![]() Moreover, for large corporations that emphasised uniformity, they were a perfect fit. In an era where salespeople held all the cards, they performed very well indeed. Over time, similar scripts began to creep into sales departments across the world. These indicated that at that specific moment, the salesperson should pause to point at a particular feature of a product. Not only did these scripts give salespeople a word-by-word guide of what they should say, they even included stage directions, marked with asterisks. As the NCSR grew, so too did the length of these sales scripts, burgeoning from a brief introduction entitled ‘How I Sell National Cash Registers’, into a 200-page monstrosity that wouldn’t have looked out of place next to a copy of Hamlet.
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