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A Ads and Sales A Study of Advertising and Selling from the Standpoint of the New Principles of Scientific Management Herbert Newton Casson
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Ads and Sales

A Study of Advertising and Selling from the Standpoint of the New Principles of Scientific Management

by Herbert Newton Casson

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Read by William Allan Jones, Kriti Dwivedi, KimberlyB and others · 4 h 12 min · 16 parts

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  1. Preface

    2:36

  2. Can the Principles of Efficiency Be Applied to Sales?

    13:13

  3. Efficient Salesmanship

    14:20

  4. A Sales Campaign - How to Start It

    20:56

  5. Face to Face Salesmanship

    19:05

  6. The Evolution of Advertising

    20:06

  7. The Weak Side of Advertising

    11:29

  8. The Principles of Efficiency Applied to Advertising

    11:17

  9. The Building of an Advertisement

    16:25

  10. An Analysis of Current Advertising, Part 1

    19:34

  11. An Analysis of Current Advertising, Part 2

    22:15

  12. An Analysis of Current Advertising, Part 3

    21:23

  13. An Analysis of Current Advertising, Part 4

    17:53

  14. The Future of Advertising

    13:36

  15. Public Opinion

    16:00

  16. The Professional Outsider

    12:46

Ads and Sales (1911) is a public domain work.

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About this book

Factory management provides the starting point for Herbert Newton Casson’s advice on advertising and sales. He asks sales managers to approach their work through observation, records and conclusions that can change when new facts appear. The purpose is practical: find less costly ways to gain publicity and more effective ways to present goods. Principles drawn from Taylor and Emerson connect selling with cooperation, worker development, planning, standards and written instructions.

The discussion then turns to what an advertisement should teach. Casson favors a clear practical reason to buy over a vague claim of superiority, and expects an advertisement to communicate the main facts about its commodity. Familiar personal experiences and ordinary objects presented in unexpected ways supply material for attention. His magazine cover suggestions use simple designs and strong colors, while repetition and novelty serve the larger aim of teaching the public a buying habit. The 1911 handbook offers readers a view of how business writers adapted scientific methods to the work of reaching customers.

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Herbert Newton Casson Open the author page

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PDF, EPUB, Read online, Audiobook
Audio read by
William Allan Jones, Kriti Dwivedi, KimberlyB and others