Review of Psychology of selling and advertising

Abstract

Reviews the book, Psychology of selling and advertising by Edward K. Strong, Jr. The purpose of Dr. Strong's book is "to supply a working formula in terms of which a seller may not only make each individual sale in an efficient manner, but may also tend steadily to convert buyers into customers." On the whole, the book fortunately, in a field that already has so many books on psychology of advertising, stresses the principles of psychology applied to selling, although it also applies the same principles to advertising as well. Since Dr. Strong's book is based upon new objectives of selling that have arisen almost within the past decade, it presents a different view from those of older books on selling and advertising. It has modified "old concepts and introduced many new ones "Psychology of Selling and Advertising" will undoubtedly receive a warm welcome in the business world, for it will be helpful both to corporation heads and to their salesmen, as well as students of sales and advertising psychology. It is written from the viewpoint of both the seller and the buyer, has human interest, is full of concrete examples of the application of psychological principles to sales problems, and is very readable. (PsycInfo Database Record (c) 2025 APA, all rights reserved)