1. business and industrial
2. advertising and marketing
3. telemarketing

HOW
TO
SELL
GOODS
MORE
SECRETS
OF
SUCCESSFUL
BY
;v
H:'j.
BARRETT
or
"OTHOB
"DOLLAB8
AZn"
esf BROTHERS
HARPER
NEW
TOBE
SALESMANSHIP
AND
8XM8B*?
PUBLISHERS
LONDON
""#"
"
;
I
Copyrii^t. xgiS. by Harper
Printed
in the
United
PubUahed
States
"
April, 19x8
O-fl
Brothen
of America
I
o
(^
3
CONTENTS
PAO"
CHAP.
Fbefaco
I.
Told
vii
in
Reiteration
Name
Buyer"
This
Buyers
of
Ck)mpetitors
'^^
Explodes
this
Big Account
Purchasing
'-;
a
^
Recalcitrant
^A
"
Selling
II.
A
Hours
Secured
Head
the
tioning
Ques-
TTandling
"
for the
of Contact
of the
Selling by
"
Salesman
85
Dibbct
Grasp
Nature
Human
Hoskins'
Man
Vulnerable
for
of Pictures
Worth
$70,000
After
Salesman
Over
in
Salesman
Out.
Didn't
Who
Old
Found
a
^A
"
Slipping it Over
"
Points
"
Wins
Man
this
Good
Samples
Your
Order
an
Makes
Sleuthing
"
Went
Selling
Consitmeb
thb
Salesman
Sold
Buyer
"Keep
^How
"
Landed
in
Lawyer
Young
Leads
and
^Team-work
"
"
^What
Traveling
^This Salesman
"
Agent
"
"
Fallacy
with
Man
^Knocking
a Prospect
Selling Quality Goods
"
"
this
Rainy-day
the
Provides
a
Samples?
Con""tion/'says
Good
to Handle
Cure
Customers
Year's
Carry
^Why
"
^How
"
Silence
^The
"
Next
Prospects:
Closer
Smoke
a
"
"
"
"
Effect
"
Increased
Salesman
the
of
1
Some
Pointers
Salesmanship:
His
''Learn
the
Earnings
fessional
Selling to ProSelling by Proxy
BeUeves
in the PsychologSalesman
ical
Salesmanship
in
One
How
"
Smoking-room
Pullman
a
this
tor
^This Solici-
"
Spot
Art
Strategy
"
Dealer"
How
a
Commissions
Williams'
$25 Weekly
Badge Increased
Sold
Books
Which
for this Man
^A Novel
Approach
this Solicitor
Office
^The Sign on
the
"Aim
High," says
Customers
Securities
Women
Door
to
Closing
onSelling
25-cent
"
"
"
^
"
"
-
the
First
Call
the
Putting
on
Human
Vanity
for Using
says
His
Canvassing
"
Screws
Helps
^Thj^ Salesman
Product
"Many
an
this
Annual
One
^How
"
Dividend
^
"
\.j'
Sales
Salesmen
"
a
25-cent
of
Gas
this
Man's
Demonstrated
"
this Successful
Salesman
ISllethods Sold
Talk
"
"
"
Much,"
Too
Investment
$1^000
Heater
Capitalizing
the Necessity
Paid
^This Man's
this
Over^
CONTENTS
PAlQt
CHAP.
Consists
Expense
head
Little
is Worth
Tact
Salesman
Only
Lot
a
of
Price
the
of
Hat
Force/'
of Aggressive
^Testimonials
His
Sales
this
"A
"
this
says
Help
Agent's
Selling a
^An
Prospect
Inexpensive Premium
"Bjiow
the Sales of 2,000 Agents
Doubles
Your
Man," says
^A Novel
this Life-insurance
Solicitor
Resulted
in a
Argument
A Friend
surance
at Court
$100,000 Insurance
Policy
Helps this In"
House
Selling
V8,
a
"
"
"
"
"
Man
A
Side-show
Man's
III.
Employee
Secret
Sblling
Salesman
^The
"
Salesman
this
Wrong
Idea
an
"
One
"
in Selling Insurance.
Retail
the
Following Through
in the
Gave
Guessed
Never
Who
Face
76
Trade
Sale
a
Clerks
Dealers'
Capturing
"
ing
Sell-
"
Salesman's
Getting a Grip on
Cut-price Competition
^How
Nature
a
Ejiowledge of Human
Helped this
At
It," explains this
''Keeping Everlastingly
"Show
Success
and
the
Me," said this Buyer;
Salesman
Did
Grocers
"
Salesman
"
Sales
How
"
^The
"
Point
The
Defects
a
Secret
Pay
Converted
of this Salesman's
into
a
Good
Success.
89
of
Keeping
Newspaper
Salesman's
a
Salesmen
How
Scientific
on
Often
^Initiative
"
Sales
Management
Distributed
from
"Watch
Manager
Develops
^How
Selling Goods
the
Net
as
Which
Well
Crew
Customers
Prospective
"
"
Adjimct to the Sales
Novel
Distributing System
a
to
Handle
A
"
Which
Plan
Which
Could
Not
Gross,"
the
as
the
Prevents
tionally
of Na-
Army
an
Prevented
be
Delivered
this Sales
sajrs
Control
by Salesmen
Which
of Business
als
Manu-
Valuable
Salesmen
^A Plan
"
and
a
"
Sales
"
"
Salesmen
^Handling
"
Employers
Applied to a Canvassing
Customers
CUppings
Department
Qualities
Select
Management
Posted
Salesmen
Timber
"
Scientifically
"
Was
S3rstem in Selling ^Picking Profitable
"
"
"
Slow
Management
The
"
"
"
Customer
TV.
of
^A Scientific
Properly Belongs to the House
Salesmen's
Salesman
Records
^This
Judging
Looks
Ahead
^Holding Customers
Suiting the Salesman
the
Job
Salesmen
Sales
to
^What
a
Selecting
^
Manager
^A Failure-proof Method
Should
Ejiow
of Securing Successful
A Himdred
Door-bells
^This Man's
Agents
a
Day
is Due
His
Methods
to
Reputation as a Sales Manager
than
Rather
to His
Ability in Handling Men
^Keeping a
Some
Sell
Salesmen
Can
tain
Customers
on
Grip
^Why
Only CerLines
What
Daily
Paying Salesmen
They're Worth
from
Men
^A
of
Reports
Traveling
Preparedness
Policy
Contributes
to the Stability of this Business
^Putting Out-
Method
"
of
"
"
"
"
"
"
"
"
"
"
"
"
"
"
CONTENTS
PACn
CBAP.
Salesmen
side
Management
Their
A
Manual
"
Salesmen
of
Elicits
on
Mettle
Sales
this
says
Offer
Prize
Ideas
Practicable
Many
Created
Which
^A
"
Practioe
Modern
"
"Don't
"
Manager
Sales
gregation
Ag-
Force
Oversell
tomer,"
Cus-
a
Salesmen
^Different
"
Sales
All-star
an
the
to
in
Sales
for
Salaries
Campaign
or
Salesmen's
Commissions
Supplementing
Which
^A Simple Idea
Increased
Efforts
Through the Mail
Cent.
Concern's
Per
ers
this
Business
Fifty
^Holding CustomCommodities
Different
^A
"
Salesmen
for
"
"
"
"
in
line.
Selling
V.
Retail
^Tact:
"
Ethics
Selling
Appealing
Success
a
this
the
Selling
Salesman's
Great
Start
for
Life
Finding
The
^How
to
"
Is
says
people
Salesof
Asset
an
Sell?
Woman
"
Traces
centive
Perpetual Intomers
Cuswithout
Losing
^The Positive V8. the Negative
Selling.
"
^A
Sales
Losing
"
Clerk
a
This
Samples
Simple Suggestion
a
^Intensive
"
Retail
174
Whole
the
Saturday
"
How
"
Salesmen
^Words,
"
Truth
and
Avoids
Super-salesmen
Comparisons Help
Factor"
Selling Is the Himian
Salesmen
"
Bom
Made?
or
"
"
"
Method
the
^For
^How
"The
Young
ments
ArguSell
to
Great
in Selling
Art
An
"
Salesman
"
Factor
Selling
of
"
ing
Sell-
"
Political
Salesmanship:
"
Double-barreled
^A
Tools
^Aggressive Salesmen
"
this Salesman
Science?
Salesman's
the
this Salesman
Clever
a
Should
Much
from
Talking-points
Truth,
on
in
Woman
Oversell
Selling
Just
VI.
this
^Why
"
"
Nature
"
Overcoat
Customer,"
a
for
of Payment
System
Weakness
Code
^The
Cjmical
"
Salesmen
Attitude
"
an
Scientific
Stock
Good
"
Asset
"
Salesmanship
tuition
Selling by InPresent-day
"
Sellii^
Need
"Don't
"
Salesman's
in
of
Unexpressed
^A
Retail
^Practical
"
Salesmanship
Straight Commissions
Selling
Profession
a
P"ychology
at
"
146
Inside
^The
to
^The
"
the
"
Retailer
Her
Countbb
the
Salesmanship as
of
Technique
^The
"
Behind
or
^Are
ing
Serv-
"
man
Sales-
^The
Apprenticeship
Handshaking
Future
Optimism, a Requisite of Salesmanship
Memorize
Head
^Heart
or
Getting a Start
vs.
Appeal
^The
^A Salesman's
Future
Extemporize?
Breaking Away
cess
SucSalesman
Salesman's
This
of His
Explanation
Type
Be
^A Salesman
Must
Discretion,
Philosopher
a
a
Valuable
One
New
Asset
in Salesmanship
Learn
Thing
about
Business
Securing the Interview.
Every Day"
an
"
"
of the
"
"
"
"
"
"
"
"
"
"
'^
"
"
PREFACE
To
who
one
should
man
fellows
be
in
man
is
hard;
A
for
in
Selling
is
intuition,
a
grit
into
the
too,
is
any
profession,
has
watched
by
of
from
a
acquired.
claim
written
the
faction
satis-
a
prospect
couldn't
him
offered
were
the
be
can
writer
book,
but
out
met
to
of
Haw
of
the
in
the
this
that
to
Sell
experience
courj3"
of
gf hi"
other
the
will
volume
of
scores
More
was
grind.
pointer
themselves,
who
be
cannot
valuable
a
as
part
a
from
Salesmanship
many
Unknown
daily
gained
believes
salesmen.
to
big
how
actual
the
much
as
salesman
every
knows
of
too,
the
just
Salesmanship,
And
enter
Experience,
salesman.
learned.
that
qualities
the
seasoned
tenacity,
thinking,
quick
of
some
knocks
has
it
he
that
that
sations.
compen-
tough
some
building
Tact,
progress
authorship
writer
its
isn't
remarking
if the
be
own
largely
his
and
easy
knows
has
And
of
Out
asset.
value
Still; it
boss.
by
are
of
hard
an
territory
a
own
job.
must
the
of
number
seems
a
half?
a
^these
his
that
livelihood.
order
man-size
"
his
Biltmore
and
It
work.
interview
experience,
learned
is
covered
something,
prove
can
has
tremendous
a
Because
thus
who
composition
played
man's
a
the
dollars
two
earning
sizable
a
the
brick
a
of
odd
seems
certain
a
day.
exhausting
pry
opened
buy
engaging
is
it
goods
each
salesman
to
who
for
paid
method
any
selling
sold
never
conversation
agreeable
But
has
salesmen
Goods.
the
Qwn
be
can
For
many
work,
it
men
sales-
PREFACE
Originally
other
of
readers.
daily
the
"Selling
It
is
the
the
writer's
path
line
the
in
to
''Sales
request
directly
to
however,
chapters,
and
Management"
Counter."
hope
that
from
extending
the
Two
salesman.
the
at
applies
volume
and
World
Evening
reprinted
are
the
respectively,
Behind
tortuous
dotted
of
problems
devoted,
are
of
Most
York
New
the
articles
the
newspapers,
their
in
published
case
of
the
will
they
the
salesman
serve
to
smooth
"approach"
now
the
the
to
reading
these
words.
H*
J"
B*
""^.
^
."
HOW
TO
SELL
GOODS
y
MORE
HOW
TO
SELL
MORE
GOODS
TOLD
Reiteration
I
"When
used
think
to
it
But
next.
the
Well,
repetition
is
in
selling by
the
as
reiteration
is to
to
see
taking
pains
couch
each
the
time
to
least
rather,
or,
I
deliver
to
same
they
a
policy
than
the
just
written
word.
In
complete
what
he
imresponsive.
reiterate
a
little
I
1
start
into
the
was
reputation.
spoken
of
effect
my
plan
this, I watch
responsive,
all
and
over
over
phraseology.
his
he
reason.
the
by
most
different
deeper
is
Over
points.
in
cool
to
doing
seems
Then
those
arguments
drive
In
and
there
to-day,
man
canvass.
your
to
on
cumulative
a
"I
plainly,
that
selling
The
selling
arguments
telling
pass
appeal
in
valuable
as
in
repetition
that
say
to
learned
mere
veteran,
then,
was
I
a
exposition
your
prospect,
before
is incalculable.
first
closely
the
they
If
result.
long
wasn't
advertising
"In
consisted
proper
salesmanship
to
more
the
convince
and
hopeless,
was
by
said
salesman,"
salesmanship
that
didn't
argument
Salesmanship
in
young
abiding
and
story
a
was
SMOKING-ROOM
PULLMAN
A
IN
again,
again
And
consciousness,
TO
HOW
Each
time
Each
time
they weaken
while
beginning
your
reserves
with
which
two
prospects
have
imcomfortable
And
seem
sometimes
they
some
imseen
of
tells him
when
is the
at
moment
Don't
fresh
terview.
in-
bring
up
closing tactics
wait
habit
long,
too
of
abruptly
giving way.
of
access
the
resisting
flash
the
strike
you
salesman,
keenness
uncanny
to
which
in
sense
Then
foimtain-pen.
proffer the
That
sixth
a
psychological insight,an
which
a
one
source.
"Experience develops
sort
gain
that
defensive
to
feel themselves
they
to
time
tested
breach.
that
hour's
an
feel that
and
to
required.
is the
of tried
an
seldom
are
can
the
when
from
hours
Then
way.
closing the interview
power
three
complete
to
applied
as
it is very
why
his money.
to
on
sale in less than
or
form
in the
hold
to
reiteration,you
give
to
GOODS
will power
is
That
often
suflBicient
"After
for
his
really worth
a
And
wall
his resolve
they weaken
particular decision.
makes
MORE
SELL
reap
a
of perception
order-blank
and
strike
hard.
and
benefit
the
of the
previous reiteration."
In the
days
Salesmanship:
Some
of the
life very
battle.
heaviest
clubs
relegated
the
It
is
always
the
that
of the
Without
as
ruthless
life of
and
survival
seemed
the
conditions
followers
the
weaker
thickest
one
pates
foimd
soon
competitive system,
our
just
pugilists,the
the
the
plainly was
tinuous
con-
the
and
themselves
scrap-heap.
for
qualifications
has
with
men
survived;
imder
To-day,
existence
The
the
to
cavemen
Pointers
to
are
me
outside
savage
the
struggle for
for most
different.
that, barring the
salesman
more
prevailing in primitive
of any
other
of
case
nearly
times
proached
ap-
than
present-day pursuit.
qualitiesof virilityand
2
of us, but
tenacity, both
pos-
IN
TOLD
in
sessed
superabundance,
the
And
the
seldom
It is
A
"Stand
"Not
As
on
your
on
the
sales
these
salesman
man's
life is
salesman's
prospects.
able
in
succeed
the
for
need
an
yoimg
a
wiU
man
difficult
the
find
one
no
more
greater
does
of age.
SMOKING-ROOM
PULLMAN
A
manship.
sales-
problem
sented,
pre-
qualities. Very
forty-fiveyears
over
profession.
battle
constant
one
with
obdurate
deliver,"says the Knight of the Grip.
and
life,"repliesthe victim, and
is valuable
battle-field,strategy
is
battle
the
in
on.
the
en-
^
A
coimter.
general
imtil forced
line
enemy's
never
salesmanship, recently
York
New
wholesale
entered
the
certain
a
office of the
Gushing
for
buyer
handling
was
of
school
a
a
tain
cer-
preserve.
introducing himself,
jar containing his product
he
the
on
top, placed his opened
the
an
salesman
Similarly, a
graduate of
a
grocer.
newly launched
After
it.
in
weakness
a
danger of over-assumption.
the
example. Gushing,
For
assumes
of
assured
of his support
full power
the
exposes
he
to;
imtil
avoid
should
never
took
chair, laid
a
buyer's desk
order-book
slide,removed
pencil beside
and
jar (thisfor its suggestive force), and
glass
a
prepared
the
to open
the
taste
that
engagement.
Mr.
"Now,
Green,"
he
urged, "I ask
to
you
splendid preserve."
bad," admitted
"Not
"I ask you
that
as
make
(More
it
"Frankly,
"as
Mrs.
the
past
stroked
tender
delicious
a
Green's?"
Green
seven
his
to
man
Green, non-committally.
continued
man,"
titbit
for
Gushing, "wouldn't
afternoon
tea
at
Mrs.
suggestion here.)
wouldn't, Mr.
has
subsisted
years.
She
exuberant
Gushing,"
entirely upon
passed
growth
of
on
in
the
was
response,
angel-cake
1908,"
and
for
Green
let-ua-pray whiskers
in
reverie.
Conceive
the
effect of this bolt from
3
the blue
on
Cushing's
TO
HOW
It
canvass.
stumbled
was
departed.
and
confusion
Green,
bachelor, but
deserved
the
Another
of
a
big
"Why,
Mr.
hardware
an
gated
unmitisuffered
and
his first visit.
was
fervently,"carry
in Chicago,
house
a
doing twice
our
the
amount
the
was
dry
in
of
the
took
of
count.
selling
earning $20,000
a
were
year.
hopeless subjects for
are
little
throw
can
the
successful
all be
first rank
They
supply them
cutlery."
secret
we'd
"We
response.
light
the
on
mental
involved.
processes
point
one
established.
is well
in self-consciousness.
problem
third
It
I know
is
which
psychological
interviewer.
But
despair,
ness
solicitingthe busi-
house.
thereupon promptly
salesmen
the
in
in this branch.''
are
readily ascertainable,
Most
was
opening
was
sales.
yom-
Company,
strange,"
the
he
moments
up
fact,
an
Everett," he remarked,
salesman
If
left
had
everything they handle
The
of
cutlery salesman
wholesale
you
"That's
with
A
Blank
of business
few
a
finally gave
matter
a
Gushing
you'll double
the
For
and
as
GOODS
consequences.
case:
line and
blow.
body
a
in
on
MORE
SELL
^the
"
Only
the
goods an4
factor, self, is
what
They
factors
two
prospect.
spoils
many
ing
utterly lack-
are
their
into
enter
The
infusion
of the
an
otherwise
good
salesman.
salesmen
Many
the
sales
two
inaccessible
is $100
nerve,
once,
work,
he
he
Armed
bowls
for the
scored
day
fastnesses
lot.
a
a
sake
a
line
one
and
fail
miserably
intrinsicallyis far easier
writer
instance, the
averages
sell
which
another
handling
For
can
is
acquainted
of
of
some
only with
over
of
flat and
Island
Long
dime.
a
and
utter
to
map
a
lots
remote
his victims
variety,
with
handle.
to
who
man
located
The
his
in
on
price
mate
consum-
regularly. But
ing
shift-
magazine-subscription
failure.
There
is but
one
TOLD
IN
this
to
answer
believes
PULLMAN
A
he
puzzle
SMOKING-ROOM
sell the
can
man's
the
"
real
mental
own
attitude.
is afraid
estate; he
He
of
the
magazine proposition.
what
To
of
man's
one
degree it
what
to
sellingis
extent
hold
and
meet
And
of his
The
certain
of
the
national
the
strain
He
longer hours.
missed
the
subtle
no
the
among
How
is
"It
the
vitality precluding
the
ranks
One
use
to
sell
try to
Saturday,
mood,
nor
thoughts
on
when
of war,
his
unlucky day,' and
untoward
his
efforts
a
he
eye,
never
break
lapsed
sjrstem col-
drunkard
a
a
day,
possibilityof
nervous
and
is
now
stilldiscussed
are
anything
nor
a
on
the
mail,
so
on
nor
ad
invent
for
excuses
morning,' he
Monday
rainy day,
nor
mind
customer's
late
nor
to
Earnings
veteran, recently. "'It's
seasoned
a
His
salesman
a
catching his train, nor
going through
delivery
interruptionto
an
Increased
for
fatally easy
said
on
of
amazing records
Salesman
working,"
scious
con-
magazine soUcitors.
of
not
'nor
his
But
is
hours
got his
he
that, once
strain; he became
more.
that
two
cases
view.
inter-
the
in the
to
put in the field by
spell. Finally, this man's
under
of
force
only
claimed
seeks
first rank
admitted
worked
victim, except in
a
heard
his
upon
point.
superabundant vitality.
ever
fame
He
purely hypnotic.
were
of
solicitor
phenomenal
of
of the
fluence
in-
words,
moot
throughout
eye
need
^is a
"
salesman
psychic
some
deliberate
^in other
"
successful
salesman
every
exertion
weekly
hypnotism
prospect's
Hence
most
another's
every
the
canvass.
of
savors
ahnost
of the
is
will upon
thing is certain:
One
result of the
the
in the
afternoon
when
in
reflects,
a
listless
is distracted
when
Friday, because
infinitum. 'To
auspices results merely
5
in
work
by
his mind
early in the morning when
on
no
that's
imder
he's
my
these
spoilingprospects,' he
bow
TO
concludes, and,
is about
^'Now
as
a
obstacles
little basis in fact
will power
lacks
the
must
combat,
the
of his attitude.
"I
not
who
salesman
did
"How
I've done
is that
Because
which
he
all
we
justification
a
as
in
kidding himself
it
myself.
into
circumstances.
any
of
out
one
to
proportion of the salesman's
vast
a
It's due
direct supervision.
lacks
salesman
the
In
himdred
a
the
covers
lines
many
calls
in
results
prospects will make
most
forty calls
this
overcome
of
askew.
at nine
off at
few
I tried
the
or
and
shine,Saturday
quit at
weeks
I
with
himself
twelve
was
a
a
acted
as
a
as
We
schedule.
He,
of
permanent
Within
our
efforts.
our
commissions
had
been
us
and
two
I started
too,
was
four years
6
of
over
to bet
break
to
automatic
increased
knocked
After
spur
each
our
pay.
per
other
Not
ago.
bet
to sustain
cent.
to
schedules;
This
inventing this
40
my
trying
was
not
obliged
months
ly
prompt-
and
one
many
to backslide.
concluded
would
we
in
thrown
was
Finally I discussed
ever.
weekly penalty. That
either
has
Monday.
fellownsalesman.
a
to
bad
as
make
working steadilyso
began again at
;
the
on
^I would
"
schedule
my
of
or
task
a
gradually I began
twenty-five dollars that
this to be
idea
lie down
to
impracticable, because
proved
the
five-thirty. But
problem
once
tendency
lengthy interview
a
Then
hours, rain
This
day.
a
event
hold
I
First, I tried setting myself
job?
a
as
sales.
most
the
succeeds
have
They
inertia
them
imaginar
Nevertheless, everjrthing else being equal, the
sale.
a
invents
he
under
than
more
that
overcome
is that
effort is wasted
it.
proved
the
bogies of childhood.
him.
Another
man
sales-
reality.
One
causes.
outside
average
figments of
pure
I've
salesman
blame
don't
several
to
Soon
their
the
are
the
as
GOODS
efficient.
cent,
it because
I know
believingin
MORE
consequence,
30 per
all these
tion.
SELL
us
has
in
incentive
Now
the
TO
HOW
that
before I enter
now
the
learn
to
the
will
divulge facts
and
stupidly withhold
proper
the
over
always take pains
I
to
person
if
'phone which
questioned direct.
A
preparation yields knowledge
least
one
the
interview.
an
is strictlyup
rest
the
to
That
is
situation
a
salesman," said
a
in
subordinate
and
looks
in
Call
which
to
and
'What
times
"Nine
Why
is this?
court
throw
His
case
equipped.
for him
could
to
this, the
interest
both
the
the
at
every
convincing
in
proposition,
of his
of
him?
No.
he
Here
as
salesman's
would
grind?'
to
a
meet
own
well
he
as
spokesman
have
preparationand
the
deal
who
boss
friend
at
the
the
weeks
some
expected his ally
could.
lacked
adequately
not
was
he
himself
attitude
from
diflSculty:
and
actuated
the
boost
his
Did
the
canvass,
boss.
flat refusal.
a
forgot that it required
sdesman
perfect his
to
man
the
is close to the
who
was
a
than
man
returns
presented by
was
which
ax
though
as
double-crossed?
he
Was
The
ten
a
with
final answer.'
better
augur
no
it up
Further
than
direct, personal
former.
necessary
He
to
lacked
convince
boss.
"Harsh
sell
has
out
fight his battle
to
merit
feels
always
salesman
obviously
who
"
Hdll
accomplished,
will succeed
get your
inside,'he reflects,'from
and
much
I'll take
and
me
two
or
yoimg
closed.
the
which
occasionally confronts
of the
concern
good
day
a
"The
were
moments'
latter will say:
the
"^It
a
few
Proxy
recently. "He
one,
People
easy.
salesman."
Selling by
"There
gain
they'll stubbornly
preliminary
insure
To
see.
telephone is absurdly
the
over
GOODS
establishment
an
of
name
this information
MORE
SELL
experience has
by proxy.
Never
shown
let any
me
one
8
the
futilityof trying to
represent
your
interests
A
IN
TOLD
in such
Get
matter.
a
default.
Sellingby
couldn't
put it
very
and
I've
over,
salesmen
many
with
efficacious
Then, if you
never
seen
that
assume
traveling
lose,you'llat
Miles
Standish
who
one
any
by
didn't go
case
works.
seldom
entirely different
successful
that the
Professional
to
yourself. Beard
noise
knowing
proxy
"lling
Too
of
the satisfaction
least have
main
the
to
fightit out.
and
the lion in his den
"
SMOKING-ROOM
PULLMAN
could."
Buyers
similar tactics will prove
remarked
people,"
a
ticularly
par-
is
''Plainly this
man.
a
mistake.
''Althoughit is true
belonging
as
to
variations
individual
office-to-office
or
instances
many
sheer
it is
into
is
number
to
and
'No'
say
will advance
in
"The
an
to
This
to
a
avoid
the
at
which
nmnber
some
want,
indeed.
are
of
time
couldn't
Almost
anything by straight
will
they
is
close
the
why
sired
de-
buy things
dozed
bull-
argued and
are
in
that
knows
people who
quality of
Lacking the will
the interview, the
of any
signing the
made
which
concern
plan supply sufficient
sales
would,
personality gained the
salesman.
abruptly
fessional
pro-
sistence
per-
power
pect
pros-
objection after objection, feebly temporizing
effort to
records
of
amazing.
valuable
so
of
merely because
want
sold
canvassing
force
a
general public.
ever
man-to-man
signature. The
they don't
the
has
who
salesman
"Every
with
results
secm^
sell
which
buyer, for example, by using methods
perhaps,
be classified
can
can't
You
endless.
are
buyers
types, nevertheless, the
of several
one
some
all
almost
that
imder
fatal blank.
sells upon
evidence
pressure.
lapses is surprising. The
of
the
To
man
the
ment
instal-
the
inniunerable
iminitiated
who
has
bought something which he
afford, and later regretted buying
didn't
in his life
every
one
is caught
9
now
and then in
not
is
a
rare
weak
TO
HOW
by
moment
received
"I
I
perfected
had
force
will
and
in
succeeds
the
which
canvass
a
eoning
bludg-
I
power
exerting
was
I
possessed.
books, correspondence-school
school.
strong-arm
gradually increased
climax, I
intensity imtil, at the
of
training in
sales
my
who
him.
from
order
an
GOODS
salesman
strong-arm
a
MORE
SELL
oimce
every
good with
made
magazine
courses,
in
tions,
subscrip-
etc.
I shifted
''Later
dealt
with
only
to
it
"To
watch
in action
me
little difference to
My
attitude
are
as
is this:
follows:
I
...
I
profit by it,so
would
one
not
or
they listened
the
it made
think
bought.
customer
good thing; its strong points
a
of course,
knew,
pects
pros-
tolerance.
to-day,
'Here's
Did
comparison, they
Otherwise
amused
whether
me
My
not.
analysis and
with
perfervid efforts
my
did
They
investment.
good
a
this field I
In
professional buyers.
work?
if,after careful
bought
considered
case-hardened,
methods
strong-arm
my
sellingmerchandise.
to
brought it aroimd
that
show
to
you'd
want
to
you.'
to
"This
is,in ^neral, my attitude, casual to the last d^ree.
In individual instances, my
is colored
tions
relaby my
canvass
with
spring
the
'sign now
any
line of talk.
With
indifference
very
with
But
I
clientele
my
Salesman
always like
said
it's
into
a
successful
to get
a
mellow
of
frame
to
a
opportunity
the
are
the
any
of mind
offers!'
My
required."
Smoke
for
transaction.
in which
10
I
Psychological
is famed
who
work.
do
buyer's interest.
prospective customer
a
salesman
great lubricant
a
in
men
simply won't
measures
Believes
Effect
the
stimulate
to
seems
it
of these
none
when
^now
"
other publics other
This
"I
with
purchaser, but
to
smoking,"
his tact, "for
It puts the
he
feels
buyer
disposed
to
IN
TOLD
do
business
without
mighty
I'm
into
I've
with
were
can't
bribes, you
Often
it
seen
I
shoving
cigar
a
smoke/
a
believe
you
fifteen-cent
a
upon
back
'Have
really,if
And
bank
customer's
a
brusque,
a
well
very
But
proffer a smoke.
bribe.
a
details.
petty
over
their object by
defeat
hands
though
as
how
to
as
customer's
a
much
in
careful
wrangling
salesmen
''Many
SMOKING-ROOM
PULLMAN
A
rise at
one.
of
this method
approach.
I'm
well
into the interview
then
I do
it very
"Generally
a
smoke, and
light a cigar, and
to
offer the
me,
from
all,and
at
the
over
sake
they have
spots of
rough
hesitate
to
claim
that
use
I could
in
regard
to
convenient
How
demonstrating
"In
issued
success,
raise
or
to
"if the
by
a
him
questions before going
fatal mistake
giving
the
of
which
do
to
saying, 'We
prospect
the
so,
says
has
a
use
I would
directly to this
obtaining lenient
a
manual
scored
etc."
and
answer
else.
coming
impression
that
to
you
manship
sales-
on
conspicuous
a
desire to ask
something
are
I
Prospect
a
prospect shows
objections, let
of
way
product,"
firm
It is
bribe.
a
shipping arrangements,
Handle
our
ther
nothing is fur-
Although
sales
trace
feature, it has helped greatly in the
terms
join
great deal in smoothing
a
transaction.
a
to
interview,
second
psychological effect that
helped
start
he
that
cigar as
a
rule, I
a
request
is that
matter
to
of their
the
dxiringthe
fact of the
The
merely for the
them
with
one
suggesting
just occurred
it had
though
as
thoughts than
my
delicately. As
ordinarily occurs
first.
the
not
customer
this
And
me.
then,
before
questions or
objections
the
Don't
that
make
the
later,'thus
concealing
are
something.
"
than
Nothing will
a
start
opposition or antagonism
seeming disregard
for
11
his opinions and
more
quickly
objections.
TO
HOW
Convince
SELL
prospect
your
it is not
Remember,
GOODS
MORE
what
you
before
point
each
on
that
say
sells
it.
leaving
it is what
him;
he believes.**
advice
Sound
this,which
product
or
applies to practicallyany
Knocking
of the
''One
to
is that
say
Competitors
policy inevitably
reacted
how
ignore competitors
should
one
to
was
his
product
own
that
of
damage
how
such
"
plan
proper
attention
customer's
a
knocker
the
the
^how
"
competitor's
a
recently I
upon
and
forgotten,
was
on.
so
"But
a
the
concentrate
so
the
competitor's
a
explain
theorist
a
"Only
man.
speaker
to
knock
not
traveling
a
for
world
the
should
highbrow
some
in
things
salesman
remarked
product,"
heard
easiest
a
for sale.
offered
ever
osition
prop-
what
are
What
comparison?
'The
Blank
cent.
less.
brass
are
is,of
tacks
but
course,
enough in this 'don't knock'
And
hurts
out
like
has
to
there
is too
the
salesman
undoubtedly
his
house
own
with
your
criticize.
Often
much
who
and
guns
he
when
thing
says:
20
at
to do.
Get
per
right down
that
tests
concluded
yours
that
is
a
is
there
criticism
of
competitors.
alwa3rs has his hammer
helps his competitor's.
and
there
do
idea to justifyits promulgation.
everything else,circumstances
to
demands
you?'
by
have
to
customer
same
thing
one
superior product.
"Prom
experience, I
my
Unquestionably,
the
me
demonstrate
and
a
going
you
I deal
should
Why
when
to do
offers
Company
"There
to
going
you
is
alter
no
hot
firingsome
choice
shot
Often
cases.
between
into the
But,
one
standing
enemy
and
surrendering.
"
In such
a
case,
there
is but
12
one
thing
to do
"
clearlyand
TOLD
IN
SMOKING-ROOM
PULLMAN
A
convincingly explain that
this involves
the
for the
worse
"If
the
make
to
price indicates
student
every
"You
don't
don't
have
with
be
is claimed
the
submit
to
but
the
To
knock
fail to
exhibit
"Here's
It is
with
terms
yoiu"
regarding
you
and
the
knocker.
the
truth
But
in the
to
what
say,
you
it,that
say
counts.
spirit cannot
calmly and
of
case
yet not
comparative
the
much
so
tions
asser-
perfectly possible to
competitors
spu-itin which
impartially
opposing
claims
will
against the
succeed
his resentment,
leaving
What
your
does
me
I
an
confronts
don't
in the
his
me,"
know
how
to
audience, somewhat
prospect, perhaps, and
will sit at
newspaper,
"and
securing
m
will of the
Cure
occasionally
salesman,
yoimg
I'U
Silence
which
situation
a
it.
reply.
known
tests
will endow
ill-tempered, contemptuous
an
a
remarked
"That
which
and
damage.'-'
no
the
produces
blackleg, cheat, and
a
tolerance
weight.
The
meet
by the
of the
personal animosity. You
any
offerings. It isn't
and
harm
it
expose
misrepresentations
in
If he
to be all wool
competitor
more
maimer
you
to
friendliest
demonstrate
do
that,
air of calm
of your
values
is not
shred
a
oil in it.
the
taste
call your
much
on
much
so
of textiles.
An
scoundrel.
article,detach
all-wool
dealer
have
to
If
product.
competitor's weakness,
a
competitor's fabric which
the
better
competitor.
you're sellingan
fiber and
a
of
exposure
is the
yours
he,
to
desk, reading letters
position of talking to
evince
or
the
dununy.
a
ing
experience suggest?" he concluded, address-
sales manager.
is
a
"One's
problem which
natural
policy of frightfulness
"
must
often
be
faced,"
impulse is, of
course,
^to wreck
premises
13
the
to
the
was
pursue
and
a
shoot
TO
HOW
proprietor.
the
impulse will
"When
But
no
man
ever
b^ome
a
was
a
I
novice
the
at
mannerless
such
to
"A
in
is
talking
certain
to
fully; but
of
the
turn
*"In
the
become
him
an
he
tenth
fire
he
him
i^Qtbingto
is
to sit there
imtil
actuely
imcomfortable
more
end
to
is
man
than
he
sneaking suspicion that
a
will
of
in
in
a
the
of ten
he
concludes
hear
to
and
suspense
the
story and
Silence
hearing.
a
close
that
your
down
The
man
fe^
fly into
a
you're
course,
and
begin
master
of
rage
position which
a
talking
rage
a
to
disadvantage
with
reaction
your
A
unresent-
soothing attitude, refusing
a
is at such
amount.
guides.
almost
the
difficultyis
case,
man
inevitable
on
silence
that
out
is
during which
any
lacking
but
has
times
adopt
A
Calm
is
you.
collected
lost.
nable
ame-
policy is thoroughly
is anxious
seriously,puts him
and
his
to
that
Well, all you're after is
To
order.
so
for attention.
which
meant
you
He
insulting. Then,
situation.
man
This
fear
of the
down.
give it
I
be.
presence.
Nine
out
way
you
will
if need
he
wrong
wait
I foimd
though
as
because
interview.
easiest
on
But
there, calmly, impassively,
Never
And
is in the
keep
is not
fashion
silence
about
Indian.
sit
doom
of your
are.
you
in that
talking and
cease
air
an
disconcerting.
conscious
to
successfully. A
resulted
dignity
Just
with
crack
to
wooden
a
wins.
always
the
plan is
a
I used
game
prospect's boorishness.
salesman
a
his natural
tactics.
better
There
to treat
as
control
salesman.
star
plan seldom
this
that
can't
who
talking, calmly ignoring the
foimd
GOODS
MORE
SELL
can
is
practically
fatherly air, and
condition
panicky
you
he
sign him
of utter
up
head
is
whose
rage
has
it into
a
flame
one
of
the
evaporated
is
one
of the
moraliza
de-
for almost
scriptural injunction of heaping
enemy's
means
is cahn
who
man
that
sympathetic,
a
a
a
the
take
to
generally
to
salesman's
coals
of
safest
because
he foimd
e^est
prospect^
TO
HOW
reasonable
line, within
long
run,
tend
to
permanent
used
to
remarked
a
of those
which
accounts
for
write
Next
had
the
in black
of
name
who, from
this, it increases
Li
the
it
paid
of
reaches
me,
Saturday
business,I
had
I go
date
the
been
im-
of
prospects
first
place, it
have
tasks,
he
has
a
so
the
salesman
in
office
help
of
pressure
to
to
tific-manag
scien-
the
that
tends
list
tomers
cus-
addition
as
the
more
new
Just
learned
prospect
means
But,
efficiency.
own
in
results
relax
a
his
constantly spurring
on.
names
and
prosperous
future
some
highest speed only under
at
unless
"Every
of
many
definite date
a
every
business.
more
my
pile of imfinished
him
to
press
experts
efforts
And
transfer
and
benefit.
work
seen
that
live prospect
a
white.
and
and, hence,
will
I concluded
note-book, with
systematic handling
one
until I had
head,"
during the week.
reach
to
field."
develop into
that
must
them.
see
note-book
''This
than
to
was
of those
mind
my
in my
whenever
my
able
ability,and
sales
of prospects in my
competitor
down
I
it goes
names
will
Customers
it wasn't
''And
the
goods themselves
actual
Year's
names
slipped
some
them
"Now,
over
try to carry
salesman.
which
down
the
in his chosen
success
Prospects:
upon
For
In
secure.
can
qualities by which, in the final analysis,he
^^
to
he
develop his eloquence and
a
"I
GOODS
limits, as
better.
it will pay
it's these
score
MORE
SELL
time
I
I consult
begin
actually think
"Keep
salesman
to
walk
note-book
my
quickly, talk
more
dollar-a-week
wants
class.
to
study that
more
list
quickly,
quickly.
more
plenty of prospects
who
and
ahead
push himself
And
don't
16
up
is my
advice
to
the
into the one-hundred-
try to
carry
them
in your
IN
TOLD
skull.
Put
be
to
sure
A
in your
down
them
Makes
What
was
secret
of
in
a
pushcart
man
price
in
'Tenna
centa.'
exerted
a
You
see,
sort of moral
"'That
ought
with
used
time
that
on
Later
the
naming
as
idea
in
say,
morning
began
him
replying, he selected
is
purchase, he
to close the deal.
a
closer
good
if it is
or
seeking
'When
to
applied in
to
secure
I
afternoon
"
the
not
man
he wanted
to
instances, by
some
he
me
or
much
this,in
qu
be
can
to how
as
ing
deliver-
goods and
my
I found
required.
closer.
potent
can
apply the principle. In
inquiring whether
of
it seemed
a
to
displaying
improved
I
amoimt
it acted
"This
asked
bigger things,' I reflected.
to
purchase, I inquired
to
purchase.
don't
instead
canvass,
I
after
sellingmerchandise,
desired
noon
discrimination.'
