Экономическая теория Автор Yi-Chen W. Издательство Книга по Требованию
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Since then, he has given jobs to some of the boys whose parents were in want, and he is still active in our group. "Yet I know if I hadn't found out what he was interested in, and got him warmed up first, I wouldn't have found him one-tenth as easy to approach." Is this a valuable technique to use in business? Is it? Let's see, Take Henry G. Duvernoy of Duvemoy and Sons, a wholesale baking firm in New York. Mr. Duvernoy had been trying to sell bread to a certain New York hotel. He had called on the manager every week for four years. He went to the same social affairs the manager attended. He even took rooms in the hotel and lived there in order to get the business. But he failed. "Then," said Mr. Duvernoy, "after studying human relations, I resolved to change my tactics. I decided to find out what interested this man - what caught his enthusiasm. "I discovered he belonged to a society of hotel executives called the Hotel Greeters of America. He not only belonged, but his bubbling enthusiasm had made him president of the organization, and president of the International Greeters ...
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