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The Painless Way To Stop Smoking by Jack G. Heise

Image with text The Painless Way To Stop Smoking
Title: The Painless Way To Stop Smoking
Author: Jack G. Heise
Year of Publication: 1962
Publisher: Channel Press, Inc.
Length: 128 Pages & 29,209 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “The Painless Way To Stop Smoking” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Extract of book:

PREFACE
by HYMAN CHARTOCK, M.D.

During my more than twenty years as a practicing psychiatrist and neurologist, I have used hypnosis almost daily, therapeutically as well as for diagnosis. Aware of its limitations as well as its advantages, I have therefore been on guard against—and I have vigorously worked against—those who misrepresent hypnosis, or utilize it for entertainment, or becloud it with illusion and false hope.

I was pleased, then, when Channel Press asked my opinion of this book before they determined to publish it. My recommendation to them, as you see, was to issue it. Indeed, I was so impressed by Mr. Heise’s approach, understanding, and excellent and ethical presentation that I offered to add a few introductory words written from the point of view of a physician specializing in psychiatry.

As you read into the book, you will realize that the author is teaching you to use some of the techniques of hypnosis and self-hypnosis to change deep-rooted habit patterns. He will tell you that this method is painless. He will tell you that it is safe. Some readers will wonder whether this is true, and may hesitate to apply the author’s suggestions.

And so I would like to add this word of reassurance. There is no danger in self-hypnosis. The techniques you will learn in the pages that follow are safe and they are sound. I will return to this matter, because I want to discuss certain unethical uses of hypnosis; but so far as the material you will read in this book is concerned, be at ease. The method is standard and orthodox; it offers an excellent way for you to achieve your goal.

Physicians are often asked whether it is harmful to smoke three cigarettes a day, or five, or fourteen, or a pack; people seem to seek a standard measurement. If they exceed it, that would be bad; if they smoked fewer than the standard, that would be all right. But no such figure can be set. For several of my patients, one cigarette a week would be too many cigarettes.

A better way to respond to questions about cigarette smoking, then, is to speak not of quantities but of habit patterns. You are smoking to excess if you do any one (or more) of the following:

1. Reach for a cigarette the first thing in the morning, or the last thing at night.

2. Light a cigarette without realizing it, find yourself smoking, and wonder why you lit it and when.

3. Claim that you are unable to enjoy certain situations without a cigarette—your morning coffee, food, reading the paper, playing cards, and so on.

4. Feel it necessary to explain the number you smoke with such phrases as “They help me relax” and “I only take a puff or two, forget it, and then light another.”

5. Become severely upset when you find yourself in a “no smoking” area—certain theatres and public buildings, for example—and feel compelled to “duck out for a quick cigarette,” or are ready to risk public disapproval or punishment by “sneaking” a few puffs.

6. Find it almost unbearable when you are out of cigarettes, and are unable to tolerate the situation; instead, are willing to go to some lengths (dressing, walking to the corner store, stopping a stranger) to get a cigarette.

7. Feel that you have to smoke to show that (a) you are one of the gang, or (b) “adult.”

If with any degree of regularity you act or react in any of the ways described above, you are smoking to excess.

“Excess” means “more than what is right, proper or necessary.” When used in medicine, it means “more than is good for continued good health/’ We can eat too much, work too much, drink too much (including non-alcoholic liquids), sleep too much, and so on; and while any such excess is potentially troublesome, some excesses are worse than others.

Smoking must be put in that category, because it has vastly increased the incidence of lung cancer and coronary artery diseases, and because it plays a significant role in increasing the mortality rate in other pathologies.

Some people do more than one thing excessively; for example, they may smoke excessively and drink excessively and perhaps also work excessively. Since there is a reason for everything we do, there are reasons for this pattern of behavior. Usually the excess acts as an “escape mechanism” from an emotional problem. If the habit is removed but the cause is not, another habit generally develops. That is where the psychiatrist can make his unique contribution; he can seek out and remove the basic cause or causes for that particular emotional problem.

Excess can also be the result of an endless circle of action and reaction. An emotional problem causes anxiety; the anxiety itself causes greater anxiety. And as the anxiety continues to mount, feeding on itself and breeding itself, an escape mechanism becomes necessary. Relaxation effectively prevents this dangerous accretion of anxiety and tension, and one bonus you can achieve as the result of reading this book is learning how to relax.

