Editorial note — Chapter IV
Reading edition
Footnote 21
:
(return)
Three-quarters of the art of the trained salesman depends upon his empirical knowledge of this group of psychological facts. A small girl of my acquaintance, explaining why she had brought back from her first independent shopping expedition a photograph frame which she herself found to be distressing, said: 'The shopman seemed to suppose I had chosen it, and so I paid for it and came away.' But her explanation was the result of memory and reflection. At the moment, in a shadowy way which was sufficient for the shopman, she supposed that she had chosen it.