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The Copy Shoppe Printing & Graphics March 12, 2010


An adroit mixture of everyday settings and extraordinary events.
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The world of business and finance gets skewered, as Bottom Liners tackles subjects such as foreign takeovers, office policies, getting a raise, and the fast-paced world of Wall Street.
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A wry look at the absurdities of everyday life.
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In today's complex world of family issues, Focus on the Family provides grounded, practical advice for those dealing with family problems.
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A whimsical, slice-of-life view into life's fool-hardy moments.
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Idea of
the Week





Tale of the Tape
Idea of the Week
Create the Need

John Patterson, known as the father of American salesmanship, is responsible for many of the modern sales practices used today. His work with the National Cash Register Company (NCR) changed the way salespeople think about marketing and selling their products. In his book entitled The Patterson Principles of Selling, modern sales expert Jeffrey Gitomer unpacks some of Patterson's most powerful tactics.



Patterson's greatest sales accomplishment didn't lie in selling cash registers, but in creating a demand for his product. He knew that sparking a desire would increase demand, and he focused his sales and marketing efforts on convincing consumers of the importance of obtaining a sales receipt. When consumers began to ask for a receipt from store clerks, the store managers felt obligated to purchase a cash register that would produce such receipts, and Patterson was poised to sell them one of his machines.

The same can be done in your business. Gitomer says in his book, "You must create a balance between the emotion to trigger the sale, and the logic to justify the purchase." What is one thing your company could do to create a demand for your products or services?

See more great ideas like this!
Click here to visit the The Copy Shoppe Printing & Graphics Ideas Collection.

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