4i6 SECTIONAL TRANSACTIONS.— J. 



Mrs. W. Raphael. — Factors in the likes and dislikes for work (3.30). 



This investigation is based on information given during interviews with 

 about 1,000 employees — clerks, shop assistants, waiters and factory workers. 

 They spoke with complete freedom as all the interviews were anonymous. 



The social environment of the work was generally found to be of more 

 importance in determining the happiness or unhappiness of the worker 

 than the job itself. Perhaps the most influential single factor making for 

 like or dislike of work was the first rank supervision. Great feeling was also 

 aroused by real or imaginary unfairness. For example, wages were much 

 more often mentioned as a cause of grievance in a section where pay was 

 good but where it was slightly better in a neighbouring section, than in a 

 section where pay was low but equally low throughout the firm. 



The paper is chiefly concerned with examples of factors which deter- 

 mine dishke of work and of the beneficial results of altering some of these 

 factors. 



Dr. G. H. Miles. — Salesmanship (4.15). 



Salesmanship consists essentially in changing a person's attitude towards 

 an idea or an article : from indifference or even actual repugnance, to a 

 desire so strong that possession alone satisfies. 



This is mainly an affective change and involves many psychological 

 factors. 



The ways and means by which such changes can be or have been effected, 

 form a group of facts which constitutes the Science of Salesmanship. 



The correct application of these facts constitutes the Art of Salesmanship. 



The salesman must be able to approach the buyer so as to : 



i. Find what interests and desires will be accentuated by possession of 



the article. 

 ii. Develop in the person a feeling of dissatisfaction within this region 



of his personality 

 iii. Show how the article or idea, and it alone, can satisfy the need. 



To take up a new outlook or point of view or to acquire some additional 

 material possession involves some degree of sacrifice. This is generally 

 accompanied by resistance. 



The salesman must 



{a) Avoid or lessen the building up of this resistance. 

 [b) Overcome it by developing around the idea or article a strong 

 emotional appeal. 



What psychological methods can be used to determine whether and in 

 what degree a potential salesman possesses this ability to meet these and 

 similar situations ? 



Friday, September 3. 



Presidential Address by Dr. Mary Collins on Tests in common use for 

 the diagnosis of colour defect (lo.o). 



Dr. P. E. Vernon. — Personality questionnaires and factor analysis (11. o). 



The paper describes the many questionnaires or inventories which have 

 been constructed, chiefly in America, in the attempt to measure personality 



