Certain Success

by Norval A Hawkins

Overview

Book Excerpt: n. A real estate salesman describes a bungalow to a prospect for a home. He shows plans and specifications, with accurate dimensions; there is no misrepresentation of any detail. The salesman especially emphasizes, what is his own belief, that the bungalow would make a "cozy" home. The prospect decides to buy the property. He says, "If it is as you describe it, I'll take that place." The sale to his mind has been completed. All that remains is delivery of a bungalow corresponding to the ideas sold. The delighted salesman escorts the buyer to the "cozy home." But the empty rooms do not confirm the idea emphasized to the prospect. The salesman cannot furnish them convincingly with his imaginative "cozy" word pictures. He has made the mistake of omitting to learn the other man's conception of a cozy home before selling the expectation of coziness. He is shocked when the sale is declared annulled with the prospect's contradiction of his description, "There's nothing cozy about this place." The intendingRead More

Product Details

ISBN-13:	9789356146792
Publisher:	Lector House
Publication date:	12/02/2024
Pages:	186
Product dimensions:	6.14(w) x 9.21(h) x 0.43(d)

About the Author

Norval A. Hawkins was a true master and sales wizard. Despite poor global economic conditions, Hawkins' leadership brought about massive growth for the Ford Motor Company more than quadrupling their car sales. He was also the first to devise the branch assembly plant system in order to accommodate Ford's expansive growth.