"From
my
at
A
and
helped
which
apply
day,
restaurant.
by assuming that I would
take-it-for-grantedattitude
'That
a
one
proffered them, saying:
bag, and
pressure
to
"One
myself
flagged him
I
Without
paper
a
lacked
which
center
grasped
veteran.
a
points, I foimd
bananas.
of three
three, put them
that
remarked
I
that
man
yoimg
very
passing.
was
Closer
Good
a
suburban
some
little local trade
a
the
was
salesmanship,"
making
when
I
when
"It
you'lk
then
and
note-book
them."
to
get
SMOKING-ROOM
PULLMAN
variety of
a
you?' but
see
with
appointment
an
For
ways.
a
stance,
inI
man,
rather, 'Shall it be
suit
^and will to-morrow
you?'
.
I sold
"When
don't
you
want
with, 'Now
and
so
insurance, I
to
protect
you'll want
at
never
up
family, Mr.
your
least
wound
with, 'Now
Jones?'
$10,000 worth, Mr.
but
Jones,'
on.
"Naturally, discernment
little device.
Some
people
is
required in
resent
17
even
the
a
exercise of this
hint
of
coercion,
HOW
but
the
majority
sufficient
a
TO
tact:
salesman
will submit
if the
It's
of this
a
grasp
Why
that
at
case/' remarked
the
chances
which
of
it's
makes
passed the
man-killer?
a
efficiency30
have
never
And
cent.
Had
I
myself
the
developed
force of that
sales
piu*-
I'll wager
per
utterly unnecessary.
I'd
relieivedour
he
as
''Isn't that
salesman,
a
has
with
fifty-pound sample
a
manager,
salesman's
that
are
been
not
principlewhich
with
laden
sales
office.
that
cuts
case
applied
Samples?
Carry
chap
the
chasing agent's
that
is
pressure
good closer."
a
''Look
GOODS
MORE
SELL
plan
incubus
terrible
samples.
"When
stepped into
I
of
assortment
an
Why
not
Our
line
weigh
samples would
would
"Pictures
that
cent,
the
a
many
and
man's
energy
of his
"Against
these
advantages
convincing
"When
a
the
sales argument
I broached
was
the
imboimded.
than
as
idea
With
portfoliosprepared featuring our
These
the
weighed
but
a
make
perhaps
25
would
trifle and
arm.
18
a
in
played;
disper
self-
the
heavy
case,
for the
conserved
wasted
that
lack
lugging
be
livery
de-
physical effort.
be
counted
no
picture is quite
the
vantage
disadso
article itself.
the
to
day.
be
must
fact
Obviously
line could
he
would
of
entire
feel in
men
rather
arising from
the
that
canvass
all
day.
assortment
pounds.
cany
could
day;
which
the
to
man
salesman
consciousness
that
hxmdred
that
a
complete
a
one
mean
calls in
more
that
over
unpossible weight for
an
carried
traveling men
photos for samples, I reflected,one
extensive
so
job, our
weighing nearly fifty pounds.
samples
substitute
is
this
the
the
sales
force,their
directors'
O.
E.
entire line in colored
could
easilybe
carried
thusiasm
en-
I had
photos.
under
TOLD
IN
''The
sales
first month
betrayed
calls
more
whom
selling
of the
abolition
useless
labor
idea
others
many
Your
the
A
in which
able
were
vast
be
can
in
samples
sales," said
to
of
amoimt
equally
be
well
as
I noticed
his line of men's
suits to
a
upright
vertical
Condition"
presented makes
are
on
one
a
from
it extended
and
from
the
to
upon
ordinary coat-hangers, hung perhaps
There
wrinkle; just
they
the
sliding
rack, suspended
a
in
appear
saw
trunk
a
dozen
or
a
fifteen
without
pressed and
well
were;
they would
as
The
local dealer.
a
a
playing
dis-
clothing salesman
rack
suits.
passing
"In
end;
standard
"I
traveling man.
a
day," he continued.
hotel
open,
men's
that
articles must
Good
in
Samples
other
of
sample-room
a
I foimd
we
men,
daily. Some
expended
of difference
stood
new
sample-lugging.
But
condition
new
upon
through pictures."
"Keep
world
of those
developed later.
added
we
of the
is thus
demonstrated
"The
making
were
mei\
plan
new
higher quality of representatives because
by sample.
sold
The
larger proportion
a
advantage
time,
to
rather
a
increase.
called.
time
obtain
inauguration of the
the
sharp
xmexpected
as, from
SMOKING-ROOM
after
a
and
they
"An
a
PULLMAN
A
a
first-class retail
establishment.
"
the
Noting
rack
the
interest,
my
contrived
was
to
salesman
fold
up
me
and
snugly into the
It
his sales had
he
increased
attributed
line
was
"That
a
developed
some
solely to the
that
30
per
fit
how
familiar
robe
ward-
since
using this
device
cent.,
an
increase
which
trunk, the suits being still suspended
manner.
cleverly
showed
splendid
in the
condition
in which
his
displayed.
started
line
of
me
to
thinking.
pineapple-juice.
19
That
Its
sale
season
I
was
hinged, of
ing
carrycoiurse,
a^
HOW
TO
entirelyupon
he'd
the
I carried
bottle
When
it
GOODS
pleased the prospect's palate
please his patrons'. I
that
the
liquid when
delicious
so
I returned
home
to my
All
the
just off the ice
when
I
town
capped
handi-
was
poiired from
likely to be lukewarm.
was
made
tang that
^^
it would
fact
by the
If it
taste.
that
assume
MORE
SELL
began
the
frosty
lost.
was
investigate
to
question of humidors.
the
his
increased
clothing-man
'''That
his
sales
product in good shape/ I reflected.
"Finally I ordered
into
compartments.
four
bottles
humidor
large enough
I'd put
And
put
divided
and
third
the
consisted
of
This
a
was
thereafter
hmnidor,
when
at
have
hotel.
Next
the
where
I
I would
couple
a
morning
they kept cool all day.
poured
out
a
glassfulof
the
beverage!
it affect
I made
Before
same.'
couple of glasses; another
a
overnight
difference
a
"Did
and
ice
on
the
bottles.
two
town
in the
them
what
ice-cold
each
do
little box
neat
a
can
presenting
non-conducting substance.
a
contain
to
held
product;
with
I made
of bottles
One
of my
lined
"As
constructed
'I
by
sales with
my
this
sales?
my
I
had
eloquence and
It
half the effort
force.
nerve
goods
Jofrcemy
to
But
doubled
than
more
with
them,
previously required.
through
over
idea
thermos
my
sheer
the
product simply sold itself.
"'Great
their
and
lips. 'I believe
out
came
"For
my
several
for
he
that
book-and
a
reasons,
off
is not, like
is that
hit with
trade,'
my
p^icil."
Rainy-day
salesman
is
said
one,
ofEce-man,
a
a
the
work,"
an
exclaim, smacking
would
will make
Explodes
knocking
Another
prospects
order
Salesman
A
that
stuff!' my
Fallacy
always
seeking
recently.
imder
constant
"One
cuses
ex-
is
vision.
super-
great deal of his effort is wasted,
20
IN
anyway,
hence
cannot
and
This
rainy day, is
it
And
third
a
work, is distasteful
on
sales cannot
in which
salesmen
to
reasonable
rainy day
calls than
It should
I went
rainy day
a
with
a
of
sheaf
break
on
as
hour
the
at
determined
a
with
I
Since
And
finally,
their
money
evening
I've looked
then
fewer
in that
came
jinx.
disturbing
no
spend
to
one.
sunny
from
attention.
no
sales.
kill the
to
particularly favorable
as
be
to make
interviews
willing
as
cause
be-
that
argued
good time
a
more
good orders.
rainy days
implicitly.
prosi)ects in; second,
my
imdivided
just
people
I
me.
Furthermore,
interruptions, I secured
found
be
out
before.
ever
wasted
a
on
and, third,there would
place I obtained
first
made
believe
a
to
to listen to me;
competitors aroimd.
the
be
of the
billiard-table.
a
time
they'd have
In
for many
rainy day, first,I'd find
a
"One
most
excuse
seemed
never
is that
greatest bugbears
tradition, that
an
as
over
or
"It
one
serves
movies
to
between
And
production.
decreased
salesman's
of the
rainy day.
on
connection
men.
''One
I
direct
a
see
selling,being non-productive
is that
most
he
effort
diminished
SMOKING-ROOM
PULLMAN
A
TOLD
forward
opportunities
to
records."
"
"It
which
a
was
device.
a
"The
to his income
"It
like
a
was
a
for
salesman
merely
to
by
go
from
he
a
with
mth
in
across
ran
the
clerk
him
newspaper
a
in my
ness,"
busi-
time-saving office
unique method
at
streets
houses.
promptly
If
an
of
adding
night, barking
answering bark
consulted
of license-holders
21
Leads
in Paris.
the
about
within, he
carried
Man
well-known
a
with
article dealt
evolved
I
this
plan of getting leads
novel
dog in fron'' of various
soxmded
which
item
fantastic
suggested
said
Provides
Hours
After
Sleuthing
the
for
record
dogs, and
HOW
in
case
at
once
occupant's
the
collected
certain
'
I
increase
can
municipality
the
appear,
penalty, paying
a
a
discoverer.
the
to
GOODS
due, plus
amount
association
some
mind,
my
did not
name
the
commission
''By
MORE
SELL
TO
of
ideas, the
my
business
thought
by
into
sprang
little e3ctra work
a
evenings.'
"Next
careful
notations
"The
covered
of the
business
the
offices in which
district,making
lights were
explained that
I
office force
the
equipment
I knew
the
particularly emphasized
supper
alone
money
would
soon
fact
to work
evenings,
the
saving in
that
the
for
pay
of obsolete
because
that
obliged
was
burning.
formatio
specific in-
with
following day I called, all primed
I
and
I
evening
appliance
I
represented.
"I
made
sales.
some
Not
only
good prospects, but, because
knowledge
the
of
vigorously and
traceable
to this
this
How
business," said
the
his
is
competing
"Years
a
he
Big Account
a
quality
every
sell
can
of
doesn't
are
offered
salesman
at
has
nothing because
some
in
count
does, particularly in
"It
manager.
i)ersonal friend
one
cally
identi-
the
connected
in
men
pm*-
with
a
concern.
ago
I
sellingplate
was
dominated
field
was
was
city salesman.
prices and
biggest orders
and
friendship
price. Almost
same
territory to whom
chaser
that
say
sales
a
Secured
goods of identical
where
cases
to
this
I pursue
simple idea."
Salesman
is foolish
"It
Now
best
of my
more
was
canvass
delivered.
convincingly
larly
assailingparticu-
previously acquired
of my
affairs,my
consistently. Some
method
are
of
status
I
was
by towr
quotations
and
window
big houses,
selling combination
A
on
an
for
glass.
one
of which
served
absolutely equal basis.
22
The
to
I
keep
There
TO
HOW
there.
was
of
He
'''There's
method
of
a
noon
with
me.
bigger orders
A
just this
for
few
big
order
days after
'
"And
that's
I controlled
required about
I had
that
a
salary took
my
"It
as
You
this
was
It wasn't
to
ning
begin-
to
others
carefully saved
place
spent
my
at Blaisdell's office.
grip
will be divided
cent,
business
after.
placed there-
was
achieve
this result had
As
soon
as
on
this
profitable accoimt
In
when
concern
my
fact, it
was
naturally
than
more
to
my
accepted another
ours
cold-blooded
altogether hypocritical. I
its
convinced
was
contributed
policy of mine
to
of this with
cent,
per
four-fifths of it. To
sincerely. As
out
of consolation.'
sort
a
factor, too, that
call this
80
of 20 per
Blaisdell's
way
sales manager
may
as
jump.
a
three
I called
place
to
balance
year.
firm
a
the
was
new
air.
The
the
I and
I had
return
my
fellows
other
the
game
a
go
Duffy began
and
woods.
instructed
you,' said Duffy.
among
a
purpose.
in the
was
been
"'I've
Maine
in the
"A
Blaisdell
'Let's
up.' That
engagements.
arrived.
vacation
talking about
size him
then
series of
weeks
started
Leatherbee's/ he remarked.
at
"Autimm
and
professional golfer demonstrating
together and
lunch
two
down
sat
a
up
GOODS
played the previous Sunday.
had
golf we
MORE
SELL
and
doubled.
ment
appoint-
position.
ical.
hypocrit-
dell
to like Blais-
grew
being cold-blooded, well, business
is business."
Salesman
This
Went
Over
and
Agent
"For
Barker
never
in
a
long time
I had
Landed
received
car-load
the
lots
trying
said
a
to
paper
slightestencouragement.
from
the
mill
24
for
the
Purchasing
Order
an
been
Corporation's business,"
of
Head
the
get
a
slice of the
salesman, "but
As
they bought
distribution
to
their
TOLD
A
IN
branches, their business
it.
controlled
and
day the usual
it
as
lay in
time
"'It's
what
you
submit
to
that
graft
we'll do.
We'll
below
cent,
request for
figures?'said
actual
submit
after the
Then
cost.
believe that old
I don't
for this sort
nothing
bid
our
interview
lose
to
went
the
behind
was
the
explained the
with
samples, tester,
Mr.
"'Now,
good
your
records
order
was
10 per
Bryan-Martin
Barker
man
people
with
would
the
stand
But
I've
actual
cost.
gain.
to
and
I
awarded;
below
of my
where
we're
It
was
deUcate
a
Barker
Maybe
steer.
visit;
my
out
came
flat-
suspicions of Miller; flashed
of
carbon
cost;
samples
of favoritism.
for
bid.
our
I, 'Miller's
of dollars
the
test
at.'
25
a
figure
it with
compare
with
an
paper-tester.
office.
wrong
poUcy
ascertain
demanded
and
automatic
the
Company.
equipped
was
old man's
thousands
and
Barker's
at
an
below
cent,
Bryan-Martin
Barker,' said
many
considerably
we'll know
the
reason
assertion
an
per
president.
Possibly I had
himself
a
to
into the
shown
was
you
'I'll tell
that's about
everything
mailed, 10
was
with
moment.
my
and
product, also with
oiu*
footed
There's
try it,'agreed Thompson.
to
da3rs later I called
few
"I
*
boss.
my
hope of its accomplishing anything.'
"A
"I
me.
purchasing agent's head
harm
any
usual, the job
of
to
over
office,
our
thing.'
do
won't
"So
As
of
the
bid
a
evidence.
little
basis.
exposed,' I repUed.
was
over
'We've
the order
into
came
tinned
was
get the job, I'll go
"'It
bid
a
relative
a
that
upon
who
man
there.'
chance
no
simply
territoryit
my
bother
"'Why
great deal to the
a
purely and
alwa3rs awarded
"One
meant
purchasing agent, Miller, was
of our
of one
competitors, and
The
of the sales manager
was
SMOKING-ROOM
PULLMAN
the
our
poUcy
year.
at
is
Let's
which
costing
consult
that
figures,which
competing
papers
last
are
and
TO
HOW
"As
at
our
Barker
"*
feeble
that
saw
sue
his
what
Martin's
"And
he
show
in
this
was
of
case
order
tie
a
'phoned
somewhat
"I
aim
to
that
"Here
"
will
a
but
save
you
and
Bryan-
I can't
expect
to
at
was
the
to
our
installed.
once
lowest
petitors.
com-
bidder, and
had
we
to
rendered,
Questioning
the
foimd
I have
that
cross-examination
a
a
method
yields good
sults,"
re-
salesman.
way
to
series of
a
by summing
then
conclusion
one
is about
'Is it not
below
coimtermand
a
affiimatives
extract
planned questions,
prove
room.
cent,
'
the
always get the business."
we
successful
a
the
gratitude for the service
resembling
said
like
during
president.
sellingdifficult prospects,
In
'I'd
concern
from
agent
Selling by
"
this
6 per
at
a
short.
cut
sneaked
awarded
the concern's
stammered
reply.
my
were
He
up.
cost
purchasing
new
orders
competitor's.
our
originalfigure.'
promptly
A
order
showed
test
oflF/said Barker.
you
Miller
it at your
"'Certainly,'
Future
employer
figures?'inquired the
take
to
you
take
you
was
you've
past four years.' And
"'Will
The
ours.
the
he demanded.
game
will pay
for
you
the
which
cashier
"'The
than
received
for Miller.
explanation?
the
defense
had
considerably tougher than
rang
What's
"Miller
to
be
higher
cent,
per
to
paper
Then
GOODS
suspected, Bryan-Martin
I
price 30
a
MORE
SELL
can
be
interview
the
evidence
the
up
drawn
carefully
"
a
purchase.
proceeds:
true, Mr.
Jones,' I inquire,'that if this machine
the
of two
labor
employees
its
purchase will be
good investment?'
"
'
Yes,' replies the prospect.
"'Is
it not
evident, from
the
26
testimonials
which
I have
IN
TOLD
shown
A
this is what
that
you,
SMOKING-ROOM
PULLMAN
which
were
confronted
which
meet
you?'
it has
with
accomplished in
practically the
concerns
problems
same
"*Yes/
"'Does
it not
equal, if
logicallyfollow that, everything else being
competitors
yowr
do, they will eventually have
a
lower
at
operate
distinct
a
than
cost
in
advantage
you
gaining
market?'
"'Yes.'
"'Does
the
not
offer of
our
privilege of returning
obligationif at
its merit
the end
of
^afford you
"
free installation
a
machine
the
without
thirty days it has
complete
have
to
you
"
c^t's
one
demonstrated
not
protection?'
"'Yes.'
Mr.
"'Well, then,
problems
your
that
don't, they have
it you
are
claim
(and
facts
that
and
the
yoiu-
at
"
In
that
one
most
this blank
risk and
cases,
is
there
cent, and
no
it
that
proof
Jones, in the
can
you
applying
for
a
light of these
conclusion
to make
for you
we
will) it is
the
escape
what
is to put
thirty-day trial,entirely
a
expense?'
the
way
in which
are
3rou
by installing
if it will do
that
solved
it and
use
that
that
me
been
have
of you;
logicalmove
proper,
to
our
advantage
attitude, how
your
that
competitors
^then, Mr.
"
agreed with
have
those
to
testimonials
our
name
the
you
if your
risking one
not
investment
good
similar
are
by this machine;
Jones,
he
prospect
of
hesitates
a
extricatinghimself
finds
himself, and
reflects
moment,
from
the
dicament
pre-
signs. Sometimes,
however, this is not enough.
"'But
cases
my
you
"'That
then
give
have
a
are
not
identical
named,' he sometimes
is the
remark.
it
problems
with
remove
trial?'
27
that
of the
objects.
only question remaining in
'If I could
those
your
mind?'
objection,you
would
I
TO
HOW
"Then
the
comes
problems
machine
has
one
has
said
point.
This
"Then
when
resemble
those
'
that
You
that
concerns
is to
I force
of
others,
Mr. Jones, that
recall,
you
not
convinced.
on
with
compared
like
more
to force
a
almost
It works
sale of many
in
has
4ozen different angles," remarked
an
"Only
canvass
to
with
proof,with
a
life-insurance
It consisted
me.
styleof selling,
five
points
three.
3. The
systematic procedure
to
been
28
mere
a
less
doubt-
commodities.''
analyzed
been
salesman
parts:
thoroughly
for
me;
advertising-man.
closing,with
makes
well with
other
of three
be
It
the prospect feel
findings have
valuable
many
recently
a
it.
Selling
sale
unquestionably
of
your
he does
effort to get at the truth than
Team-work
psychology
put
questioner's reasonableness.
the
the
that
presses
simple affirmation, is that it im-
himself.
it's applicable to
to
always
sale. Still further,it makes
he has convinced
"The
time
remove
admit
trial? You
is the
And
usual
honest
an
state:
said that if I could
a
do
machine
the
as
this cross-examination
prospect with
the
attempt
the
boldly
now
this blank.'
far
so
machine
Then
this
upon
his problems
that
in
least
at
he
that
effectuallycovered.
admission
an
his
still another
advancing
been
to
now
soxmds
his
has
fact
the
ess,
proc-
into
work
question hinges
prevent
this feature
this
During
emphasize
the
where
research
entire
the
''My theoryregarding
that
of
hesitate
down
name
those
some
objectionyou'd give the
you're
as
to
involves
concerned, I do
"
that
successfully applied.
been
objection when
is
similar
in all essentials
him
routine, I unobtrusively
himself
GOODS
show
struggleto
are
often
which
office
MORE
he replies.
"'Yes/
his
SELL
efficiency.
a
"And
established.
explained
1. The
covered.
seven.
from
his
nation,
expla2. The
Of course,
this
TOLD
IN
''There
sale.
the
A
however,
are,
And
one
prospect.
face
We
us.
second,
''In
aid
half of the
There
is
he
like
then
For
the
find
again
of
claims
devote
conduct
certain
to
canvass
proceeds without
unobtrusive
idea
any
Then
applicable
Perhaps
when
in the
to
in
is
thought
by
a
canvass.
a
use
In
quence,,
conse-
Each
man
and
of
a
one
is
he
closing a
are
code
of
man
to
program.
rehearsal
tongues
will find the
ing
presenta
continuity of the
a
we
in action, the
are
the
year,
to
work
our
addition
As
passed from
lines.
salesmen
a
factor,
an
dollars
we
By
line,two
of
force
mean
with
selling,
many
any
other
of
hitch.
a
break
of team-work
prospect in almost
one.
it.
signalsthe solicitation
without
is
our
specificphase
selected
upon
of
or
fact.
convincingly.
rehearsals
a
four
indeterminate
considerable
clearly and
with
exerted
that
client may
new
great
a
with
moral
thirty or forty thousand
our
talk
a
is
masse
the
reason,
a
it pa3rs to
"This
en
case
explain,but undeniably
a
client,and,
appointment
an
greater than
Here
that
another
our
some
acquisitionof
represents
make
to
an
we
problems
team-work
that
is
income
our
find
is much
single individual.
"As
services to the
owr
a
sell every
can
profession,two
my
in
represented by
living who
In
present
soUcitation
difficult to
factors
product to his public.
present.
us
group
to
calls.
in selling. We
prospect and
transaction
man
organization,we
our
five of
no
first sell
must
sell Ma
indeterminable
many
is that
whom
upon
man
SMOKING-ROOM
PULLMAN
hand,
beforedifficult
better
than
tip of value."
"
Slipping It Over
"A
salesman
good
signing of
remarked
the
a
order-blank
sales
seeks
always
with
"a
manager,
attitude" this aJtbou^
the
an
sort
to
surround
air of casual
of
actual
certainty,"
taking-it-for-granted
writing of the
29
the
signatme
may
HOW
be
TO
SELL
culmination
the
MORE
of much
GOODS
and
thought
effort
his
upon
part.
that here
experience,if not instinctively,
from
knows
''He
the last ditch
at which
prospect makes
a
many
By pretending to ignore its presence,he
by his
hurdhng it, accompanied
'
Please
place
your
name,' but
rather, 'Just scratch
Jones,' and
very
operation of signing in order
during which
reflection
"I
that
note
the
so
of
John
is
that
say,
full
been
lost.
manship.
applied in printed sales-
magazine.
a
of silent
moment
folder written
a
securing subscriptionsto
doesn't
Henry here, Mr.
sales have
I received
Yesterday
easily
Jones, signingyour
to avoid
idea
in
talking right through the
on
many
same
He
customer.
your
likely he keeps
his final stand.
often succeeds
signature here, Mr.
is
for the purpose
It wound
as
up
follows:
"DON'T
"Don't
bother
SEND
to inclose
check,
a
post-card will do, and
is easier
the
your
will solve
you
pen
of this card
assuring
wiU
and
to write
even
or
and
Magazine
ideas
new
letter.
a
quicker. With
entire business
bring the Blank
valuable
you
MONEY
for
to you
and
stroke
one
The
problem.
a
The
of
mailing
whole
year,
against
insuring you
costly failures.
"Last
"24
''You
Isenies of the
the
see
investment
is
Just
line of
idea?
Chance
Blank
at
the
Present
$4
of
spending
money
closing argument
self-addressed
a
the
thought of making
The
featiu'ed; that
beneath
Oppeb
post-card
to
was
be
Rate
a
profitable
nated.
subordithe
rated
perfo-
detached
and
mailed."
Handling
"There
are
buyers,
a
Recalcitrant
not
salesman, reflectively,"who
salesmen
one
of the most
many,
to
consider
valued
30
Buyer
be
the
sure," remarked
a
ing
privilege of insult-
perquisites of their jobs,
TO
HOW
else,he has his vuhierable
one
he's
crank
a
the
of the
points.
coins to him
I mailed
day
which
ing
Extract-
see.
it. ''Oh
yes,
he'll
and
him
rapidly
clipping about
a
step of the
in the
discovered
frigate Portsmouth
old
''
Let's
pocket, he consulted
Talk
other
coins
ancient
some
coins.
on
Only
melt.
his
from
note-book
a
GOODS
MORE
SELL
mainmast
they're dismantling
up
in Boston."
"What
also
is that
of the
Knight
a
volume?"
mysterious
"A
Grip.
inquired Ransome,
of Who's
sort
Who
of your
prospects?"
that,"
"Just
"A
the
"And
pages.
it over."
reply. "Look
customer," remarked
for each
page
turned
the
was
line for each
a
Ransome,
subject."
he
as
He
read
aloud:
"'Stevens, L. J.,Rochester, New
Politics.
Republican
Hobbies.
coins
Old
conservative.
very
"
and
York.
relics of
also
stamps;
the
Mound-builders.
Favorite
Sports.
Not
Motor-boating.
baseball
a
fan.
Not
Religion, if any.
Personal
at
'now
Topic
Likes
Cornell.
Latter
Last
Data.
an
the idea?"
"I
a
that
I need
handle
a
track
Coins.
his
boy William
team.
His
Married.
boy's
ments.
achieve-
Unsociable
Requires humoring.
he
inquired,as
big territoryand
this device
line in which
those of my
on
about
first
on
Don't
oppose
argument.'
''What's
cover
member.
to talk
Discussed.
acquaintance.
in
church
Interests.
Miscellaneous
him
a
see
my
to reinforce
price and
competitors,sales
33
are
he returned
my
customers
memory.
quality
made
are
the
so
book.
note-
seldom
And
as
I
identical with
ourely and
simply
TOLD
IN
through
A
PULLMAN
SMOKING-ROOM
This
personality.
little book
has
proved
be
to
a
life-saver."
"A
and
mighty good scheme,
I believe I'll adopt,"
that
one
repliedRansome.
'^
There's
'^Each
delicate
a
is
man
previous should
have
lubricates
started
made
Young
'the
dignity of
nearly put
city,recently, "and
em
nothing
myself and
began
"I landed
that
here with
But
cases.
thronging.
Just
life-insurance
"
The
I'm
hero
know
and
of
dollars and
to
degree;
my
I could
traditions
the
book
get out
morning
a
to
and
men
of my
showed
the proper
waited
for clients to
been
have
for
season
poor
a
throng
thronged the first month;
man
novel.
a
as
up
it must
game,
many
ended
"One
tumble
a
money.
few hundred
began
steps in at
how
man,
that there's
couple of offi'^es,
adopted
a
one
situation
just this
always
I
he
was
salesman.
bucked
no
when
growing West-
a
I took
that
corpse
the
was
coimt
until I reflected
some
a
the
lawyer in
magisterial facial expression,and
a
for
down
young
a
Out
profession,'that
the
me
a
to make
promptly hired
in with
tainly
cer-
all.
was
"I
of months
impi^ssion. It
an
Wins
it wasn't
dignified as
so
deep
so
Lawyer
practise," said
to
conversation
Davis.
sales."
A
"Dignity,
bugbear that
his
pleased that
said
implied,"
compliment
get
'
on
my
finallywon
In
the
nerves.
out,'I reflected; 'but
But
in real life have
started
Now
if I
just
I'd
were
business, but
stir up
and
rich
story-books, a
last moment.
agents.
Sterling
Peter
out
the
insurance
dignified
tactics.'
profession won't
permit such
I
little
figuring. My
over
one
began
balance
of
to
a
do
a
little
33
like to
lawyers
as
an
client
himdred
book
bank-
dollars.
HOW
office
My
dollars.
seventy
"There's
I'm
''Filling
soliciting
I
etc.
Ustener
I
be
I
saw
when
case
the
of
for
work
suit
damage
to
injiu^
had
sued
for
Now
came
attack."
I returned
few
a
my
my
from
little
clients
a
impress
that
departed.
that
see
practically
In
office
accounts
to
previous
every
with
of
a
and
a
merchant
one
and
over
collect,
desire,
particularly
gressive
ag-
result
The
my
to
my
had
he
been
dollars.
kept
I
And
business.
practice
old
was
day.
couldn't
bad
not
days
I
arose,
delivery-truck
The
thousand
a
did
I
defend.
thereafter
up
of
worth
I
to
reception.
that
men,
requesting
after
one.
any
courteous
which
child
I
police;
most
systematically.
stirred
year
a
five
"Daily
section
was
business
of
t3rpe
a
dollars'
hundred
two
the
first
straight
a
designed
services
my
on
city,
the
talk
then,
the
horrified
accorded
day's
for
prospects
called
was
minutes'
need
methods
I
creditors.
real-estate
to
new
erudition,
my
in
I started
merchants,
although
few
a
thirty
one
conclusion.
my
dodging
about
cards,
covering
gave
up
about
"No
with
that,
with
called
was
something.'
campaign,
lore,
action/
get
it to
reduce
would
week,
dignified
pockets
my
to
got
very
explained
legal
the
'I've
start
to
following
the
nothing
going
in
due
rent,
GOODS
MORE
SELL
TO
netted
come
straight
not
a
That
me
to
it, covering
at
me,
was
the
office-to-office
down-town
but
passed
week
five
seventy-five
but
the
nucleus
years
of
book-agent
Last
ago.
himdred
my
I
that
dollars.
business
method
of
II
SELLING
A
Salesman
theaters
is
other
to
in
line
the
quite
is
as
man
a
which
his
he
belongs.
line
of
vacations
said
work
So
quite
ever
^that
"
with
so
is, if he
nothing
me,
salesman's
another
study
in
salesman,
a
is
nothing
own
to
Nature
work/'
certain:
as
Human
spends
at
his
interesting
as
Grasp
actors
thing
DIBECT
always
actor
an
''One
interesting
is in
that
watching
recently.
Didn^t
Who
is said
'^It
CONSUMER
THE
technique.
"Last
with
week
While
agency.
in,
and
"It
my
friend,
of
Mr.
"'Now,
can
the
see
when
for
standing
idea
adapted
you
tenfold
my
he
had
friend
to
made
Carvell,'
the
yourself
of the
and
for
he
applied
the
of
you
purchase
these
agree
from
their
price.
35
in
of
approach
the
his
arousing
the
to
My
promising
books
in
his
mistake.
impressively,
remarked,
value
writers,
one
which
concern
salesman's
advanced
fatal
a
sent
was
advertising.
difficulty
take
advertising
card
a
with
The
no
he
and
local
admitted.
be
dealing
had
he
a
salesman's
he
interested.
criticism;
of
represented
man
books
was
inducing
hands
own
the
of
set
interest,
prospect's
stage
a
naturally,
beyond
was
that
developed
a
that
orders
gave
reminiscences
exchanging
proprietor
talking
were
friend
be
to
is
who
we
published
had
happened
friend
old
an
I
books.
with
You
me
experience
Here
is
recognize
that
would
another
'you
one
good
repay
point.
HOW
Doesn't
it
Elkins
the
TO
something
mean
to
GOODS
that
you
located
Agency,
their
are
he went
Mr.
and
the
eulogi^g
on
he must
Temple, who,
have
of
distant,
by purchasing?
flashed
them.
standing of
abilityand
the
Temple,
block
a
volumes
he
signed orders,' and
Mr.
only
testified to their belief in these
Here
Elkins, of
Mr.
largest in this city,and
the
Agency,
Brown-Temple
have
MORE
SELL
known,
Then
Elkins
Mr.
competitors
were
of Carvell.
I don't
'^Now
but
I do
how
bitter and
the
for
he
exit.
but
minutes,
few
had
He
considered
in
change
enough
the
his
The
realize
to
book, and
attitude, fought
desperately
and
finally surrendered
of his strongest
nounced
an-
salesman, puzzled
killed the sale by talking too
one
Temple,
or
professional jealousy.
interested.
not
was
well
nature
is
Elkins
froze, returned
promptly
abrupt
a
human
inevitable
that
about
anything
tmderstand
"Carvell
at
know
his
made
much.
What
he
really militated
arguments
against him.
"A
of
grasp
few
a
indispensable to
that knowledge."
This
Solidtor
"It's
no
the Braman
a
recent
and
once
arrival
in^ the
back
worked
on*a
criticism.
you
in and
thousand
as
in
Too
a
year
"
Millard
His
much
He's
he
bad.
to
are
as
hint
That
some
a
you
opinionated old
his
joke
of the
they
36
can
own
he
Braman
is
copy
city, but
be
if
improved
whipper-
young
is worth
agency," and
ass,
administration
conceited
account
of
Braman,
thinks
that
Spot
partner, Stanton,
new
an
the
lacked
Vulnerable
remarked
to his
is
nature
apparently
Fillmore's
ads.
call
human
one
Hoskins,"
city.
in
Hoskins'
newspaper,
likely to
he's
snapper.
Man
Advertising Agency,
beyond
upon
Old
seeing old
beeause
go
This
salesman.
a
Found
use
factors
primary
three
or
frowned
four
as
recalled
he
''A
"
*'
business.
seeing his
other
with
in
"
idea of
the
office, several
recognized
this
I want
thoroughly
minutes
Five
etc.
of
posted
of
the
pros
his
ads.
soon
of
Hoskins'
Finally, one
to
agency's
out
this modest
period
day
yoimg
posted
was
men
the
to
it
required
bring about
Hoskins, who
man
who
left
had
was
so
Hoskins
chair
in
discussion
of
ling
hand-
of
pective
pros-
shortly the
taken
quick
stead
in-
office with
the
happy
old
fiction
were
several i^alls
this
sands
thou-
Proofs
this"
I'm
habits,
me
method
have
would
But
save
desk;
of
handling
buying
deep
If
dummy.
a
favor
stranger,
a
in the
Hoskins'
advertising
proper
accoimts.
new
were
you
great
a
may
proper
I'm
name.
on
local
soon
Hoskins'
that
As
time
conditions.
was
my
ask
to
media,
of
cons
fact, Stanton
months'
best
your
caller
business.
understood
obtained.
covered
laying
was
two
and
of
one
man
the
scene
is
seating himself
dollars," and
proffered him,
The
the
on
conversation
local
on
I
on
of
his
regarding the
just
I've
man
new
come
advice
your
accoimt
an
not
I've
conmiunity.
you.
of
and
brings
runs
Elwood,
man
"Stanton
of the
one
as
this
Hoskins."
here
arrival
new
the
to say
even
stuff he
continued
later.
days
bull
a
merely for the pleasure of
Now
the
posting
Probably
at him."
feeble
Braman
morning, Mr.
''Good
flag at
The
print.
And
"
red
a
Stanton.
remarked
shot
a
advertises
He
name
hand
light.
subject now.
the
on
taken
him.
'advertising'to
no
in
has
Yes, it's like waving
him
the
see
pretty touchy
in town
agency
word
a
Company
Hoskins
make
to
diplomatic handling/'
he's
I suppose
every
Brush
for
case
DIRECT
fruitless attempts
numerous
Hoskins
of The
CONSUMER
THE
SELLING
covering
a
culmination.
quite
and
a
fancy
ready
to
accept his suggesticms,remarked:
"I've
been
thinking it
over,
37
Mr.
Stanton, and
I've
con-
HOW
eluded
that
staff
Your
''And
time
haven't
develop
going to
GOODS
Hoskins!"
it over
turn
to yoyr
cost
from
the
in the
men
advertisingthe
me
fallen
heard
he
You
have
must
him!"
it pays.
It's not
"
first time
I've used
that
just
the
sell merchandise
can
have
when
you're all right.
more
any
business
No, merely flattered him," repliedStanton.
You
agency.
magazines."
ejaculated Braman,
"Stanton,
news.
give my
to
ideas; it won't
my
the best strong-arm
hypnotized
"
MORE
pocket the commissions
with
the
simply
can
can
you
down
I
SELL
it requires. I'm
attention
and
TO
way
If not
method.
that
well
as
done,
over-
sional
profes-
as
services."
Strategy
$70,000
Sold
Worth
Art
"Doubtless
there
dealer, ''but I'll wager
"One
lines combined.
of the
biggest sales I
I'll tell you
about
lery,we
sat down
brush
^a new
"
are
couldn't
of Los
get
and
heaviest
of
Taft
Himtington
a
made
of them
more
was
the
due
to
art
than
strategy.
lights in his g^-
magnificent example of Brangwyn's
refused
buyers of pictures in this coimtry
of Philadelphia,and
Cincinnati, Johnson
Angeles.
hearing.
inspection. Said
York
a
ever
an
acquisition.
of the
"Three
to-day
before
has
trade
switching on
it," and
this
trade," said
in every
my
other
two
any
that
for
Picture
Dealer
tricks
are
of
after
was
wouldn't
permission
me
he
He
I
to
alwa3rs bought
deliver
trio,but
ment,
establish-
to my
come
on
of the
one
pictures for
my
advice
the
of
New
experts.
"One
afternoon
I
canvasses,
among
them
Boecklin, and
Melchers
carefully packed
examples
of the
from
modems,
the
38
of
some
work
and
my
of
choice
Sagantini,
also several
HOW
"I
TO
should
MORE
SELL
have
known
door-bfeU-pfulling
job. My
that
these
expenditures;
fixtures
that
GOODS
better
than
canvass
is
have
to
tackled
corker; I
a
they
both
ftavef
rather
and
gas
strate
demon-
can
represelit investments
this
than
but
eyes;
it's
diflBcultyof reaching the buyer that's flooring me.
the
maids
turn
of ten.
me
If
past the
sale."
only I could
with
And
''Look
main
I'm
to
going
flash
Then
it,walk
where
the
avoidirlg
well
the
when
in, and
mistfess
a
in his
hand
to
maid
demand
real
the
houses
In
tactics,
same
until
errand
'Gas
door, just
the
bell,follow
of ycfur
Monday.
mistress.
the
we
that
badge, marked
answers
see
the
answers
disclosure
to
after
idea
an
try it out
to
nickeled
a
resignation.
thing, but
Here's
you
the
manager,
sell this
can
the
boarded
sigh, Williams
you've got
inside."
"Mr.
Elkins, you've struck
enthusiastic
bet
with
getting
in closing the
diflSiculty
no
I want
calls out
of
method
some
right scheme.
equip you
Inspector.'
nine
expostulated the sales
to-day and
me
to
out
story, "you
yet struck
occurred
scheme
office,prepared
here, now,"
in about
door
despondent
a
hearing Williams'
haven't
the
guard, I'd have
outet
for the
car
from
away
The
it will work."
the
response.
"I'll
And
it did.
work
weak
one
spot,"
try it Monday
His
liams'
Wil-
was
I'll
and
method
plicity
sim-
was
itself.