Excess, we’ve seen, can take many forms. Psychology shows us that the individual makes an unconscious “choice” of his particular escape mechanism (or mechanisms), and that his choice is usually made through an unconscious association with what he thinks will bring gratification—excessive eating, drinking, playing, sleeping, working, or so on.

With smoking, however, another element is present: cigarette advertising.

Cigarette advertising induces you to believe first that smoking leads to gratification, and second that more smoking leads to still more gratification and enjoyment.

It does nothing of the kind; more smoking leads to more damage. When it doesn’t lead to catastrophic damage, it at least results in unnecessary shortness of breath, coughing, digestive upsets, and a host of other obstacles to a feeling of real well-being.

The liquor industry has seen the need for self-regulation, and promotes the idea of moderation (which it certainly finds preferable to prohibition). The cigarette industry in its consumer advertising makes believe that the facts aren’t there. With agile sleight-of-hand, the tobacco merchants keep your attention diverted from the dangers of smoking; instead you pay attention to their new ideas in packaging (soft package, hard package, tops that slip, flip, zip, slide or slope) and to their new brands, new sizes, and new flavors. Mr. Heise will make you realize the incredible effectiveness of tobacco promotion; and perhaps his revelations will bring the United States closer to the time when we (as other nations have now done) will restrict or ban certain forms of cigarette advertising. As a psychiatrist and as a parent, I am against advertising that has tended to lower the age at which youngsters begin to smoke, and that has turned what ought to be an occasional act of the conscious mind into a habit.

It is difficult to predict how quickly you, the particular reader, will be able to learn to employ these techniques effectively. For some it may be a matter of no more than a few minutes an evening for a very few evenings; others may not succeed for a week, ten days or two weeks. Some readers will undoubtedly read up to the point at which the author asks them to follow out a number of directions that will gently relax their bodies and minds, and will then say it’s “too much bother.” This would be regrettable, since continued excessive smoking could ultimately cause far greater “bother.”

Do not be fearful or hesitant about following the author’s directions and recommendations. They can only help you, not harm you. No one in hypnosis will respond to any suggestion that is contrary to his mores or to those of the community. There is no danger of “remaining hypnotized forever.” Hypnosis is dangerous only when it is used for entertainment or by an unethical, unqualified person, who seeks to effect a dramatic “cure” without looking for and eliminating the cause. An unqualified person who attempts to prevent an alcoholic from drinking or a narcotics addict from using drugs, for example, without eliminating the cause, could wreak tragic harm. On the other hand, the competent and ethical use of hypnosis by a trained physician or any qualified hypnotherapist working under medical supervision, is a tool of increasingly great importance, a tool useful in diagnosis and treatment, anywhere in medicine, whether in the psychiatrist’s consulting room or in the operating and delivery rooms.

By showing you beneficial ways to use some of these techniques, the author of this book is going to do more for you than enable you to stop smoking. He is going to help you learn how to relax. The relaxation he will help you achieve isn’t a fleeting, fragmentary respite from pressures; it is a revivifying process. You spring back from it feeling “renewed”; from it you must gain greater health and happiness.

And so this is a book that offers much. It can help save many, many lives. It can add years to your life. It is, therefore, an important book.

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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Take Weight Off And Keep It Off by Max Konigsberg

Image with text Take Weight Off & Keep It Off
Title: Take Weight Off And Keep It Off
Author: Max Konigsberg, M.D. and Louis Golomb
Year of Publication: 1962
Publisher: Lancer Books, Inc.
Length: 160 Pages & 39,330 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “Take Weight Off & Keep It Off” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

1 DIET AND DIETING
2 PSYCHOLOGY OF THE FAT AND THE LEAN
3 THE ILLS FLESHINESS IS HEIR TO
4 NUTRITION – WHAT’S IN AN EGG?
5 MAGIC MYTH AND MEDICINE
6 HIGH LIFE ON HIGH-PROTEIN
7 PICK YOUR OWN DIET
8 CHEMICAL HUNGER – ALCOHOLISM – BACKSLIDNG
APPENDIX

Extract of book:

Foreword

STILL ANOTHER book on dieting? There must be a hundred or so in print at this moment. The one type of printed matter that rolls even more regularly off the presses is its arch-rival, the cook book, telling of exotic haute cuisine and other culinary arts, with all of which diet is as closely linked as virtue is to sin.

Like sin, fat is something everybody is against and few know how to cope with. Americans are certainly diet conscious enough, but they have been offered so many “fabulous formulas,” “miracle diets,” “crash” programs— and now the 900 calorie diet! With signposts all pointing in opposite directions, one simply doesn’t know which way to turn.

