canvassers had used scripts prior to the first N.C.R. The practice of writing out sales arguments was rare, but not as new as some of Patterson's biographers claim. ![]() To ensure that salesmen communicated all the benefits of the register, Patterson gave them scripts to memorize. ![]()
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