Upon
cursory
making
gaining
inspection of all the
cabalistic
Then
the
he
entrance,
an
notations
admission
short
a
came
the
on
would
fixtures
in
a
accept but
the
a
Williams
nominal
regular bill in
that
in
a
easy
few
carried
of
in
a
ground
the
of
grip.
the
The
offer
instalments, coupled with
the
time
40
the
ess.
proc-
improved
the
to
months'
floor,
lights were
balance
down,
payment
a
lighting problems,
sale
his
make
to
during the
that
owner
imsatisfactory, leading logically to
fixtures,which
the
on
note-book
discussion
part of the
proceed
fixtures
would
go
to
on
zation
realipay
for
themselves
closed
decrease^
m
it's all due
Novel
article to sell through
Successful
of them
book
The
Jewish
field
in New
is particul^xly true
advertising.
to
Some
large rewards.
in
dollars ^. year
thousand
eighty to
York
It
encyclopedia.
York
was
City,
hundred
one
was
ago,
years
high-priced edition.
a
plainly was
And
Hebrews.
ninnbers
City's population
that
some
prosperous
among
of this race,
million
one
difficult
th^ most
responses
net from
great many
obviously
New
as
This
Man
this
for
are
reap
twenty
as
publishing-house
a
oommi^oDPi
week.
per
issued
books
however,
high
A
commissions.
Books
canvassing.
men,
as
earn
dollars
that
supplied through
not
are
Sold
Which
Approach
generally conceded
if leads
bis week's
he counted
as
thirty dollars,the following Saturday.
totalingover
It is
this littletin badge," remarlpsd Wil*
to
liams to the manager,
A
eoiisiupption,invariably
gas
the sale,
''And
A
DIRECT
CONSUMEIt
THE
SELUNG
the
approximately
place
seek
to
sales.
far
By
himself
into
the
business
his
on
star
salesman
elevator
that
a
who
asked
view
to
canvass
half made.
an
being broken
pointers.
office-buildingin which
your
waa
pickmg
of
But
agents
to
point," he explained,
the
was
of
permission
main
vass.
opened
day
corps
up
accompwy
The
readily acquiesced.
an
day, ''is
at
one
of the
man
young
rounds, with
him
''The
A
Hebrew.
a
the
successful
most
to
very
if you
opening.
focus
without
But
the
command
No
they ascended
as
he intended
to
operate
prospect's undivided
tion
atten-
one
wants
his interest
at
to listen to
once,
then
permitting interruptions, your
you'll see
how
office door.
41
in the
I do
a
c^n-
continue
sale is
it,"he concludedi
""
he
HOW
TO
desk, and
that
entered
they
empty,
he
looking gentlemen
Bang!
went
the
by
victim
this
Jew!"
a
are
exits,prepared
a
so
chair
am
I
ranks
number
make
hope you
victim
the
impulse of
and
one
be
and
clopedia.
ency-
stared
in stentorian
at
of
tones,
office.
the
up
proud
our
among
greatest figures of history,
the
financiers, composers.
the
we've
part
must
we
and
play^
this magnificent
possess
then
demolished
had
prospect's guard, and
he
opened
along conventional
opportimity
an
tactics.
defensive
same
had
hmnor
of
being
find
his
race,
a
certainlygained
the
come
Jew
accuser
the
as
him.
as
and,
a
though
admitting
as
novelty of
the
But
Following
his
reaction.
To
it
were
a
grace,
dis-
that
he, too,
element
which
the salesman
prospect's attention.
42
lines,
bring forward
to
injected a comedy
the entire transaction
was
Publishing Company,"
White
completely demoralized
to
preliminary
the
had
anger,
all
down
of the
accused
of the
lubricated
of the
great race;
a
affairs
agent
tested
had
find himself
was
of
Had
have
and
attack
first
the
would
his tried
top
the desk-
on
anxiously inepect the
to
We're
world's
Blank
Mr.
am
down
occupant
arts, statesmen,
redoubt.
the
dignified-
a
by the proprietor. "I'm
are.
battered
defenses, had
"I
the
blow
one
over
was
'cyclopedia,"etc., etc.
new
At
the
at
thoroughly appreciate
pla3ringin
are
figures
a
some
geniuses in all the
to
of
inches
agent
began
seating himself
and
we
row
a
top
flat-
speedy getaway.
the agent, mildly, drawing
I," continued
to
of it and
But
the
shouted
point the neophyte
''And
a
volmne
one
several
jumped
accusing finger
leveling an
At
was
at
establishment.
proprietor of the
vigorously slammed
It
to
Seated
up
entrance,
happened
in astonishment.
intruders
''You
their
salesman.
star
checking
^the
"
book
a
The
the
in
noticed
hardly
office.
inner
an
absorbed
so
which
the anteroom,
Passing quickly through
be
GOODS
MORE
SELL
claimed,
THE
SELLING
It
required about
walked
salesman
DIRECT
CONSUMER
minutes
ten
with
another
High,"
says
out
close the
to
the
And
deal.
forty dollars' commission
to his credit.
t"
^M
s
rule/' said
a
nearly
hundred
one
man,
the
home
to
in
thousands
I took
of
fact
charges
bigger
the
brought
was
for my
present
organization which
industrial
osition
prop-
employs
men.
little success.
tumble
of the
to
subordinates
on
price looked
The
resolved
myself and
whose
man
a
company,
and
too
to
low-salaried
Finally
high.
tackle
dent
presi-
the
salary exceeds
that
of
He
ceived
re-
country's chief magistrate
our
found
"I
and
difficultyin obtaining
no
courteously and
me
seemed
briefly. He
to leave
literature
my
promptly
"
The
rest
and
too
was
audience.
proposition clearly
my
favorably impressed and
and
call
asked
me
that he himself
me
Next
again the following day.
Before
and
intended
know
business," remarked
through
I got
by the force
the
of the
plant, signing
through
I had
secured
dent's
presi-
up
men
nearly
seventy-fivepupils."
The
never
Backed
easy.
I sailed
left.
hundred
"You
an
to enroll.
example,
right
I stated
he informed
day I returned, and
one
''the
This
foothold
a
days I worked
some
a
which
commerce
for its course,
to obtain
famous
a
with
of
sents
repre-
now
only recently.
me
anxious
"For
dollars
who
salesman
easily he's interviewed.
more
was
men,
school
Solicitor
this
successful
a
correspondence
a
"I
Aim
Sign
on
just
the
the
where
Office
you're going to
proprietor of
43
Door
a
unearth
big manufacturing
pl"tnt.
"I
"
of
a
I billed
worth
of work.
a
they
a
Three
which
occurred
in my
sticks
at the
I knew
httle
I'd get out
that
me
later,
five
next
dollars'
factory.
own
Weeks
few
a
facture
manu-
months
thousand
but
after
I
mind.
time
the
into
operating end, and
do in
I could
what
see
just bought
had
and
about
and
next
during the
hundred
two
over
sat
versation
con-
for the
company
office,and
youngster
concern.
concluded
as
Finally they built their
in business
was
this
for
incident
ah
started
"I
them
met
attachment.
my
whose
two
Pullman.
a
organize
to
into
came
years
"But
of
shoe-machine
of them
to
help overhearing
not
planning
were
GOODS
myself
smoking-compartment
They
one
MORE
introduced
(OTlce
I could
in the
SELL
TO
HOW
rustling
business.
few
of
elevator
I
jobs.
small
obtained
leads
"Through
Late
from
afternoon
one
I
office-building,and
an
preceding
name
going down
was
I
as
glimpsed the words, 'Automatic
The
lawyers I landed
patent
hidden
was
the
m
passed the fifth fldot
Telephone
'Automatic'
a
Co.'
by
on
a
door.
ing
obstruct-
an
comer.
"'What
is that?' I reflected.
concern
"I
glanced
at
watch.
my
bother,' I mused.
elevator, went
I walked
they're
to
up
in and
'"Glad
you
the
financial
next
a
"Within
and
three
months
see
at the
another
and, boarding
with
card, I stated
my
replied.
backing
if
we
during the subsequent
bring
we
can
were
four
44
his desk
just rollingdown
man
I'll
week
I won't
*I guess
fifth.
found
immediately.
plant
impulse
an
called,' he
for
late.
was
to-day.' But, arrived
late
Presenting him
go home.
It
'It's too
floor, I obeyed
street
and
if
intelriewing?'
worth
"
'I wonder
'We're
and
begin
engineer
our
errand.
my
just closing
will
over
to
to
rangements
ar-
facture
manu-
to
your
get together.'
at work
years
We
for that
did
one
company,
hundred
CONSUMER
THE
SELLING
dollars' worth
seventy-five thousand
aad
To-day
business
But
have
we
course,
also
often
thought
how
I
near
pf securing
our
own
products.
not
bothering
to
came
job which
for them.
reallyformed
the
present success."
of my
foundation
pianufacture
that
up-stairsagain t"o get
to go
of work
methods
systematized
more
and, of
I've
PIBECT
"
Selling Securities
''I
sell
looking
to
securities/' remarked
young
all the
'"
which
leads
turned
are
successful
So
wcHuen.
Often
to
am
asked
I
the confidence
most
men
successfully and
the
fact
women
from
means
more
rascal w^o
or
that
able
easily. It
to
to
the
Among
in
to
than
a
secure
stood
to be well under-
think
and
women,
simple.
sexes,
plain
ex-
I
that
have
the
It may
Wallingf ords who
I say
hundreds
of
promoters
financial recompense.
a
block
credulous
infest
like cant
sincere wb^^
lures of the fake
to unload
some
Sell yourself
sound
prevented
own
my
It consists
sellingsecurities.
spoke in the wheel of
just about
upon
to
h(^)elessto try tp
thoroughly
am
efforts
my
me
stock
mining
sex
formula.
than
I
am
seems
it is
the rest is easy.
I've put
was
now
other
apply in selling to the two
feel that
succumbing
after time
Time
it is I
tactics
I think
but
so,
say
that
explain why
so
sellingoneself rather
to
the
solution of the problem is very
"The
in
office from
secret
some
possess
chiefly
in this ^eld that
into the
intricacies of finance
the
must
to
to
seem
sold
me.
women
different
that
but
of
I have
years,
I been
have
come
over
clean-cuty vigorous-
a
''and, of late
man,
Women
to
plausible
some
of worthless
spinster
or
oil
widow.
financial district my
our
is anathema.
name
''This
I sell
crusading
nothing
but
attitude
of
mine
gilt-edged bonds
45
is my
or
greatest asset.
well-secured
notes.
HOW
If I can't sell
MORE
SELL
TO
securities,I won't
absolutely sound
for, or, in other
I stand
''
Therefore, I sound
eflfort to
is
customer
If I
ring true, I shall make
Women's
they succumb
because
the
"As
to
come
now
satisfied clients.
And
I've
Closing Customers
"Have
demanded
having
Thus
definite
a
then
and
reflected
had
the
queried
I've
salesmen
a
a
an
Yes
the
upon
often
are
of the
immediate
convinced
largely due
rank
decision.
now
prospects
to
in and
come
good strong closer
are
"
^what
an
to
All
him
real estate."
fairlyeasily,
their
not
long before?"
by
star
profiting by
the
lack
made
that
the country,
a
he
through
records
over
demand
4Q
applies to
sales manager.
a
just waiting
asset
of
Call
close'
a
file who
and
or
you'd wasted
salesman,
veteran
this
that
closed
No,
hours
tomers
cus-
new
prospect for weeks, finally
'push for
to
nerve
a
or
It is not
first sell yourself,
First
theory that the phenomenal
pioneer work
force
called upon
ever
you
misgivings,
confidence.
women,
the
on
from
reconmiendation
other things^-automobiles, for example,
many
"
they buy
their
idea
an
me.
don't, I won't.
dividends.
the
to
talk,
we
dealing, many
sellingbonds
In
versation
con-
about
inner
because, with
through
me
advice.
that's my
when
of square
of years
result
a
Even
really secured
has
promoter
I
If
imaginary
Itire of
the
to
is
as
mind
sale.
keen.
perceptions are
fly-by-nightgentry, it
the
a
that,
in
I make
I let the
her
up
than
note.
bonds.
to
intuitively making
personal
more
personal
will,feeling certain
it
as
is
people rather
a
interview
the
confine
wander
the
in
just what
truth.
world
woman's
a
sell any.
it clear
tell the
to
is interested
She
man's.
a
abstractions.
no
words,
Generally speaking,
than
of
to make
problem, therefore, is merely
My
GOODS
for
a
definite
is to
a
power
to
millions
man
of
answer.
sales fqrce!
terminat
deA
HOW
been
''I've
"'"'*'".
stir
pull the
to
and
ments
"It
how
see
An
offer
think
of
commission
a
vassers
can-
Murray.
couple of good
a
the
offer
heaters
men
instalr
on
works."
me/'
to
long ago."
moderate
drawing
plus
account
The
applicants.
scores
of
culled
from
reply. ^'I
the
was
of it
promptly
were
with
out
plan
good
brought
of
crew
business/', suggested
We'll
that
mighty
didn't
house-to-house
a
up
door-bells.
sounds
we
if
of heaters
wagon-loads
GOODS
MORE
wondering
coul(}n't
''Send
SELL
TO
the
liberal
a
most
and
crowd
the
der
won-
ising
prom-
campaign
inaugurated.
was
Each
salesman
thoroughly drilled
first
was
the beater's
on
talking points.
said Murray,
"Remember/'
the
which
market
"
ture, there
does
ourselves.
by
heater
fifteen
the fact that
a
pipe
five-dollar
to
the
in.
come
plan
was
canvass^lg
heaters
a
method
the
on
one
this
set of business
salesman, recently, "and
consequently
anphasizes
purchase,
the
but
big dividends
that
fact
making
in
apt
aji
the
emphasize
And
The
it
canvassr
evident
was
tains
main-
company
It sells
tiiis Man's
twenty-dollar
'-I sell a
our
more
other.
any
Helps
class
competitors'
our
large cities.
Screws
a
though
that
week
To-day
by
fea^
following day, orders
of the
ii^many
in
us
on
puts it in the Jiouse."
The
end
That
"puts
fo|rsale.
down
up.
than
"
disappointing.
were
the
only heater
oxygen.
against
as
success.
cre\^s
by this
Putting
By
the
Explain
payment
yet limbered
not
were
began
a
the veptt
dollars,
firpt day's results
The
that
the
dollars, it's the only safe
four
ers
exhaust
hygiene.
Talk
costs
have
not
^he indicated
"
"we
custon^er
investn^nt
"
Sales
bookq,^^ remarked
my
entire
is not
oi^e
increa3ed salary check.
that
canyass
making
will
a
pay
SELLiNG
"I
THE
in the
thoroughly believe
naturally, I fiiidmany
worth
the
DIRECT
CONSUMEtt
vfeJiie of my
who
men
can't
hboks^ but^
Wh^fe
see
they're
money.
"Many
sales,thei'efore,
are
of my
made
to
by fifeppealing
entirely different itldtive. Aiid I find thdt it's one
This is the very
natural
nature.
strongest in hmnan
of the
an
to gtand
"I
well with
obtain
to
wholesale house.
a
that
is not
his
First
He
few
find
can
I sell the
ktiows
men
will
one
him
repay
rule,
a
his
for
penditure.
ex-
deny
to
as
from
practicable idea
new,
it'd
idea applied
new
self-satisfied
so
As
prdprietor.
that
are
one
for instance; say
concern^
establishment
And
they
big
a
difficult.
throughout
that
boss.
the
access
desire
my
volmnes.
"Then
I
his cletks.
of
The
bookkeeper
I check
ahd
names
generally obtain
Request and
off each
permission
supplies
one
vass
can-
with
a
myself
at
me
I seat
as
to
list
the
bearer's desk.
"First, I deliv^t
laetit value
deal
good
does
the
larger
the
to
"If
of
to
falls of
effect, I fl"sh the
force and
look
his
this
signed otdet
list of
df thdse
the boss?
on
The
believes
proves
it.
against his?
sal^s
Who
after
so
addition
purchase
ambition.
profits. He
judgment
in
here:
impression
some
clerk
a
it
than
signed order;
boss's
permission I
am
canvassing
say:
earning capacity
the
the letter's
looks
proprietor.
twenty-thouSand-doUar-a-year
this
"'Now
twelity dollars
But
twenty-doUar-a-week
a
invest^
canvasfi, featuring the
purchase.
explain that it is with
the
usual
my
I'm
lack
He
actilal increase
the
for you^
mesms
wants
Now,
valud
then, do
you
through
want
and
you
want
him
to
check
look
off
His
pit
to
over
the
play
dis-
larger
bdoks.
interest in their jobs that
49
to
ability,the
of these
in
about
what
felloWs
you
greater your
in the
Do
to
your
my
names
they won't
TO
HOW
dollar
one
pay
value
Henry
right
me
pay
Of
him?
to
dollar
a
course
the
And
work
interest in your
to
help
Just
that
know
your
John
on
the
desk];
livered.
de-
promptly
you've got enough
increase
to
want
their
put
will be
books
raise-time
efficiency.When
and
will
boss
increase
to
order-blank
the
and
down
weeks
don't.
you
[I place the
here
GOODS
for twenty
week
a
MORE
SELL
knowledge
your
aroimd, it ought
comes
to
some.'
''Does
If it
this close them?
over
ing
bank-
fiftydollars in commissions
and
hundred
one
be
didn't, I wouldn't
every
week."
Vanity
Capitalizing Human
''Many
bonds
from
compiler of
the
through
an
that
found
impossible to
have
it
the
a
from
automatically created a
volume, and, as the price was
veiy
their
shall
who
And
be derived
from
and
He
poetesses
about
to
the
rhymesters"
various
should
purchase
to their friends.
for the
sale
high, cleaned
the
posed
proposed
tremendous
his
that
Consider
worth?
money's
say
He
went
for distribution
of volumes
cumulated
ac-
poetry.
he
He
bards
the
he
sum.
Scottish
into print, and
break
only stipulationbeing that
certain number
Thus
of
aspiring poets
of
soUciting contributions
country
simple idea.
represented in his great work.
them
Scotchman
canny
very
anthology
thousands
realized
a
sold everything
has
who
salesman
a
bird-cages, "a
to
fortune
a
as
ago," said
years
a
up
purchasers did
not
large
get
lasting satisfaction to
having one's poetry published
in
a
national
anthology.
"This
ever
formula, with
since
and
I solicited
a
the West.
It
proves
selected
was
slight variations,has been
perennially successful.
list for
nothing
a
but
volume
called
At
Who's
worked
one
Who
time
in
a
sUghtly disguised appeal
to
book containing
publish^^si
,
to human
vanity.
We
proposed
50
SELLING
brief
photos and
We
states.
starting with
is
There
into
simple
a
write-ups of
the
and
prevent
one's
of this type.
matter
With
proprietor of Bakersfield's
for the
school
"'Naturally, Mr.
hundred
dollars.
half-tone
photo, etc.'
"Would
Well, they fell all
man
that
to
to
to
pose
achievements
to the
in
compimctions
no
money's worth
and
I
'The
a
consent
get in.
is
one
cost
of
the
fall for
It offered
his wife.
It meant
could
family
the
that
point
gained
wonderful
a
with
I felt
got their
They
money.
it?
many
of their illustrious forebear.
taking
for
copy
price
would
men
grown
futiu*e generations of the Persimmon
pride
he, too,
all expenses,
themselves
over
opportunity
an
includes
believe
you
popular
candidate
and
will desire
informed.
was
This
then
was
of notables.
Per;sinunon,you
library table,' he
your
a
suggest that
and
pleases
Persimmon,
Bustling Beehive,
committee,
figures.
he
whom
decoys, it
as
eral
sev-
lofty plane by-
a
putting
Samuel
figure in this great volmne
to
citizens of
prominent
other
these
approach
to
eminent
the
Governors
to
DIRECT
proposition on
placed the
law
no
book
a
CONSUMER
THE
insightinto
human
nature.
of these
"Some
and
schemes, however,
of actual
savor
type the other day.
it is worked
"The
has
as
to the
exalted
a
Mi*.
He
a
as
a
of this
one
encyclopedia and
an
by claiming
displays
him
that, because
conmnmity,
which
complete
Spoopendyke
work, it will result
he
that
printed sheets
the
of the latter's
makes
reference, the publisher wishes
see,' continues
Julius
then
informs
position in the
present of
"'You
sell.
prospect and
invaluable
his audience
secures
to
of
follows:
canvasser
nothing
trickery. I heard
proposition is
The
able
distinctlyquestion-
are
his
to make
name
him
set.
the
canvasser,
possesses
in sales to
scores
51
a
'if I
copy
of
of citizens
can
this
say
that
colossal
who, realizing
HOW
Mr.
'^Mr.
not
satisfaction
and
It's
lives that
depart, then
"'Oh,
the
by
are
see,
set for you
colors.
put
your
John
dollars
as
in small
arises to
canvasser
We'll
of
choice
a
binding
Because
include your
books,
delighted to bind
be
type
here.
Henry
can
these
Spoopendyke,
the
and
this work
set for the
the
styles
w^t
you
do
we
of
as
in
absurd figure
volume.'
a
hyimotizedi signs mi
Spoopendyke,
"Mr.
merry
great paoments
figure,pfferii^you
select
great quantitieswe
of four
Mr.
nominal
Just
and all goes
to
remarks:
yet bound.
a
President,
t}ns tribute
accept
pictures. The
way,
not
at
and
of those
one
suddenly
to
exchanged
are
elected
been
consents
cartoonist
the
have
would
Compliments
marriagerbell.
has always secretlyfeltthat, werp
who
he
modest,
so
his fame.
you
oultufei wil} feel in^
suit/
Spoopendyke,
radiates
a
GOODS
MORB
"^x)opeiidyke'sintelligsneeand
clined to follow
he
SELL
TO
the trap iq
sprung."
Salesman
Demonstrated
His
Using
^'For
long time
a
Company
for his
As
over.
Union,
the
the
I
couldn't
never
had
done,
with
big order.
get
the
branches
old
and
old
Harris's
man
raised
machine
That's
why
I had
he
the
shot.
a2
of
the
O.
K*
didn't
and
frequent solicitations the boss
terms.
cashier
and
nerve
star
quite put it
state
in the
the
I'd convinced
the
Harris
Stewart,
in every
check
a
sell th^
to
has
purchasing agent,
but
trjdng
been
I couldn't
a
for
Product
organization, "but
company
it meant
Necessity
check-protector," said
patent
our
salesman
I had
the
treasurer,
r^aijfx
o^ce,
^aid
he'4
thiQk it cQifld be
used*
I got
But
on
finaUy
during
very
to
take
my
friendly
a
lopg
of
''One
Harris
agents,
our
Whiting's
give
"'I'll
in
fifteen dollars
ribbons.
I got
"Then
in
I've
it
so
put
that
writer
type-
hitn fifteen
I gave
for two
that
it
Nati^ally, from
check.
of
the
himself
treasurer
It to
through
that
on
Next
it and
of
day
signed
Then
fifty dollars.
kept track
it.
honored
checks.
he'd
that
swear
and
I
bank.
our
with
through, I'd altered
I got
would
hundred
one
bank
Harris's
time
the
By
days.
quite
worked
I
my
became
fancy stunts
laboratory of chemicals.
a
I raised
it.
that
on
doing all kinds
in
qmte
check
busy
it and
check-protection business, I've
the
expert
an
indorsed
for
was
and
envelopes
some
Whiting
It
in cash.
dollars
years
for
payment
got it.
in and
days later I dropped
few
"A
next
it/ I explained.
for
cash
you
the
wanted
Harris.
from
he received
check
drcfpped into
I
I
that
him
told
and
day
one
So
supplies.
the
sold
Whiting,
stationei';
local
a
office
their
people
DIRECT
CONSUMER
THE
SELLING
I called
we
found
oil old
Harris.
I'm
"'Well,
and
down
ready
slapped
old
"The
he
nish
right down
Secretly he
bank
was
his
to
bank
delighted
the
that
but
day.'
Sun-
explained
I
inspect
over
my
opportunity
we
it.
must
handiwork.
josh
to
the
officers.
'"Well, Stewart, you've
remarked,
"'And
that
do
and
at
handy
Then
would
Nothing
impressed?
in
came
nounced
an-
thirty-five dollars
and
dumfounded.
was
man
Was
'It
debt,' I
that
back
pay
hundred
one
desk.
Harris's
on
to
when
we
got back
remember,'
fifteen
dollars
I
to
given
to
me
an
object-lesson,'he
his office.
interrupted, 'I could
fifteen
thousand
have
dollars
raised
just
as
easily.'
"'We'll
want
one
of your
protectors for every
53
cashier
in
he
organization/
our
send
**
"
Too
Talk
Salesmen
Many
seems
which
one
Much,"
about
strange thing to say
a
livingby talking/' said
his
earns
recently, ''but the fact remains
that
really good salesman
must
A
much.
well
how
as
talk.
to
point of appeal with
the
Only
other
I
line of work
a
crack
how
know
talk too
listen
to
the
he's
sale thrown
easy
an
saw
in
salesman,
learns
particular prospect
the
day
a
salesmen
most
listening he
By
this
says
One
Successful
''It
will
purchasing agent
'My
added.
to-morrow.'
the order
you
GOODS
MORE
SELL
TO
HOW
as
proper
handling.
by
away
a
loquacious salesman.
"I
interview
to
a
of the
one
asked
and
"'I
local
am
Tyler,' wheezed
the
advantages
to
the
of
of
one
om*
"'Yes, I'm
of
"I've
idea
in the
interested
that
fellow
young
from
profits came
an
explain
Our
course.
in
for information
sales
answer
ads.'
his business
the
request
School,
Law
called to
I have
correspondence
your
well-groomed, keen
built
partner.
his story.
visitor,'and
om*
forwarded
forty-
private office and, asking the caller
representative for the St. Louis
Mr.
manager
regarding
other
Tyler, the
Mr.
to listen to
be seated, prepared
to
firm
agency
individual, aged perhaps
for
his
from
Tyler emerged
big collection
of the
members
two
fat, pompous-looking
five, entered
a
of books.
high-priceset
"A
office of
waiting in the
was
nothing
to
a
subject,'admitted
in five
who
to
a
legal training would
a
years' time had
point where
eight thousand
Tyler,
dollars
me
save
his share
annually.
money
in
business.'
my
"'Not
'but
think
only that, Mr.
of the
position
Tyler,' continued
a
lawyer holds
54
the
in the
salesman,
community,
"^
HOW
vital
TO
talk to your
How
heart's
25-cent
a
Listen
of contact.
point
then
MORE
SELL
salesman
sight/'remarked
in my
"And
for
self-confidence
own
my
interview
"In
I
laden
am
work
my
literature which
to
of course,
months
it
where
at the
man
I
In
gate.
knows
the
perhaps
in the
one
and
idea
an
day
fifteen
minutes.
It
merely
it
trousers, where
pocket has
of
a
was
bag
as
to
my
phlet
pam-
Now,
of my
most
ature
liter-
of three it resulted
out
And
salesman
every
succession
a
into the
I
me.
of
these
periences.
ex-
job
attached
concealed
to
of
a
nalia,
parapher-
construct
cents.
The
a
pocket
to the waistband
by the skirt of
weekly commissions
56
into
dropped
completed within
was
favorably
vass
can-
private office.
collection
twenty-five
It reacts
a
this assortment.
practicable
were
my
premimn,
a
successfullydelivering his
it. The
increased
doUars.
of
him
cost
one-
eagle-eyed scrutiny of the
case
one
occmred
to contain
pocket
of twenty
the
I
magazine
spread out, shows
carry
he does break
inquired if it
hidden
consisted
for
showed
"
to
an
conceal.
of order-blanks.
interview.
one
where
cases
"Finally,
This
of the
will accommodate
demoralizing effect
It unfits
tailor's
supply
forced
an
jockeying for
I cannot
copy
give
we
subject to
was
being denied
my
a
was
plain
three-quarters by nine and
ordinary pocket
no
For
in
a
carry
of the set of books
testimonials,and
of
in
potent reason,
very
inches, a folding device, which, when
backs
the
but
greatly if in
suffers
I have
his sales material
subtle
some
with
view
securing an inter-
magazine-subscriptionsolicitor.
represent, measuring six and
half
for
knows, the chances
case,
Annual
an
$1,000
of
successful
a
that,
policy."
this Salesman
greatlylessened ifonecarries
are
^
learned
youVe
that's my
Paid
Dividend
"As every
until
content;
Investment
GOODS
in
three
of my
coat.
my
an
a/verage
ways:
(a)
SELLING
as
no
errand,
suspects my
one
(6) I obtain
two
defensive
it^iscertainly amudng
amazement
I
as
literature
calmly
its
from
Man^s
place of
a
Overhead
Often,
in various
counters
such
young
who
man
"It's
opportunitieswith
"Take
which
I realized
of
that, although
marked
were
with
up
100
"Finally I established
position, I
my
buildings.
I
But
any
almost
"I
sell two
dollar.
By
me
a
very
in almost
pay
no
not
one
that
And
cents.
am
I
for
was
made
of the
that
on
articles
a
to
in
handled
we
fair
margin.
manufacturer.
particularly convincing
for
rent; I have
office-
the
canvass
sell silver dollars
signing
Re-
salesman.
seventy-five
proposition.
gross
at
a
for
no
which
I call.
bookkeeping
57
one
time, this figure shows
profit. And, natiirally,I make
office at
nected
con-
e3q"ense
a
sta-
week.
a
seventy-five-cent tyi)ewriterribbons
comfortable
a
goods and
oiu*
profit to but
out
my
pendent
inde-
an
dollars
overhead
started
can
a
recognize
to
working
fifteen
with
buying several
every
in
in
said
wages,"
they fail
contact
a
was
low
livelihood
cent., the
per
the
they remain
why
that
profit we
many
reduced
store
a
standing behind
such
instance.
percentage
the
of
Only
they're surrounded.
tioneiy-and-office-supplystore
the
of
mass
Hat
clerks
at
prospect's
breaking the ice.''
Consists
His
merely
for
case,
my
I knew
a
Generally it
in
asset
comfortable
a
the
concealment.
stores, 'I wonder
earns
pursuit.
the
the
confining occupation
a
assume
voluminous
my
Expense
observe
I
as
witness
to
great
of
^'
ously;
previ-
than
promptly
not
produce
that's
laugh, and
This
interviews
more
does
prospect
is increased;
attitude.
'^And
a
DIRECT
self-confidence
my
times
three
or
(c) my
and
raises
CONSUMER
THE
I have
expense;
no
no
a
sale
office; I
bad
bills.
HOW
Hence
TO
tactical
my
sell carbon
there
in the
apply in
his overhead
all that
expense.
rather
sale.
Typists think twice
jack-knife,he
exactly
was
at
cost
is
"Still
a
him
about
he
As
shade
glance
you'll see
scores
a
could
you
amazed
to
"Many
than
from
spared
dollar and
a
half.
It
was
high pricerestricted
dollar and
one
with
contracted
half.
a
which
of wood
out
its
small
a
twenty
of mine
makes
articles
of
sell in
as
the
a
day
vast
commodities
a
a
of almost
the stock
over
the
which
day, his weekly
a
good thing
of
out
dealer's
at
you
any
retail store
can
buy
proprietor. Figure
then
40-per-cent. mark-up,
see
apiece; he sells them
cents
seven
ofiSce to office.
quite,as cheaply
on
is
man
fiftydollars.
friend
from
"Just
not
big percentage
a
the cheapest copyholder
one
places about
over
another
sellingmaps
which
reasons
small
spending
whittled
printed
are
plant for its manufacture.
fiftycents.
income
same
that
Its
serviceable,and
as
woodworking
"They
before
product from
manufactured.
are
The
He
envelopes.
his
add
one
affair of metal.
elaborate
a
they
noticed
opportunities
envelopes
for the
sold at
of
out
the
salaries.
and
friend of mine
"With
earnings
clientele becomes
my
obtains
which
stores
the local market
on
I
acquaintance of mine,
retailer must
The
to meet
a
with
the
case.
"Another
Also
net
similar
An
Virginia,where
undersell
my
as
one
delivery and
operation
can
and
good thing
very
for futiu*e
same
''He
a
in West
big mill
a
My
week, and
a
one's attention.
example, makes
takes orders
reduction.
thousand
a
are
fairlybidding for
for
retailer.
the
this will increase.
established
''But
GOODS
over
similar
a
thirty dollars
over
average
advantage
at
paper
MORE
SELL
a
almost, if
that
he operates
how
estimate
and
many
25-per-cent. profit. You'll
field which
which
have
shelves
are
5S
lies before
never
be
you.
been
sold
other
splendidly adapted
to
His
rich in this line.
it offers
earning
from
two
for
Tact
Little
A
is Worth
in
was
art-store
an
I received
that
Bend
the
indeed!'
exhibit
or
have,
A
silver
made.
are
obdurate
the most
of
Fifth
on
etc.
tomer
cus-
Force,"
Aggressive
Avenue
day
other
the
able/'
valu-
was
American
modem
of
^when
"
so
she
^Lie,
"
from
lady
corpulent
a
gushed
her
through
Meissonier?
dozen
I
entered.
"'Charming
some
as
week.
a
Salesman
exhibit
an
Scofield,
Dougherty,
viewed
earning
salesman, recently.
a
admiring
was
South
or
his
tip regarding salesmanship that
a
remarked
'I
fifteen-dollar
the
staple articles
Lot
a
this
says
"It
by his time.
to increase
tempts
grow
ever
buy."
to
"
for
easily sales
cents
can
man
is restricted
wants
three
or
seventy-five
a
fifteen dollars
to
you'll be surprised how
dollar
that
power
who
man
dollars
ten
''Specializeon
and
DIRECT
splendid opening
a
twenty-dollar-a-week
power
claim
I don't
straightcanvassing.
But
CONSUMER
THE
SELLING
I'm
a
of his work.
gallery
she
as
haven't
lorgnette, 'but
collector
in my
examples
salesman,
the
to
Have
you
some
home.'
at
"'Really!' replied the salesman, suavely. 'Are his pictures
beautiful?
not
of
Some
day
his
favor.
in
sentiment
whose
work
in
more
light;
is
to
sure
treatment:
the
increase
the
vigor.'
more
subtly and
that
Merely
specializeon
We
any.
there'll
sure
fails to affect my
criticized nowadays
haven't
I'm
so
that
Meissonier
his school
that
he, for his part, quite agreed with
59
were
as
the
note
her
as
ference
dif-
handling;
tell that
dead
^men
"
ciently
Suffi-
infinitum.
to
we
sorry
men
sketchier
tactfully he managed
and
I'm
You
ad
on
harshly
so
contemporary
broader,
revulsion
a
is
he
opinion.
in value.
And
be
a
in
woman
dodo
and
lamenting
How
To
the fact, but
and
the hew
two
canvases
once
was
SELL
^what
"
would
had
men
MORE
much
stated
former
thousand
implied
or
She
them.
here
bought
dollars.
But
not
criticism,of the
any
chaser's
pur-
mania.
"'Meissonierl'
snorted
departure.
Fit to tDaint
generation was
new
to recommend
totaling four
there
A
you?
GOODS
the
after
salesman,
his
tomer's
cus-
'Fussy, finicky, Christy of oil-painting.
pictures
for soap
and
calendars
that's
about
aU.'
''But
to
I found
"In
for thought in the episode.
I fell down
why
see
food
pushing
competitors';
the
line
own
my
often
good
a
on
justly.
customer's
of my
sales.
inclined
to
many
I
was
But
in
judgment.
began
knock
my
was
cizing
criti-
doing this I
And
I
often
that
lost
a
sale.
"Neirt
day
Instead
of
already
on
them.
to
seem
began
the
apply
to
delivering a wholesale
the
Then
product
I
I
dealer's
I handled.
weaken
the
out
This
conceded
policy did
method
of attack
is
episode narrated.
And,
as
Testimonials
"I
sell
a
device
gas-stove, diverts
which,
the
"Although
heat
a
this
to the
parts,
as
a
that
matter
60
so
to
the
feared,
of
most
my
than
before
for
bulldog
the
gression.
ag-
increasing."
Agent's
upon
three
just
house-to-house
seem
are
of
Now
reason.
tact
placed
when
heat
it would
into three
sales
Help
thus, in effect,adding
stove," remarked
to
substituted
result, my
a
I had
as
I found
canvass.
considerably different
I have
merit
some
not,
prospects inclined to be amenable
my
goods
greater merit
even
force of my
the
art-store.
of the
condemnation
shelves, I
pointed
of the
lesson
Sales
the
burner
of
a
orifices of the attachment,
many
burners
to
the
canvasser.
this
of
merely
fact, gas
divided
the
is conserved
for two
the
from
of the
bottom
it strikes with
pot
the
second, because
heated, tends
itself,after it becomes
deflected
cause
air, this be-
the
into
kettle
or
impact;
less
is less heat
there
first,because
reasons:
DIRECT
CONSUMER
THE
SELLING
the
retain
to
device
temperar
ture.
to
several
I devoted
me.
that
"Realizing
facsimiles
I
if
and
into
in
carried
made
bound
had
to
going
back
originals would
the
frayed
and
bf testimonials
value
days
housewives
to
at
occurred
trail,
my
over
indorsements.
soUciting written
cut
the
apiece before
dollars
two
attachments
these
I sold
months
''For
printed.
reproductions
I
which
tered
tat-
zinc-
had
I
pocket,
my
little booklet
a
become
soon
These
in
use
my
canvass.
first week
"The
sales increased
my
of
of
women
30 per
Selling
"There
old
two
remarked
a
is
and
thinks
man
high-priced sales
is the
other
merely
per
of attitude.
one
his
only about
talks
and
a
Prospect
of
cent,
The
relatively
efficient.. And
old-school
conmiodity
his
about
first is
The
ing,"
sell-
is the
"One
manager.
new.
is 100
second
talks
Selling
vs.
diametrically opposite methods
the
ine"Fective; the
difference
House
a
are
style and
thinks
became
increase
the
prominence,
still greater
those
gradually I secured
As
cent.
testimonials,
my
marked."
more
even
operated, supported by
I
^the
"
salesman
up-to-date
the
and
prospect
the
latter's
needs.
purchase for
"People
but
because
"Only
a
of
few
a
need, real
days
two
realty salesmen.
buy
or
rent, and
motive;
a
went
I
ago
I
the
saw
a
01
a
article,
article.
exemplified by
difference
looking for
to
of the
because
fancied, for that
or
was
out
not
house, either
pretty suburb
to
to
inspect itg
HOW
TO
offerings.A
into
us
he
pointed
the
spared
was
of
sort
and
"Next
day
the tract
stock
in conversation
business
my
I had
morning,
what
primarily
or
in
so
on.
a
in
what
house, but
of information
of
accessibility
made
a
to
the
him
suburb.
We
ment
argu-
minutes
engaged
beforfe offering
he
learned
family, whether
or
not
whether
or
not
in
office in the
my
the
I
buy,
interests,and
Like
houses.
did
I
case
tion
recrea-
interested
was
social
wife's
of
way
former
the
pains in displaying the advantages
that
to
he
utilized
about
previously gleaned
which
what
I'd have
car
oiu:
to catch
for
for
my
needs
specific
and
personal
to reach
with;
line I'd connect
the
visitors; he spoke of the
children.
desires
62
of
item
every
golf-course; he indicated
a
guest-room
school
his
entered
In
a
direct,personal application of the property
the
the
for
He
I got in to
inspect
o'clock,and
of the
my
my
spoke of the proximity to
convenience
thanked
investment, in
an
the train
named
office at nine
my
he
He
His
period of time
were
in addition
he had
make
family's needs.
my
winter, whether
to
no
or
to
really eloquent
a
visiting me,
time
were
began
we
would
salesman.
a
that
friends
for
buying
me
another
to
hobbies
salesman, he spared
needs.
to
We
In
and
convenience
property.
perhaps twenty
or
summer
home;
"Then
each
out
for
my
the
on
spa";ious
the city.
to
children, what
both
delivered
He
approached
relatives
any
floors,the
address, the size of
had
ever
He
everything that
display anything.
to
display its advantages.
canvass.
went
office and
line.
each
all based
back
we
half,hustled
In
parquetry
was
came
his
showing
specifically
applied
not
a
trouble
it
better
my
points of construction, the
desirable.