Do you, for instance, believe that fat, when it is not “glandular,” comes only from overeating? (You are wrong.) That by counting calories anybody can reduce and stay healthy and slim? Wrong again! That you must deprive your body to keep it from plumping out? Ditto! That “dieting,” learning how to nourish yourself, is exclusively for fat people? Ditto again.

Nor does medical science speak out in a single voice. Let us glance at three recent books dealing with diet. Live Longer and Better by Dr. Robt. C. Peale, says: “Eat and drink whatever you like. You don’t have to give up your favorite desserts or starchy foods.”—but in moderation. We are then instructed in a simplified method of calorie counting.

But, Calories Don’t Count is the comforting title of Dr. Herman Taller’s best-selling book. Announcing a “revolutionary break-through in medical knowledge,” it cuts down to the vanishing point on carbohydrates, including fresh fruits and vegetables, and invites an omnivorous eating of fats: “Eat fat to get slim.”

While for Dr. Ancel Keyes, a significant name in dietetics, fatty foods are the enemy, leading both to obesity and to heart disease. He, too, urges calorie counting, but directed at a drastic reduction in our fat intake. No wonder people turn to faddists and food quackery. But what does a doctor, with no theoretical axe to grind, think of all this? What does medical common sense advise? I trust I am qualified to express this common sense view by my twenty-five years of practice involving an almost daily preoccupation with the diet of my patients. I am a gastroenterologist (a specialist in internal disorders) with an abiding interest in both education and research. I have taught at two fully accredited medical universities in the New York area. I have also done experimental research in my specialty, which is closely related to nutrition.

This book attempts to sum up what physicians know about diet as “preventive medicine,” and how we feel about such diverse matters as calories, food cultists and even condiments. You will be guided through the immense field of dietetics, where you will learn the landmarks as well as the pitfalls. And on the narrower, embattled terrain of “dieting,” we shall together explode the booby traps.

When you have acquired a smattering of food facts plus some knowledge of the workings of your body, you will be prepared to undertake weight reduction. The program offered here is fairly certain to meet with your doctor’s approval. For even while it rids you of excess weight, it will at the same time greatly improve your health and enhance your life prospects.

MAX S. KONIGSBERG, M.D.
with Louis GOLOMB

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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Tai Chi Chuan – Body and Mind in Harmony by Sophia Delza

Image with text Tai Chi Chuan
Title: Tai Chi Chuan – Body and Mind in Harmony
Author: Sophia Delza
Year of Publication: 1961
Publisher: The Good News Publishing Company
Length: 192 Pages & 44,585 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “Tai Chi Chuan – Body and Mind in Harmony” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

PART I: The Tai Chi Chan Way
Introduction
What Tai Chi Ch’üan Is
Benefits
Characteristics of the Way of Movement
Structure (Yin-Yang)
Harmony of Body and Mind
Two Intrinsic Principles: Softness and Circular Movement
Five Essential Qualities

PART II: Fundamentals
General Remarks
Principles to Be Observed
Basic Positions

PART III: Preliminaries
Suggestions for Study
Explanatory Notes

PART IV: The Practice of Tai Chi Ch’üan

APPENDIX: Historical Background: A Consistent Heritage
Excerpts from Ming Dynasty Documents

Extract of book:

“What is past one cannot amend,
For the future one can always
provide.”
—From the Analects of Confucius

Is there anyone in the world whose idea of being truly healthy would not include, along with a healthy body, a fine mind combined with an ease of disposition? Fleeting glimpses of this feeling of harmony are experienced by everyone at some time in his life. In our colloquialisms we see revealed the inner clear relationship of mind and body. ”I feel as if I were floating” is a common expression to describe a peak of contentment of physical comfort. Well-being produces a sensation of lightness where the body is sensed but not felt. “I’m simply walking on air” is an image that almost obliterates the body and makes the spirit seem all powerful.

What an agony of indecision and what physical immobility are exposed in “I’m all tied up in knots.” “My heart stood still” expresses an anxiety that almost strangles the circulation. Composure and mental equilibrium can hardly be sustained in a weak and unhealthy system where discomfort dominates the consciousness.

The effect of body on mind and mind on body is in evidence at every turn of our lives every day. The realization of this fact is a step toward making an effort to find a technique that can “nourish the body and calm the spirit”—a technique that, as an exercise, can give action to thought, and, as a philosophy, can give thought to action, and which as a composite art is so synthesized as to make the whole greater than the sum of its intriguing parts.

