1928. In this treatise, an attempt is made to present the elements of salesmanship and show how they may be profitably applied to retail selling. The chief reason for the presentation of this book before the public was the many requests that came from salespeople in the department stores where the author lectured, asking for the incorporation of the lecture material in a permanent form. Contents: modern developments; knowing the goods; knowing the customer; elements of personality; selling process; appealing to the imagination; selling by suggestion; store system and method.