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Table of Contents
Let us say you are a businessman, and one day you have a really brilliant idea about improving the sales end of your business. At the next conference you outline your idea, and it goes over with a bang. Everybody gets busy on it, and for a month the executives of your company hold meetings to work out the details. You spend hours coining the exact phrases your salesmen are going to use. You call in an expert and pay him a resounding fee to work out a scientific formula, right down to the very gestures and the tone of voice with which these sure-fire phrases are going to be delivered. You call sales meetings of all your representatives and give them the results of all this planning and preparation. You compose pamphlets and letters to outlying agents who can't attend in person, and lay this new technique at their feet, confident that it is going to double their |
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