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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Speech Power by Adelbert Brown

Image with text Speech Power
Title: Speech Power
Author: Adelbert Brown
Year of Publication: 1962
Publisher: Prentice-Hall, Inc.
Length: 253 Pages & 58,166 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “Speech Power: Magic Short Cut to Success” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

1 A Panorama

2 How Do I Begin?

3 Keep Up Your Good Work

4 Check Your Voice for Bad Habits

5 How to Develop a Better Delivery

6 How to Prepare Your Speech

7 Condiments for Seasoning

8 Bits for Beginners

9 Introducing Speakers

10 Tasks of the Toastmaster

11 Principal Speech Preliminaries

12 Putting the Speaker on Speaking Terms

13 The Speaker’s Line

14 Preparing the Principal Speech

15 Concerning People

16 Types People Talk About

17 Reserved for Rookie Raconteurs

Extract of book:

Prologue

We habitually live and move as part of a group and participate with others in common matters, and socially, politically or business-wise are required from time to time to make ourselves heard. The better a man makes himself heard, the more he is heeded. The man capable of expressing his ideas clearly commands the attention of Management and the Board of Directors.

As one of these gregarians you also are apt at some time to be called upon to tell an audience your name or your line, or to introduce a fellow human at a meeting. With social progress you could eventually become Program Chairman, Toastmaster, preside as President, or even be the person referred to when someone else says, “I’m proud to present and you’ll be happy to hear Mr. Narrator, our principal speaker today.”

Every day of every week from lobster luncheons in Maine to sand dab dinners in San Diego, luncheon groups, dinner forums, supper clubs and countless legions and lodges hold regular meetings. Most of them feature individuals who must know something about the cardinal fundamentals of public speaking. How to present an idea interestingly is the elusive goal of many but the coveted secret of few. Yet it’s an ability within the reach of all of us to add wit and sparkle to our talk.

Some people are blessed with perfect timing—in tune with every passing phase and sufficiently well adjusted to meet the fluctuations of fate. These fortunate few require no help, but most of us need a prop, a pitch-pipe, a ready reference, and for these this handbook hopes to be helpful.

We hope you also will find that this book is factual and thorough without sacrificing readability; find it entertaining while informative, and find that it answers questions which plague anyone who must express himself publicly.

The combination of fact and fancy in this work adds up to an inspirational source book for speakers and writers, ad men and gag men, comedians and campaigners. It aims as well to help Governors and governed; Mr. Big and Mr. Little, bosses and the bossed, politicians and the public (in fact, anyone who’ll buy the book), and to add spark to any speeches.

A final chapter is reserved for “rookie” raconteurs. It embodies a summary of years the author spent in swapping windies with Westerners and tall tales with Texans, and assembling stories from many walks of life and applying humor to human events.

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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The Master Salesman by Robert Ruxton

Image with text The Master Salesman
Title: The Master Salesman*
Author: Robert Ruxton
Year of Publication: 1922
Publisher: American Writing Paper Company
Length: 112 Pages & 20,862 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

* Includes various short reports namely:

The Master Salesman
Idols of Business
The Booklet – King of Sales Media
Print It and Mail It
Printed Salesmanship
The “Follow Up”
The Competitive Struggle.

Claim your copy of “The Master Salesman” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

The book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Extract of book:

The Master Salesman

A master chord in the complex problem of selling was recently sounded by Mr. George E. Smith in an article in System, the editor of that publication remarking:

“The methods and principles described can be used exactly as well in the little corner business, where the proprietor knows every customer, as they can in the big concern that employs hundreds of salesmen. The author does not base his judgment on theories alone, either, for he has come right up through selling from a road salesman’s job to the Presidency of the Royal Typewriter Company, and he is a former president of the Salesmanship Club of New York City.”

The following extracts from that article should prove of interest and value to every man who owns or directs the destinies of a business:

Does the success of a business depend upon its salesmen — upon the men on the firing line holding the blank with the dotted line? A smart, a very smart salesman will tell you “yes” right away: and then he will go on to give you the history of the men in this country who have been made rich by their salesmen.

I think that I have seen nearly every angle of selling; I have been five years on the road, five years as sales manager, five years as general manager and five years as president — twenty years of selling in all. The result of my experience and of my observation of nearly every selling success in two decades is this:

“The man behind the line does three quarters of the work; the man on the line does the rest.”

