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The Selling Process, Handbook of Salesmanship, Norval A. Hawkings, 1st Ed, 1918


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The Selling Process
A Handbook of Salesmanship
by Norval A. Hawkings




Publisher: Norval A. Hawkings, Detroit

Copyright: 1918



This book is in good condition. Hardcover. This antiquarian book has had a long and illustrious journey through time. Please take a look at the pictures to ascertain the condition and state of this book. If you have any questions, please don’t hesitate to ask. Blue cloth boards are worn along edges and corners. Hinges tight. Binding sturdy. The text block is crisp and clean. There are handwritten notes on the front and rear endpapers.



Norval Hawkins is said to have been the greatest salesman in the history of the Ford Motor Company. In December of 1907, Hawkins was named General Sales Manager, a post he would hold for the next eleven years. “The year before Hawkins became the company’s sales manager,” noted The Detroit News of Wednesday, August 19, 1936, “6,181 cars were marketed, while there were only eight small sales branches with a few hundred dealers. Under his administration, the sales and assembly plants increased to 86. The dealer's organization to nearly 11,000…during the 11 years that Mr. Hawkins was sales manager of the company, despite the repeated multiplication of factory space and enormously augmented manufacturing equipment, it was said the company had never built a car that was not already sold far in advance of its production.” When sales agents expressed concerns their territory could not sell a dozen cars a year, Hawkins would have the agent drive him about the territory and, in a single afternoon, sell a dozen cars to farmers and townspeople. He then turned the sales over to the agent. In 1915, the Ford Motor Company sold 300,000 cars, and, it is said, Henry Ford called Hawkins his “Million Dollar a Year Man.”

Item Dimensions: 7.25 inches x 5.0 inches


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