But
was
I
fine
to
GOODS
and
me
began
pains
handsome
seem
canvass.
us
and
station, anything and
property
It
MORE
greeted
no
the
out
the
rooms,
salesman
machine,
a
house
SELL
of
me
and
my
word, he
in question
family.
HOW
Sarver
TO
SELL
handed
Ellis
THE
FOLEY
MORE
GOODS
post-card
a
the
bearing
following
text:
BRUSH
COMPANY
N.
Rochester,
ADVERTISING
This
Y.
DEPARTMENT
certificate
Mrs
entitles
of
,
to
complimentary
one
,
"Sanitary"
Woven
Wire
Brush
be
to
presented by
Mr
of
,
This
Advertising Agent.
brush
when
In
is
given
and
under
not
are
you
the
required
not
are
you
having received
of
account
be
tive
representa-
our
presented.
receiving this article
goods whatsoever
,
certificate must
brush
obhgation
free of
to
any
one
any
on
charge.
Bru^h
Foley
purchase
to
Company.
Advertising Department.
''These
A
few
hours
later
the
will be
flattered
balance
that
means
at
of your
salesman
the
in your
favor.
which, truth
"That
The
house
certainly stick around
ought
make
a
world
good
see
of
is
more
predisposed
all the additional
expense,
to
how
me,"
Ellis.
admitted
it works.
Why,
difference,having
the
"I'll
it
man,
ice broken
way."
that
And
the
to
device
slight."
very
to
is
prospect
inspect
to
This
to you.
find
housewife
The
will refuse
is up
the
assumes
mighty
sounds
should
interviews, and, what
more
in which
tell,is
to
rest
morning mail.
call, and
interview.
an
The
line.
important, interviews
will
attention; few
will get
you
arrive in the
to
diflSculty in obtaining
little
the
will be timed
cards
new
it did.
regime
Ellis's commissions
exceeded
twenty
during the
dollars.
first week
of
To-day the Foley
SELLING
Brush
field agents.
of 100
The
sales manager
cent,
per
of its two
this aid to each
lends
Company
DIRECT
CONSUMER
THE
reports
in individual
sales
Man/'
this
a
as
thousand
increase
average
an
simple
of the
result
device.
((
Know
Yoiu:
the life-insurance
"In
line of
circmnstances
is necessary
"By
The
"For
nothing about
hardly
one
city.
of
a
destitute
to
like
"I
Dutch
failed to make
the
up
this
a
open
and
particularman
of this sort
than
the
on
up
carried
good,
I left the
children.
no
of the
that
had
overlook
in
tremolo
he
this
as
prospect.
opportimity
short, I talked
to him
stop doing full duty.
And
have
to the cold
sized
yet I had
likely to respond
more
tion
posi-
spark of
a
slightest impression. Never
obdiurate
more
not
the
with
I tackled
had
protection;
uncle
a
he
he would
his wife's future
secure
to
insinuated
widow;
in his breast
manhood
as
married
was
heartrending picture of the horror
a
knew
perceive, I
baby' argument.
the
and
'Mary
painted
will
you
insurance, I proceeded
baby part out, however,
"I
As
he
that
admission
old emotional
into the office of Miller,
personal affairs.
his
his
any
pect
pros-
ludicrous
makes
often
one
day I dropped
in this
man
"Upon
of the
speaker laughed.
example,
business
blindly
ahead
agent, "knowledge
attitude
mental
other
any
sale.
the
to close
plunging
errors."
and
in
than
successful
a
Solicitor
Life-insurance
business, more
selling/'remarked
of the exact
a
says
doUars^and-cents
to
an
peal
ap-
argument.
^
Finally, I walked
from
"A
that
a
out, defeated.
different angle,' was
few
I had
weeks
talked
'"Miller/
he
later
to
I
Miller
repeated.
my
chanced
'Next
time
I'll tackle
him
conclusion.
to
mention
to
a
friend
regarding insiurance.
'Shouldn't
65
think
you'd
have
%"
HOW
gotten
far with
in
wife's favor.
his
'''That
evident
"A
him.
Suit
grounds.
SELL
TO
later
months
'in
I did
never
Resulted
"Bill Esterbrook,
had
and
approach
to
was
kid
which
"At
of
"
I got
Excelsior
didn't
carry
I'd have
against the
"'I
haven't
he'd
make
people
"'But
can
a
red
to evolve
a
Policy
pany,
Com-
easiest
hardest
in
men
sell,"said
to
with
bantering
a
Esterbrook
product, but he'd
own
tried to sell him
trail he
which
of
he
would
an3rthing.
was
a
of his
is
bachelor
promotion
president,
now
of insurance.
cent
times
several
attack.
novel
I concluded
when
He
invulnerable
was
soul
in the
assert, 'and
earn
world
as
a
to
good
I'd
whom
the
name
more
ficiary,'
bene-
feattu-e,I
endowment
deal
as
money
than
you
oflfer me.'
look
I
blindly.
ai^uments.
savings
my
was
Insurance
right in the midst
a
of
tackling him."
of the
Esterbrook's
on
Esterbrook
usual
Fire
to sell his
who
one
Company,
I'd canvassed
that
can
of any
Never
$100,000 Insurance
one
in
enter
man.
trying
forty-five; was
the
and
enough when
the time
of about
a
for
was
circumstances
before
man
of the
one
didn't
operate
well-nigh impervious.
was
life out
the
a
it
But
genial chaps armed
of those
one
be serious
I don't
reputation of being
the
such
And, to his
smile.
a
Excelsior
of the
Hadfield, the life-insurance
manner
Miller.
recall the
in
and
experience with Miller.
sentiment
Nowadays
something about
such
reply.
my
land
can
Argument
city
was
my
I
worse.'
always know
A Novel
or
interview, however, without
first
"He
ago.'
which
slightestdegree.
the
two
in
the
man
day
a
insure
wouldn't
he
on
policy
endowment
that
her
I related
amusement,
GOODS
divorcing
filed but
was
cinch
a
He's
an
a
It's
explains a good deal/
few
that
MORE
here,' I demanded.
66
'You've
corralled
over
SELLING
hundred
one
to
thousand
this
start
pay
stock
yoiur
killed by
salesmen
auto
an
the
complete
paid back,
20
You'd
per
better
Excelsior
There
promotion
proposition if
be
I
ever
you
saw
this
take
out
''And
the right track.
on
of the
the
Mitchell
"'Wouldn't
have
to
wonder
a
at
insurance/
it be
names
"A
was
him
and
few
with
expense.
the
Esterbrook's
laughing
for
give
I'll
me.
to interview
was
move
I felt that
But
get.
He
you
way.'
get under
I
was
Mitchell,
of
in charge
was
insure his life for fiftythousand
exclaimed
to do
it.'
addresses
days later
and
That's
get
a
new
Mitchell
And
of several
I called
embody
of the
some
on
Mitchell.
I'll devote
dollars!
local papers
Let's
dollars
stockholders?'
dollars?'
thousand
for you.
urge
promotion
ably
Prob-
great advertising featiu^,'I inquired,
follow-up literatiu'e.
boost
to
next
Excelsior's
ad. to it in all the
and
would
ingenious
was
we
I could
as
a
Esterbrook
hundred
invested
propoimding
sell stock
and
My
"'Fifty thousand
one
one-man
publicity campaign.
protect the
to
a
dollars,naming
Advertising Agency.
Excelsior's
holders
stock-
beneficiary.'
as
far
as
for
were
you
paid back.
be
fifty thousand
in here
that's
aU
You
successfully
It's
money
gone
steady job in the office when
a
three
your
could
company.
The
it has
of
for taking out
reply. *Come
of
would
who
one
It couldn't
cent,
Company
no
need
Suppose
Where
is
money
begin operations.
cent.
per
one.
say.
'^'Hadfield,you're
reasons
15
people's
You'll
can
to-morrow.
get ofif?
of the
company.
before you
much
as
DIRECT
worth
dollars'
fire-insurance
four times
or
CONSUMER
THE
quarter-page
a
it in
one,
it
*Make
our
booklet
Hadfield.
present
supplied
I'll
stockholders
me
with
the
heavy stockholders.
again. Mitchell
Esterbrook
me.
you
put
it over,
told you
that
you
"'Well, Hadfield,
Esterbrook.
"I
67
were
all right,'admitted
a
wonder.
You've
HOW
subverted
to
nefarious
his
to
name
"'It's
claims
that
advertising viewpoint.
And
Mitchell, here,
an
I'll hand
I've
it to
for
drinks
are
A
on
now
on
Friend
"Strange
all
recently, "I've
and
had
the
As
deal
it
the
when
insured
holders
stock-
of my
O. E.'d.
twenty-five
of
years
binders.
spell-
you
hold
and
comer
me
the
I guess
dollars' worth.
this
Helps
had
a
than
by
prospects
other
any
drawing
his better
the
advantage
in their favor,
I could
not
him
half queered
from
money
source.
to have
interested,only
man
wives'
to
solicitor,
life-insurance
a
because
to
Man
Insurance
partially warmed-up
objections
came
obviously
was
good
lot
forty
investment
right.'
last moment
it
for
good
assaults
a
signed
'^
more
again, I've
at
escape
into
me
sound," said
spoiled by the wives'
Time
back
Court
at
it may
as
resisting
thousand
me^
a
For
the
you
hundred
one
it's a
Hadfield.
you,
prided myself
And
up
thousand
to
dollars.
nights until that application is
will lie awake
But
he
And
'I'm
foolishness,'he protested.
But
from
it.'
hundred
one
fcM* me
appointment
an
through with
I'll go
application for
an
all
years.
Make
stockholders
of my
several
and
schemes.
and
doctor
yoiu"
GOODS
MORE
SELL
publicity man
my
yoiLr
see
TO
the
to have
bank.
bands
their hus-
their
understand
attitude.
"After
I
concluded
abandoned
to-house
my
the
;.T insurance, I
^|i||j;^'
every
point
:-0M$M"' enlistingb"r
further
Of
course,
Thereupon
Realizing the
took
pains
involved.
"9 piy
ally.
to
incidents
of
and
I found
that
explain
average
woman's
Almost
in
the
this
started
I would
cover
this cause,
prospects from
office-to-office campaign
operations.
wife.
successive
forestall
to
down-town.
was
to
losing three
my
the
I
sort.
in house-
husband
proposition
ignorance
of
simplest language:
invariably I
succeeded
in.
this
again
"'I'll call
'and
CONSUMER
THE
SELLING
the
discuss
DIRECT
I'd
evening/
further
matter
remark
both
with
leaving,
upon
and
you
your
husband/
making
"Upon
for my
difficultyin closing the husband.
insurance
him
to avoid
without
Since
seeming
Often
following this plan,
out
urging
arguments
my
for
interests.
her
substantially
have
earnings
my
take
his wife
With
consideration
little
I found
would
difficult to combat
was
lack
to
ground broken
he
family argument.
a
this coiu^se, it
to
the
by the wife's support,
Backed
efforts.
call,I found
second
my
increased."
The
As
a
Saturday
you've
and
up
sufficient
docketed.
is another
who
strongly marked
such
a
block
where
case
"Mighty
whether
few
it's the
jobs inevitably
that's
'em;
big
from
men
from
we're
a
the
cast
that
cinch.
men
But
As
the
for
lar
regu-
"When
all sized
'em
got
look; the lawyer
a
real-estate
surance
in-
or
again is
there
recognizable
are
men
bookkeeper,
makes
certain
there's
too;
fool
the
of medium
you've
I
types.
I
a
as
another
We
certain
generally spot
can
always
caliber; and
piker.
know
I don't
whether
can
got to have
69
me.
or
man
Furthermore,
twenty-dollar-a-week
for.
at
thirty ever
over
attract
the
at the
wrong.
go
job
declaiming
doctor
Traveling
The
men
glance.
one
interchangeable,
type.
never
a
type.
are
away.
I
of
fond
tell
can
well-defined
men,
theory of his that he could
experience, you've
I
of
knowledge
gatherings of the sales force.
afternoon
had
his
upon
position at
was
Wrong
high-priced calculating*
a
favorite
a
types," he
all
"We're
was
profession and
man's
of
prided himself
It
nature.
Guessed
Never
salesman
Marshall
machine,
tell
Who
successful
a
hmnan
Salesman
all look
an
tell the
the
latter
the
observing
part
eye
HOW
to
it.
note
afford
It
I
worth
heard
As
to
the
located
MORE
GOODS
mistake.
A
salesman
can't
the
his
the
reached
million
of
purpose
The
machine.
the
table
empty
an
later
looked
room,
a
fourth
that
his attack
moments
chair
in
entered
nine
do
to
annually, for the
caf^, he realized
at
entered
reputed
was
terestin
in-
salesman
proprietor, B. L. Thompson,
postpone
few
Marshall
was
cult
diffi-
a
see.
the
down
which
day when
one
management
elevator
to
a
a
of business
that
man
A
make
store
the
sat
never
shortly after twelve
was
dollars'
had
SELL
to."
department
a
TO
he
by
was
and
hungry
was
until fortified
cluded
con-
meal.
a
He
placed his order.
and
shabbily
about
dressed, elderly
him
man
helplessly,and, seeing
opposite Marshall,
vacant
which
floor, on
shuffled
and
over
sat
down.
The
vigorous
tolerant
wore
pair of shoes.
slept in for
been
of ancient
Daniel
time;
stringy.
His
graying
shoulders
were
rounded;
an
devil!"
assistant
One
"
was
well
spruce,
a
He
week.
a
wore
was
of
his tie of black
hair
long
was
groomed,
thought Marshall.
"I've
eighteen dollars
of those
^bom
mild
to*be
little
jobs," he
make
good."
a
a
once-white
coat
waist-
a
type popular in
lank
was
some
one
reflected,philosophically.
70
his
got his number
week, and
Well,
and
unkempt;
thankful
types, lacking in force
failure.
well
though
and
simken.
a
as
silk
his chest
tie;
boolckeeper in the auditing department.
all his life for
it.
two-dollar-and-a-half
a
in
Marshall
marked.
was
vintage; his collar
Webster's
"Poor
vis-JUvis
neighbor's twenty-dollar suit looked
His
up.
He
his
studied
contrast
seventy-dollar suit,
ten-dollar
it had
The
contempt.
a
set
salesman
young
and
"
Worked
to
get
liance
self-re-
has
to hold
"We
can't
the
all
HOW
TO
office,and
"Wait
few
Mr.
Thompson
you
to
the
into the
is
very
a
A
she
now/'
background
Side-show
"It
at
increased
by
beach
of salesmen
and
that
his
pushed for
office
which
portions
of
the
and
on
not
in
cents
who
eats
veritable
to
the
a
acted
a
fire and
human
Idea
an
for
capper
which
has
salesman.
a
certainly
respondence
cor-
just enough
was
him, but
as
resplendent
and
the
distant
most
for
world
fail
have
'I
concluded,
uncivilized
phenomena,
your
do
to
me
inside.
to
is your
Now
everything.
swallows
positively must
you
a
see
opportimity.
chance
be
offered
Giles, the human
72
Maha,
the
vels,
mar-
the
ably
Probyou.
volcano,
swords; Lena, the tattooed
pictm-e-gallery; Abdul
he
all business.
was
words
a
similar,I watched
with
he
of
interests
appreciate this galaxy of freaks,
To
a
addressing audiences
There
but
amusement;
office
the
spieler,was
gathered from
and
faded
Thompson.
idea
manifold
the
been
L.
an
extent
gentlemen,'
you
into
the
the
he
generation will such
admits
B.
crowd
wind-up
had
Salesman
as
certain
get the
to
civilized
amusing
big show
Ten
probably refer
cent./' said
per
in
for
have
subject justice.
and
will
For
got
employees
and
describe
wonders
I
great interest.
spiel
ladies
delectation
that
work,
close at the
a
"'Now,
to
appointment.
with
I had
line of
own
my
technique with
sought
later
exit.
this
100
over
school, was
in
Gave
fellow, who
young
as
humor
announced.
Marshall
companion,
resort
earnings
clever, and
his
a
and
man
of the
way
talk
a
a
my
"This
for
explained; but
Employee
from
was
side-show
a
busy
store.
return/' she
name
shuffling his luncheon
came
the
the
auditor.
he is
"Here
in your
that
stenographer
he'll
and
send
GOODS
the
about
moments
can
you
by
somewhere
was
a
"Then
informed
was
proprietor
MORE
SELL
lady,
the Oriental
SELLING
mystic, who
and
sage
foretells
and
Dandy
accuracy;
who
CONSUMER
THE
before
appeared
have
Dick,
DIRECT
the
future
with
incredible
world-famous
the
kings,
pygmies,
potentates; Rigo, the dislocationist,the puzzle and
the
of
eminent
most
Fannie, the fat lady,
six hundred
weighs
least,the far-famed
not
first discovered
the
P.
late
and
T.
as
Ten
Get
please.
you
displayed
to
a
cents
See
gentlemen!
dime
one
"
flesh, who
on
woman
populace
by
^admits
to
"
and
stay
either
side
everything
day;
and, last but
wondering
tickets
your
the
lady, that wonderful
bearded
Bamum.
all,ladies and
of
eighty-two pounds;
and
problem
of
moimtain
stupendous
a
scientists
and
siurgeons
and
pashas,
emperors,
long
as
of
the
entrance.'
"The
crowd
surged
the
upon
dimes
many
the
with
one
freaks
of
galaxy
and
found
before
to
succeeded
one
specting
in-
myself
who
fell
extract
as
phenomena,
desperate determination
possible
as
I
forward, and
in
making
his escape.
"Later
stood
I fell into
talking
"'Well,
to the
I
must
exclaimed,
the
cappers,
the
end
of the
a
picture-gallery.
sneak
aroimd
glancing
barker's
his
at
have
I
front
to
again,'
start
spielby walking
he
'I'm
watch.
the
denly
sudof
one
ofif at
crowd
buying
and
up
who
fellow
young
hmnan
see.
you
with
conversation
a
ticket.'
"'Cappers,'
*Why
"
not
My
the
them
use
method
of
proprietor, or
merit
of my
office and
hours.
my
I reflected
The
in my
procedure is
general
force
crucial
peroration and
at
for
car
home.
business?'
institution,I
sales
the
I boarded
as
a
moment
produce
as
of
manager,
a
meeting held just
with
my
73
me
is
contract
of
concern
permission
secure
convincing
After
follows.
to
address
after
just after
the
the
business
I deliver
bl^jftks. My
audi-
HOW
TO
is convinced
enoe
but
hesitates
More
than
''The
force
clerk
sign
readily agreed
he
"As
I had
the
ball
force
the
with
One
"How
I
little effort?" said
it in
a
how
many
'Now,
I'll say
much
the
a
this
him.
He
customer.
effective.
that
and
I have
My
started
suggestive
the
half-formed
then
did
decisions
used
I estimate
the
of
plan
it has
that
Selling Insurance
in
insiu'ance
insiu'ance
with
then
and
a
business
the
be
against
stop
ever
you
watch-dog
of the
secmes
insiurance, Mr.
from
up
such
74
terviewe
in-
might
you
to
originated in banks?
which
thoroughly protected by
I'd
tell you,
the
to
so
more
laugh.
Did
much.
apparently
in response
man
"Well, if I should
day does
emanates
young
course
possible
a
instances.
merchandise
fire insiLrance
A
to
my
sheep, and
are
added, with
insurance
times
us
much
so
an
which
concluded,
Since
newspaper,
competition," he
"But
of
Secret
question.
print
explained
have
to
earnings.''
my
sell
anxious
plan proved
I
as
many
Man's
do
ployees
em-
at first
although
suggestions.
thereby losing
listeners.
doubled
the
I revealed
manager
was
to
crystallized the
good effect in
than
he
as
department
a
forward
of his action
more
again
over
address
and
situation
the
anticipated, the
of my
fiftydollars.
over
to
the
capper,
a
grounds,
a-rolling. Most
rest
the course,
the r61e.
not
stepped
capper
To
^ffreed to the
in and
was
of
use
he
from
apply, I
not
from
fight all
appointment
an
to enact
was
the
to start
jobbing-house.
up,
called
to be derived
speech.
ethical
on
was
''As
had
regarding the
demiured
his
I have
local
a
GOODS
obligationstotaling
day I had
next
idea
he
incur
to
once
of
my
of the benefits
deliveringmy
after
MORE
SELL
this
How
treasury
loan
Jones.'
interviews.
think
must
Lots
say,
be
of
bank
''Then
borrower's
In
the
real
in
directors
taking
"I
deal
Perhaps
write
of
both
both.
you
insist
rather
wa3rs
fire
it's
DIRECT
been
known
insurance
upon
to
not
man,
a
insist
to
upon
his
protect
man's
loan.
which
matter,
is
his
insuring
a
the
life
compliment.
a
My
now
life
loans,
To
security.
have
out
of
majority
some
CONSUMER
THE
SELLING
and
life
business
suspect
one
insurance,
comes
very
and
from
profitable
I
write
many
one."
a
good
sources.
is
v^
III
SELLING
THE
Through
Following
"One
point
said
salesmen/'
much
as
is
dollars'
clerks'
"He
his
said
in
the
25
to
from
an
increase
"My
own
the
for windows
and
over
when
sellingten
a
of from
shelves
sales
with
but
50
to
150
counter
per
cent.
turn
in the
to
salesmen
order.
76
exhibit
an
per
cent.;
the
showing
Now,
evolve
clever
the
salesman
to
that
a
see
their
of them
play
dis-
demand
can
Many
with
resulted
findings.
think
of
shelves
boosted
these
in
I read
account
that
5
are
displays.
the
to
goods
supports
many
2
two
store
a
an
upon
a
counters, it's up
Too
of
recently
shown
from
other
cent., and
efforts, the
by good
had
advertising department
they
selling twenty
manufacturer
experience
experience
and
devote
himdred
one
out
Only
display material
window
per
in
merchandise
accomplished
his
and
dealers
similar
and
candy
a
was
that
50
they should
than
year
displays.
good
by
they're applied.
is
in
pushing
stimulated
goods
that
our
upon
worth.
in
case,
of advertising
impress
to
goods off the dealers'
our
goods
our
delivered
in
"is
demonstrations
support
speech
what,
of
factors
strongest
trying
manager,
money
from
Sale
a
on.
fifty dollars'
"Aside
always
getting
to
more
worth
dealers
the
sales
a
thought
"There
a
I'm
getting them
to
as
which
TRADE
RETAIL
seem
in
though
alideas
that
work
to
SELLING
feel that
than
easier
a
matter
to
sell
than
to sell
that
your
of
who
has
who
one
goods
rule, when
fact, the
dealer
a
product
a
is the
reverse
has
customers
new
old customers.
purchased
refuses
product
your
concludes
who
and
once
It is much
case.
bought
never
stickers,and
are
adding
to
sales from
stimulating more
to
"As
is attached
credit
more
TRADE
RETAIL
THE
a
it is not
slowly it is because
moves
As
reorder.
to
properly pushed.
staging salesmen's
"By
of sales per
this vital
prize
focus
dealer, we
be solid with
successful
good," said
is
if your
salesman, recently, "but
store
of any
with
the
his clerks
is
who
imcertain
selects
too,
a
as
the
And,
articles
and
business
a
good
his
is
a
For, in
a
the
very
trims
contact
pulse
im-
buying
often, it is
a
windows.
the
proprietor is likely to
the
grows,
of
deal
for
particularly
customer
guide
purchaser.
a
in direct
are
public; it is the clerks who
delegate
upon
men
better.
even
size, it is the clerks who
of the
Then,
our
Clerks
Dealers'
customer
a
dealer, to be solid with
clerk
of
attention
the
greater volume
point.''
Capturing
"To
for
contests
buying
to
some
of
one
his
clerks.
"I
make
it
a
rule to become
clerks.
the
on
And
I
talking-pointsof
do
our
I consider
see
the
well
to
oiu"
various
stage prize contests
of
concentrating the attention
to
at
oiu*
posted
portant
So vitally im-
goods I handle.
I have
tomers'
cus-
my
they're thoroughly
that
this that
sales manager
acquainted with
customers'
times
with
a
clerks
duced
inview
upon
product.
"In
our
the
where
our
main
names
goods
office
of thousands
are
sold.
have
now
we
of clerks
In
77
my
a
prising
mailing-list com-
employed
opinion, this
in stores
list is
only
second
now
TO
in value
to
involved
contests
points
by
of the
purchaser
a
"These
the
for
sales
naming
the
overlook
the
the
covers
good-will among
create
See
concern.
"I
handle
other
that
it is of
is
the
far
in
uncovering
on
new
with
better
a
break
or
Competition
higher
in
price
salesman, "and,
a
man
sales-
side."
Cut-price
is much
to
make
can
your
higher quality. As
case
advice
my
They
field,"remarked
far
a
of
Face
generally the
represents
they're
article which
an
in
clerks; that's
retail trade.
Selling in the
as
educate
points for the advertising department.
who
any
objects. They
of practical value
are
advanced
ever
buying.
goods; they
our
clerks'
our
occasion, prizes
reason
three
accomplish
they
and
of his
cause
of
possible talking-
another
on
unique
most
One
all the
of
market;
we
regarding
"Don't
any
the
contests
clerks
them,
list of customers.
the
as
GOODS
MORE
our
goods
offered
were
SELL
of
matter
a
than
rally,
natu-
fact, and
it
high-priced commodities,
investment
than
its
low-priced
rivals.
of
"Many
our
product is difficult
It is
day
at
Let
to
me
A
but
"
the
be
a
how
buyer
told
me
'
I
one
that
he
Uked
he
said, "why
dollars
that
our
cut-price competition.
this alibi
the
the
Only
other
offered
was
offender, 'do
an
:
you
order-taker.
our
all
product
right,
obstacle.
an
that
pay
your
Jones," I replied, "I'll
hundred
claim
price objection only yesterday.
that
buy something
can
of
talking like
You're
I met
the price was
"'"Mr.
conference
I, addressing
salesman?
tell you
face
for lost sales.
excuse
here,' said
money,"
least
favorite
that
"If
sell in the
to
weekly salesmen's
our
"'Look
claim
a
salesmen, however,
younger
a
month
78
will fill the
bill for half
price?"
wager
for house
that
rent.
you
I
pay
can
at
find
HOW
and
TO
wide
through
on
first my
had
tested
ideas
owned
never
long, however,
schemes.
It
As
busy
a
to
it
under
grant
me
a
this it
in
problems
hat
who
salesman
of little value.
noised
fore
Be-
with
my
increased.
advice
about
that
I
ing.
investigat-
worth
was
the
suggestions.
seldom
local grocers
too
hearing.
natural
a
I
general.
of the
step to
study of retailing
a
gradually iacquired a
customers
my
pretty
prehensive
com-
of modem
methods
approved
most
I induced
merchandising.
which
At
plans.
experiment
be
posted
soon
mere
in my
to
I found
was
grasp
a
to
faith
began
my
consequence,
''From
began
they
they succeeded,
information
from
probably
were
long before
not
was
had
As
was
in my
little faith
emanating
store
a
media
trade-stimulating
betrayed
customers
felt that
They
GOODS
reading of trade
tried and
many
MORE
SELL
install
to
better
^rstems, to speed up their turnover, to inaugurate accounting
safeguards against
their
and
costs
me
of
the
do
to do
asked
was
with
it.
you
*Now,
but
was
were,
in
evident, for motives
it
was
wise
to
as
that
the
me
meeting
a
greatly
to
it had
great deal
a
place orders with
value
a
of
good
a
for your
man
perity.
pros-
advice
my
of self-interest,if for
give
It
all this have
did
degree, indebted
some
look
to
wonder.
may
to
liveries
de-
friend.
and
served
then, what
natural
And, furthermore,
reason,
This
demonstrated
It
began
speak before
to
sellinggroceries?' you
order-book
whom
to
I
their
route
guide, philosopher,
prestige.
my
''My
to
ascertain
to
waste,
by lines;
grocers' association.
local
with
careless
turnover
of
sort
long before
increase
to
a
as
not
was
their
and
intelligently; in short, they
more
upon
theft
no
share
of
came
beother
one's
business.
plan of mine
"This
quires considerable
But
fpr
a
salesman
will not
time
who
before
is
reap
the
results
fruits
at
in
It
re-
evident.
become
permanently located
80
once.
a
territory
SELLING
it pays
to
than
more
How
sell service
to
the
"It's
quality which
"It's
smaller
business.
And
valuable
to
"Some
a
in my
progress
in
years
time
I
out
was
salesman,
cently.
re-
particularlyin
this
his
his
running
fact
own
proved
has
the
about
wonying
about
closing obdurate
ago
its
nature.
of
very
prospects.
on
first
my
I
trip.
dling
han-
was
thoroughly reliable line of goods, but failed miserably
attempts
of
make
to
One
sales.
discouragement,
I foimd
twenty-five thousand
inhabitants.
stores, Grant's
Reedly's,
and
I knew
piemacy.
"I
successful
a
does
knowledge
a
me
he
as
sell,its price,nor
to
much
as
this Salesman
Helped
merchant,
average
spends
towns,
have
of human
knowledge
competitor's
Nature
sales," said
instance, the
"For
week
of Human
makes
applies
This
goods.
business."
article you
the
not
fftADE
his
along with
grocery
Knowledge
a
HEtAlL
tSE
this from
and
"'Just
sat
after, but
of about
town
a
comparatively
Two
large
battling for local
were
talk with
salesmen
su-
route.
en
office,introduced
Grant's
a
self,
my-
down.
dropped
offering him
myself in
my
into
casually saimtered
morning, after about
a
he's
in
to
cigar.
busy
general business
'Your
just
him
Reedly's the
friend
now.'
conditions.
I'd noticed
Grant,' I said,
"hello," 'Mr.
say
And
prick
old
his
up
discussing
I started
the
But
seemed
man
at
ears
I'm
man
stracted
ab-
mention
my
of his chief rival.
"Finally he remarked:
'What
it's the Blank
line of
petticoats,'I replied.
agent
in
"'Why,
as
we
have
appoint only
one
already got in touch
interested
in
seeing
them.'
is it
with
a
you're handling,
city
Reedly,
Literally
81
we
and
you
were
as
my
way?'
any-
'But
people
wouldn't
be
'in touch'
HOW
with
Reedly, but
'''Hum!'
than
so
entire
the
the
gnmted
GOODS
MORE
more
no
covered
had
campaign
SELL
TO
old
with
Grant.
circular
A
trade.
'Closed
man.
with
him, have
you?'
"'Why,
for
hat, insisted
see
the
here
upon
the
not
slightesteffort
the
fact that
local
newspaper
actually asked
said
chuckled
to sell him.
advertising,
for
me
he
As
to
the
his
wrote
with
the
to
the
delight at
reluctant,
appeared
fairly,but
signature
tioned
men-
Grant
Thereupon
I
agency.
Merely
supporting Beedly
on
etc.
treating Beedly
aloud
finally consented.
the
contract
old
thought
of
having
trouble
in
placing
his rival.
overreached
It
hotel
the
to
over
planning
were
we
I felt I wasn't
man
taking him
my
on
samples.
I made
with
the
I'm
what
them, anjrway,' urged Grant, and, putting
see
his
"
'That's
to-day.'
"'Let's
"
yet,' I confessed.
not
no,
was
lesson
a
Blank
line.
eloquence.
to
An
I had
me.
is worth
of strategy
ounce
the salesman
And
more
no
succeed
to
a
be
must
of
pound
as
wily
as
Machiavelli."
"
Everlastingly At
Keeping
Salesman's
"
Yes, they call
admitted
been
Co.
a
for
"As
some
a
the
course
where
of
The
the
of
I
a
fact, there
reason
because
merely
organisation,"
of middle
man
of
products
of this
age,
who
Downer-Crawford
had
Paper
years.
matter
force.
our
salesman
modest-appearing
selling the
this
Success
the star
me
It," Explains
see
my
the
week.
the average
order
are
total
several
volume
greatest number
82
exceed
salesmen
tops
ten
the
or
on
list is
of cuistomers
of this
Selling merchandise
doesn't
abler
in
character,
fifteen
dollars,
is
good deal like laying brick
a
the
o'clock
busy
too
are
afternoon
at
to
Since
point:
"Another
rite.
often
out
that
away
tomers
cus-
about
at
two
balance
the
my
idea,
one
Saturday
be
to
plugged
too.
orders, totaling
four
days
Satur-
off work
knocked
I've
'My
spend
used
day
three
have
worked
than
the
lunch.
and
a
half
hours
on
Add
day.
a
the
I start
and
salesman
average
to
this my
I
afternoon, and
Saturday
three-quarters hours
fifteen and
leave
eight hours
means
if the
work
for
rigid schedule
a
one-fifteen
At
I doubt
real
to
eight-thirty I
At
dawdle
to
couple of hours
a
according
schedule.
eat
inclined
are
consuming
my
six hours'
over
extra
in
more
a
week
others.
"According
As
these
to
of
matter
a
which
quarter more,
tireless perseverance
"Here's
value
of the latter
upon
me
in this town,
are
the
a
quality.
time.
bookstore
the
will
It made
Some
years
man
made
83
of
claim
that
throw
a
me
I.
Hard
some
tremendous
when
ago,
a
nearest
my
there
of my
secrets
siderably
con-
only about
to
come
organization than
episode which
an
at
fact, they
total
should
those
than
more
justifies
my
in the
salesmen
sales
figures, my
one-third
over
and
That
I
And
and
day
a
five-thirtyI quit. This
at
averages
natural
possible
it is im-
attitude.
me.'
salesmen
most
quarter steady pluggmg.
rival.
that
to
then
twelve-thirty I
At
work;
to
lay
I
follow
ojEce.
a
lunches,
their
I
themselves
and
five-thirty.
at
and
meat
surprise, sold
my
forty-five dollars.
the
movie.
a
experiment,
an
and,
afternoon
listen
to
they call it
Saturday
But, just for
over
retail
just spoil prospects,' is their
"'I'll
of the
the
work,
afternoon.
goods Saturday
sell
to
convinced
have
trades
grocery
you
more
sell to
who
salesmen
city
''Most
hours
^the
"
you'll take.
orders
more
TRADE
RETAIL
THE
SELLING
are
a
abler
plugging
success.
light on
the
impression
I first landed
proposition.
HOW
'''Here
for
up
are
that
he
'It's
auto
agency
some
sheet
extra
if you
see
"From
I learned
there
city; fortimately for
one
section.
three
fourth
last
in
one
sixty dollars,I
object-lessonof
"
Show
well
the
city. As
this
Buyer
can't
land
know
my
the
"
the
and
a
Otherwise
the
other
"The
fellow
other
canned
for
to
about
was
if you
in the
it behooves
also
world
to
me
my
petitors'.
com-
value
than
it.
to prove
Calkins, the
on
sale
whole-
a
question of
a
offering a better
able
I called
he
an
Did
purchaser, and
forward, and
be
be
not
was
ready for
a
big
restaurant
sizable
order
of
goods.
"When
I walked
seated
"'Come
who
and
that
and
I may
day
I knew
man.
the
says
goods backward
to
came
Salesman
salesman
Consequently,
order.
agency,
That
him, all the hypnotic salesmanship
show
won't
me,'
of the
end
perseverance."
line," remarked
'Show
the
ninety-sixth
grocery-house, "it figures right down
merchandise.
into
single proposition.
repaid for the effort.
of
book,
'phone-
conmiissions
my
out
agencies in
auto
At
the
lot to
insert
Get
of the
that
sale.
a
distribute
concentrated
at
away
make
value
said
Me,"
selling my
"In
the
was
each.'
pretty well
day I sold the entire
the very
cents
ninety-six
were
me,
I couldn't
But
chai^.
back
skit.
We'll
of
free
ad.
I hammered
days
it to
buy
directory in the
the
"For
might
picked
I've
automobile
humorous
lot at nine
sell the
that
which
advertising novelty.
an
business
books
a
bearing their
can
the
GOODS
MORE
said.
mailing-listas
it to its
and
SELL
couple of thousand
a
song/
a
I think
an
TO
at
over
thought
he
in, there
Calkins'
and
was
Todd,
a
competing
man,
sales-
restaurant
man,
desk.
sit
down,'
might get
to
us
84
said
the
bidding for the order,
THE
SELLING
^^rn
"Before
of
one
his desk
on
opened
two
were
of
cans
brand, the other
'Gilt Edge'
our
TRADE
RETAIL
peaches,
competitor's
our
'Imperial.'
then,' said Calkins, addressing
"'Now
that
is the
three
"Todd
"I
scales
which
"'If
want
if
Edge.
Reduce
at three
than
"Todd's
for water,
pay
place
separate
desk, I proceeded
and
half is
a
three
at
for him
on
grin
issue
actual
you'll find that
and
quarter
a
I
our
with
in
the
brand
purchase
I
dollars,'and
paper.
vanished.
suddeidy
left
Gilt
the
peaches
by talking quality, but
later
Imperial,' said
10-per-cent. better
a
slip of
a
the
peaches, buy
of
weight
percentage
buy
for
market
extra
and
minutes
Ten
to
to
the
I
peaches.
cheerful
cloud
against
reaching for the
his
on
into
can
liquid. Then
always keeps
the
can
out
half
a
shouldn't
Why
of each
contents
off the
Imperial
figured it
and
size
The
quality.
triumphantly.
me
you're in the
dollars
the
dollars
quarter.
a
poured the
actual
I, 'but
Edge
at
Calkins
you
three
in
ports
re-
him?'
drained
the
weigh
to
and
promptly
and
Gilt
dollars
grinned
dishes
to
quote
with
order
my
identical
are
You
same.
Todd's
brands
these
ch^
'my
me,
it didn't
signed
the
tried
He
order
work.
in
my
as
the
pocket.
"Which
old
goes
philosophers long
How
a
"But
credit
Slow
look
doesn't
that
is power,
knowledge
informed
us."
Converted
into
a
Qood
here, Jennings," objected Webster,
"it's
man,
ago
Was
Pay
possible, as
sound.
that
show
to
He
help
of his credit and
us
may
any
I can't
you
be,
as
right now.
say,
he
that
claims, land
He's
this order."
O. E.
85
Pitman
reached
Customer
the
firm's
is fundamentally
poor.
But
the limit
"It's
at
is
Pitman
that
risingin value,
steadily
It's
be
a
old
an
Tuesday.
next
the
shipment
brief
comment.
that
tell Pitman
drop in and
Don't
Creston
making
cash,
clear.
and
free
owns
know
of
land
good
customer.
I'll be
Webster.
me
he
good
a
in
taken
I
short
He's
all tied up
that
ahenate
to
woman,
Let
capitalis
land
profit, and
gold.
as
"It's
salesman.
handsome
a
good
as
His
he admits.
shame
shows
which
price
a
the
big order," countered
a
GOODS
MORE
SELL
TO
HOW
is
the
on
way."
doing,"
"Nothing
let you
said
"Pitman,"
day
or
I know
I
house, we'd
the
this
tram
in
involved, maturing
lot of yours
that
out
the
on
will
shipment
your
six
note
for the
lien
road
Ridgewood
leave
a
me
you
the
on
amount
after
interest
against that fiveand
I'll guarantee
within
warehouse
our
your
keep
to
to
bearing
months,
store
over
occiured
your
me
Stipulate in it that it is
sixty days.
acre
give
Just
morning.
that
stewing
I want
you're good.
scheme
a
is
man
former's
the
entered
credit
that
Here's
books.
our
he
Jennings, as
later, "our
two
rating. Now
on
policy of
dictate the credit
salesmen
"If
in six months."
bust
a
Webster's
was
two
days."
right," was
"All
I'll look
arrangement.
and
give
you
"I've
reply.
the
the
note
objections to
that
legal description of the property
the
up
no
before
you
leave
town
on
the
two-o'clock."
"There,
as
he
that
laid
the
ought
note
to
on
"Any
bank
will discoimt
three
times
its value
Jennings,
satisfyyou," remarked
desk
Webster's
that
behind
at
a
it in
the
reasonable
following day.
rate.
