NCJ Number
39193
Date Published
1976
Length
202 pages
Annotation
THIS BOOK EXPLORES THE UNDERLYING ELEMENTS COMMON TO CLASSIC SWINDLES AND 'NORMAL' SELLING TECHNIQUES, REVEALING HOW VARIOUS TYPES OF CON GAMES ARE REFLECTED IN BOTH WHOLESALE AND RETAIL MODERN MASS MARKETING METHODS.
Abstract
TO GET AT THE ESSENCE OF ALL LICIT AND ILLICIT SALESMANSHIP, THE AUTHOR DESCRIBES SEVERAL TYPICAL SWINDLES AND SHOWS HOW THE SAME INTRINSIC FEATURES THAT MAKE THESE CON GAMES WORK ARE USED IN LEGITIMATE BUSINESS PLOYS SUCH AS THE CLEARANCE SALE AND THE ONE-DAY SPECIAL, AS WELL AS IN MASS MEDIA ADVERTISING. CONMEN AND SALESMAN, IT IS MAINTAINED, FACE IDENTICAL PROBLEMS OF SALES RESISTANCE - AND MUST MEET THEM IN SIMILAR WAYS. THE SWINDLER'S AND THE SELLER'S CENTRAL PROBLEM, CONVINCING THE 'MARK' THAT BOTH PARTIES - BUYER AND SELLER - ARE GETTING A BARGAIN IS ANALYZED. THE FINE LINE BETWEEN GULLING A CUSTOMER LEGITIMATELY AND OUTRIGHT SWINDLING IS ALSO EXPLAINED. (AUTHOR ABSTRACT)