I. Psychology in Business
II. The Mind of the Salesman
The Mind of the Salesman
(continued)
IV. The Mind of the Buyer
V. The Mind of the Buyer (continued)
VII. The Psychology of Purchase
Until the last few years the mere mention of the word
"psychology" in connection with business was apt to be greeted
with a shrug of the shoulders, a significant raising of the
eyebrows—and a change of the subject. Psychology was a subject
that savored of the class room, or else was thought to be somehow
concerned with the soul, or possibly related to the abnormal
phenomena generally classified as "psychic." The average business
man was apt to impatiently resent the introduction into business of
class room topics, or speculation regarding the soul, or of theories
and tales regarding clairvoyance, telepathy, or general
"spookiness"—for these were the things included in his concept of
"psychology."