There's
gilt-edge,unencumbered
real estate."
"A
the credit
good scheme," admitted
86
man.
"I
perceive
HOW
TO
advertising
his
hence
solicitor,
GOODS
MORE
SELL
readiness
adopt
to
my
suggestions.'
"I
sales
own
I
began
promptly
lot
a
I
read
began
to
before
long
the
"Gradually
them
"After
splendid
facilities
considered
by
traveling
manager.
it
my
the
the
entire
best-paid
frankly,
that
plan
casual
I
after
plans,
and
closely,
practical
merchants
in
I
for
it's
and
of
am,
my
acquaintance,
the
on
in
well
works
into
my
success
the
line
of
to
newspaper
the
course
the
the
I
man/'
am
of
light
a
Dayton,
in
I
through
to
not
I
suggest
one
am
of
And,
country.
suggestion
had
I
road,
Now
in
b^an
they
execution
careful
course,
per*
To-day
information.
merchants.
in
from
gained
successfully,
put
the
adviser.
friendly
scheme
a
an
with
me
order,
an
somewhat
competing
salesmen
is
constantly
was
promptly
I
to
worked
had
gathering
If
attribute
a
customers
my
to
of
viewing
living
signatures
light
as
of
whose
man
plans
my
territory.
same
line
many
good
the
to
Instead
their
the
And
investigate
a
affix
of
some
solid.
was
talk
sales
new
my
sales
my
pretty
a
appear
aspect.
in
me
to
to
to
consider
to
began
attached
suading
I
I
different
suspicion
sell
for
disseminate
to
my
to
magazines
to
trade.
my
extremely
how
watch
the
on
business
able
was
among
kept
delivered
to
as
formula
man's
I
information
of
it.
purchasing
ideas
Whenever
problems.
injected
this
apply
to
made
by
IV
SALES
The
''
few
Very
be
is present
to
much
so
lacks
the
every
ounce
be
stimulus
of
he
as
salesman's
is
of
and
efforts.
Thus,
no
one
more,
Further-
results
tangible
no
something
seeing
he
that
for
accomplished
though
even
commission,
straight
this
point
feeling
cash
immediate
fails
he
that
fcH*
point
every
bit
credit.
as
much
how
see
The
a
man
sales-
work
to
as
work
he
he
does
effect
really
are
a
of
themselves
salesmen
they
more
in
results
system
of
what
adopted
psychological
The
startling.
have
we
The
system.
and
to
inertia
natural
well
as
surprised
are
his
office
the
might.
the
receives
shows
it is not
unlike
salesman
relax
ties/'
capaci-
''And
that,
the
not
expended.
on
overcome
called
this
effort
is
thdr
of
limit
manager.
for
set
does
work
of
working
^'To
is
his
of
is
he
that
see
sales
reason
task
Selling
the
to
up
One
particular
no
hard
work
at.
in
System
up-to-date
an
wondered
man,
Point
salesmen
remarked
to
MANAGEMENT
capable
doing.
point
''The
intricate
and
worth
more
sale.
in
credit
of
We
practice.
each
sales
difficulty,
This
is
system
of
that
are
overcomes
select
with
salesman
the
with
tendency
89
for
points
several
a
man's
line
dollar's
each
lines, which
of
somewhat
easy-selling
point
Other
but
theory,
certain
a
one
article.
credited
in
simple
sell
per
with
dollar
thinking
HOW
only of
but
small
a
give
addition
four
o'clock
''We
per
each
pay
If he
points,he
it comes
succumb
to
we
This
etc.
of work
they
for that
of
temptation
the
to
thousand
one
ac
bonus, figured
a
rendering
in
honesty
about
sales, of
made,
some
salesman
two
or
to
serves
might
men
month
every
course,
occasional
An
padding.
pend
to de-
have
we
course,
men's
of calls
five thousand
or
money
question
no
twenty-five dollars
to make
more
the
number
known
not
bit
earn
man
a
check-up, conducted
or
date
is
to
the
sales,
splendid antidote
a
salary. Of
upon
There
but when
actual
five hundred
much
his
as
measiu^
their reports.
for
every
To
expect
we
just so
rate
same
in great
some
It is
another
secures
receives
at the
shows
tired feeling.
m.
week, for example,
points.
which
report rendered,
salary and bonus.
a
business
points
feel that
something.
p.
big
a
call, each
salesmen
the
for
counts
doing
awarding
to
for
that
means
GOODS
MORE
profit.
net
them
SELL
sales and
gross
''In
do
TO
spection
inon
this
cover
point.
"Since
installingthis system our
increase and our
earning
are
men
this
sales
much
have
shown
more
money.
in efficiencyhas
experiment
a
big
together
Al-
proved to be
an
unqualified success."
Picking
"If
invent
could
man
a
Profitable
Timber
machine
a
applicants for
which
salesmen's
would
record
positions, he
the
capacities of
could
"For,
price," said a sales manager.
forced to confess
a lifetime spent in the business, I am
I can
abilityonly by his performance.
judge a salesman's
after
that
And
I
costs
us
"So
his
name
judge
can
time
far
own
as
and
I
his
performance only
after
a
trial which
money.
know, there is
no
00
line of work
which
presents
SALES
such
MANAGEMENT
difficulties from
salesmen.
All you
coupled with
but
means
have
what
conditions
you
with
nothing
It is
but
I
reaUze
record
ascertaining
too
winners
many
on
of
as
little
cants.
appli-
gauge
and
had
these
fellow
to
of
have
are
his power
of
leaves
power
one,
young
record
This
unreliable
how
His
and
I, for
pride myself
to
man's
of
judgment
bumptious
rejected
false alarms
many
method
And
feels confident
have
is the
personality.
no
own
upon.
to
selecting
in his territories.
your
only the
experience who
too
existed
experience
guides.
of his
of
that
as
upon
have
you
depend
to
depend
to
because
little,
perception
viewpoint
impression
your
just
enough
this
accepted
ability in this
my
direction.
written
for the
"As
sharks, they
in
are,
indicate the speed and
If these
know
highbrows
that
these
register 100
couldn't
sell
salesmen
who
with
"Of
degree
a
man
cent,
on
mah's
little
at
state
desk, they'd
my
office who
and
nature
And
of Maine.
manship.
sales-
upon
in the
of that
to
serve
processes.
bearing
right here
tests
They
mental
I have
who
star
confronted
when
pitiableshowing
a
read
you
be
and
"
orders
to
But
the
make
a
intelligence,blessed
come
utterly. And
imattractive
keep
the
when
trouble
good
mighty subtle quaUty.
fall down
chap,
that
may
required
inquire.
honest, persistent,a good
keen, quick
lumpish
a
character.
you
natiu-al talent, consciously developed
may
a
is
sell is
to
character?'
read
can
character
personality
day
per
a
few years
a
bookkeepers
present
I
course
power
of
spent
whisky in the
can't
than
more
A
had
useless.
them.
**'But
The
of
accuracy
qualities have
I have
can
opinion,
my
psychological
the
compiled by
tests
and
is that
salesman.
It is in
by experience.
talker, possessed
with
an
he may
imkempt,
and
attractive
be
a
can
eliminate
91
this
slow,
bring
factory superintendent humping.
we
some
expensive
in
The
trial-
HOW
TO
but
by-test-in-the-field,
the
sales
"Every
Defects
is
one
remarked
of
of
sales
a
be
sleep. But
upon
it is seldom
the rudiments
even
The
poor.
finds
crack
a
orders, which
ordinary
play
so
of
large
turn
never
a
in business
who
grim concentration
that
it
when
sense
pluggers
in any
and
to
comes
a
The
big orders.
their
paths
of cancellations,disputes
orders
and
dimensions
troubles
"
which
of the
can
arise from
Prayers, pleas, and
cannot
change
his
orders, and
exhortations
is not
spots
nor
the
02
bed
they
keep the house
sickening trail
a
for
goods
actual
useless.
salesman
not
in
imposaible
are
of attention
star
net
a
difficulty,but
in the
are
which
concern's
the thousand
lack
of any
him
any
with
fulfilment,credit difficulties,
errors
point,
details
stock, promises regarding delivery dates which
of
That
the
taken
one
even
one
rob
phenoms
strewn
are
over
any
take
work.
sales manager
cause
never
qualities.
that
to
upon
part in contributing to
a
possesses
of his
to
seems
power,
or
of thie application
his
of
eat
rule,they die
a
induced
details
the
to
It is seldom
be
can
result, the lot bf
The
roses.
ability. As
example.
explains his
horse
profit. As
inventor
an
has the defects
who
performer
enthusiasm,
very
problem, forgets
finds
that everyone
pains regarding
reasonable
sorbed
clouds, is ab-
labornsaving devices,and, when
one
is another
session
pos-
typical inventor, for
inventor, then, is a typical instance
salesman
ties/'
quali-
the
say,
lives in the
He
of commercial
of this axiom
"The
that
his
of
is to
The
concrete
some
defects
inevitably implies the
almost
of various
it comes,
one/'
'Hhat
manager;
weaknesses.
in his visions
When
Qualities
the
by
example, is all imagination.
concentrating
easier
an
Salesman's
a
virtues
certain
GOODS
yet here.
handicapped
certain
of
presence
it's not
life wiU
manager's
The
MORE
SELL
and
amounts
one
petty
to details.
The
his
leopard
habits.
MANAGEMENT
SALES
There
is but
with
he
evolved
^'I have
which
them
Uterature
I
going
write
them,
order-blanks
held, the
everywhere
they
fobs
for
given period
a
"
In
each
writing
item
I have
out
in the
of
And
I have
of
a
with
saving
a
think
men
dence
evi-
scarf-
with
of
errors
lot in
the
the
pencil
a
old-maidish
I'm
on
thousands
us
feature
error
of dollars
annually.
directiqn of remedying
qualities ^impatience of
salesman's
good
"
the
with
to check
this concentration
achieved
defect
one
is
business
our
list. My
error
sit
salesmen
percentage
order, they have
an
the subject, but
on
lowest
ferences
con-
part of salesmen.
the
on
the
in, the
sales
staged contests
even
prizes for
as
the
all
which
send
our
constantly confronted
are
of their sins.
which
at
and
on
upon
they
in which
room
desks
form
letter-heads
daily reports which
the
themselves, the
are
pins and
The
salesmen.
to
errors
principal ones,
the
printed in tabulated
conspicuously
laugh, but
a
analysis of the
an
occurring, selected
commonly
had
I made
lessness,
care-
signs.
always raises
which
system
a
its purpose.
serves
most
ignore the warning
cannot
him
surround
so
that, despite his
of system
protective network
a
is to
that
safeguard, and
one
"
detail."
Salesmen
Handling
"Too
of
often
salesmen
results,"remarked
which
play
given due
"An
a
difference
is between
"When
certain
factors
results
not
are
weight.
incompetent
coast
"while
sales manager,
large part in determining the
farmer
Valley than
the
single standard
the
judged by
are
a
Scientifically
can
of Labrador.
between
the
I
two
the
raise
can
the
And
b^t
geographical divisions
joinedthis organization I
93
in
there's
allotted
sissippi
in the Mis-
com
farmer
often
territories
more
the
almost
world
as
salesmen
I have
found
as
on
muc}]
there
mentioned.
that
we
b^4
^
HOW
force
of
balance
the
TO
MORE
SELL
salesmen,
seven
the
by
last but
straight salaries
of
volume
as
work.
There
man's
actual
was
for
rich
territory played
''I
b^gan
proportion of the
what
territory he
here
it
that
much
too
while
ground
termined
de-
were
entered
some
each
that
was
in
all
securing
a
of remuneration.
in
customers
each
man's
divergence appeared
a
had
.
First, I ascertained
seeking
were
men
others
determining
good fortune
vast
and,
willing to
were
assumption
possible
plain that
was
of
situation.
selling. So
was
antiquity.
which
they
part in the rate
a
imalyze the
to
which
that
equally valuable, but
were
for
sales,length of service, age,
ability. The
sales
of
these
into
scientific method
no
mists
and
method
least, amount
not
the
and
city
original causes
lost in the
rule-of-thumb
a
factors
such
for
worked
men
The
states.
territorial divisions seemed
Th^
the
covering
two
neighboring
GOODS
I
enough.
not
to
cover
tM*omptly
readjusted the territorial divisions.
''Then
I learned
of the
product
This
covered.
what
proportion
is not
each
man's
in
ability and
value
to the
figured from
How
the old
interested
a
other
not
haphazard
Salesmen
accepting
the
up
Select
a
job
94
on
who
men
ideas
commonnsense
of each
merely
upon
man's
with,
the
sales
their
basis
of
of territories."
allotment
Employers
da3rs,the only points in which
when
customers.
volume.
mere
house,
first
profit to the firm
paid in accordance
are
man
the
as
possible
show
estimates
our
thing
of
net
to
and
these
men
our
the
to
served
of
revision
a
ability. Now
"In
This
sales.
application of
resulted
results
as
entire consumption
territory each
same
nmnber
profitsin favor of
overlooked
''The
total
question
the
came
each
exactly the
test, proportion of the
Then
in
sold
we
of the
were
the
a
salesman
was
product, price,
HOW
able
tracts
select
If you,
than
more
quite
help
.win,
you
to
Sales
spoken
of
have
conveying
''but it is
a
is that
same
the
This
people.
is
They
awaken
attitude
hostile
is
prevented.
"At
of
one
our
of
question
the
is, of
manual
information
from
They
merely
regarding
"Some
of
our
that
they had
Because
firms which
issued
"I
saw
dropped
that
the
foe
known
to
the
poor
clear
to
reject,
progress
I
brought
idea.
sales
A
of
compendium
gathered
chiefly
suggestion.
the
To
them
And
it meant
analogous
thinking, betrayed
mediocre
up
salesmen.
book.'
a
connected
salesmen
that
soning,
rea-
itself.
with
the manuals
salesmanship.
situation
subject, but
ateno^aphic reportsmade
begins
us.
which
words
manual.
manuals, they concluded
responsible for
were
I
terrible
of
'out
mind
opposed
the
of all of
Utter
your
of
associations
conferences
salesmen
for thie
to different
minds
product,
experiences of
learning salesmanship
reason
condensed
selling a
older
The
sales
we
manager,
consequence,
a
a
a
prejudiced against
were
the
as
compiling
course,
sales
words.
fortnightly sales
our
a
personal
develops, and,
combined
the
the
prejudices,instantly
these
a
of
certain
with
part in
means
different meanings
convey
because
connected
are
your
only
remarked
prejudices exist in the
Certain
words.
do
who
men
Manuals
perfect medium.
words
of
support."
thought,"
far from
type
written, is the
or
a
select salesmen.
can
you
for
work
to
realizes,salesmen
the
attract
it that
to
see
latter
employers
as
consistent
supplying intelligent,
''Language,
will refuse
the
much
as
proprietor, want
a
GOODS
good salesman
For,
employers
MORE
SELL
A
men.
manager.
poor
will
TO
demanded
for
of the
the
next
tactful
few
proceeding.
handling.
meetings
As
each
had
mm
'
SALES
narrated
MANAGEMENT
instance in which
some
objection, it
t3nped. The
began
men
in black
down
set
was
successfullymet
he
to
white, later
and
novel
be
to
to consult
desk
to my
come
a
these
records.
I selected the
''Fmally
certain
this
fundamental
material
Conference
"They
be
without
using
are
in
the
by
each
because
included.
they
Now
verily believe
I
Applied
said
it
that
of
instead
employer
Canvassing
a
buying
they
the
purchases
his
Crew
workitig hours
determined.
The
time
employee's
motion
made
follows
result
dustrial
in-
in
employee's
an
specifications. Every
during
previously
to
scientific management
that
that
detailied
to
worker
schedule
copy.
a
originalobjectors that
of the
means
bulk, the
according
'Sales
entitled
man
own
And
copy.
a
some
well
plants
time
of his
had
psychology,
interestedly,partly
Management
been
has
each
to them
sales manual."
a
Sdentific
It
to
sales
pamphlet
gave
contribution
some
occurred
never
Uttle
a
them
perused
wouldn't
in
Proceedings,' and
fotmd
man
principles of
printed
data, added
valuable
most
is
a
rigid
his
that
is greatly increased, to the benefit of both
productive power
employer and employee.
Scientific
twenty
management
old.
years
with
of its
sense
are
three
vaguely
be called
house-to-house
or
on
four years
a
basis
been
applied
worded
now
a
manship,
to sales-
instructions
has
has
awakened
canvassing
which, if applied
of
horde
paigns
cam-
to governments,
distinctlypaternal.
canvassing
ago
is about
factories
day of turning
responsibilities,and
conducted
would
A
with
The
it has
to
Intelligent,scientific management
passed.
a
applied
late years
good results.
loose
canvassers
to
Of
as
campaign
in connection
d7
with
conducted
some
the introduction
HOW
TO
SELL
MORE
GOODS
4
of
a
method
of
worked
out
of
detail
Every
experiments
through
modem
thoroughly
was
units
upon
small
to be
applied
conclusion
a
the
light upon
some
management.
formulation
to the
throws
shortening
new
previous
to the
entire
force.
The
This
attained
was
and
problem
first
gentilitywhich
job
It
weakened
the
when
that
of
it.
As
a
of the
in
crew
latter
handed
with
her
Tliis
pail of the
instant
an
product
its
flattering. As
a
loose
any
man
in charge of
used
pail was
again
further
make
pail would
certain
insure
an
this
rized.
previously memo-
To
immediately
down
the
the
a
see
sacrificed
for
prospect
fact, the
brand-new
the
recovered
d8
merely
was
in the
wagon
street..
for the
he held
of
delivery of the
instantly produced from
coupon
of
distinctly
was
sacrifice
sake
prospect's acceptance
opportunity
pencil. The
ring, the
right.
the
to
of
that
the demonstrator
and
his
impression.
merits
matter
canvasser's
the
sentence
apparently
The
apparent.
coupon
useless
was
pail with his left hand, he tore off
the
covering with
demonstrating
To
so
product, accompanying
the
introductory
he extended
made
answering
pail of
a
suitable
a
parchment
and
had
individuallycarefully
was
finally turned
housewife's
the
As
the
field and
vassing
can-
manager.
Upon
act
the
crew
it
hardly
Then
coached
one
result,the canvassing
in this line of work.
member
shabby
discouragement
contained
finally assembled,
each
to
quantities.
previous experience
of
view
a
from
of this type that
effort upon
and
C. A.'s
M.
broken-down,
of
years
aggressiveforce
time
to waste
a
in such
another
to
material.
local Y.
great cities drift about
our
considered
was
crew,
in
sound
class,with
agencies of the better
pathetic specimens
the
of
through searching the
employment
avoiding
selection
the
was
his
the
vass,
can-
pocket
a
in his left hand, the
MANAGEMENT
SALES
pencil in
his
the
pail, and
the
floor and
left her
The
thoroughly interviewed.
canvasser.
housewife
to be
qualified
un-
an
another
scored
management
was
seen
campaign proved
Scientific
success.
returning
place it upon
to
save
to listen to the
or
escape
alternative
no
woman's
the
prevented
strategy, practically every
this
By
This
right.
triumph.
Posted
Keeping
and
Customers
on
Prospective
Customers
is
''So Hammond
"Going
of
to
into that
man
territory.
but
customers,
of
we'll
We've
a
time
and
entailed
money
break
to
good
line
know
don't
we
a
by
one
"
a
new
mond's
all Ham-
on
thing about
his
avoid
the
to
system
a
bad
Too
have
I've simply got to devise
prospects.
loss
of business.
line
Now
salesmen.
the sales manager.
quit/' mused
to
another
enter
best
our
going
of
occurrences
this
sort."
in the
affair resulted
this
From
offices of this
day's work.
^with
"
in the
sales
file contains
One
Thus
customers.
the
Space
manager's
condition
This
method
system
of
the
having
day the
reports
vitallyimportant
Upon
on
tails
de-
arriving
carefully filed.
are
prospects; the other, those
of
executive
many
of each
complete
cards
office,these
keeps thoroughly posted
of
on
territory covered.
respects, superior to the previous
write
the salesman
the
questions
to
be
the
salesman
to
carelesslyomit
limited space
end
installed
now
for remarks.
of affairs in all
is,in
the
is left for all
cards
the
system
cards, submit
liberal allowance
a
card
At
concern.
salesmen, by fillingout
the
the
answered,
no
a
for
and
important^ liRojnts,
the
a
mas^
jpf'tmimportant
'
90
Through
is allowed
opportunity
prevents the inclusion of
data.
daily letter.
'
TO
HOW
In
the
field is
the
MORE
salesman's
a
him
remind
forget.
From
Newspaper
a
Often
Clippings
premises
your
It
angle it is
Sales
Were
permits the
which
sales manager
otherwise
might
success.
Valuable
a
Adjunct
the
to
Department
ever
If so,
burglarized?
or
were
you
personally,
safe-deposit bank
burglary-insiu'ancecompanies,
by
he
approached, either through the niail
promptly
of both
status
his arrival.
of calls to be made
every
exact
in
man
new
regarding follow-up calls,this plan is
supplying data
of great benefit to the salesman.
to
the
upon
before
prospects
GOODS
resignation;the
thoroughly posted
and
customers
In
of
event
SELL
panies,
com-
burglar-alarm companies, companies supplying nightservice?
watchmen
If you
weren't,
awakened
to
some
one
in your
vicinity has
of
sales-suggestingpossibilities
the
not
yet
newspaper
clippings.
cUppings
Newspaper
of dollars'
thousands
And
they
Here
A
are
few
from
in the
United
of
a
falls receives
concerns.
many
clipping bureaus
for from
device
protecting window-
for
clippingsof
such
every
accident
States.
manufacturer
through
to
bring
samples of the efficacyof clippings:
manufactiu'er
cleaners
A
a
of business
from
will
handled
apiece.
five cents
to
one
worth
obtained
be
can
inteUigently
of
clippings,on
badges
and
impending municipal celebrations.
Architects, builders, contractors,
extinguisher and
regalia keeps posted,
insurance
automatic-sprinkler men
fire-
men,
keep
close
tabs
fires
on
A
thi^iu^;cUppings.
believes
treasurer
savin^"iv^'s
engaj^a
or
married
are
100
that
beginning
people who
to
save
come
be-
money.
SALES
MANAGEMENT
Clippings covering such
happy
supply him
events
with
prospects for his literature.
Monument
receive
A
manufacturers
and
clippingsregarding
baby-specialty store,
receives
found
of
He
But
where
few
weeks
A
he
accidents.
it
to
before
of cUppings.
not
yet awakened
drop
on
But
in this
you
Initiative
bill
a
in
owners
install such
a
safeguard.
necessity of
the
the
his
the
through
In
problem.
Legislature when
in
are
the
a
and
bill
the
bill
could
Have
use
was
passed.
was
degree adapted
no
which
fact.
the
the
to
have
them
competitors the
your
regard?
a
Novel
fond
of
Develops
in
factor
important
country.
large list covering elevator
a
conviction
Advertising-men are
most
to
and
solved
hundreds
to
ness;
busi-
freight-elevators
demonstrating
the
lines of business
use
the
over
for
get
try to
obligatory
introduced, they carried
Many
all
architects
assembled
Read
men.
big mail-order
a
from
clipping bureau
had
prominent
clippings invaluable.
get his data
to
protection?
does
interest
concluded
Legislature making
which
of
protectivedevice
a
it difficult to
product.
decease
find
men
manufacturer
A
the
of births
cUppings
Artificial-limb
stained-glass-window men
Distributing
arguing
advertisement
an
which
to
as
System
vigor of
"
is the
or
copy
strength of display.
As
of
matter
a
fact,the
separately;
features.
a
It matters
how
be written, if it be not
is of
weak
copy
is not
merely
to
no
avail.
gain
a
proportion of its
wide
must
convincingly an
the
The
other
101
both
advertisement
a
ing.
read-
hand, accompanied
object of
reading, but
readers.
sidered
con-
have
Strong display insures
read.
Striking display, on
hardly be
can
advertisement
good
not
elements
two
an
by
advertisement
to convince
a
itable
prof-
TO
HOW
factors
Similarly,two
public wants;
the
circulation
The
display of
the
to
of the
has
blazed
world's
trails in the
new
The
circulation
over
two
of
of
of
army
he
Recently
conceives
his
has
We
Publishing Company:
in
concern
near
a
trained
with
good records
we
a
offers
To
are
they
makes
of real vocational
training of
as
business
being made
by the
Men
conditions, we
guarantee
position with
a
to
reputable
them
for
102
with
us, and
possible
offers
one
that
jobs have
value.
and
who,
men.
education
usually complain
to
describingthe plan:
now
in school
these
examples
come
tional
voca-
are
years
by leading educators
bo3rs who
of
ready for employment, young
fundamentals, particularlysalesmanship,
for three
which
sort
a
He
Employers
described
Employers
totals
town.
when
in business
plan
which
further.
even
booklet
believe,will develop into good business
The
business.
through the creation
pupils in
as
Young
his home
offer to send you,
men
them.
publishers
of the
weekly
idea
good salaried
2.
We
this
certain
fulfilling
man
request,
or
end
from
To
1.
upon
hcdd
circulation
remarkable
Blank
secure,
ers;
gain the read-
magazine
developed
quote
somewhat
young
ment.
depart-
corresponds
successful
a
which
boy solicitors.
two
any
It must
largely obtained
These
For
magazine
a
publication must
subscription staff
school.
of
of his organs,
one
million, was
vast
a
of the
most
ing
publish-
circulation
competent
a
department
virtues
in
success
First, reading-matter
advertisement.
an
inherent
the
One
second,
GOODS
requisite for
are
magazine:
or
newspaper
a
MORE
SELL
of the
in the
the
had
most
has
been
practical
country.
yoimg
no
men
and
preliminary
HOW
TO
business, and
to
This
retail
is made
of business
merchants,
in their
welcome
possible by
the
is
on
head, with
vast
a
in all sections
six
the
At
assistants, each
selecting bo3rs in
in
various
district
district agents
covering practicallyevery
there
population. They
thousand
boys and
in constant
The
yotmg
the
although
first step
toward
The
the idea
Club
Ten
of
member
sold
the
Ten
a
of the
one
Club
publications,and
of
ordering
boys and
with
their parents.
of
Blank
Club.
This
is
is
is
tion
organiza-
an
promising
and
entertauunents
times
some-
is to instill
by degrees.
attending school
r^ularly,
publications for six months,
who
in
also
are
Salesmen
his most
among
application sellinga
and
tions,
publica-
men
advancement
who
Blank
three
time
Blank
Its chief ftmction
organization and
of
charge of the fifty
sell the
League
own.
three
road
local Ten
of its
the
the
the
than
more
the
has occasional
is at
in
who
by the district a^^ent
headquarters
He
the
thousand,
two
of
town
office and
with
boy joins his
the
of the
of
fiftyroad
are
about
in direct
are
men
home
both
touch
formed
has
section
"gLogering up''
are
city and
thousand
A
central
a
one
is
agents.
these
boys.
training
supplying selling
towns,
ideas, building local organications,and
when
trained.
o"Slce is
direction
who
and
agents,
charge of
their
Traveling under
country.
Of
long observed
have
home
of
^manufacturers,
"
activity of Blank
one.
ployment.
em-
coK)peration
the
wholesalers, etc., who
of
promise
men
opportunity to hire young
so
this vocational
organization by which
carried
men,
receives
he
houses
cities the
own
GOODS
the
The
the
in addition
promise
hmidi^Bds
MORE
SELL
has
a
fair
quantity
perfect record
remitting, may
become
for
a
and
of
all
ness
promptmember
league.
receives
newest
a
monthly
ideas
on
how
house
to
full of inspirationand
organ,
sell.
101
He
is given books
out-
MANAGEMENT
SALES
liningall the methods
road
His
agent.
how
the
citizens in his home
The
have
must
with
pass
Blank
T^en
All
well-defined
the
70
net
of it is
modern
intensive
and
wants
I
welcome
''I
mail
and
in school.
per
cent,
methods
boy
higher
a
He
also
must
in
examination
an
which
manuals
are
salesman.
to
various
sell in
the
the
the
men's
I
have
sales manager,
a
planned
to
'Hhe
change
but
arrangement,
done
to
sales, with
change rather
right
at the
right arguments.
commission
To
customer
Management
in here," said
and
account
selling the
"
by getting to him
needs
I concluded
ill-feeling.
increased
than
would
so
wait
the
have
until
result
other
that
men
this
to
a
did not
been
to
measures
they would
it.
resent
began, therefore,by installing a system of direct or
of aiding the salesmen.
advertising for the purpose
Weekly
a
came
immediately.
create
The
ship
downright trainingin straight salesman-
a
paid straight salaries.
act
prominent
show
must
boy is being helped
the
Sales
drawing
and
of master
time, in the right place, with
were
of
ways*
thing he
"When
constantly being
support
taught in various
as
final rank
the
this time
by
corre*
to him,
comes
The
in
expert salesman.
an
work
of
average
salesmanship
supplied
from
district
the
are
re*
town.
in Blank
an
is
he
and
given longer service
both
standard
interest
step is to become
next
from
school-teachers
office,and
home
get the
to
oversight
his
and
He
office,advice
the home
constant
parents
with
spondence
shown
and
man,
proved successful.
have
letters from
oeives encouraging
the
that
assaults
few weeks
were
results
launched
began
to
through
accrue.
105
the
Then
mail.
I
began
Within
to
en-
HOW
TO
the
courage
customers
business
such
SELL
credited, of
territory in which
the
it
sufficient to show
was
the
to
course,
mail, all
covering
man
in volume
increase
the
profit over
net
the
through
originated. The
good
a
GOODS
place orders
to
be
to
MORE
of the
cost
advertising.
''Then
be
to
first
I
staged
for the
awarded
prize
was
that
the
a
feel that
men
if
that
and
article which
awakens
The
the
sales increase
that
I
this
There
"Then
nut.'
This
system
new
the
to
sales
ehcited
present
bulletin
to
"Right
so
be
now
to
had
seen
their
with
my
point,
viewon
them, taking pains
to
of
the rate
with
mission
com-
territory,
lished
findings estab-
possibilities.
field's
the
shift
by operating
were
a
that
to
subject
the
am
every
held, and
data
Saturday
also series of
he
tell 'how
great deal
distributed
I
salesmanship.
question of actual
the
up
could
be
talks, each
toughest
individual
of valuable
A
We
afternoon.
his
cracked
product.
regarding selling our
was
agree
it clear that
made
as
stimulus
which
men
more
earn
analysis of
being requested
man
to
display it
objections.
hour
Demonstration
The
ability,
increase.
in
varying in accordance
no
an
of
scientificallyfigured for each
been
I took
devoted
is that
potent
a
case
always
reason
can
strong
a
actually
exhaustive
were
be
to
be inclined
would
point, and
percentage
by
showed
explained the
had
the
proved
The
inscription
an
One
job they
new
a
I concluded.
they could
plan.
to feature
and
the
have
for
space
psychological moment
of payment,
basis
that
want
Sales
the
was
has
I
prizes
gains.
tangible,lasting evidence
contest
for greater efforts.
''That
is
they
testimonial.
award.
great enthusiasm.
here
ever
contest, the
inscription inside
an
significanceof the
some
of this sort
sales
greatest proportionate
watch, with
a
explaining the
foimd
two-months
a
formatio
in-
stenographer
in
embodied
a
sales
later.
developing
106
a
plan whereby
two
salesmen
MANAGEMENT
SALES
shall
cover
upon
the
each
that
the
on
it's
time
valuable
have
''Sales
How
to
man
dealer.
idea
Use
to better
your
ones
ment.
experi-
hold
some
tions,
general condi-
methods."
of
Army
an
I took
better
to
this
behind
since
doubled
of this is due
Part
Handle
to
sion
strong impres-
a
hundred-dollar-a-week
a
^that's the
"
than
the balance
plugger
big fellows; pick off the smaller
more
ago.
years
of the
IVe
call
to
man,
utilityman
a
sellinga ten-dollar
to
the
regular
concerns.
for
of less caliber
guns
two
smaller
mistake
a
heavy artilleryon
with
the
one,
"
large dealers; another,
type, to call
devote
territory
Distributed
Nationally
Salesmen
''Every
has
lazy
as
It is this
remarked.
which
distributed
It's like
sales
of hmnan
ertia
nature, this inwhich
combat,
to
offices in
C3mic
some
explains
nationally
handling
an
"I
think
of
army
that
of the
manager
is all wrong.
present system
our
privates with
We
general.
one
Dalton
shotild
colonels, majors, captains, sergeants,
etc.
WeVe
an
covering
and,
under
the
of
army
methods
salesmen
now
in
force,
all very
well
to
say
sufficient incentive
Many
don't.
by
cannot
men
for
a
without
the
sales-managership they
to
sufficient
to exert
his best
they could
stimulus
won't
107
make
and
a
It's
supply
efforts.
week
They
know
twice
earn
support
the
over
office.
commission
thirty-fivedollars
efforts
control
main
the
salary and
man
making
country
exert
his
that
redoubling their
But
the
responsible only
They're
them.
much.
tendency
be,"
to
products.
Company,
that
dares
Dalton," said Nutting, sales
"Mr.
have
he
as
people have
most
efficacy of branch
the
(Ml
is
man
of
effort.
as
personal
I've
de-
HOW
veloped
Let
me
of the
city and
one
to six.
it in
Buffalo
from
watch
charge, and
from
of, say,
of the
The
eight to
time
he
result.
the
it works.
how
see
balance
The
city
months
in
Nutting's
was
local
and
ten
act
can
as
one
office two
work,"
handle
eight
said
If
them.
in and
men
him, you're
works"
to
a
be
"
the
about
is up
rest
on
You'll
tabs
close
Keep
the spot.
quite
can't
See
that
each
Go
over
their
to five.
^from nine
nature
to you.
interested, but
man
Johnny
really works
later.
St. Louis.
about
have
they
weeks
"The
Nutting.
sponse.
re-
story."
all I know
you
brief
the
prefer," was
you
shoiild tell the
Carter, I've told
of the
dose
whatever
"Six
"Now,
man
here
city salesmen."
"Try
on
in
keep office hours
can
four
It
sales manager
try it in
manager
from
right
But I want
to
prizes,etc.,for the best records.
branch
sales headquarters throughout the country,
resident
a
schemes
GOODS
of
establish
put
MORE
effective
Beveral
in the way
SELL
TO
With
then
mail a duplicate to me.
daily reports careftilly,
ness
busibehind
should
him, each man
get 26 per cent, more
you
out of his territory. You
injectginger when they're
can
I can't
lagging.
hundred
"If
each
that
jobs.
From
it."
And
to
working
now
your
a
thirty
between
Tell
year.
a
landing
your
of those
one
than
a
man
helps.
Carter
tell the
to
Backed
More
troubles
of
show
a
enough
pull ahead.
have
appoint
hearty handshake
was
harder.
to
you're responsible for Missouri.
on
with
cheerfully. To
to
five
of
distance
a
within
managers
stands
one
months
Two
began
from
up
man
plan succeeds, I expect
this
men
a
miles.
forty local sales
and
to
brace
by Carter,
that, they
behind
Often
108
you
Carter
was
story.
the
were
who
Go
gone.
Missouri
salesmen
working
were
more
is paid to listen
helped
close
anjob-
MANAGEMENT
SALES
durate
the
from
''local
sales
Which
No
or
what
matter
of
sure
recently, ''and he has
happen
job and
a
equal the demand.
never
annuity.
Yes,
"Crack
more
salesmen, however,
right
a
good
be
The
livelihood.
supply
abilityis as valuable
annuity
as
might
company
an
fail.
able
valu-
alwajrs the most
not
are
times
^whether
"
a
Sales
for the
so;
Selling Goods
dividua
extremely independent in-
is an
may
is being
country
Delivered
be
Not
branch
thirty
over
from
Salesmen
Cotild
bad, he is always
will
call
a
before.
ever
sales manager,
a
has
result, the
a
traveling salesman
said
to be.
as
Prevented
Which
''A crack
impressed by
are
Company
intensively than
more
Plan
Oil
And
managers.
covered
customers
manager."
Dalton
the
To-day
A
Many
prospect.
the
steady
a
house.
plugger
is
a
of their
ability to nail the orders, neglect certain little tasks
to
involving
is to
raider
"Take
better
the
of stock
Most
mercantile
by mail
daily of
should, of
needed
the
kny
terestingwork.
this amount
Now
which
shortages and
of
what
his
we're
We
letter full of 'we
eliminate
shortages exist.
to
be
The
is the
when
average
order
an
write
must
regret
leam
to
.
.
.
the
how
man
salesthe
make
from
his
iant
brill-
more
willing
perhaps, fifteen minutes
drudgery
short?
house
price changes,
price-listand
time
same
amazdng
happens
if the
notify their traveling
houses
at the
means,
It's
done
be
salesman, the less likelyis he
It
stars, confident
service.
over
lines in which
this trouble.
"
go
cprrections,and
samples
of the
run,
changes in this regard. The
any
course,
long
must
proper
matter
the
many
which
its customers
for instance.
m^i
Too
asset.
drudgery,
some
in
Sometimes,
to
of
to
averse
take
irnineven
traveling salesman.
is taken
customer
for
goods of
an
getic
apolo-
hoping that it wiU not ijt-
TO
HOW
convenience
"
it makes
an
suffered
otherwise
one
"With
the
which
received
this
is to
phrase,
of the
for
in
on
had
Often
jurious
in-
very
in the
still the
makes
an
has
clude
shortages I in-
follows:
as
and
I
the
salesman's
in the
short
case
had
My
cepting
ac-
been
duced
re-
we
ceived
re-
deliberately prevaricated
idea
own
pledge.
temperance
from
has
of
cases
yet have
as
of
wording
Trouble
we're
salesman
that
daily report.
in the
secret
one
of honor
and samples.
price-lists
reformation
a
not
word
give my
in my
blank.
like the
tinued.
con-
plan which
a
price changes and
goods of which
the
trouble
cent.
worked
In
of trouble
force,I discharged
our
evolved
with
signing the
name
to
psychological
that
deal
I
been made
minimum.
a
good
of one's
best, a
source
incorrigibleoffenders.
most
in
a
have
some
evidence
acts
At
And
No.
for it has
orders
to
reads
be retiuned
be
must
some
which
annoyed.
this
lesson
a
per
of
Bulletin
changes indicated
There
much
from
however,
bulletin
blank
"This
counting
house
customer.
salesman.
difficulty80
each
I have
good
a
Finally,as
good
this
a
rival
a
great deal
a
Recently,
reduced
down
been
has
mind.
long time.
a
latter
remains
lasting impression of imreliability
customer's
for
of
enemy
and
"We
GOODS
naturally is very
supply, and
a
The
etc.
"
MORE
^possiblyturned
delivery
offered
you'
SELL
is that
it
signing
The
ineradicable impression which
helps
supporting one's resolve."
^
the
Watch
Net
as
this
''Some
cash
time
ago
bonus
we
Well
Sales
annoimced
monthly
to
as
the
Gross,** says
Manager
that
the
we
would
salesman
greatest proportionateincrease in sales,"said
110
pay
a
some
hand-
showing
a
the
sales manager.
TO
HOW
tends
dispersing it
a
business
centralize
to
hold
To
the
Too
then
rather
than
salesmen
many
into
d^;enerate
positions,my
their
house
create
order-
mere
have
salesmen
seU,
to
merely collect orders."
not
Method
Scientific
A
''The
salesman
a
pay
of
purely
Records
Salesmen's
Judfi^
in territories is
variation
to
it is
great that
so
of sales/' said
basis
a
upon
take
mis-
a
executive,recently.
an
''I
lost
once
realize
remarkably
a
conditions
the
field and
good
which
refused
to pay
I have
our
Population,
as
him
pf Our
able
am
in his
be
"Many
of
as
man
a
conclude
their
total
whom
what
a
to
heads
of Competition,
basis
percentage
a
I
should
record
salesman's
fixes
I
sales
I had
first
my
had
out
sales
men
a
value
man's
This
"Yes, Graham
"but
is
to
Salesman
a
Tarbell
good
is
a
phenomena
to
but
be
simply
managers
Sales
are.
with
alone
to
are,
the
in
this
cause
be-
average.
discharging showed
contemplated
Most
experiment
thou^t
tmned
It's sales in relation
criterion.
mana^^
such
etc.
factors
whom
men
top-liner.
which
imder
Facilities,Quantity
Traveling
surprises attended
their good
who
just
really worth.
was
particular field.
