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  The Book

1166
“The market is the place set apart where men may deceive each other.” — Anacharsis
COMPETITION, Dishonesty, Principles

1167
“Forget your opponent; always play against par.” — Sam(uel Jackson) Snead
COMPETITION, Excellence, Individualism, Health & Fitness

1168
“Profits are part of the mechanism by which society decides what it wants to see produced.” — Henry C(hristopher) Wallich
COMPETITION, Wealth, Reward

1169
“Volume times zero isn’t too healthy.” — Lee Iacocca
COMPETITION, Wealth

1170
“No man can be said to be making too much profit if many others are trying to beat him at his own game, and none can succeed. The larger his profit, the greater will be the number of those who will try and the greater the chance that they will succeed.” — Clarence B. Randall
COMPETITION, Wealth, Greed

1171
“When buyers don’t fall for prices, prices must fall for buyers.” — Unknown
COMPETITION, Sciences

1172
“You must not fight too often with one enemy, or you will teach him all your art of war.” — Napoleon Bonaparte
COMPETITION, War & Peace

1173  A
“Sometimes it’s hard to tell whether you’re carving a niche for yourself or digging a hole.” — Doug Larsen
COMPETITION, Business

1174
“Everyone lives by selling something.” — Robert Louis Stevenson
COMPETITION, Communication

1175
“For the most accurate results of sales forecasting, forget your present volumes; start with the future trends of the economy, then mix in projections of market demands and customer needs, and then finally evaluate your own firm’s prospects for expansion and growth.” — Jesse Werner
COMPETITION, Sciences, Planning, Vision

1176
“A salesman is one who sells goods that won’t come back to customers who will.” — Unknown
COMPETITION, Planning

1177
“Salesmanship consists of transferring a conviction by a seller to a buyer.” — Arnold H. Glasgow
COMPETITION, Optimism

1178
“If you want to persuade people, show the immediate relevance and value of what you’re saying in terms of meeting their needs and desires.” — Herb Cohen
COMPETITION, Communication, Effectiveness, Judgment

1179
“A man without a smiling face must not open a shop.” — Chinese Proverb
COMPETITION, Happiness

1180
“A well-informed employee is the best sales person a company can have.” — E. J. Thomas
COMPETITION, Knowledge

1181
“To be persuasive, we must be believable.
To be believable, we must be credible.
To be credible, we must be truthful.” — Edward R. Murrow
COMPETITION, Honesty, Communication

1182
“Inequality of knowledge is the key to the sale.” — Deil O. Gustafson
COMPETITION, Knowledge

1183
“When a person tells you, ‘I’ll think it over and let you know’ - you know.” — Olin Miller
COMPETITION, Thought, Perception

1184
“A man pretty much always refuses another man’s first offer, no matter what it is.” — Mark Twain
COMPETITION, Decision Making

1185  A
“Polished brass will pass upon more people than rough gold.” — Lord Philip D. Stanhope Chesterfield
COMPETITION, Dishonesty

1186  HA
“Doing business without advertising is like winking at a girl in the dark. You know what you’re doing but no one else does.” — Stewart Henderson Britt
COMPETITION, Business

1187  H
“Advertising is a valuable economic factor because it is the cheapest way of selling goods, especially if the goods are worthless.” — Sinclair Lewis
COMPETITION, Dishonesty

1188  H
“Half the money I spend on advertising is wasted, and the trouble is I don’t know which half.” — John Wanamaker
COMPETITION, Effectiveness

1189
“The business that believes that advertising is not necessary may find that customers take the same attitude about the business.” — Unknown
COMPETITION, Business

1190  H
“From any cross-section of ads, the general advertiser’s attitude would seem to be: If you are a lousy, smelly, idle, status-seeking neurotic moron, give me your money.” — Kenneth Bromfield
COMPETITION, Dishonesty

1191
“A consumer is a shopper who is sore about something.” — Harold Coffin
COMPETITION, Anger, Business

1192
“When articles rise, the consumer is the first that suffers, and when they fall, he is the last that gains.” — Charles Caleb Colton
COMPETITION, Sciences

1193  P
“No customer can be worse than no customer.” — Leopold Fechtner
COMPETITION, Business

1194
“When the telephone rings in a store, the person behind the counter will spend five minutes explaining something to the caller while all the customers who have bothered to come to the store stand there waiting.” — Andy Rooney
COMPETITION, Business

COMPETITION Cross-References
Motivation—105 • Planning—170, 177-178 • Self-Confidence—198 • Errors—317, 319 • Originality—725 • Innovation—740, 742-743 • Honesty—775 • Principles—957, 959 • Goodness—1039 • Business—1042-1043 • Arts—1077 • Sciences—1095 • Authority—1126 • Reward—1204 • Government—1257 • Law—1307, 1312 • War & Peace—1341 • Communication—1390