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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Successful Selling in 21 Steps by W. L. Halberstadt

Image with text "Successful Selling in 21 Steps"
Title: Successful Selling in 21 Steps
Author: W. L. Halberstadt
Year of Publication: 1958
Publisher: Exposition Press Inc.
Length: 114 Pages & 35,236
Words Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “Successful Selling in 21 Steps” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

Introduction: How Do You Rate?

1 Selling as a Vocation

2 The Important Thing

3 Organizing the Sales Talk

4 Finding the Prospect

5 The Ancient Tribe of Alibiers

6 “Horse Sense”

7 Self-Discipline

8 A Super-Salesman in a Tough Territory

9 The Man God Bragged About

10 “This One Thing I Do…”

11 Mastery of Things—and Self

12 The Eternal Conflict

13 The Sin of Failure

14 “Steadfastly-Minded”

15 Fill Your Tray

16 This I Believe

17 “Reech” Americans

18 You Need “Abrasives”

19 You Can’t Run Away

20 “Opportunity Means Nothing to a Man With Empty Pockets”

21 “Learning to Be Somebody”

Extract of book:

INTRODUCTION: HOW DO YOU RATE?

It has long been my conviction that the dominant factor in success is the set of mental habits possessed by the individual. Of no vocation is this truer than that of the salesman. “As a man thinketh . . .” applies to him in an all-important way. The techniques and skills, methods of approach, demonstration and closing are matters of demanding study and practice, but these things are cold, mechanical, wooden and ineffective except as they are warmed, energized and implemented by the dynamics of a positive personality. And positive personality is never found apart from deep conviction, genuine belief in the fundamental verities, the “copybook virtues” known and honored by men and women of character in all generations.

This conviction was strengthened in me some time ago when there came to hand a report of a questionnaire circulated among the 250 members of the Chicago Sales Executives Club. These men are “top brass” in the sales departments of big business. They have responsibility for the distribution of their firm’s product, have in some cases hundreds, even thousands, of sales managers and salesmen under their guidance and direction. The recruitment, training and management of these forces is their daily concern.

The question asked these sales executives was: What are the qualities or traits of character you value most in salesmen? Herewith is the list they offered, the traits being stated in the order of importance attached to them by these top-flight sales executives. There is food for thought here. Note for instance that “persuasiveness” is number 19. Most people would list the art of persuasion as perhaps synonymous with salesmanship. Here it is at the end of the list.

1. Dependability was chosen as the most important.
2. Integrity was next. With this trait the salesman is incapable either of being false to the trust his company places in him or to the real interests of his customer.
3. Knowledge of product is one of the three fundamentals of success in the field of selling.
4. Self-management. Perhaps no vocation gives a man a greater degree of latitude. He must be a good “boss” for himself and exact a high degree of self-discipline.
5. Work organization is efficiency in self-management. Much of a salesman’s time is wasted by the prospect. He must guard the balance jealously and make every minute count.
6. Sincerity excludes falsification of every shade. It must be real, few can “pretend” with success.
7. Initiative is the salesman’s spark plug. Read Elbert Hubbard’s little essay on this.
8. Industriousness is devotion to the job, never being unemployed during work hours (and never being “triflingly” employed).
9. Acceptance of responsibility, for the car, for the sales material, records, samples and above all for the company’s good name and the customer’s good will.
10. Understanding of buyer motives, this being another of the big three fundamentals of selling.
11. Sales ethics. No longer is the slogan caveat emptor (let the buyer beware) but caveat vendator (let the seller beware).
12. Judgment is not inherited. It can be developed as a habit. Logic is a subject that should be a “must” for salesmen.
13. Care of health, mental, physical, spiritual, financial.
14. Courtesy is more than politeness. It is consideration for others, deference to their opinions, their rank, their sex, their age.
15. Determination is a dogged adherence to a carefully worked out and settled program and purpose. The will to carry through. Unwillingness to compromise with anything less than your best performance.
16. Aggressiveness requires self-confidence and the language of assurance in all interviews. It is pressure applied without offensiveness.
17. Friendliness involves warmth of feeling, a positive type of cordiality that does not involve back-slapping or wise-cracking.
18. Resourcefulness is that without which—few sales. Wide knowledge, curiosity, retentive memory, wide-awakeness. Quick thinking in the clinches.
19. Persuasiveness goes beyond the realm of reasoning, an appeal to feelings, desires, emotions.
20. Appreciation of selling as a profession and as the road to personal success. Awareness of the fact that the field of “distribution” offers more in money, satisfactions, opportunity for service, and personal growth in all of the inner virtues and faculties than any other calling, especially more than anything in the field of “production.”