Certain
plan.
One
to
not
certain
a
Dealers, Area, Amount
all these
reducing
I did
in
him
analyzed
Previously Sold,
Product
"By
of
Capita Wealth,
Per
he
what
territories
Number
because
man
confronted
(''Now
no
GOODS
with
salesmen.
among
profitable clientele and
takers.
MORE
SELL
up
don't
know
many
lines,
difficultyof selling
house."
the
Looks
Ahead
salesman,"
better
one."
conceded
the
sales
MANAGEMENT
BALES
"How
do
"Whenever
two
there
hasn't
men,
out?"
ha43 been
opportunity
Graham
put
more
books?
our
develop
Graham
didn't
the
compare
on
in Tarbell's field than
accoimts
new
to
customers
more
territories
they exchanged
When
an
caabier.
the
inquired
figure that
you
latter did
the
in
Graham's?"
all very
"That's
the
that
obtained
by Graham
Tarbell's
customers
reason
is that
from
Graham's.
he induces
Be
dealer
a
Union
be
to
that
to
of
high
represent
local standing.
display
on
goods
our
displays; he
window
features
our
cards
effort to
he
conspicuously;
signs; in
and
push
with
co-operates
word, makes
a
goods. Naturally, he
our
glad
his
to
us
dealer-helps constantly;
our
uses
dealer
fixing
is
dealer
the
consequence,
a
the
in
deal
the
over
convinces
great
a
means
all
known
are
national
heavy
are
we
quality, Tarbell
us
As
line, he talks prestigefirst
our
goods
our
the
When
future.
to the
eye
Because
second.
and
advertisers
stock
an
And
goodd.
our
words,
other
selling is quite different
of
method
to
of
more
sells with
In
period.
same
distribute
Tarbell's
profits
and
in the
surpassed that
Tarbell
developed by
volume
gross
it's also true
the reply, "but
true," was
mined
deter-
a
sells
great
a
quantity.
dealer's
done.
name
And,
TarbeU's
on
as
a
as
his
make
no
he
But
His
'em
customer
As
to
over
in, often
as
emphasizes
canvass
a
featiu^
a
work
his
selling,he is
exhibit
doesn't
particular effort
naturally, his sales per
of
certainly yanks
He
rival.
technique
prestige is hardly mentioned.
tomers
are
of the
master
considers
he
gets the
he
When
type.
line
dotted
will.
their
foresight
different
a
the
superior.
against
only;
is
Graham
"Now
much
profit
result, his
our
cus^
line, and,
six-months
period
less.
"It's
on
the roorders that
Tarbell
113
shiaes.
Compare
the
HOW
vc^umes
groee
the
18
TO
SELL
of the
vafaiable
more
MORE
two
Customers
inclined
aie
thejr'iegoing
customers
holding
those
they
Tarbell
that
see
the house/'
to
Hfildmg
'^Salesmen
youH
and
men
man
GOODS
to
to
of
think
too
much
and
not
enou^
get
have,"
remarked
deal
less effort
about
sales
a
the
managra-,
recentiy.
''It
than
requires a good
gain
to
to
and
one,
Most
There's
are
of
result
a
in
f"H* thought
food
idea.
that
''When
supply
the
customers
new
competitor's mistakes.
some
custcHner
a
ing
always emphasizing this in talk-
Tm
sales force.
my
hold
to
I
with
me
found
lost about
hundred
list of customers
a
that
three
and
fifty,and
had
the
bookkeeper
gained and
hundred
did
why
'Why
their
and
fifty,making
why
did
lost
during
did
buying connections
and
of
hundred
one
and
five hundred?'
fifty
and
in this
gain
net
a
lose
hundred
eight
hundred
lose three
we
competitors
our
five
gained about
had
we
fifty. 'But
pondered.
change
I
just passed.
year
"I
job
this
into
stepped
I
concerns
territory within
a
year?'
"A
to
had
quiz
of the salesmen
get out
left
us.
revealed
interview
and
the
Here's
what
Careless
in
three
be
nothing.
hundred
discovered
I hired
and
as
causes
a
man
fifty who
of
the
shift:
24 per
cent.
15
"
"
Too
17
"
"
Carelessness
11
"
shipping department.
stringent credit policy.
and
impudence
on
the
part
of
the salesmen.
"
Goods
were
unsatisfactoryfor buyer's purpose.
114
MANAGEMENT
SALES
10 per
Salesman
cent.
had
To
balance
the
this gave
''But
shipping department
its ways.
be
credit
Several
which
work.
to
treated
The
and
notified
was
were
all.
overhauled
department
salesmen
particular
no
assigned covering
promptly
was
cent,
per
something from
me
The
of 23
could
cause
authority in quoting
discoimts.
and
terms
his
exceeded
organized.
re-
mend
to
heart-to-heart
to
tiaiKs.
''Finallyit
better
concluded
was
following
the
showing
feature, holding what
seventy-eight
and
that
customers
didn't
in the
us
and
long
he
run.
prove
Parsons
is what
got their
contract, he
than
salesman
a
permanent
"Our
was
names
with
success
They'd
fall for Parsons'
him
an
interview
I've
seen
One
where
resales
out
are
for
'knock-down
a
bludgeons
line of
your
dotted
line for
is
probably
he'd
But
his
work,
a
year's
an
abler
never
quantities, but
the
canvass
I'm
before.
not
employer.
score
this house.
thereafter.
it work
in
satisfactory man
For
staff.
my
in small
buy
customers
former
almost
He
man.
on
man
any
Job
I call
He
the
on
ideal
an
a
order.
an
the
salesman's
wouldn't
prospects into giving him
he
proved
steadilyim-
have
we
to
of salesman.
drag-out' type
where
hundred
said the sales manager,
of the
question
because
"Merely
Salesman
I hire Parsons?"
the
to
response
then
this
to
losing only
our
against three
as
year
Since
one.
Suiting the
"Why
in
a
in this connection.''
record
our
attention
Close
year.
effort for
united
a
gained, resulted
we
fiftythe previous
make
to
first time
speaking
Parsons
necessary.
115
is
He
a
from
good
could
frequently.
and
deny
eiqperience.
man
in
a
sell auto-
HOW
cash
xnobileByuisuraiicey
lines in which
this
with
first month
the
a
he's
business
the
of
man
the thousand
and
vital thing.
But
He'd
type.
wrong
ability will
for
the
he'd
hit
lack
never
job into which
of
sort
on
one
in
come
then
From
Parsons'
this isn't the
job. But
is the
high record.
a
A
toboggan.
registers,or
first sale
the
GOODS
MORE
SELL
TO
he'd
fit."
Selecting Salesmen
**
In my
opinion,about
is
success
dependent
it," said
at
''That
for the
I do
why
telligence is the
I
of
measure
might
man
inspected, and
the Somme
on
test
a
intelligence. The
as
cheerfullyat
is due
or
a
four
p.
m.,
makes
a
the possession of
of
day
a
tumdowns,
for
If I advertise
for
discourage all but
the
the
job
it^n.
policy.
If after this third
in
In
the
courage,
interest
sales
our
a
staff I proceed
degree
me.
I word
man,
dogged
most
darkest
the
ad.
types.
I send
a
man
iia
them
so
I
returns
think
that
it
paint
a
the
colors-" all but
off to
this
on
interviewing the applicants,I
Then
this
not
it.
have
must
at
as
or
positiveforce,moral
a
as
just
away
Whether
salesman.
well
as
keep hammering
after
selectingtimber
same
I have
of shells to-day
car-load
I call character
to
power
to
picture of
in*
salesman,
a
in the tests,which
a
of what
is what
premise.
the
sell
to
m,
salesman
"In
will
abilityas
man's
a
The
that
assume
negative quality, invtdnerability,doesn't
a
But
this method
100 per cent,
unable
of
a.
great vidue.
front.
''No, selling is
nine
psychological testa
that
this conclusion.
score
be
keep everlastingly
of very
are
devised
utterly disagree with
''A
believe
not
collegeprofessorswho
outside salesman's
an
recently.
of salesmen
selection
of
cent,
his abilityto
upon
sales manager,
a
is
70 per
muneration
re-
pursue
it
over.
the nesct day, it is
SALES
good
pretty
evidence
has
experience
My
MANAGEMENT
he
that
served
What
Sales
a
'^Merely because
said
manager/'
"In
will
crack
necessary
for the
desk
of their
qualities.
"Theoretically,an able
hence, is not equipped to
prosecution of
rule, are
salesmen,
poor
actual
men's
sales
sales
by months
equipped
job.
The
enable
to
fingers
distasteful to
"As
a
records
in the
same
act
think
real
as
that
if
of
matter
the
spots
instant
show,
fact, the
not
sales
tradictory
con-
they
would
which
"
they
the
of the
duties
^that is, put
develop, is
only the men's
prospects
called
customers,
upon,
increase
value
average,
should
manager
new
house
most
they have
the
'trouble-shooters'
by lines,by grades (high or low),
to
the
of this type.
men
average
of work.
the total sales of the concern,
and
weak
on
which
customer,
finds
a
as
man.
sales
old
types, who,
analysis of the bookkeeper's records
them
their
type, and,
motor
for this sort
intelligentlyadminister
to
defects
the
scientific,analytical
often
one
managers
a
Mental
demanded
are
have
required for the successful
are
practice, however,
many
the
conduct
traits combined
"Too
is
salesman
it is
characteristics
the
people
campaign.
sales
a
sales
believing that
for
has
Most
investigationswhich
market
good
a
not
recently.
salesman
job.
into
develop
groimds
some
are
Know
salesman, it does
good
a
manufacturer,
a
the
that
is
he
that
fact, there
unlikely
to
him.
this is the
that
me
Should
Manager
man
a
necessarily follow
are
convince
to
in
stuff
right
sfystem."
proper
In
the
has
total
new
keep
sales,but their
added,
customers
proportion
of sales
to
new
decrease
of sales
to
each
or
of each
other
117
salesman's
salesmen's
shipments
averages,
and
old
pared
com-
number
HOW
TO
returns, distribution
of
each
to
MORE
SELL
salesman's
of
and
customers,
they're doing in comparison
the
other
indicate
can
in
salesmen's
just
at
word, he is in
a
well-oiled
"All
these
day's work
data
detect
weak;
are
smoothly
the
the
managed
runnmg,
they
moment
the
to
difference
But
the
business
to
proprietor of
a
pended
ex-
efficiencyof the
the
fact that
a
which
at
the
were
he
time
a
their
manage
shut
appointed
was
when
functions
and
hadn't
he
of the
various
looking
Successful
Securing
wise."
Agents
through correspondence,"
which
concern
agers
man-
English economist,
the famous
to
sales
many
and, consequently,
agents
"I
canvassers.
in the
newspkpers
a
operating in the dark
of
my
thus
does
a
big volimie
selling teas, coffees, flavoring extracts, etc.,
through
liner ads.
secTu-e
req%dre8 but
dollars
Three
take
between
^by keeping their mouths
Failure-proof Method
used
form
To
gained, intelligentlyapplied,
it is
Owen,
of what
office.
thus
of twenty-one,
age
idea
remotest
clerk.
cotton-factory
at the
"
in tabulated
information
Robert
as
in every
greatly increase
daylight.
staffs about
said
knocks
he
showings;
methods
a
records
past
own
present
their
books
some
this information
lack
machines
for
all the
in broad
"I
and
any
the
on
should
The
means
manager
are
month
a
sales force.
A
their
points
present them
monthly
the
with
exactly what
apply the oil of intelligent
understanding
off and
and
tell them
bearings.
proper
them
on.
positionto maintain
a
machine;
and
appear,
so
can
past
what
advertising material
consumer
''Thus, in writing his staff,he
and
GOODS
obtained
and
closed
of
tirely
en-
applications through
them
through the
mail.
"But
this
method
was
not
altogether satisfactory. A
large proportion of the agents thus
118
obtained
failed to make
HOW
TO
fail to make
10 per cent,
handle
to
SELL
"Many
men
Hundred
"They'll do
They
have
to
what
simple
have
element
character
set
they're told to,
and
for them.
it's
One
to hammer
It takes
day
all
away
satisfied. I had
a
day
about
at
evolved
together.
I delivered
^th
troubles
their
hammering
from
Hereafter
I want
himdred
If you
o'clock.
that
their
of sheer
which
altogether
they
Finally I
called
I
calling
were
them
all
talk, sympathizing
assuring
walk
And
I
a
day.
don't
every
he's pulled his
only
man
You
expect
and
door-bells
fast,
last
your
one
that
them
in
them
I want
make
can
to
crew
will
each
bells the
you
be
man
pull
one
pull
can
you
as
good.
hundred
one
But
off
I've
because
deliver
to.
day's work
120
this
this eternal
to
know,
you
way
you
hundred
I
can't
check
morning
stick
to
five.
to
it's the
every
door-bells
solicitations.
one
nine-thirty
through it. But
hundred
mission
com-
with
afternoon.
extent, but
some
the
deal
not
was
motning
then, fellows,it's hard
"'Now,
been
to
salary
get better results.
must
we
I
heart-to-heart
a
a
stimulate
obstacles
in the
One
plan.
simple
a
o'clock
three
creased
in-
to
on
day, facing hostile
strong impression that
a
surprising
on
good
every
doing fairlywell, but
were
more.
familiar.
are
canvassers
no
that
to
a
similar
servants, healthy bulldogs, and
men
think
wotild
it isn't.
But
cessful
suc-
piano
them
spur
sufficient incentive
were
all house-to-house
But
instance, work
for
men,
Grantley, the
house-to-house
of
sometimes
basis.
commission
efforts.
what
will
My
force
a
tasks
devices
efforts.
it
how
knowing
Day
a
children," said
of
manager
salesmen.
"My
of
case
a
Door-bells
like
are
crew
best
Just
good.
men.''
A
and
GOODS
MORE
pull them.
by
over
to
four
tell
me
day previous.'
SALES
MANAGEMENT
''Well, it worked
20
over
Several
with
like
per
cent.
of the
men
And
effort
required
make
it
them.
to drive
them
the
be
to
And
I
as
about
morning
seems
mental
their
danger of
no
backsliding."
This
His
it easier to work
their wqrk.
every
yesterday's performance, there
their
to
likewise.
comise;
eliminated
It
themselves
quiz
to
oi
they found
that
me
before
practice
a
promptly increased
Sales
commissions;
told
task
set
a
charm.
a
Man's
Reputation
Methods
Rather
said
with
Ayer,
Ayer's
fact; I have
as
articles
cleaners,
in
for
last
results
it's my
men;
the
tation.
repu-
introduction
kitchen
campaign
of
matter
a
built my
has
specializedon
My
etc.
As
handling
washing-machines,
"
what
staff.
my
Men
manager/'
sales
a
to
Handling
'It's remarkable
I have
years
of household
vacuum
Ability
handling con^nodities which
some
is Due
M"|nager
reputation
a
particulartalent
no
of
"For
His
to
smile.
a
Sales
a
get/ is often said of
men
method
than
built
''Yes, I have
as
was
cabinets,
electric
on
irons.
"My
the
And
effort is
every
home.
it's because
successful
"
Take
I have
most
my
last
upon
campaign,
of
and
An
iron
but
sort.
Then
orders began tO
CQWe
for
install
wagons
demanded
any
to
me
crew.
was
merit, it will sell itself.
trial-offer idea to greater
the
I've
that
into
built
reputation
my
as
a
sales manager.
engaged
thousand
men
carried
getting the article
on
there, if it has
Once
lengths than
expended
electric
sent
them
in
left in each
was
"
we
irons.
out
signed receipt
a
The
example.
let the
in.
121
matter
no
electric
I
loaded
charge of
house.
A
ten
onstration
dem-
Nothing
deposit,
rest.
a
pany
com-
no
week
charge
later
weeks
''Three
result?
the
irons
later I sent
of
Out
the
one
sales
manager
string of
to my
"Salesmen
details/' said
try to lift as much
"Few
their
to
as
sales
a
routine
salesmen
keep
to
be
of
whether
not
man's
business
they
holding
are
be.
they should
as
is necessary
the
sales
This
of
share
a
to
idea
vaguest
large
as
a
ever,
information, how-
intelligentlyplan
to
ders.
their shoul-
comparative
and, consequently, have
gards
re-
part, I
for my
possiblefrom
as
customers,
or
matter."
S3rstematicas
''and
record
a
derful
won-
convenience,
of the
very
manager,
work
'A
I
Custxxners
on
inclined
not
are
Grip
a
^the
"
And
them.
successes.
good electric iron; that's the real truth
Keei"ng
see?
accustomed
wonderful
A
^Ayer.'
"
You
without
tv|ls
distributed
became
women
get along
victory
more
irons
purchased.
the
What
out.
thousand
ten
were
they couldn't
them,
GOODS
salesmen
my
Once
themselves.
sold
added
a
MORE
ninety-fivehundred
about
to
SELL
TO
HOW
concern's
a
sales
efforts.
"
myself
I
Each
of
quarterly
period of three
once
or
every
sales
not
holding
conditions.
the
means
He
competition
such
find
in each
cases
that
a
little can
competitor
case
ascertain
salesman
to
past and
it his
business
or
decreased
the
dealer's
be
But
more
is
done.
strengthening
122
be.
ing
cover-
present
find
to
increased
total
sales.
frequently
his
a
whether
they should
as
to the
as
for
us
date, and
to
up
general conditions
Sometimes
have
makes
kept
it to
notification
a
thereupon
explanation.
local
up
is
over
section, giving full details
that
In
are
I go
from
purchases
ground.
file which
in my
card
a
This
back.
months
his
of
totals
three
diminution
Any
has
customers
years
this
kept covering exactly
record
a
regular
our
gives the
have
grip.
we
Fore-
SALES
w|iTned is
We
yank the
give battle
promptly
back
customer
office; increased
main
the
forearmed.
effort to
every
MANAGEMENT
in line.
in
support
the
helps and
local
advertising,and, last, but
attention
from
the
salesmen
^these
"
and
exert
Letters
of
way
from
dealer-
least, closer
not
bring good
measures
results.
"This
policy of constantly watching for leaks, and
of
care
And
competitors.
a
of
proportion
greater
customer
Some
Why
the
business
than
Salesmen
sell, while
can
is to
a
that
some
others
men
can't.
sell
can
types, while
distinction
do
our
to
hold
Lines
''my
manager,
that
some
men
the
words,
perience
ex-
ability
despite this, it is also
true
commodities
only
sell
can
attitude.
I believe that
good salesmen
in their
these
is almost
believe
I
as
Certain
only certain
between
however,
just
Only
far
a
anything
to
anywhere
"
"
anybody.
almost
"The
one.''
other
In
But
others
money
conclusion
the
to
me
great degree native.
certain
to
forced
and
sales
a
than
new
a
Sell
Can
holding
our
gain
we
add
to
''Speaking generally," said
has
in
less in time
it costs
gained
once
resulted
fences, has
our
petual
per-
the
purely
former
the
as
of salesmen,
sorts
of
matter
a
examples
latter.
minds, and
own
two
But
mental
potentially
are
selves
they limit them-
the results
merely
are
a
flection
re-
of this attitude.
"I
know
one
man,
also
and
hundred
and
persuade this
for
of
sets
twenty-five
man
to
cover
an
and
that
frosted
afraid
of
of self-limitation.
books.
dollars
only in the wholesale
he's
who
example,
per
sells
He
scription
magazine subabout
earns
week.
Nothing
office-building.He
industrial sections of
glass.
If this
123
man
This
is
would
a
a
one
can
will work
city. Says
typical
take
ample
ex-
himself
BOW
in hand
TO
rid himself
and
with
MOllE
SELL
of his idea that
he
office-buildings,
just as productive
there's
nected
jinx con-
a
find the
would
territories in which
the
as
GOODS
field
latter
he
prefers to
operate.
'^
Another
salesman
of my
man
for
wholesale
a
automobiles
and
of two
line.
making
I
would
have
a
After
sale, he quit and
mechanical
probably
he
and
boisterous
familiar
returned
this
knowledge
which
persevered, he
have
he
learned
which
make
his former
to
man
would
manner
of
couple of months
a
He
also have
would
cause
be-
perhaps
was
thorough knowledge
of
women.
upon
star
tackled
once
handling, and, second, inabilityto
finally succeeded.
the
He
This
maintain, however, that had
mastered
and
first,lack
was
good impression
without
failure.
a
for years,
was,
grocery-house.
scored
reasons:
the product he
a
acquaintance
eventually
utterly lacked
his too
mbdify
to
jarred
upon
were
not
his feminine
prospects.
"I
have
had
merfely because
my
the
territoryin
of
business
which
he
when
confidence.
I switched
man's
he
might
have
'^When
a
allotted
of
scored
attitude
large
good.
to
a
that
hit.
explained
Had
a
con-
parently
Ap-
caliber,he lacked
field similar
promptly
Salesmen
I became
executive, "the
he
to
liciting
so-
I
given
he
But
had
here
his failiu^
him
time
himself."
found
Paying
him
of this
men
environment.
unaccustomed
an
with
to
was
failed to make
He
etc.
mental
own
tradesmen,
a
man,
accustomed
bankers, executives
met
confronted
formeriy covered, and
in
small
adaptable
One
weren't.
thought they
they
professionalmen,
again the
staff who
own
paper-and-twine salesman,
successful
bems,
on
men
What
sales manager
sales
force
was
124
Worth
They're
of this concern," said
paid
on
a
an
straight salary
SALES
MANAGEMENT
careful
basis.
A
months
past revealed
others
analysis
underpaid,
the
to
of sales
and
by
"'Why
"I
cent,
and
15
territories
change,
I
called
the
slight.
equitable basis
an
on
for
all he
plishes
accom-
accomplish?'
to
was
man
I
flected.
re-
receive
XO
Traveling
customers.
new
TJien I
by the bouse.
have
would
man
securing permission
in
expensp
alj sales to regular customers,
each
that
so
heavy
was
doesn't
to
allowed
After
ppportimity.
those
qn
to be
were
lation
re-
cause,
overpaid, be-
were
value
each
profit on
gross
cent,
per
he
fpr what
plan whereby
of the
expenses
receivjBSfnll
nothing
a
in
large volume
a
maintaining
their efforts
profit on
man
evolved
per
salaries
organize this department
each
and
under-payment
tinning in
those
of
receiving moderate
not
some
overpaid ^d
were
some
and
over-
recor(}s for
sales expense.
some
the net
whereby
figuring
cutting prices and
accomits,
sales
the
the fact that
average
"Furthermore,
of
equal
an
the
inaugurate
to
explained
and
salesmen
tioned
reappor-
the
new
plan.
"I
pointed
fact l^hat it set
the
out
earning capacity and
in
hard
times
impi'essed.
smn
"
this
The
month
as
PayHchec]{B
to
smn
results
every
men
be
were
man
previously and
the
well
as
working
were
but
By the end
more
harder,
than
money
less.
was
expense
favorably
certain
a
he
coi^ld
his commissions.
apparent.
sales
safe
was
which
upon
man,
man's
a
job
were
men
discontinued,
of each
making
was
his
that
The
good.
repaid from
soon
our
it meant
were
put to the credit
was
draw;
that
limit to
nP
to
their
In
of the
secqnd
he had
other
been
words,
profit and
own
to
ours.
"
per
The
year's figures showed
cent,
despite
the
more
fact
than
that
during
we
had
that
the
paid
we
had
netted
previous
out
about
12
twelvemonth,
considerably more
in
TO
HOW
commissions
due
to
than
effort
increased
proprietor of
further
any
which
plan
"
In
with
has
for each
spaces
of any
additional
the
credit
make
in
(see inclosed
and
in the
town
get
writing letters,they
simple
a
is
colunm
of the
names
discover.
may
in
'Infonnation,' and
he
overstocked
Co.
deems
claims
"
story)
all these
campaigns
data
to
welcome,
valuable
are
in
and
him
refused
the
it
value.
refuse
we
to
"
of
^we
"
cupied
oc-
is to call and
he
insertion
which
And
equipped
now
priming
the
trips.
is devoted
data
to
One
salesman
Gray
mail
is
men
which
on
(Harkins has
for future
fourth
In
for the
from
order).
third colunm
a
the
it is difficult to
of my
firms
the
from
direct
conducting
"A
orders," said
visited.
town
range
^buys only
salesman
them.
anything
shortage good
sold
their
is marked
writes
may
"
Men
points. I finallydevised
concerns
parallel colunm
Comment
in
left blank
are
salesman
send
of the
names
several
''A
Traveling
trip,each
a
upon
one
by the
sales
proved entirely practicable.
starting
cards,
Increased
improvement."
from
from
essential
omit
the
house, "but
wholesale
a
information
likelyto
are
explained
always
GOODS
in salaries.
had
Reports
will
Salesmen
MORE
ever
we
Daily
'^
SELL
to
an
itemized
regarding general business
covered.
the
At
bottom
are
account,
expense
conditions
lines which
two
read:
Total
of Orders
Total
Expenses
''I think
effect in
day;
is not
that
acting
this in
Taken
these
as
a
case
large enough
spur
the
to be
items
have
renewed
to
difference
a
efforts
between
satisfactory.
m
good
psychological
on
the
the
two
ing
follow-
totals
TO
HOW
pletely at
the
stabljBand
pennanent."
staff; that
Salesmen
methods
many
inside
"The
the
said
the
But
problem.
Selling is hard, laborious
one's
vitality and
outside
salesmen
it
at about
day
a
is the
of
three
varies
interviews
paid present^
additional
some
seventy
or
cent,
per
sales bears
of
"Feeling that
long
the
greatest increase
the
second
a
prize
was
in
call
length
of
but
their
calls
Without
remain
as
how
sixty
of
volume
salaries,they feel
likely to relax.
are
required gingering
men
suitably inscribed, for
sales during
the
fob;
handsome
a
The
effort.
their
to
fifty-doUar watch,
I
many
And
report
mere
man's
a
staff of fifteen
my
up,
offered
a
efficient. So
positions and
movie.
a
salesmen
most
reasonabli^ relation
a
of their
sure
incentive,
in
this occurs?
that
infallible test
no
exhausting
very
"
when
much
so
different
a
Consequently,
take
a
for
payment,
presents
work,
of
manager
of
of
soldier occasionally
to
and
p.m.
to know
sales manager
basis
energy.
inclined
Mettle
sales
salesman
nervous
are
Their
piece-work
outside
business is
your
getting the njaximum
example.
to
GOODS
on
of
employees,"
house.
wholesale
of your
Outside
are
effort from
MORE
mercy
Putting
"There
SELL
sixty days;
next
the
third, a cravat-
pin.
"A
chart
affixed to the wall and
was
of increase entered
"The
from
of
average
three
weeks
day.
about
W^r^
This
we
percentage
surprising.
two
Sales began
thousand
in
dollars
of that.
excess
a
that
meant
thirty dollars
each
daily.
perhaps
man's
My
a
conclusion
dozen
J3"
sales
day
By
had
was
increase
to
to
the
averaging twenty-five hundred
were
calling upon
man's
day.
dpUars
three hundred
or
a
was
response
an
each
each
two
end
of
dollars
increased
that
they
additional custgm^ris
MANAiGEMENT
SALES
In
words, less time
other
the
counter, and
instead
"As
of
knocking
the
(jontest
intense.
brought
the
men
On
in
off at
big
a
contest,
devised
we
tjrpe. The
result
we
he had
who
had
held
in
that, although
slumped
ranked
was
fourth,
and
reserve
won
the
Blit it served
"Now
every
meii
The
previously.This
stimulated
men
close
to hold
them
I make
year,
mail," remarked
aii
but
few
lines
But
I do
criticize the
efforts
of the
to
business
of
through
the
mail
can
of
so
had
efficiency.
or
three
effect is
cbntests
good
which
sales totals."
Management
depend
their
which
a
great advancfe
"even
business.
their
I do
not
There
fail to
for
are
thiem.
dispense with
can
day
to-
entirely upon
of salesmen.
which
concerns
the
on
words, advertising through
aid their
men's
sales-
mailing campaigns.
a
great deal
expensive ihissionary
inail he
not
fitst contest
witnessed
has
the abolition
advocate
moment
our
Sales
in
two
The
on
increase
to
in very
was
saleis manager,
aggt^sisive
houses
many
are
t)ersonalsales fbrce
devoted
hold
to
^in other
"
the
full
at
to this maximiun.
up
Practice
direist advertising
of gain
their maximuin
to
practice
a
vacation
later,resulted
because
was
the
level.
week's
a
percentage
the past decade
"Although
"Without
for
particularlygbod
Modem
there
former
our
vdtying the rewards.
it's
and
it
of this
followed
reaction
a
couple of months
a
satisfactoryreturns.
grieat as
to
contest, this time
inaugurated
pay,
one
man,
one
excitement
the
plan for preventing tactics
a
was
never
"Another
the
five o'clock
to
watch.
"Later
in
conclusion
a
which
order
the
over
three-thirty.
neared
day,
yarning
working right up
were
thfe last
in
spent
was
devote
the
129
of the
work.
salesman's
But
major portion
with
time
the
is
aid
of his feffortis
the
to
''This
subject of sales
whole
tolerated
in
for
GOODS
partiallyconvinced
from
conducted
cases,
MORE
profitablebusiness
infinitelymore
taking orders
be
SELL
TO
HOW
"
prospects.
is, in
which
fashion
in
moment
one
closing sales
management
haphazard
a
of
the
many
would
not
of
a
proportion
of
productive
end
business.
''For
ask
example,
possible prospects
When
of
a
I took
can't
lists of
territories.
Then
that
while
of the
cent,
of sales
might exceed
^
cent,
per
had
A
cover.
from
names
piled
com-
men's
mercantile
the
lists with
these
compared
illmninating.
Jones, for instance, had
but
to
management
segregated by the
the
of his
possible customers
Brown
the
retailers,I promptly
extremely
were
secured
that
know.
doesn't
the
tomers
cus-
books.
our
findings
"The
I
he
involves
sell to
easily secured
records.
on
because
answer,
who
tory.
selling in his terri-
is
salesman
possible customers,
I
what
manager
position, which
this
of salesmen
corps
agency
certain
a
he
Often
sales
a
large
70
territory,Brown
This
field for
a
pired
trans-
corralled
one
per
had
total volume
yet Brown's
of Jones.
that
too
And
in his.
It
of coujse,
meant,
profitably
salesman
readjustment of territories immediately
drastic
followed.
"Another
vital
point:
of your
what
And
Not
Yet
"Too
is set
rest
sales
one
the figures are
are
And
product
proportion
are
is each
salesman
field?
your
can
this.
answer
lines,and
in many
sumption
con-
tory?
selling in his terri-
in twenty
manager
available
selling in
you
total
the
sions
conclu-
the
valuable.
often
by the
standard
of
star
salesman
of your
of your
be
a
force, but
competitors
or
in sales
possible achievement
the
yet he may
of your
proportion of
what
particular organization.
top-notcher in comparison
inefficient
in
in
comparison
130
comparison
with
that
with
with
you
the
those
might
SALES
obtain.
A
consumption
know
one
weeded
sales
will
business
I had
must
be
men;
I seek
some
who
discovered
men
As
of
to
a
question.
I
by
that
test
But
good
doesn't
man
all
fact, we
blood.
new
good
a
I don't
And
them.
of
result,he gradually
a
me.
manage
test
this
by
that
matter
a
one
to lead
this
on
as
assmne
tactfully applied.
very
incentives
extra
light
the
by
force, replacing them
whole
require 'managing.'
I wish
throw
inefficient,
and,
was
the
many
figures secured
the
manager
staff
out
''Too
of
study
total
his entire
MANAGEMENT
require it.
management
drive
try to
my
will respond
man
to
tactfullyapplied.
f t
"Contests
of
stimulators.
have
for
don't
conduct
But
length of time
the
annual
all sorts
But
yield good
than
covering
contest
a
results.
think
we
It
we
a
often
and
don't
extended.
An
generally of little value.
The
them
too
all have
have.
Able
A
Manual
Which
will
greater working capacity
develops this
management
Created
of
Management
a
team
to
football
team.
from
mediocre
create
an
a
an
Salesmen
sales force
An
Aggregation
All-star
able
is the equivalent of coaching
coach
material;
an
can
able
out
turn
sales
aggressive,resultful organization
It is pretty
of the ablest
sales
organizations in the United
the
that
ablest,is
Dayton,
lies the
Ohio.
secret
sellingfield.
of the
In
of this
The
raw
one
concern's
material
131
Cash
winning
can
of very
men
generally conceded
National
just
a
manager
of
out
ordinary ability.
of
effort.
months
two
even
or
We
sustained
much
requirestoo
month
too
power."
excess
to
is
business
great
are
they continue
prize,for instance,
prize is too far distant.
salesmen
that
States, if
one
not
Register Company,
phrase, sales management,
remarkable
of the
N.
showing
C.
R.
in the
staff
was
HOW
TO
than
better
no
through
SELL
that
management
One
of the
structure
is
a
of the
in
manual
This
book
salesmen.
N.
C.
These
organization, but
sales manager
has
copy
a
sales
problems
are
tributed
dis-
through
to
come
the
confronting the dii3-
products differ in detail,they resemble
ftmdamentals.
as
Hence,
of value
are
certain
to
every
principles
salesman
follows:
Subjects are
Three
used
arranged under
of Business
by
our
five
most
successful
headings:
Steps
SellingPoints.
5.
Installingthe Register.
follows
sound
some
importance
a
with
System.
in the Sale
4.
and
of
"
^Interview,Explanation,Closing.
advice
of
a
general natiure regarding
siasm,
industry, tact, resourcefulness,enthu-
thorough knowledge of the product handled,
:
Salesman
A
May
Fail
Because:
^
R.
veloped.
de-
volume
fifty-five-page
Salesmen.
B,
gives the sellingmethods
Points
3. The
ending
aggregation has been
of the
the
But
concerns.
C. R. Salesmanship.
2. Weak
the
C,
to N,
opens
The
1. N.
Then
similar
in America.
sales manager
The
of
planks in the
in this Uttle book
contained
or
all-star
Although
tributers of various
another
an
members
to
writer's desk.
one
scores
littlered leather-bound,
only
kindness
of
fundamental
entitled, Instructions
the
GOQDS
MORE
He
does
He
lacks tact.
He
is careless in his dress.
He
lacks enthufflasm
He
lacks dignity.
He
become^ too familiar
not
take
the
proper
and
care
of his health.
earnestness.
or
friendlywith his P, P/a
132
SALES
He
does not
His
MANAGEMENT
advertising-inatter
propetly.
use
office is not
properly arranged
his
or
Samples
properly
not
displayed.
He
does
N.
not
Weekly and
C. R,
does
He
information
use
send
not
in
and
advertising-matter.
our
circular
out
published in the
arguments
letters
and
advertising-matter
his P. P.'s.
to
He
does
He
does
not
samples
carry
the road.
on
study the latest and
not
up-to-date methods
most
of
selling.
He
will not
Next
Operate
to
Work
Your
Field
You
Value
and
data
under
C.
suggestions.
such
headings
as
these:
Territory.
R.
Closely.
User
Doing Too
of
ideas
N.
an
Enthusiastic
Are
new
valuable
come
How
An
adopt
Advertisement.
the Best
Office Work?
Much
Assistant.
an
Samples.
Advertising-matterand Supplies.
How
to Fit up
Personal
Hotel
a
Room.
Appearance.
Your
Manner.
This
brings
to the
us
Business
Systems."
hundred
and
all methods
second
chapter
this
Under
fifty-two itemized
of
haadling
sales
Points
"Weak
"
appear
less than
no
of
one
convincing objections
other
than
that
of the
to
cash-
register system.
^
Probably
this niunber
Then
the
after
individual
no
of
he
has
a
and
his
chapter dealing with
the
service
purchased.
attributes
could
talking-points from
follows
machine
salesman
its
The
phenomenal
133
to
be
sales
success
have
ever
evolved
experience.
own
the
rendered
manager
more
installation
a
merchant
of this
pany
com-
to this manual
of
HOW
than
to
similar
single factor.
outside
of
volume
MORE
SELL
other
any
corps
a
TO
Any
would
salesmen
insist upon
and
GOODS
well
do
its
employing
concern
compile
to
thorough
a
comprehension
by the sales force.
It
of
scores
order
of
substitution
the
means
faulty
it
ones;
increased
sales without
the
By
issuance
weeks'
each
the
at
course
member
of hundreds
that
only
character
insistence
the
it
school
his
during
of
upon
six
salesmanship,
perience
ex-
"The
comes:
Steps in the
Three
Closing."
This
chapter,
thirty-six
strong sales pointers. Most
of these
of those
some
of
a
gether
to-
pages
apply
general
more
quoted below:
are
Interview.
The
The
the
means
profits by the combined
staff
registers,but
cash
to
it
selling-points,covers
on
packed solid with
and
mastering
Interview, Explanation,
with
power
of salesmen.
Following this chapter
Sale:
the
for
expense.
company's
sales
of the
for
scientific
of
triumph
it stands
manual
thoroughly
method
disorderly mob;
a
increased
of the
salesman's
every
over
best
one
the
chaos;
disciplined regiment
a
the
means
individualistic
over
of
object of
interview
an
registerwhich
Overcome
the
merchant's
times
reasoning. Many
expense
a
merchant
his business
should
objections, not
salesman
has
won
to
investigate
have.
by arguing, but
by
at
the
an
argument
order.
of the
Always
know
you
is to get the
know
the
name
proprietor before
of the
you
enter
the
store.
Securing the Attention
The
the
attention
object of
business
Under
no
of the merchant
your
which
of the Merchant.
wiU
visit is to
make
circumstances
him
be secured
can
explain
more
talk
to
134
a
method
by tellinghim
of
that
conducting his
money.
a
merchant
who
will not
give
HOW
it seemed
TO
to
sales and
offer
prize for
salesmen
our
attention
be
along
lines to
sales
policy
the
problem it should
practicable plans
least
one
say
save
letter
a
"Now
we
prize
business
being included
with
that
interest.
contained
contained
practicablesuggestion. Many
that the application of all the practicable
annually is
thousands
us
but
business.'
of the
awaited
result
received
was
efficiency,
presented, it will increase
are
the
and
announcement,
"Hardly
of
their
increase
offered,explicitinstructions
prize was
for
contests
^the office
"
a
contemplating
are
of many
alert minds
results.
I
force, the
that
wonder
conservative
the
suggestions
factory,
have
we
several.
ideas
of
will
this
idea
of
branches
other
to
at
statement.
adaptation
the
Concentration
etc.
naturally yields good
problem
a
upon
not
will stimulate
This
efficiencyof the entire distributing arm
in the
To
'
'Why
they ordinarily pay little
whole.
to
By causing them
a
as
and, if
"The
our
which
on
the
soimd
to
business.
our
the best letter?' I added.
concentrate
any
idea
good
a
of
advertising end
our
"
it would
GOODS
suggestions regarding increasing the efficiency
of the
a
MORE
that
me
sales force for
SELL
adopted
not
this
policy
before."