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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The Power of Creative Selling by Earl Prevette

Image with text "The Power of Creative Selling"
Title: The Power of Creative Selling
Author: Earl Prevette
Year of Publication: 1954
Publisher: Prentice-Hall, Inc.
Length: 223 Pages & 67,116 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “The Power of Creative Selling” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

1. I STUBBED MY TOE

2. YOUR PLACE IN OUR ECONOMY

3. HOW TO ATTRACT THE PROSPECT

4. HOW TO CREATE A SALE

5. WHY THE PROSPECT BUYS

6. HOW TO TURN OBJECTIONS INTO SALES

7. HOW TO PERFECT YOUR SALES PLAN

8. THE POWER THAT SELLS

9. THE SCIENTIFIC TIME AND WAY TO CALL ON A PROSPECT

10. THE PHILOSOPHY OF SELLING

11. HOW TO CLOSE A SALE

12. HOW THE LAW OF AVERAGES CAN DOUBLE YOUR SALES

13. THE ACCUMULATED VALUE OF SALES EFFORT

14. THE MAGIC POWER OF PERSONALITY

15. HOW TO MAKE APPOINTMENTS

16. WATCH YOUR WORDS

17. HOW TO TURN YOUR IMAGINATION INTO A JUNIOR SALESMAN

18. HOW TO TURN HUNCHES INTO CUSTOMERS

19. HOW TO GET CHARGED UP AND GO AHEAD

20. THE SECRET POWER OF CHARM

21. A LETTER HE WILL REMEMBER

22. TAKE THE BRAKES OFF

23. YOU LIVE IN CLOVER

24. HOW THOUGHT AND LOVE DO IT

Extract of book:

Introduction

HOW THIS BOOK CAN HELP YOU

AT THE BEGINNING of our thinking together on this most timely subject, The Power of Creative Selling, I only regret that it is impossible for me to be in your home or office, to discuss with you, face to face, what I have writ- ten. However, in preparing this book, I have taken you into my complete confidence. My purpose has been to visualize myself in your shoes.

I realize that many books on selling are dull and uninteresting. In fact, you grow tired and weary trying to read them. I have therefore asked myself many times: Is what I am writing interesting? Is it instructive? Is it inspiring? Is it getting over the right idea? Every idea advanced in this book has one objective in view: your interest. Will it stimulate you? Will it instruct you? Will it inspire you? Will it increase your understanding? Will it contribute to your growth? Will it help you to be a bigger man and a better salesman?

Creative selling is both a science and an art. The science teaches you what to do, and the art teaches you how to do it. Creative selling is the ability and art of increasing the satisfaction of the prospect by convincing him that the thing you want him to buy will best fulfil his needs and desires. In fact, it is creating a want that did not exist before.

Creative selling is an individual accomplishment. It embraces you and the power within you to think and to create. These qualities and attributes are individual, and no one but you can develop them. Therefore, my purpose is to help you to develop them by drawing on the latent forces within you. During the past 42 years it has been my good fortune to talk to thousands of people in all kinds of business, in all walks of life, in all kinds of places, and under all conditions. In that time, I have sold both tangibles and intangibles by every conceivable selling method. I have been able to com- bine first-hand knowledge with experience and to make a first-hand study of the actions and reactions of people. I have studied their behavior, and this has given me an in- sight into their temperaments, dispositions, ambitions, aspirations, attitudes, likes, dislikes, wants, and desires. Combining all this information, I have incorporated the best parts of it in this book.

The Power of Creative Selling is more than a book. It is an entirely new plan of selling, setting forth proven methods for creating more sales, earning a larger income, and enjoying more peace of mind. It is not the work of a theorist in an Ivory Tower, but of a stern realist who has encountered all the problems and heartaches that you are encountering, and who has solved many of the situations that are perplexing you at this very moment. In my years of experience, combined with reading, analyzing, and researching, I have learned what is necessary to influence people to buy—plus what it takes to keep them as friends.

It is impossible to put in the Introduction the many things this book can do for you. To do so would be to incorporate the context itself, because every page has a message. If you will read what follows and apply to your own life the powerful principles set forth, you will have a workable plan of creative selling that will really get results and enable you to sell anything.

EARL PREVETTE

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How To Turn Your Ability Into Cash by Earl Prevette

Image with text How To Turn Your Ability Into Cash
Title: How To Turn Your Ability Into Cash
Author: Earl Prevette
Year of Publication: 1948
Length: 129 Pages & 59,091 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “How To Turn Your Ability Into Cash” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

Chapter 1 – It Might Have Been You

Chapter 2 – Are You Nine-Tenths Under Water?