"
Don't
"I
Oversell
with
first month
Steele, the
that
'Steele
"If
you
total
smiled
show
with
the
in
much
as
in
territoryfor
speaker, "we'll
and
Sales
during
sales
the
Manager
your
sales manager,
to
salesman.
new
sales
worked
the
us," said Greenleaf,
predecessor's did
your
this
says
investigating your
just been
have
"Your
Customer/'
a
the
five
first
your
thirty days
period.
same
And
he
as
had
years."
gratification.
results
same
have
to
next
let you
consistentlyoversold
136
every
go.
man
continued
month,"
You
who
have
would
ately
deliber-
3rield
SALES
to your
you
MANAGEMENT
I don't
cativasfi.
them
gave
in
number
of customers
^'You
prices. Although
have
dealing and
shelves
of
months
As
to
you
job
working
Probably
and
that
thought
50
less.
clinch
to
The
product for
with
can't
further.
us
fathom
hold
your
initial month
good
for
conc^n
damage.
our
deal
straightsalary, I
a
imminent
cent.
per
glutted with
wanted
you
an
equal Bennett's, your
will fiefuse to
a
I suppose
regarding
incalculable
us
will be
on
it.
reputation of this
done
Many
come.
are
motive.
have
did
you
sales
your
the
on
customers
our
talk
is about
sold
traded
square
how
phony
some
increase
know
your
on
your
achieve
would
this result.
'^
Now
and
we're
smaller
know
expect from
we
you're oversellinga
sales
You
you.
well
just as
man
signs of this tendency and
more
More
chance.
more
one
what
that's
ones,
when
Any
going to give you
we
as
we'll have
to
do.
part
company."
Different
^'Different
said
because
that
A
unable
sales
a
can
back
and
gradually build
personality count
"In
other
the
over
for
a
business
is
succeed
better.
I have
example, who
this
was
"
could
hold
because
^that
a
the
sale
sell everything.
requires a
be
man
of wonderful
137
out
man
after month
and
of this sort.
is
(mm
quite different
successful
seen
a
suppose
Character
patronage.
great deal in work
expected,
talk
can
territory month
lines, where, after
further
to
verm.
same
and
mistake
registers successfullyand
groceries
^wholesale
"
who
go
SiXid vice
bonds,
a
things, he
some
sell cash
might
line
our
''It is
sell
can
men,"
of sales-
different types
demand
manager.
man
man
to sell
''Take
commodities
a
Commodities
for Different
Salesmen
stock
made,
no
might
type
salesmen, for
of his last dollar.
eloquence f^d
the
But
gift of
TO
HOW
SELL
delivering a convincing
of them
Many
to build
inspireconfidence
can
salesmen
Often, however,
canvaes.
fail if called upon
of this lype would
GOODS
MORE.
steady clientele.
a
first,but
at
don't
wear
well.
''llien, too,
opposite
selling to the
sell to
To
men.
courteous
they
when
true
of which
value
houses,
''
to
I know
and
buyers
personality and
At
men.
are
with
less
this
least
the
familiar,such
very
in the
that
it difficult to seO
found
scored
striking
a
latter
concentrated
is
actual
biles,
automo-
as
didn't
he
case
women.
try to sell the
selling himself.
upon
in
his
achieved, the
once
automobiles
with
success
inspire confidence
to
This
judgment.
the
on
not
are
who
who
words, he sought
and
than
sellingto
women
purchasing something
are
man
but
machine,
rule, I think
a
in
etc.
but
claimed
He
article
th^
one
men,
as
in
so
especially tactful
by the salesman's
of the
by the merit
notably
not
requires an
And,
influenced
more
are
but
sex,
women
manner.
particularly successful
are
men
some
strength of his advice
and
get cold
feet
In
honesty
own
bought
prospect
of the
assurance
other
article's
merit.
salesmen
''Some
bigger
real-estate
sell
could
dollar
"As
the
a
it
was
beyond
thinks
about
Self-consciousness
makes
is
for constraint
to
great
in
with
handle.
with
figures.
one-himdred-thousand-
a
likely to get buck
his
more
a
salesman
prospect's need
great drawback
and
and
ease
thinks
fever
robs
138
the
to
about
of it,and
himself, the greater will be his
a
A
difficultywas
big enough
house
a
their depth.
rule, I think that the
article he's selling and
less he
by
confronted
proposition were
down-town
think
and
to think
ten-thousand-dollar
a
when
confidence, but
his
that
me
his staff of salesmen
to induce
They
told
once
man
accustomed
they've been
than
deal
confronted
when
success.
salesmanship.
salesman's
the
arguments
It
ef
MANAGEMENT
SALES
their force.
work
deliver
is why
That
from
not
is very
in
be
is
details
of
throw
by
covered
is
or
a
is
''Here
sales
example
an
A
management.
loose
horde
order
await
to
"'Betums'
was
trial,whether
or
the
commission,
up
at
seven
that
the
end
machines
is not
speaking,
ciency
effi-
which
manufacturer
traditions
his
in
when
He
"
put
proceeded
for
advertised
selection, turned
basis, 50
commission
in
methods
new
market.
the
received, the balance
was
back
sat
a
which
for those
the
old-school
upon
of
and
discrimination
no
on
day
every
It is the substitution
methods
old
certain
lines
orthodox
exerted
agents,
of
progress
yet
Broadly
of mind.
of the
time-saving office device
along the
of
system
rule-o'-thumb.
and
haphazard
are
And
is made
used.
tensive
in-
phrases help
more
score
improvement
attitude
idea, an
study of
a
scientific
a
science.
new
previously
terms
an
and
systematic, carefully considered
of
a
the
light upon
radical reform
some
as
Systematic planning,
workers,
all these
"
it
equipment, straight-line
adequate
in process
the
detail than
to
define
to
assuredly inadequate.
payment,
to
But
''One
expert.
an
attention
closer
a
exerted.
education
work
is
sure,
previously been
has
efficiency
movement
the modem
difficult to define
phase of it" to
prefer to
Campaign
Sales
single paragraph," remarked
a
but
canvass,
men
sales-
talk."
extemporaneous
an
A
"It
memorized
a
of successful
majority
the
cent,
per
it
was
a
the
when
paid for, and
returns.
right. The
the
not
and
prospect
passed
of two
on
to
months,
sold, five
the sellingcost
agents put
were
equaled the
139
it
needed
the
a
machine
it, collected
next.
developed
Upon
that
returned, with
gross
sales.
in
on
half
checking
for every
the
result
HOW
TO
''A sales manager
secured.
was
proceeded
careful
Next
man
device.
Thus
minimum
of
a
good
strate
to demon-
number
a
of
and
managers,
had
man
set
possible
weekly
a
to
meet
to
hold
job.
''The campaign promptly began to show
a
with
to how
as
and
only after
started
he
basis
the
of sales which
voliune
agents
Following this, he apportioned
appointed district
prospects;
the
selecting them
crew,
territory on
a
of
most
carefully trained them
he
sell the
and
his
new
study of their records.
timber.
each
a
efficiency ideas
modem
fired
promptly
hire
to
with
equipped
He
GOODS
MORE
SELL
time
short
side of the
good balance
a
"There
the
serious
objectionsto
in
to work
as
hard
That's
on
a
sales manager.
is
on
lacking
condemn
to
a
salary
in
the
in human
It's not
job
perpetual
The
plan.
enough
outside
an
straightsalary
a
basis
consideration.
further
latter without
either
commission
the
straight salary.
of
case
right
the
on
for Salesmen
their
pay
involved
incentive
roll up
travelingmen
remarked
straight commission,^'
a
are
Commissions
or
concerns
others
and
to
ledger.''
Salaries
"Some
began
within
results,and
ure
natas
on
a
commission.
straightcommissions, too,
"But
Suppose
loaf for
a
man,
the
a
a
a
man
week
sense
part of the
from
on
of
the
duty
loses
strength of it.
would
that
prevent
commission
organization"
the
their drawbacks.
He
exceptionally big order.
an
working solely on
man
concern
closes
possess
there
is
no
feelingof loyalty which
were
this.
does
financial
tremendous
If he
a
may
salaried
Furthermore,
feel himself
not
esprU de
carps"
the
advantage accruing
is shared
by
payment
means
most
while
worth-
employees.
"Furthermore,
the
commission
140
that
the
MANAGEMENT
SALES
thinks
salesman
is inclined
and
he
you
cannot
shift
salesmen
often
work.
they
feel that
they
in
are
from
is
straight-commission plan
risks.
And,
finally,
research, reportorial,
with
business
profits,
commission
salaried
the
than
accoimts
instructions
and
of net
too, that
prove,
often
more
good
carry
supervision
Figures
jobs
poor
occasional
do
to
than
rather
volume
sell many
to
him
ask
collection
or
chieflyof
them.
Th^
resent
office.
main
the
And
men.
They
The
solely for themselves.
scientific than
more
no
the
straight-'Salary.
''
In
word, the salary system
a
the house
on
system
puts
house.
How
and
too
too
much
to
littleon
the salesman.
the
on
the
seciire
responsibility
puts too much
salesman
virtues
and
of
commission
The
little on
too
both
the
and
plans
the
faults of neither?
and a bonus
all business
salary, expenses,
on
is pretty nearly the ideal plan. The
specified amount
''To
over
pay
a
bonus
is
''Tie
a
saves
study
"Test
this
to
clause
a
in expenses,
of
the
it
eight-thirtya.m.
calls
the
latter
salesman
half of all
a
figure to be established
records, and
you
have
by
sound,
a
of remxmeration.
point.
every
of
of either.
drawbacks
yearsj
Every
advantage
every
"
of the
it for several
offering the
concern's
on
salary is there
none
for
lacking in the straight-salaryplan.
scientific method
and
incentive
supplies that
which
he
a
and
it makes
for
advantage
of
straight
straight conmiissions,
We've
been
applying
in
efficiency
the sales
department."
Supplementing
"Until
we
made
business, we
losing,"said
the
Salesmen's
a
never
sales
Efforts
determined
effort
realized
how
of
manager
141
Through
a
to build
much
Mail
the
our
trade
large wholesale
we
order
mailwere
house.
TO
HOW
had
"We
field
assumed
always
salesmen,
over
Now
several
25
over
it at
salesman's
"It
nearly
systematic
two
it;
the
order
has
it increased
was
and
achieved
our
stabilityto
gross
ness
busi-
our
weakened
the
territory.
a
that
concluded
we
this branch.
In
issued
years
some
it
to have
with
annual
an
logue
cata-
problem
the
assume
make
to
common
The
the retailers.
among
refer to
them
for
had
we
for distribution
to make
build
covered
an
orders
office
ago
years
effort to
competitors,
of
traveling
visits.
mail
home
control
personal
was
salesmen's
only has
the
of
many
cent., but it has added
per
centralized
"
Not
restdts.
good
that
for
aggressive campaign
"Our
our
the
big force
fiftyof them,
know
we
GOODS
our
and
between
placed elsewhere
a
that
himdred
one
thoroughly.
sales
MORE
SELL
was
positionof
a
personal representativepermanently stationed in their stores.
modeled
"We
on
catalogue; one
began by issuing a new
the
lines of those
included
device
every
Perforated
of
pages
"Then
more
would
increase
"'Between
each
calls, your
customer,
for orders
never
you
and
book;
was
to
this logically
that
inclined
place
to
them
conunissions
for.' This
worked
plan
our
'Persuade
many
tion
co-opera-
man.
are
argued.
you'll find
catalogue, and
in the
securing the
of each
customers
competitors,'we
with
of
explained that
commissions
the
placing of orders.
bound
were
problem
We
sales from
obtain
to you
the
the
easy
houses, with
included.
were
salesmen.
our
making
post-cards
assailed
we
of
the
for
of order-blanks
sheaves
orders
big retail mail-order
of the
to
use
credited
made
a
strong
impression.
"Next
we
orders.
mail
persuaded
greatest
contest
staged
their
a
salesman's
We
trade
offered cash
to
covering
total
prizes for
their
increase
proportion during
sales
stated
a
was
142
designed
contest
run
the
mail
period.
late
to stimumen
orders
As
who
the
another
simultaneously,the
TO
HOW
''About
and
here
year
a
route
the
designed
for
salesmen
our
trains.
the
enthusiastic
''Now
all time
they
trial,and
a
town,
a
then
we
schedule
lost in
Two
the
waiting
resigned.
The
when
saw
they
accmnulating, they became
were
converts.
I
lay
can
50 per
cent,
finger on
my
he
though
even
make
give the plan
to
in
made
inflexible
an
in
come
call, and
per
to
to
surveyed
we
be
kicked!
men
commissions
extra
day,
according
the
How
concluded
rest
required
absolutely eliminate
to
clerk
Together
of calls to
number
the
GOODS
railroad
a
salesmen.
length of time
average
routed
I hired
a^
our
field,estimated
MORE
SELL
states
calls in the
same
increased
theu: sales have
formerly, and
at
man
several
be
more
a
hour
any
of any
distant.
The
period of
time
in almost
men
than
exactly that
ratio."
Holding
"There
hard
too
are
for
a
Customers
months,'' said
few
then
profitableclientele,and
lives in serving
They
"
call this
Now
in
line,and
primarily, to keep hammering
"
Of course,
for
a
salesman
after
once
same
time, it shouldn't
time
to
"When
securing
catering to
an
order
this
But
they appeared
to
be
customers.
be suicidal.
would
for him
a
new
busy, and
in volume.
144
at
the
all his
needs.
the
among
But,
to devote
position I found
actually didn't solicit
job is,
utterly neglect his customers
old customers'
I first took
of customers.
salesman's
new
on
be necessary
particularlyconspicuous
ot them
to
of their
of the sales manager
the
that
away
a
in line.'
customers
idea is that it's the business
my
hold the customers
to
this group
to
work
"develop
spend the balance
to
'holding their
is to
idea
sales manager,
a
order-takers
as
whose
salesmen
many
Line
in
city
this weakness
Some
salesmen.
accoimt
once
their sales
were
a
week.
factory
satis-
SALES
"A
simple
basis
of
MANAGEMENT
expedient
cured
from
payment
straight
bonus-on-new-business
certain
which
to
The
tended
mail,
the
the
time
same
the
changed
commission
a
and
inaugtirated
I
established
our
salesmen
and
telephone,
to
link
to
eliminating
desk,
my
I
difficulty.
salary
At
plan.
policies
closer
the
intermediaries.
as
effected
calls
personal
trade
this
reform.
''One
many
salesman
that
years
The
others
on
stuck
an
But
to
do
four
times
us
found
once
up,
He
couldn't
face
he
with
it
as
look
ourselves
have
the
cent,
the
to
'If
rusted
incapable
of
work.
and
ing
earn-
previously.
than
hard
as
a
three
were
and,
earning
benefactor.
hadn't
something
out
real
so
or
house.
me
upon
of
themselves
more
as
for
loafing
thought
found
soon
per
been
had
twice
profitable
confessed,
we'd
20
worked
they
they
and
us,
of
average
"To-day
them
resigned.
in
As
occurred
the
event
a
living.'
of
"
a
one
of
to
stir
change,
SELLING
BEHIND
Retail
wife
"My
afterward,
attracted
adviser
in
to
over
had
right
feel
''and
in
ease
myself
entered
we
of
the
big
a
parel-sto
ap-
woman's
a
corralled
as
department,
errand, and
our
was
eye
turned
salesgirl.
a
I
in my
lot of insurance
a
have
a
big
of
corps
in
salesmanship
days and
younger
agents
all its branches
sequently
Con-
handle.
to
always
engages
interest.
my
"Well,
technique
sufficed
to
as
of the
as
As
learned
approached,
window
ill at
other
man,
sidewalk, her
it I foimd
sale.
the
me
insurance
in the
very
I realized
with
Imich
along the
of coats
impending
an
sold
now
local
I
Profession
a
prominent
men,
before
as
to
display
a
COUNTER
down-town
strolled
we
floorman
"I
a
most
store, but
us
came
as
by
"Like
the
Salesmanship
remarked
day/'
THE
to
that
I witnessed
was
pleasure
a
post her
it
was
they, were
"Next
on
artistic
to
my
performance.
observe.
wife's
regards style and
merchandise.
the
an
About
the
fom"
questions
size,price limit,and
color.
When
Then
customer
and
able
came
to
the
then
erence
pref-
exhibit
the
came
expressed doubts
explained
durability of the lining, the saleswoman
rigidlyguaranteed,
girl's
That
went
on
to
tell
why
it.
guarantee
question
of
146
fast
color, and
here
again
SELLING
talk
a
came
BEHIND
dyes
on
convince
fail to
She
about.
gently but
becoming.
close
"'How
did
interested
in
know
You
knew
what
my
wife's
narrowed
her
her
convincing
the
sell
to
deciding,
ing
enlist-
one,
particularly
was
fifteen minutes
from
goods
studied
A
I
well?'
so
and
salesmanship
your
to
from
our
sale.
leam
you
it
down
in
on
not
talking
was
choice
efforts
that
oonld
she
hesitation
then, noting her
in
which
processes
required less than
It
to
entrance
she
firmly concentrated
support
my
dyeing
that
rapidly
models, and
three
and
one
COUNTER
THE
performance.
your
Z,.and
to
inquired. Tm
human
nature
as
weU.'
"'Why,
girls are
we
the
was
Prince's
Mrs.
Industrial
have
we
hold
we
decides
vote
audience
an
subjected
interestingand
which
to
instructors
"
me
leam
But
to
now
a
in the
of
is, one
act
to
and
personate
im-
us
woman,
sales-
as
fellow-workers,
our
used
and
Prince's
enjoy
feel that
look
every
every
start
minute
customer
Then
finish.
Over
and
school
in
sellingas
to
getting
of the
who
147
a
that
out
I
the
It's very
thirty of the
have
now
high schools
many
of the
I felt somehow
forward
to
that
By
specialty stores
by graduates
the work.
to
victor.
great deal.
interested
I became
to hate
I
Mrs.
conducted
'Before
and
store
now
is made.
sale
criticism from
to
we
from
courses
I used
of
is the
the
not
or
coimtry's big department
have
the
Every
is selected
another
as
whether
to
as
sale is
school.
sales; that
demonstration
in
here
and
years' course
two
same
at
course
Educational
right
a
manship,'
sales-
clash.
two
mean
months'
Women's
took
of the
customer,
three
a
And
who
then, before
and
"'A
the
at
Boston.
department
a
the
in
instructor
an
teachers'
then
school,
Union
'I took
reply.
in
thoroughly grounded
all
school.
Boston
real
it
was
of it
profession
beneath
day.
some
day; it's a real^pleasure
approaches
oS^
yoa
an
HOW
opportunity
the sale
''So
bring
to
bear
men/'
own
good
I
was
a
the
Often
the
years
a
ago
a
pulling out
Even
though
second
still
this
was
a
it
doubtful
and
waned
would
it.
But
only did
Not
the
concen*-
particular pattern.
one
regarding
he
of
proud
was
prevented
upon
I
submitted,
policy.
poor
buyer's attention
so
I
customer
enjoyed displaying
time, but
became
the
suit
models.
more
and
stock
third
or
style
every
choice
a
that
finallyconclude
elsewhere.'
if the
"Now,
customer
third suit shown,
model.
of
mistake
the
that
he
ten
sell
And, furthermore, I make
in stock.
first enthusiasm
'look
I did
selling
"I
clothing salesman.
game.
unnecessary
of
tration
into
enters
the time.
had
we
realised
consume
his
the
keep producing
soon
it
to
third
comprehensive
our
the
Salesmanship
retail
a
pleased with
would
Saturday
speaker, ''and
practical psychology
make
to
pattern
seemed
I
at
new
used
and
training.'
sales every
proportion of prospects than
sale in about
"I
of
deal
clothes," said
far greater
when
of making
problem
the
concluded
Practical
suits of
the
upon
already apparent in their earnings."
are
"A
GOODS
MORE
holding demonstration
I'm
my
results
SELL
oonBoiously gained experience and
some
now
among
to
TO
I
promptly
Very subtly
pleased with
seems
and
concentrate
that
on
tactfullyI begin
the
to
second
or
particular
exert
a
little
his back;
indicate its
I get the suit on
gentle pressure.
take it for granted that he's made
superlative merits; even
his choice.
for alterations
be
applied
customer
he realizes
Then, before
with
must
and
the
deal
is closed.
great, discretion
not
feel
rushed;
posiilY^;(iacidedcharacters
are
*
"
"
it,he is being measuted
148
goes
That
without
this would
not
this
amenable
plan must
sa3ring. The
be
fatal.
to such
Some
tactics,
BEHIND
SELLING
I
give them
of
bother
have
to
the
salesman
of the
Often
I have
scored
begim
The
''and
is
worked
clerk
to
This,
remain
interview.
does
I noticed
''Now
didn't
is
the
nearer
wanted
blue
had
he
the
is less
transaction
is in
battle
selling,that
the
buying
grays
saved
ten
you
and
minutes'
began
curing
se-
obstacle
approached,
him
show
to
you
or
It
mixed
time
that
profit.
149
That
choice,
he
and
for fear of its wearing
inquired
steered
have
slacken
goods.
and
had
you
cheviots
man's
a
our
finally developed that
to serge
could
impulse
narrow
can
entered,
he
mind,
worsteds
those
You
sidt,but objected
in
last customer
your
closing.
to
are
blue
having
tend
learning his preconceived ideas.
more
If, when
shiny.
what
The
you
a
when
correctly.
first
mistake.
a
entire
in store
involved
factors
be
can
in outside
than
work, half the
But
that
open
without
stock
the
words,
exist.
not
you
customer
formulse
The
constant.
Often, in outside
the
closing a
and
rules
selling
In other
of outside.
in
pursue
of inside
technique
doubt, is because
no
more
complex.
inexperienced employee,
the
that
said
salesman,"
inside
and
and
is that
to
Salesmanship
Inside
new
a
readily reduced
work.
that
means
prospect's interest has
the
outside
as
tactics to
proper
to
of
easily grasped than
more
to
both
conclusion
my
more
the
before
Technique
clothier's
a
point
it
time;
saves
minutes
ten
flag; it is efficient salesmanship."
to
'^IVe
It
really glad
responsibilityof
within
sale closed
a
is
He
of the
some
assume
entrance.
my
suit.
a
the
dislikes
man
average
select
to
I have
customer's
the
But
pottering about
choice.
the
free rein.
a
COUNTER
THE
avoided
while
the
he
Furthermore,
often
means
him
as
to
just
directly
danger of
pored
over
you'd have
a
ten-dollar
HOW
TO
'^Another
in which
will enable
''Then, too, I noticed
is
fatal
a
It often
results
in
latter case,
is
more
make
"Mention
a
man
has
And
give
a
add
bought
is
either
"
the
imtisual, or
"You've
Be
said
times
"Ninety-nine
Similarly, as
by
he
not
he
can
the
five
or
"
in
books.
our
'Anything
If the
and
versa.
goods
new
price has
in the
been
fact that
the
vice
in,
are
the
or
reduced.
to
newspapers
get
tomers
cus-
they
they piu'chase all that
Intuition
at
the
proprietor of
of
a
clothing
a
up
four
his
-
store.
correctly
man
dollars?'
dollars,six dollars,or
keenness
But
one.
guess
they'll strike it right.
hundred
about
who'll
beaches
and
you
dollars,'
seven
be.
may
a
knows
sale, and
purchase.
overcoats,
some
'Something
imcanny
he
to
moment
men
out
'
head
case
"When
doubtful
rule, a hotel clerk sizes
a
says:
your
every
new
friend.
male
or
say,
that
sure
these
seen
weight,"
"This
wife
they're here."
while
the
it be
That
s\q"port of the
completed, don't
Selling by
as
her.
to
lots of money
in here.
nod
for the
suit, mention
a
reason
a
spend
when
bid
in this
came
customer
a
particularly desirable
are
your
customer
a
specificarticle,emphasizing
some
it is
"We
patterns
need?'
you
values
at
cufitomer
him
showing
otherwise
closing an
likelyto
the
on
practicaUy ignored
you
transaction
the
when
whether
companion,
''After
need
wife,
tape
in his size.
that
Always
error.
customer's
the
his
with
GOODS
avoid
to
you
stocked
not
are
we
morning
the
point, always get
This
once.
MORE
SELL
man
whether
best
my
says,
he
raise him
of perception cannot
'Something
means
to
salesman, Holmes,
that
has
twenty
irrevocably or
thirty dollars.
150
about
be
acquired
it.
dollars,'
whether
or
second
HOW
TO
messs^e
of
SELL
It marks
the
history,
applied
a
of
dawn
affairs of this mimdane
from
Bryan's, but
this
time
"Yes," replied Bergh, "it's
A
"Good
approached
about
"Here
they
in
box
a
"Well, I
the
"'Twould
be
Tolstoian
ideas.
time
no
need
and
"
fine if the
experiments
in
man
of
elevator.
then
Just
carried.
he
according
day.
some
But
to
not
an
his
to-day
visionary ideals.
I admire
"
We
impracticable
his moral
Personally
a
A
insxirance-solicitor.
rather
motor
a
than
"Hello, Bergh, old
Pall
"Here
like
a
the
approached.
man
young
And
chap, he looked
he
lighted
one.
paper
run
"
place in the Cabinet."
the
some
be
such
Yes," agreed the cigar-man.
out
him
the
Bryan's position
that
lawyer.
courage
respect his principles."
but
or
purchaser
at
could
with
a
religionwith politics,"
it will be
Perhaps
like
man
ing
replied Bergh, tender-
to mix
world
middle-s^ed
morning?"
The
glancing
Still,I confess
idealist.
coin.
trying
customer,
for
strong
a
is
Bryan
see
this
and
elevator.
looked
Mawls,"
a
supporter
vote."
the
a
He
Mawls
exchange for
a
gets my
remarked
sir.Pawl
are,
remarked
is
Pawl
some
the
Jennings Bryan,"
William
this moment.
at
practically
ment.
wonderfully significantdocu-
a
Bergh!"
morning,
"How
he
on
our
religionto
been
never
lighting a cigarette,entered
the customer,
who
Mr.
great man,
Christian
I've
sphere.
in
first time
directly and
of the
being
as
me
in this country.
the
For
era.
new
verities
eternal
the
delivered
ever
public life has
in
man
a
GOODS
people strikes
to the
Bryan's
greatest public utterance
the
of
MORE
a
mental
scout!"
character,
lawyer
A
entered
vigorous,
successful
phrenologist would
a
fine
gressiveag-
salesman
have
celled
type.
his
was
greeting. "Give
me
Malls."
you
proffered a
are.
Pall
Malls,"
box.
152
was
Bergh's
response,
and
SELLING
BEHIND
''Well, I
himself
in
the
guff
on
way
my
"Yes, it's
won't
go
I'd tar
and
feather
Bergh, impertiu'bably. "Let's
the
And
limelightagain."
P-A-L-L
M-A-L-L
I'll tell
of
hope
he
what
is to
business
the
on
sell
I
public life,"replied
never
is
into
emerges
the elevator.
pronunciation for
proper
opinion of
honest
your
satisfaction
that's all the
"There
an
off
duty
air my
to
personal
events."
current
of
I got out
Bergh.
Selling Ethics
who
active imagination the principal requisite for
a
has
there
business
local
been
retailers,have
among
concluded
I
gained
occasion
day I had
other
"The
look
to
for the
better
Commercial
regard during the past fiftyyears.
thoroughly before purchasing, with
a
a
view
in this
higher plane.
ground
the
closing
ethics, particularly
purchase
to
sider
con-
recently.
man,
change
vast
a
and
"Bight
laugh.
a
old-fashioned salesmen
still many
are
remarked
sales,'^
"But
with
not
and
English language
I'm
when
tobacco,
Present-day
on
If
people.
boarded
you," replied the cigar-man,
my
And
out
after six o'clock
aroimd
"Come
views
that
him."
is the
and
But
to
attitude?"
Bryan's
now
American
the customer
I, "what
said
"Bergh,"
trying
long-hair vote.
the
monious
sancti-
his
he's
of
''He
emphatically.
I suppose
thing he's
good
a
with
fool
a
Springing
home.
get the
and
made
has
customer,
occasion.
every
of drivel
had
the
women's
old
Wilson
double-cross
fogy, Bryan,
old
remarked
again,"
belongs
kind
that
see
COUNTER
THE
to
some
ture.
furni-
pretty
over
getting posted
values.
"I
entered
that
a
furniture-store
I first wished
"'Here's
a
handsome
to
see
and
stated
dining-room
table,
153
a
solid
my
ing
needs, remarkfurniture.
mahogany
Sheraton,
HOW
TO
MORE
SELL
for thirty-five dollars/ said the
buffet
the
"'Let's
"There's
pieces carefully, taking particular note
the
fit of the
of the
elderly salesman.
accompanies it,at forty-five dollars.
that
inspected
^'I
GOODS
drawers
and
details.
other
something cheaper/
see
I
finallyremarked,
non-
committally.
then, here's
'''Now
dollars,' continued
in the
which
beautiful
a
the
dim
just like
for the
room
table
interest.
for
to make
between
difference
expect
and
two
or
'
one.
It's
a
heavy
a
make
must
stock.'
new
with
over
day
a
first
we
table
another
story,' I reflected, smiling, but
old
"'An
within
arrive
to
the
pattern, but
twenty-eight-dollarSheraton
shipment
indicating
salesman,
light looked
table for twenty
mahogany
Eight dollars
slight a
so
the
the
heavy
a
there
and
twenty-dollar
looked
seemed
But
reason.
I
duction
re-
seemed
no
thirty-five-dollar
tables.
suspicions were
"My
after
falsehood, and
avoid
I entered
"Next
if you
"'Now
large department
want
for
while, here
a
dollars,finished
salesman.
'It's
a
"It
was
few
minutes
previous
table reduced
to
to
Sheraton
identical
the
obvious
the
wrestling bout
to
twenty
store.
which
something
for twenty
a
mental
by
closing tactics, I escaped.
a
well
will look
that
familiar
the
salesman's
the
aroused, however,
look
is
is
inexpensive, but
a
whitewood
table
like mahogany,'
said
the
pattern.'
model
as
that
I had
been
in^oecting
twenty-eight-dollarmahogany
a
dollars.
Probably it came
from
the
factory.
same
"'Strange,'
other
"
one,
'But
You
can
a
'This
reflected.
perhaps
if you
table with
I
care
from
the
to invest
same
more
money,
veneer
thing
154
in
is whitewood
"
^the
tree, is mahogany.'
same
top of mahogany
get the
table
a
for
here's
a
handsome
thirty-fivedollars.
solid mahogany
top for
SELLING
BEHIND
thirty-eightdollars,but
likelyto
I'd
warp,
as
"The
which
one
the
previous
had
the
the
'I want
the
but
to
in
specting
inwas
buy
to
posted before
in
I
that
wish
didn't
get thoroughly
mate
half-hoiu'
a
announced
then
assortment,
to
The
solid mahogany
as
perhaps
spent
and
stock,
pleased with
day.
I
store.
less
and
it.
obviously
was
described
been
durable
indicated
he
table
thirty-five-dollar
the
just as
thirty-five-dollarone.
the
suggest
COUNTER
is
veneer
is forty-fivedollars/ and
buffet
I
THE
that
investing,'
explained.
"'Quite
naturally,' agreed
Englishman.
back
at
"The
'Look
same
leisure.'
next
day I returned
the
of
the
at
as
in whom
"In
a
methods
Street
place
The
do
demand
closing tactics
as
prices
I
utmost
then
come
exactly the
were
was
vivid
a
with
dealing
was
honest
reliance.
by
run
And
policy.
not
and
over
entered, and, in addition, I had
words, the place
modem
courteous
a
purchased several hundred
that
knowing
I could
other
with
of
I
salesman,
field
and
furniture.
first store
satisfaction
men
whole
the
your
dollars' worth
the
methods
modem
merchandising
modem
imagination and
factors
necessary
in
Baxter
salesman's
a
equipment."
The
"Size
up
of
Psychology
your
man,
remarked
"Only
the
few
a
Selling
follow
then
minutes
lines of
the
of
mant^er
Overcoat
an
a
sistance,"
re-
lishment.
retail clothing estabclosed
I
ago
least
a
sale
of
on
the
man
a
thirty-dollarovercoat.
"One
of my
nearly twenty
Larkin
"I
salesmen, Larkin, had
minutes.
signaled me
He
was
worked
about
to
escape
when
for assistance.
grasped the situation
at
once.
155
Larkin
had
been
trjong
HOW
this
of the
rather
season.
Now
this
wearing
thirty, was
cut,
SELL
one
sell
to
TO
"'Conservatism,
that's
"I
led him
to
staid
Oxfords
with
"'Ah!
'I don't
want
minutes
he
of that
any
writing
what
been
big retail
making
additional
"We
which
or
which
articles feattu'ed
in
this
idea
the
plan,
prizes for
kept their
effort to
to
the
in
own
of
the
with
connected
way
those
just arrivedi
have
advertising.
conducted
records
for
easilysold by this plan
enlisting the interest of
making
a
to
customer
specificarticle the need
most
some
our
have
we
those
in
increase
proprietor of
the
inducing
mean
items
that
are
Need
Unexpressed
I
five
thirty dollars."
for
already bought, goods which
she has
"With
check
within
enter.
to
found
have
those
are
her
prompted
And
stuff.'
concentrated
a
that
"By
store.
buy something
which
exclaimed, delightedly.
he
rah!
a
the
to
some
collars.
rah!
out
pull down
to
'suggestion sales,'" said
call
we
overcoat.'
began
and
idea!'
my
Appealing
"We've
rack
black-velvet
more
was
key-note of this man,' thought
the
another
that's
neglig^ shirt.
quiet, conservative
a
about
aged
suit, conservatively
white
a
in vogue
much
so
particular customer,
plain, dark-blue
a
he'll fall for
I, 'and
GOODS
noisy patterns
tie,solid color,and
dark
a
MORE
the
contests
best
with
small
cash
The
sales
force
showing.
turned
and
them
salespeople
our
in to
the
floorman
nightly.
sale made
"Any
for; (2)
of any
looking,' (3) of
he
does
not
sales.
article to
to
result
additional
an
a
article
any
intend
The
(1) of
to
a
buy, could
was
who
person
person
be
article not
inquired
claimed
be
who
included
to
has
among
said
'just
that
tion
sugges-
extremely satisfactory. In fact,
suggestion sales finallytotaled
156
nearly five thousand
a
week.
SELLING
What
BEHIND
in net
this meant
for
this
always try
which
successful
''One
both
"Salesmanship,
gaining
tactfully
in that
from
a
often
appear
is
three.
I
wide
too
unwilling
points
is
bring forward
my
the
the
antagonism
volved
in-
be
firmly
something
evidence
arises
that
posted
on
a
edge
thorough knowl-
buying impulse
the
prices or
ten
assortment
offer
is
a
the
I could
see
as
actual
to
sales
shown
a
good
mistake; but
worse.
Take
ago.
an
A
assortment.
W7
to
let her
That
sale,
wanted
elderly woman.
just
more
last
my
customer
to
permit of
to
I
particularlypleased
one
four
a
display
minutes
that
is
suflBicient
even
collars suitable for
being
to
manship.
requisite of good sales-
first
fatal to
an
to
casually produced
was
required
merchandise.
for instance, not
some
fine
they should
secondary
are
so
intelligentcomparison
see
then
There's
is not
who
of the
show
To
and
pointers
goods.
clerk
points
all the
is
'Yes, there
I say,
It avoids
charge.
Nothing
a
hence
science,
a
direct contradiction.
of the
find
implication of
effort
no
advanced, and
Often
met.
all such
"But
article; it
inside,is truly
store, where
a
objection,but,'
refute the
to
its
It
carefullyobserved.
Objections are
but
and
audience, and
an
be
can
"
explain it.
may
tangibility of the
outside
in
particularlyso
for
sale.
a
completion, it aids in closing the transaction.
sale's
and
particularly
a
helps
and, by
article in
the
said
reasons
pride of ownership;
to
take
to
always
four
the
ings
earn-
Selling
at
hands/'
her
or
of
idea
the
Success
a
''This
all of three
strengthens
the
in
saleswoman.
or
appeals
is
get the customer
to
in increased
as
readily estimated.''
be
Woman
is interested
she
COUNTER
profits as well
salespeoplecan
our
Why
''I
THE
to
displayed
her.
Then
feel that
m94^
she
sevei)^,
HOW
I then
TO
MORE
SELL
concentrated
the
upon
GOODS
which
one
obviously pleased
so
lated
her, and, by indicating its superiorityto the others, stimudesire
her
neck
and
When
for it.
her
showed
finally I slipped it about
it would
how
look
when
my
the
worn,
sale
closed.
was
"Now
the
might easilyhave
I
would
result
imcertain
riches
of
that
five times
"
long
as
remarked
a
oversell
its final effects upon
the
to
that
and
been
the
in harm
"The
reputation
a
the
upon
customer
business
does
is the
"Don't
attitude
leavingand
a
for
which
buying
criticized,"
disastrous
that
of
policy
A
the
are
nowadays
an
carried
made
eye
to
her
to
weak
an
treme
ex-
has
who
customer
pi^chase
house.
is in business
who
dealing and
a
to
titude
friendly at-
buying public. Overselling a
repeat business, and
build
to
sales
upon
regrets
retailer
a
square
that
a
pressure
concern.
toward
for
tend
kind
think
so
business
exert
This
part of the
not
been
"And
overbuying
great asset
one
stay is
to
feels resentful
later and
often
traveling
the
salespeople,with
many
into
strong-armed
required
have
principleapplies in
same
purchasers.
results
has
day's total, will
undecided
she
made.
Too
increasing the
had
even
induces
wholesaler's
the
consmner.
of
this Retailer
says
merchant.
is seldom
believe
sale, and
which
dealer
the
prominent
mistake
embarrassment
an
Customer,"
a
short-sighted policy
to
"I
lost the
so
sell her."
to
Oversell
salesman
the
such
And
became
she
that
circumstances, it would
such
Don't
"The
have
thirty collars.
been
amid
choice
I would
under
bought
have
probably
her
her
shown
pa3rs
in the
that
moment
will result
elsewhere.
168
If
long
I
am
in
a
a
woman
repeat
run.
advocating
a
sive
pas-
possible purchaser's
is in the market
HOW
''Some
SELL
TO
concerns
straight
pay
commissions.
The
objection
ever-present
incentive
of the
method
second
sales, with
mere
upon
which
Alteration
is
great
factors
store's
a
final
methods
strong-arm
likely to
are
The
concentration
a
determining
corollaries
the
lacking.
neglect of other
returns;
expenses;
imdesirable
all these
too
in
equally important
are
success.
"
in
plan is that
method
consequent
a
first
the
to
others, straight
wages;
second
result
may
GOODS
MORE
accompany
straight-commission plan.
the
much
''After
the
method
quota
salary plus
is
study
the
as
settled
In
necessarUy higher
The
It
in
others.
Also
method
quota
of
consists
sales
departments,
some
than
is called
what
upon
desirable.
most
commission.
a
fluctuations.
seasonal
have
we
pense
ex-
there
for
allows
a
are
these
factors.
"In
salesperson is expected
week
dollars
to
three
himdred
In other
in
himdred
sales
is 3 per
"As
these
what
for
net
a
for
a
The
less is demanded.
sion
commis-
same
A
ing
work-
woman
instance, is expected
dollars
seventy
And
wages.
our
fluctuations
per
sell
to
in order
week
commission
the
play
mark-up
may
profit must
be
this
plan
the
we
stable force, secures
a
monthly.
quotas
surplus; then
"With
implies
wage
applies.
figures is simple in the
what
fifty
to
extra
on
cent.
seasonal
refigure
at
and
and
this she receives
over
sales.
weekly
veilings, for
eight dollars in
secure
we
departments
hundred
sell two
all sales
eight-doUar-a-
an
nine-doUar-a-week
of this
excess
women's
one
in
dollars
sales in
on
A
example,
to
salary. On
commission.
cent,
but
her
cover
2 per
"
for
departments,
some
be
balance
the
extreme.
made,
made,
combine
big part in sales expense,
The
method
of arriving
what
what
can
sum
go
We
merely
come
expenses
shall
be
set
clude
con-
to,
aside
for wages.
profit-sharing. This
makes
employees' support in eUminat-
SELLING
BEHIND
ing
waste
and
them
to
take
customers
as
obviates
the
commission
''Our
great
as
though
they
securing permanent
members
were
is
as
as
of
yourself
it.
these
about
us
to all
But
we're
in actual
tice.
prac-
well
in
store
The
good
all
things
"You
to all
You
that
men"-
be too
to detect
he
lose
one
or
are
two
might be bettered, but,
present personality.
own
conduct
your
in 8ale"-
naturally lasy.
to
say
the
tlungs
same
interestingbook, Retail
or
cynical," said
not, doubtless
or
is above
them
all
the author
apparent
and
in every
says
161
is
where:
else-
courtee^y,
move
opportunity of impressing upon
is the most
have
important visdtor you
no
true.
constantly in mind.
politein serving customers,
be
they're
things responsive; he
As
women.
flattery,should
will
an
bears
salesman
salesman
is tactful
of
you
and
introspection,
Fisk, might be called
"Cjmical
cannot
speech.
customer
W.
one."
believe.
quotations from
successful
the
which
already
we
manager.