Chapter 3 – How To Increase Your Power To Think And To Build

Chapter 4 – How To Double Your Energy

Chapter 5 – The Key To A Fortune

Chapter 6 – How To Generate Enthusiasm

Chapter 7 – The Most Interesting Thing In The World

Chapter 8 – How To Turn Your Ideas Into Money

Chapter 9 – How To Improve Your Speech, Voice And Manner

Chapter 10 – How To Make Use Of The Present

Chapter 11 – How To Make A Speech

Chapter 12 – How To Attract And Get What You Want

Chapter 13 – How The Law Of Averages Can Make You Rich

Chapter 14 – How To Find Your Place In Life

Chapter 15 – It Is All Yours – Take It Easy

Extract of book:

It Might Have Been You

One day not long ago, while standing on the corner of a busy street in Philadelphia, talking to a friend, along came an old man. He was a decrepit old man with swollen, tearful eyes, and his unshaven face was drawn and withered. His lips were blue with unclean sores. His toes were pushing through his worn-out shoes. His clothes were torn to rags. He had seen better days. I thought, how dreadfully poverty has gnawed at you. I was stunned for the moment. With a look of sadness, and with a dirty bloated hand thrust forward, he pleaded for a few pennies. He got a few more pennies; I got a little more sense.

As I pondered over the circumstances which had caused the deplorable condition of this man, and had left him a wreck in its ruins, I began to think: It might have been you!

What happened to this old man? What precipitated his deplorable condition? What caused such poverty? Why had fortune turned into misfortune? His plight may have been owing to overindulgence, to grief, to envy, to jealousy, to hatred, to prejudice, to dread, to self- pity, to temptation, or to discouragement. Whatever it was had changed his outlook, his attitude, his process of thinking and his entire pattern of living.

Desperation, despair, discouragement, disappointment, sorrow and sadness were indelibly stamped in the lines of his face. He was a picture of his thoughts, a victim of circumstances and a slave to poverty.

In analyzing the plight of this old man, I came to the conclusion that his condition was a definite result of that desperate little enemy– negative thinking.

Negative thinking is a sneaky little enemy which silently steals its way into a man’s consciousness and, like a thief at night, steals not his purse, but robs him of that power which makes him poor indeed. It is a sinister and destructive influence that works night and day to prey on a man’s soul. It is man’s worst enemy, and life’s meanest foe. It is worse than war, and largely the cause of war. It is the curse of the human race. It is as blind to reason as an owl is to light. It turns friends into enemies and enemies into foes. It robs a man of reason. It stirs up hate, greed, selfishness, cynicism, pessimism, anger, suspicion, rivalry, jealousy, revenge, lust and envy. It tears down confidence, undermines health, impairs character and causes poverty.

An old legend relates that the devil was thrown into bankruptcy. Out of all his tools, the creditors permitted him to keep one. The tool he selected was the wedge of negative thinking. Asked why he liked this tool better than all the rest, the devil explained, “It is because this is the one tool which I can use when all others fail. Let me get that little wedge into a man’s consciousness, and it opens everything else.”

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Handbook of Successful Sales Meetings by Bill N. Newman

Image with text "Handbook of Successful Sales Meetings"
Title: Handbook of Successful Sales Meetings
Author: Bill N. Newman
Year of Publication: 1960
Publisher: Prentice-Hall, Inc.
Length: 222 Pages & 63,197 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “Handbook of Successful Sales Meetings” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

1. What Good Sales Meetings Will Do for You

2. How to Plan Your Sales Meetings

3. How to Build Your Meetings Around a Central Theme

4. How to Use Variety and Showmanship

5. How to Use Audio-Visual Aids Effectively

6. How to Use Speakers to Best Advantage

7. How to Organize a Speech

8. How to Put Humor Into a Speech

9. Forty-Five Ways to Put Life Into a Speech

10. How to Make Good Physical Arrangements

11. How to Ensure a Good Audience

12. How to Emcee a Sales Meeting

13. How to Climax Your Sales Meeting

14. How to Conduct Group Training Sessions

15. How to Publicize Your Sales Meetings

16. How to Conduct Special Type Sales Meetings

17. How to Conduct a Recruiting Meeting

18. How to Conduct a Large Meeting or Convention

19. How to Evaluate Your Sales Meetings

Extract of book:

What Good Sales Meetings Will Do for You

There’s a sales meeting somewhere. Morning, noon, or night— a sales meeting is taking place. There are more this year than last, and next year there’ll be more than ever. Sales meetings are popular because of one thing . . . they pay dividends! They’re often the difference between profit and loss, the difference between success and failure. Sales meetings are that important.

Meetings can work wonders for the people attending. After a snappy meeting in Akron, Ohio, a salesman remarked, “I learned more about selling in one hour than I had in the last year!” An-other commented, “I always get ‘pumped up’ when I go to sales meetings. I’d be lost without them.”

Good sales meetings are profitable for all concerned. However a sales meeting must actually be good for everyone to benefit. If there’s reason to believe a meeting will not be successful, improve your plans … or don’t stage the meeting. If there’s doubt about the need for a meeting, establish the need … or don’t call the meeting.

A poor meeting is torture. Even a mediocre meeting is not acceptable. An effective sales meeting is instructional and inspirational, both interesting and exciting. Everyone attending becomes a participant, at least in spirit. They accept and approve, nodding their heads in agreement with the speakers and demonstrations.

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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How to Be a More Creative Executive by Joseph G. Mason

Image with text "How to Be a More Creative Executive"
Title: How to Be a More Creative Executive
Author: Joseph G. Mason
Year of Publication: 1960
Publisher: McGraw-Hill Book Company, Inc.
Length: 294 Pages & 96,053 Words
Status: Public Domain in the United States and countries following the rule of the shorter term.

Claim your copy of “How to Be a More Creative Executive” now by clicking the above link. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

This book is in the public domain and copyright-free which means there are no usage restrictions and you can do with it whatever you want to. Sell it, give it away, turn it into an audio book, rewrite or edit it, use it for ideas or as content for another publication, etc. The list is endless! You can obviously also use it for personal use… Print your own copy, make notes on the pages and highlight sentences that inspire you!

Index:

1. Why Be Creative?

2. What Is Creative?

3. Characteristics of Creative People

4. Blocks to Creativeness

5. The Nature of Creative Thought

6. The Nature of Problems

7. Steps in Deliberate Problem Solving

8. Help Yourself to More Ideas

9. When to Use Creative Groups

10. Creative Group Techniques

11. How to Lead Creative Groups

12. The Importance of Follow-up

13. Creating the Creative Climate

14. How to Spot Creative Potential in Others

15. The Creative Executive in Action

Appendix
Review questions and exercises
Bibliography
Index

Extract of book:

Preface

This will not be the easiest book you have ever read. It is not about an easy subject.

Nowhere in the book will you find any statement to the effect that creative thinking—the active use of imagination—is an easy task.

Nor will you find any secret formulas or magic phrases that can produce million-dollar ideas for you. In fact, if the writer occasionally makes a categorical statement that appears to be the answer, it was not intended that way. By its nature, creativity is infinite—there is always a better way and always a worse way. Therefore, there are no real answers. There are preferred ways, and apparently better ways. But not answers.

The book was planned to do several things:

To help you develop an increased sensitivity to problems, needs, and opportunities in business.

To build your knowledge of problem-solving procedures, and the aids to thinking more creatively.

By removing some of the “mystery” that has always clouded the subject of creativity, to help you to gain self-confidence in applying principles and using techniques that have helped others.

To explain some of the background that is necessary to create the kind of “climate” that will encourage more creative kinds of thinking on the part of associates and subordinates.

You will find some basic theories and psychological principles—enough, it is hoped, to help you achieve understanding of the “whys” behind certain recommendations. At the same time, however, this is primarily a “technician’s” book, rather than a “scientist’s”—the emphasis is on how to do it. If, upon completion of this book, you wish to delve more deeply into the subject, the Appendix contains the Bibliography compiled by Dr. Sidney J. Parnes and his staff at the University of Buffalo—certainly one of the most comprehensive listings of material relevant to creativity so far developed.

The Appendix also contains a chapter-by-chapter compilation of review questions which you may use to check or increase your understanding of the text. They were purposely put into a separate appendix, rather than spread throughout the book, however, so that you may, if you wish, just “read” the book. In other words, you may make as much of this book as you like—or as little. In that respect, the book is a great deal like your own imagination:

What you get out of it will depend upon what you put into using it.

To get your hands on this classic masterpiece that is now in the public domain simply click on the button below now. You will receive a scanned copy of the original book in editable word document format together with a pdf file and flat e-cover in five different sizes.

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