And
guide
Merely getting others
James
Selling,by
the
naturally selfish and
is fame?
that
as
better
Code
be able
may
grudgingly admit
facts
a
action. As
people is eielf-satiaf
indulge
or
ad-
disadvantages.
Cynical
find,you
you
two
above
"The
straight-
It
many
shall evolve
we
mirror,
you
^peopleare
"
"What
the
upon
main, the ideal of the individual is his
manship
firm.
as
It works
Salesman's
in the
pleased with what
minor points which
few
as
improve
to
''One of the traits common
''Take
the
analyze it, combines
we
possiblewith
The
in the
encourages
plan.
Perhaps eventually
a
in
interest
an
disadvantages contingent
always hoping
view
COUNTER
and
increasing general efficiency,
method,
vants^es
THE
and
the
had
HOW
that
that
day,
that
TO
in the
do
if you
the
things he
as
has, and
because
one
he
those
in every
respect,
greater than
even
will do
You
terest
in-
your
this
because,
likes,he will immediately classifyyou
the
regards
of any
is
concern.
has
who
mentally
GOODS
please him
to
in his welfare
affairs of
the
than
anxious
are
you
interest
your
MORE
SELL
kind
same
his
of
personal opinions
else,he will think
one
as
a
you
he
that
thoughts
able
valu-
more
good
of
man
judgment.''
''At
form
''It
The
Weakness
first
thought,
of payment,"
"But
have
is
there
five
salesperson
incentive
fundamental
a
hundred
to
the
supply
the
salesman's
"This
unity
earnings
that
means
in
the
It works
for
make
sales
to
take
chances
the
at
"What
without
time
once,
was
and
thus
the
alteration
extra
delivery
the
was
no
are,
The
a
prietors
pro-
share
of
sense
of
co-operative spirit present.
in our
foimd
men's-clothing
We
that
fit of
clerks, in their anxiety
the
suit and
a
left him
the
on
free
restilt?
tackle
Dissatisfied
In
etc.
success
particularreason
162
why
This
the
of the
saved
next
patrons,
other
tomers
cus-
tomer
cus-
conmiission.
rehandling
department,
allowed
trousers.
to
inclined
were
often
increasing the former's
force felt littleinterest in the
There
who
feeling,no
group
no
trying
expense,
mission
straight-com-
collect
pocket their commissions,
on
leave
clerk's
is
there
example,
and
If you
recompense.
badly.
very
to
to
as
a
for himself.
roof, and
the
organization, no
out
department,
and
stock
on
individuals
five hundred
one
and
good,
in the idea.
weakness
principle,in business, each
make
to
effort.
salespeople working
have
ideal
an
seem
superintendent, recently.
store
a
each
to
tremendous
basis, you
in
straight conunissions
remarked
puts it right up
supplies a
Straight Commissions
of
of
an
shipments,
the
words,
store
worked
over-
as
they should.
a
sales
whole.
"A
simple device
very
nomiced
that
section
would
certain
a
arrive
of former
certain
a
of
in
even
an
an-
the
salespeople in
this
monthly
the
This
idea
of
covers
only those
was
exerted
customer
is
of
pains
Should
Much
in this
uniformity
a
clerks' salaries amount
it is tmfair
But
handled, the location
commodity
advertising done
cent,
per
great
cities.
When
sold.
an
expect
But
this varies
much
a
for
as
average
be
factors
stores
in relation
that
these
to
many
concerns
salary expenses
163
in
smaller
the
of
the
that
stores
established
these
the
stores
strategic locations, and
that
as
considered.
big
the
fact
heavily, it is obvious
higher salary percentage.
"Investigations covering
following
for the
allow
expect
department,
shoidd
among
you
to
reputation, and
normal
rental
enormous
they advertise
must
is called
^allthese
"
Such
of the
location of the store, the establishment's
of
around
gathered
all clerks.
among
the
Sell?
Clerk
been
total sales.
r^ard
which
to
directly applied."
"My
merchant.
of my
cent,
per
a
entire establishment,
the
be
can
the
was
single department
the
secure
lightgreatly ened.
of profit-sharing, but,
form
a
to
sale that
of the
department
profitsof
concerned
said
this subject,''
pay
records
less salable
the
taken
were
time
interesting figures have
"Many
article
was
the entire stock, thus
on
the
at
really
to the
How
the
It
alterations.
neglecting
such
And
applying
efforts of those
"Six
their
by
by consulting the
stun
alteration
upon
instead
amount
commissions,
their
to
and
of
pressure
good fit for each
the
difficulty.We
saved
sum
Instead
lessening mark-downs.
to 5.80
the
mark-downs
resulted?
burden
this
addition
this total
at
date
COUNTER
months.
"What
a
overcame
receive, in
efforts
to
goods,
from
proportion
increased
easy
THE
BEHIND
SELLING
the
retail lines:
TO
HOW
Groceries, 7.92
9.98
per
druggists, 10.96
per
hardware,
''Naturally, if
decrease, but
be
broad
as
''One
the
at
tried
time
same
plan for reducing salary
benefit
to
of
profitrsharingplan
was
selecting
was
suggested
business," said
own
my
in
the
in
department
"A
of collars
in
carried
install
a
Samples
occurred
the
day
one
haberdasher's
a
of
methods
of
manager
the
I
as
which
conducting
and
laces
broidery
em-
great city store.
a
entered, studied
man
which
improvement
an
from
Stock
couple of shirts in
a
and
cost
is to
all concerned,
little incident
a
may
payment.''
Selling Retail
"It
will
long.
tested
and
cent.
per
decreases, this
sale also
profit per
it is
cent.;
per
prices his salary expense
cuts
man
his
as
jewelers, 10.98
cent.;
cent.;
per
shoe-stores, 10.56
cent.;
a
as
fumiture-Btores, 8.78
cent.;
per
GOODS
MORE
SELL
the
containing samples
glass case
stock, indicated
and
one,
'A
remarked,
dozen, please.'
"The
clerk
wrapped
accepted his money,
transaction
a
"'Now
not
over
speed of that
the
by sample,' I reflected,as
I could
minute
rush
they
that
"
It
do.
now
idea to my
clerks
my
could
customer,
entire
The
couple of minutes.
resulted
my
handle
from
down
the
'U
street.
times
ten
bujdng
the
department
if I can't
I wonder
critical eye
of materials
when
I returned
wound
cardboard
upon
shelves
the
closed.
was
I walked
wi^ha
with
sale
the
it to
at
a
two-
business
the
apply that
sample
stock?'
was
or
a
through
customers
rate
deal
the
and
consumed
box, handed
neat
in
a
glass
that
I studied
the
arrangement
the
store.
The
laces
and
scattered
about
upon
the
rather
confused
case
of
to
sample
164
fashion.
collars, all
were
ters
coun-
Contrasted
was
chaos.
BEHIND
SELLING
was
stock
itself.
really had
purchased
pattern
a
desired
"The
numbered
hundred
but
and
shelf two
upon
the
This
hours
only
using shelf cabinets.
choice,
the
came
search
seemed
impracticable
revolving rack, the
leaves
glass-covered boards.
medallions.
Now
for
gives the
a
a
in
means
Here
and
clerk
tomer
cus-
lions
medal-
hundred
Following
pattern.
stock
we
from
removed
and
which
pattern
clerk
the
two
Upon
customer
number,
have
d^artments.
in this case,
of which
boards
turns
the
and
I
leaves
easily selects
the
I obtained
so
of
consisted
the
book, quickly and
simple devices
in these
wait
it.
"Books
two
the
sales
now
this
weret
desired
for
the
can
of several
the
find
to
bolt
sale is all
embroideries.
coimter,
assortment
an
effort
an
matched
over
a
realize.
They
the
upon
out
the
What
can
to
attention
my
takes
one
once.
embroidery-man
an
shelves, placed
in
at
woman
a
doubled
fact, each
customers
I turned
been
clerk
were
inspect number
to
than
more
In
and
Thus
shelves.
half-
a
patterns
resemblance,
the
has
sort
contained
The
thirty-four,and
and
clerks.
my
pulled
the
himdred
couple of
a
"Next
had
carried.
thirty-fotu*; the
accomplished.
efficiencyof
rush
with
correspond
to
have
of
which
use,
their
to
had
may
installation
counter
pattern
every
re-
shelves.
swiftly glance through the book, ask
could
from
for
according
arranged
were
and
exactly the
when
the
was
survey
of
samples
the
on
big sample-books
liberal
a
of my
result
dozen
two
somewhere
was
She
stock.
compromise
a
as
entire
the
of
customer
then, the
even
the
minutes
ten
displaying, wrapping,
And
to
access
but
samples,
perhaps,
meant,
unwinding,
bolts of laces.
shdving
she
inspecting, not
sale
Every
pulling down,
not
in
consumed
Time
COUNTER
THE
deal
moimted
165
clerks
can
the
stitute
of this subher
pattern,
is closed.
substantially increased
Fewer
framed,
the
wait upon
These
sales
more
HOW
TO
rush
fewer
and
customers
hours,
This
used
as
often
GOODS
buying during
before
leave
customers
Traces
Woman
MORE
SELL
occur."
to
Life
in
Start
Her
to
Smple
a
Suggestion
I suppose
"Yes,
in the
country/' said
York's
life I
trace
can
here
months,
to
appealed
familiarize
with
the
thank
me
in
values
it
it
As
been
about
little self-
a
which
me
in
start
strongly
point
thoroughly
to
advertising, particularly
I handed
dollar
one
might be
large proportion of
for the
a
a
purchaser her
in
'Possibly you'd be interested
gloves we're offering to-day; two-
gloves for
right.' Or
a
gained
to
store's
the
remark,
dollar-and-a-half
In
have
to
made
day's special offers.
aisle to the
real
my
hosiery department
occurred
and
myself with
remarkable
of New
one
management.
parcel, I would
the
idea
an
ambitious
was
"And
stores.
just long enough
the
to
of
manager
simple little suggestion. I had
one
confidence, when
"I
department
a
salesgirlin the
as
highest-salariedwomen
of the
one
largest department
working
two
I'm
and
sale of china
a
the
cases
^third
"
ment.
in the basewould
customer
promptly
suggestion and
half
a
start
for the department
indicated.
"*Why
finally reflected.
space
Why
store.
much
clerk
other
as
if you
for
'We
the
can't
store
be
applied
of
we
should
induce
them
we
once
get
coached
be
paper
news-
people into
the
twice
as
spend
to
here?
them
to
in
dollars
drawing
of
purpose
larger scale?' I
a
on
spend thousands
they intended,
in the
boost
the
Every
sales of
departments.'
"That
letter
this
shouldn't
evening
to
the
I wrote
general
suggestion
my
and
manager
please." She laughed
at
166
the
mailed
in
it
the
form
of
a
anonymously,
recollection.
HOW
the
TO
total annual
their
that
next
MORE
SELL
GOODS
volume, but
actually feared
year's task
would
be
just
it meant
to,
as
so
much
more
difficult.
*'
percentage
for
At
his
efforts
whether
''Next
the
is
earned
I shall
total
of
of
of
will find
average
their
to
Losing
Sales
don't
control
in
in
retail
outside
wouldn't
inside
expect
that
those
end
salesmanship?"
But
it is lamentably
that
month.
this
exceed
increase
added
poise and
about
inquired
my
vidual
indi-
the
Customers
traveling
a
he
man,
didn't, he
has
experience
lacldng in
self-
qualities that
are
If
develops.
weeks.
two
by the
the
who
recently. "Those
soon
sponding
corre-
month."
Losing
something
the
me
for
of the
of the
tained
ascer-
divided
gives
can
without
write
salesman
last
me
the
vinced
con-
of most
case
men.
"Let
tell you
me
my
memory.
the
market
to
you
for
sum,
percentage
the
at
addressing the writer
the
'
certain
pay
"Why
I
clerk
a
I have
plan.
department,
that
salary that
sum.
new
This
reward
a
December.
or
department
informed
regular
a
straight
a
reainng
his
lump
a
each
a
sales
a
in
to
March
over
year.
in
been
have
men
for
last
salesmen
volimie
The
amount
inaugurate
sales
month
number
extra
man's
in
exerted
presented him
month
the
insuring a
sales, thus
on
New-Year's
has
the basis of payment
immediately changed
I
pay
Last
for
up
to
firmly
pretty
a
about
instances
some
afternoon
Saturday
forty dollars, if
necessary,
fresh in
are
m3rself in
I found
suit of clothes.
ready-made
fixed
which
I
willing
was
but
I had
preconceptions regarding
some
style and
pattern.
"I
whom
entered
I
was
a
clothier's.
well-known
allotted
greeted
168
me
The
salesman
courteously and
went
to
to
SELLING
BEHIND
great pains to display his stock.
it
clear
was
sought;
the
This
no
was
that
me
''I felt uncomfortable
tactful
be
to
time
clerk's
the
But
me.
in
fellow
sell
to
the
accept
of
much
so
of
particularly eareful
was
his stock
didn't
I intended
I had
just satisfy
to look
his watch
stolen
elsewhere
and
it again.
to enter
never
'Peeved
work
my
of
out
about
chain.
If
a
'What
a
lost sale.
one
consider
I
thirty calls.
defeat
occasional
an
so
that
vowing
course
man
one
that
mine.
I reflected.
attitude!'
in
Why,
merely
was
positivelyinsulting.
was
''I left the store,
childish
needs.
my
having monopolized
at
that
It
I
what
me
meet
patterns.
explaining why
thought
offer
not
didn't
avail, and
no
of fifteen minutes
end
the
could
from
he realized
when
you'd have
The
to
he
the
on
differed
taste
At
simply
assortment
reflection
buyer's
the
to
COUNTER
THE
myself
lucky
salesman
philosophically, he
can't
isn't
a
salesman.'
"
along the street, inspecting the window
I wandered
another
finally entered
and
in
the
right style, but
fpund
the
right pattern
didn't
set
correctly. It hooped
convinced
that
me
unless
fittingperfectlywithout
it up.
I
to
look
further.
scarcely veiled
and
down
third
store
finally,in the fourth
one,
still
the
the
suit
fairly
comes
that
news
to pass
I intended
ment,
dignity, resent-
One
contempt.
collar
experience has
of wounded
scene
I
more
place
went
black-list.
on*my
"In
Here
alterations,it's best
firmly broke
Another
Now
up.
ready-made
a
close to
gently but
establishment.
plays,
dis-
a
I
had
I found
a
similar
what
I
experience, and
sought, and
pur*,
chased.
"Now
send
to
my
suggestion is
their clerks out
office for
a
that
the
managers
to sell life insurance
couple of weeks.
develop sufficient philosophy
169
Such
to
enable
or
a
of these
books
from
stores
office
training ought
them,
upon
to
their
HOW
TO
return, to lose
sale
a
without
of the
enemy
of
my
factors
important
Nature
in
selling goods
determining whether
of
forgiven if
be
can
^there is
"
vowing
away,
"A
patient,
a
"When
resting
and
forget
to
which
is
be
depends, in large
the
over
to
executives
spent great
has
dollars
vast
their
be
been
a
to
that
is the
ever
money
salesperson
of this income.
been
have
liners have
erected
brains
in
All
producing
brought
them
house
them,
evolving
better
to
has
advertising department
to attract
her
mere
"
the
^all of this
counter;
lift of the
give offense, kill the sale, and
tell you
clerk
public, the window-
highest quality of genius, millions
invested
lured
or
seeking
his
exerted
manner
"I
in
sums
courtesy
dis-
customers
should
the
upon
amount
organization, the
have
can
racked
have
of
methods
may
And
of workers
handles,
former
the
shores, a huge edifice has been
our
man
the
measure,
she
but
between
only income
coxmter.
world, thousands
goods which
the
these
implications
contact
store's
A
the
over
all
ordinary intelligence,
tremendous
surprising that
courteous.
passed
of the
over-the-counter
it is
customer,
quality.
salesperson.
courteous
the
upon
this
drives
which
faculty
return.
stop to think
you
the
develop
often in evidence;
too
not
And,
counter.
carelessness"
stock,
disposition, coupled with
good
means
to
never
manent
per-
of the most
one
applicant has
an
of
the
to
positive fault
a
a
superintendent
the
over
tried
not
or
ignorance
"Stupidity,
faults
customer
Asset
an
of this belief, I have
because
the
store, "a good disposition is
department
a
making
thinking," remarked
of
way
GOODS
house."
Good
"To
MORE
SELL
when
one
once
170
and
that
the
wary
then, with
eyebrows,
forever
awakens
the
tomer
cus-
lent
inso-
salesperson
alienate
to
an
of
a
a
patron.
realization
SELLING
of
BEHIND
twice
this, he thinks
Courtesy,
acquired, is
And
natural
is the
that
The
type
in
many
has
succumbed
the
to
always
sales
One
in the
day he
small
a
past month.
''That
Miss
he
to
the
of any
one
in her
orders
from
remarked
far ahead
of
repeat
A
little later the
A
assaults
of suggestion.
power
department
store
efficiencyof
their individual
would
mean
a
great
is
of sales
record
certainly
''She
crackerjack,"
a
invariably
And
department.
for the
it can't
runs
be
personal following. She's
city.
I believe
I'll
a
a
investigate
to
her
was
his station
Miss
located
pleasing personality, whose
most
close
to
Miss
Thompson,
sales
averaged
low.
approached.
customer
"You
Miss
the
proprietortook
Neict
counter.
girl of
very
against direct
methods."
White's
a
influenced
are
of business.
White
in the
in
proof against it,
to increase
over
a
or
paper
we're
superintendent.
comparative stranger
upon
increasing the
volume
numing
Attitude
certain
a
that
was
be
can
us
percentage
monthly
it
good dispositions.
imperceptible
of
realized
He
ability but
difference
her
that
almost
trying methods
his sales force.
ill-temper.
All of
is case-hardened
who
man
think
may
progressive proprietor of
The
case
whether
potent power.
by suggestion. We
but
with
Negative
salesmanship,
a
his
to
looking for in this store.''
the
vs.
vent
which, although
blessed
are
we
COUNTER
giving
virtue
those
to
personal contact, is
was
a
Positive
Suggestion
a
before
is
however,
THE
don't want
Thompson,
"No,"
a
displaying the
replied the
along
the
pair of these mocha
customer,
gloves?" suggested
articles.
indifferently,and
aisle,aimlessly studying the
171
she
stock.
dered
wan-
HOW
is
"Here
something
Miss
remarked
She
arrivals.
She
attitude.
a
native
note
the
that
assumed
clerk
the
interview
the
In
the
to
new
positive
Not
buy.
to
sale
the
moment
a
the
hands.
wished
woman
sounded.
was
held
tion.
loca-
launched
of
customer's
the
pair on
a
you,"
her
she
advantages
manifold
the
had
soon
Throughout
and
dogskins; washable";
description of
a
before
halted
visitor
the
as
GOODS
I believe will interest
which
new
White,
'^They^re
into
MORE
SELL
TO
was
made.
''That's where
"Jiist
He
a
the difference
in," said
comes
delivered
a
lecture
result
in the
apparent
was
haberdasher's
and
as
"I
ing
buy
he
a
few
the
sale
to-day
He
door
a
pleasanjbsmile:
a
clothier's and
some
his purchase,
completed
him,
accosted
man
V
shirts
of Gotham
talk.
statement.
prominent
cravats.
approached
taking
was
his sales
from
the
to
Selling
a
you've just^beenbuying
see
a
to
with
remarking,
into
just dropped
had
clerk
each
monthly
Retail
Intensive
subject
the
on
Within
a week
department managers.
paihs to eliminate negative statements
Blake
proprietor.
question of attitude."
promptly
The
the
^
X
V
\\
tiei^^^^^rehwd-/^^^
wi^h'^ulKkt^rtici^k
sleeve-lengths. lliere they are, right over
indicated.
in the direction
blake looked
at that
cminter.
"
didplajredwas
fact that
that
his
arms
ordinarily he
of which
slaves
found
As
longer than
He
interested.
was
the
average
meant
difficultyin securing shirts the
fit him.
would
counter, inspected the
ddeen
were
featured.
previous and
the
of shirts with
assortm^it
prices prominently
present
The
an
Conspicuously
line, and
He
walked
over
finally invested
in
to
a
the
half-
shirts.
he
once
more
started
to leave
172
he thanked
his
informant,
V.
BEHIND
SELLING
remarked:
and
customer
a
a
because
carries
working
I'm
trying
am
"Take
feet
in
I
your
in
shirts
of
spoke
who
customer
strong
be
would
customer,
stopped
"You
and
r
in
blond
it
the
selling,
theory
that
to
I'd
it
point
call
cannot
man
eyes,
the
attention.
of
i^iother
of
it,"
he
remarked.
case
They're
the
surprised,
purchased
of
shade
coloring."
your
looked
speaker,
a
fail
moment
to-day.
finally
"It's
vital
The
is, perhaps,
a
and
said
works,"
sale
on
blue
ties,
six
trouble
have
shirts,"
that
with
conversation.
finding
ties
interest
the
inspect
how
"Intensive
sound
especial
works.
than
more
intercepted
some
and
it
^and
exit.
buying
blues,
on
a
to
see
interrupted
man
of
his
results.
"
your
he
wear
outsider
splendid
sleeves.
had
I
I
an
must
you
and
the
seen
you
organization.
are
long
making
been
you've
which
that
moment,"
a
the
sex
You
garments
just
particularly
but
sufficiently
you've
if
wonder
The
with
was
that
I note
instantly
for
me
the
not
noted
may
yielding
instance.
for
long-sleeved
"Excuse
"I
I
is
"But
be
of
member
individual,
the
case,
height.
securing
"
sell
to
Are
hat.
a
reply.
who
one
a
which
theory
a
on
from
than
the
was
from
suggestion
a
wearing
staff?"
manager,"
weight
more
store's
the
assistant
the
hat
of
COUNTER
you're
that
note
one
or
"I'm
I
"I
THE
a
resuming
sizing
up
few.
his
your
contact."
replied
to
work
Blake,
out
in
"and
practice."
so
VI
JUST
SELLING
Talking-pdnts
Finding
can^t 6xid exclusive
''If you
'em/' said
make
when
'''There's
explained,
'and
are
the
the
goods.'
I didn't
and
points
solid
in
new
one
and
to ways
that
be
an
told
the
of
then
of
means
Even
began
to
getting
a
new
principleof the
method
trusses
of
on
174
""i
in the business
getting
some
our
was
petitors.
com-
age
break-
transportation
the
upon
taUdng-
devote
drop
a
a
builder
with
a
this
sell
before
weeks
delay in securing
I remarked
terms
situation
a
few
though
of the
from
comes
personality to
a
day I fell into conversation
efficiencyexpert.
me
put in
I
me.
sell
sales manager
selling without
responsible, often
held
because
great expense
glass. One
to
of
great trouble
one
during shipment.
could
idea
The
to
prices and
our
such
by
territory, and
my
I found
I'd have
product
salesman's
the
to
confronted
like it.
a
was
thought
"
been
never
Our
competitors';
our
as
It's up
same.
"I'd
that
ago,
years
personality exclusively.
glass, on
members.
we're
factories
same
told
was
uct,
prod-
your
few
sellingpool in this city,'the then
a
the
''A
manager.
I
window
line,plate and
our
sales
a
this concern,
joined
I
taUdng-points for
was
new
friend
pany
com-
put
to
lights of
of
mine,
difficulty.He
bracing packing-cases, upon
a
bridge, by
means
of which
HOW
TO
talkmg-points for
can't
If you
good vocabulary will
A
lack of
often
one
salesman's
the
that he
every
every
stone
make
never
able
an
It is
tools.
earns
In
hampers
Tools
Salesmi^'s
the
Words,
salesman, but the
a
man's
Words
efforts.
by wielding them
prospect's brain
is
"No."
represents
intelligently
defensive
a
such
bear
They
wall aiid
stone
labels
as
and
so
conservatism, prudence, habit, complacency,
it not
fall prey
to
have
money
wall
no
often
of both
task
achieve
the
the
this
ties
purchase of commodi-
It debars
"Yes."
word
His
opening.
an
his purpose;
more
soon
the entrance
unjust.
Ues
hew
he'd
are
words.
chisels he
mallets
Chisels
will mallets.
neither
handle
can
it is the
And
are
alone
will
will
Obviously,
skilfully,the better
chances.
Most
that
to
to the
the customer.
intelligence,his chisels
however, the
his
benefit
would
possessor
him, and
ertia,
inon.
Unfortunately,
buy.
to
obstacle
an
as
tackled
who
which
this barrier
salesman's
not
with
just and
the
protecting barrier,its
salesman
every
serves
Behind
and
for this
would
which
are
living.
a
Were
idea.
my
'em."
'em, make
find
'em; that's
Find
product.
every
GOODS
MORE
SELL
have
salesmen
there
over
are
writings. I doubt
thousand
two
which
is advanced
formulate
the
sixteen
if the
or
(;abularywas
to
too
at
meaning
The
sale
moment
X7a
It is said
Shakespeare's
vocabulary
an
salesman
he desires.
is lost.
evaded
him,
ceeds
ex-
objection
finds difficultyin
of
shade
limited.
The
meet.
mentally, but
that
in
Often
thousand.
three
the exact
use
words
salesman's
average
hesitates, stumbles, flounders.
right chisel
vocabularies.
thousand
is difficult to
defense
in words
limited
very
The
His
can
pressing
ex-
He
one
vo-
SELLING
JUST
A
broad
education
rich vocabulary
a
plenty of it.
and
vocabulary, and, hence, your
reading to the sporting page
your
your
history, philosophy. It
stiience,
There's
public libraryin
a
The
"No
''We
all
tell,or
for
arguments,
expressed with
which
tacitly imply
something
every
one
would
be
unpleasant
an
don't
told
the
is not
life and
with
to
it is not
only the right thing, but, in the long
to
get away
tell the
nothing but the truth about
''Only
day
a
two
or
complaint regarding
everything
although
in the
drawbacks
'''How
he
When
asserting that
our
be
absolutely
I believe
the
run,
that
politic
truth, and
had
certain
facts
a
customer
He
said
said
a
that
it
about
which
exposed
article.
in from
came
from
salesman
our
this. Miller?'
about
it.
products.
our
left unsaid
had
true, he
was
in
all times
at
truth, the whole
I received
of
that
world
we
his line.
ago
one
A
are
live.
to
in business
salesman
often
hard, literal truth
truthful
a
thus
true.
place in which
useless
views
when
And
maintain, however, that it is possible
thing for
avoid
To
silent
agree.
which
sales manager.
a
lies.
remain
we
we
which
''I
Truth
Whole
act, white
example,
pocket.
town.
the
least
at
Read
newspaper.
is absolutelytruthful,"remarked
one
confine
dollars in your
means
your
Truth"
develop
Don't
fluency.
a
selling.
to
will
That
of the
make
will not
nevertheless, potent aids
are,
literature
good
Read
they
But
salesman.
and
you
his
I
questioned
trip. 'Here's
didn't
tell the
a
the
salesman,
Roberts
letter ftom
whole
story about
df
one
products.'
'"Of
I
course
his busmess
to
didn't,'was
find
the
weak
the
reply.
spots.
recounting the strong features.'
177
'I
figured that it
I restricted
was
myself
tc
HOW
"Well,
him
for
good
many
I
years.
GOODS
the
I delivered
sermon
explained
reputation of
hurting the
he
MORE
will remember
Miller
young
a
SELL
TO
that
house, but
the
only
not
that
he
was
was
hurting himself.
"'Don't
he
carries
you
know
that
though
know
that
the
whole
truth
admitted
he
"
a
Now,
as
bit of harm
like
I
"
'
Here
to
me
I'm
uncle, and
whole
weak
the
found
naver
I'm
salesman's
admission
lose
you
it did
article.
One's
about
an
spots
never
fails to carry
as
viction
con-
consequence,
a
your
deep impression.
inclined
to let his
*
arguments
He
urged
me.
sway
advice.'
larger in his
loom
of certain
by
through
truth
sincerity,and,
following his
article's merits
job?'
your
that
man,' reflects the prospect.
honest
an
telling
I got
when
is
"The
whole
change
to
a
safe in
the
to you
Don't
without
product
a
Uar?
of it makes
purchase.
cust("ner
of the
fact, I have
of
regarding your
you'll develop
pass
right.
was
expose
sell
Dutch
a
to tell the
willingness to
advocacy
can't
years
manner
it,it's up
matter
a
furtive
the
about
that
the
'Don^t
I demanded.
policy of deceit, for it is
this
cling ^
if you
to Miller
his.face?'
life
middle
approaches
man
a
tacit, as
and
you
as
on
if you
shifty eye
I talked
that
his character
deceit, even
the
know
you
minor
eyes
drawbacks.
scrupulous insistence
your
truth, you'llget five.
At
of the
because
For
one
telling
upon
least,that has been
my
experience.''
Salesmen
AKTCssive
"It's
seldom
of
desired," remarked
that
word!
It
conjures
fellow, breezing into
tones, and
an
ad.
for
salesmen
'aggressive'as descriptiveof
use
word
sees
one
doesn't
man
the
that
travelingman.
a
up
a
a
picture of
man's
finally throttling the
178
some
"How
which
the
type
I dislike
ous
noisy, boister-
office,declaiming in loud
prospect
into
signing
an
I
SELLING
JUST
As
order.
lost
through
the
reverse.
''When
I
business.
I
of
matter
a
a
than
manner
I believed in this
man
yotmger
sales
opinion more
positive,
dogmatic a
too
was
fact,in my
are
through
aggressive
thought that the only way to close a sale was
the result of a prolonged battle of words.
I visualized
as
each
sale
as
bitter struggle. Well, it
a
man's
a
strange that I found
decided
oppositionwhich
in
are
manner
lost
me
in view, it
I
sought. Through
I immediately created
sales.
many
Some
a
until I went
with
out
to learn his tactics that I took
a
our
not
a
too
a
spiritof
men
emptory,
per-
be
can
of that
salesman
star
tumble.
tering
En-
was
Few
men
bu3dng, but not many.
be
to
position
doing any buying.
''It wasn't
day
what
idea
^forme.
"
into
bulldozed
type
that
office with
was
There
was
one
not
hint of
in his manner.
He greeted a prosaggressiveness
pect
just as he would a friend at his club, easily,casually,
raised he met
them,
good-humoredly. As objectionswere
firmly, amicably, but without a trace of obstinacy. He
but not dogmatic; firm,but not aggressive.
was
persistent,
a
The
entire transaction
than
rather
and
tact
poise.
"One
day was
promptly began
visualized
a
sale
mistake
my
had
allay it. The
and
I
"No
And
dog-fight. You
who
lack
not
of it.
feels
sure
see, the
man
had
he closed sales!
I learned
me.
my
lesson.
I
apply my newly gained knowledge. I
in an entirelydifferent way.
I saw
that
been to raise oppositionrath^
than to
was
that
less energy
lacks poise,moral
can
succeed
began to increase
in making them.
sales
my
expended much
man
cussion
friendlydis-
a
to
result
qualitiesare
who
a
how
the color of
on
enough for
inherent forcefulness
the
took
of
as
courage,
a
and
a
But
salesman.
certain
these
expressed by aggressiveness^rather by
The
quiet,gentlemanly bearing of a man
"
of himself and
a friendly
anticipates
recep-
179
TO
HOW
tion is the proper
for
one
man's
If you
a
of your
product, he is likely to
viewpoint
a
describe
to
one,
of this
two-day
Monday
sales.
of
business
five
that
of
merits
spiritthat
not
the
'Poise'
at
out
to, and
a
word
comes
week/' remarked
Sxmday;
on
And
Saturday.
on
effect
the
rule, extremely disastrous
a
complains
noon.
that
it's
that
it's
a
hoodoo
And
if
a
of the
dffictdty
because
many
with
they deal
busy day, with
impossible
to
morning.
Monday
on
is
Saturday
close
attend
in the
you
days
his work
to
up
they point
idea
the
they can't sell
salesman
Every
houses
to
but
lay-off is,as
think
-'Salesmen
the
Saturday
they can't
getting warmed
looking
see
salesman.
a
on
know
recently. "They
that
to
out
mark."
work
salesmen
they think
meet
qualification of
a
Selling
''Many
with
out
go
go
'Aggressiveness' is
creates.
hittingthe
to
nearer
If you
business by inducing him
helping
such
GOODS
salesman.
a
it.
you'll find
for trouble
MORE
SELL
to
the
rivet
a
tailers,
re-
roll
paypect's
pros-
attention.
"Now
I think
merely kidding himself.
than
be
can
paper
at
house.
Saturday,
on
noon
I did
"One
I took
stores.
plenty
I'll
I sell
talk to merchants
to
often
that
more
the
salesman
difiScult to sell
but
admit;
line, for example.
my
wholesale
quit
It's
of ten
out
is
day
Satur-
on
nevertheless
sales
made.
"Take
I
Friday,
on
times
nine
that
not
work
car
to the
Unlike
of time
outskirts
the
to
in the
city
the
on
plea that
Saturday
for
salesman
chiefly to retailers.
it
For
years
less
hope-
was
And
afternoon.
a
very
morning.
I concluded
Saturday
a
on
I'm
to
and
experiment.
began
to
After
canvass
dealers,they seemed
down-town
talk.
180
lunch,
the
small
to have
JUST
if
By five-thirtyI had
but
goodly
a
to
of-the-week
the
sales
then
I have
results
have
other
is
worked
shown
Salesman
business
and
Ues
with
all
I risk
older
losing
made
money
made
that
as
night,
Saturday
And
the
a
should
"I
shot
pretend
A
stake.
of
on
any
that
But,
is like
with
If I
disagree,
difficulty,"replied
situation
just as
deserved
Republican
I
an
always
when
a
hanging,
his
thought
little interest in the
forgive
the
the
of
a
opponents
sam^
red
convictions;
lift him
time, he
181
being what
flag
but
attitude.
on
great issues
he
to
He
a
a
of his
entaiains
My
bull.
his
quench
concludes
purblind
the dotted
out
at
so
benighted
thusiasm
en-
that
fellow
line for
no
siders
con-
events,
contemporaneous
customer,
his attention
can
for
you
waving
lukewarm
my
nothing
at
If I agree
events.
political campaigns
ignorant
fish of few
has concentrated
"And
salesman.
I do?"
Harrison
but
will
agree
by
nationalities,sympathies,
hypocrite.
same
the
a
Ben
have
to
man
to
poor
young
Arguments
sunrise.
at
opposition
a
a
a
bitter
of
inconceivably
policy is
all
can
the
thought
supporter
am
I meet
days
man
be
of
present-day
What
with
"And
old
Cleveland
Political
men
among
customer.
a
salesman.
and
Avoids
discuss
to
confronted
in
years
end-
my
Saturday
to
up
good
as
opinicHisexpressed, I
"I'm
I'm
from
iii'my eommissions.
viewpoints," remarked
is anxious
each
but
right
just exactly
this
"My
at
get wanned
to
day."
How
did
following
the
on
benefits
two
impossible of attainment.
not
are
Saturday
on.
And
required less time
I derived
individually,
orders, small
effort.
"Since
and
Thus
of
aggregate.
it
that
work.
my
sheaf
a
in the
sum
I found
Monday
up
SELLING
who
many
tion.
condi-
resentment.
'^Then
it is easy
directly in
air my
to
If he
hand
is to
not
to
be
back
deliver
his
say
A
to be
has
the
be
can
these
the
men
and
to
are
The
valuable
more
certain
a
job, for
the
extent,
present at
salesmen
cannot
that
any
or
that
asserts
group
and
bom
are
consciously be
individual
normal
truth, obviously, lies between
The
conspicuously lacking in
so
experience
doubtless
which
qualitiesupon
required time
and
there
be
cannot
gain
beUeve
sell.
be
must
it is
salesman, that
to
territory;
extremes.
two
basic
work
My
Super-salesmen
whether
to
as
opponents
taught
Some
and
selling is inborn
for
acquired;
affairs.
Republic.
to
must,
long raged virulently. One
talent
in my
me
salesman."
a
controversy
made
hire
Congress.
fate of the
his chief
but
Salesmen
The
for
interests
salesman
matter
doesn't
affairs of state, the
all men,
to
the
the
to
of national
conduct
business
about
attention
campaign
a
on
GOODS
employer
the
in
me
concern.
things
least,is
My
on
speeches
to
to my
all
after
look
less I have
am
orders.
"
did, he'd
MORE
shift his
to
personal views
job
I
SELL
TO
HOW
effort upon
is not
a
of time
waste
them.
But,
improved by
of
a
conscious
the
make
to
a
expend
to
the other
on
cessful
suc-
the
hand,
successful,whose
salesman, however
comprehension
a
in order
essary
nec-
edge
of knowl-
superstructure
a
reared
a
certain
and
fundamental
studied
effort
principles of
salesmanship.
In
apply
other
to
words, the
every
branch
Pre-eminent
rule, the
In
result
laws
of
of ordinary horse
human
ability in
of natural
talent
activity apply
any
182
line of work
plus training and
discussingthis question, each side
seems
which
sense
to
to
manship.
sales-
is, as
a
ence.
experi-
forget that
HOW
TO
Curiosity incites
which
Men
Folks
When
to
confirm
bias kills influence.
Praise
Evident
efifectiveby
touch
a
Clever
"It's not
remarked
get which
can
others
your
statements
of
article is made
indict
you
what
a
made
to
an
doubly
of criticism.
Comparisons
you
say
successful
whether
be
not.
veracity.
own
your
terest
in-
the most.
want
others
quote
you
tales have
impressed by boasting.
not
are
Half-told
fact.
advanta^. Things they
an
things they
are
than
more
completed tales have
covet
can't
men
GOODS
MORE
SELL
it's
"The
conmiodity
low.
appear
Salesman
counts, but
that
salesman.
a
this
Help
But
it,"
say
you
price of almost
thing,
any-
personal services, can
or
the
how
contrast
proper
be
must
made.
"For
example,
expert, is paid
mercantile
of old
house.
"'He
the
a
By
selling my
out
in black
him
hurt
a
great
much
to
out
any
pay
time
point do I
name
at
just about
so
cent,
effecting,'was
the
thousand
twenty
net
fifteen per
me
in
succeed
savings didn't
what
dollars
per
sound
like
total.'
it would
I follow
line,high-pricedadding-machines,
entire
savings which
and
equals
that
by
that
gouge
It must
of the
principle. My
picture of the
month
cent,
per
I knew
But
same
out
ever
efliciency
an
dollars
guaranteeing
contract
a
it worked
Fifteen
"In
'
savings I should
net
much.
thousand
you
inquired.
mine,
figure.'
reply. 'And
year.
I
signed
of the
did
'How
Marden?'
that
one
salary of twenty
a
of
acquaintance
an
white:
much
I'm
the
so
a
many
year,
consists
in
painting
effected.
I
figure it
time
at
so
in
ten
canvass
will be
men's
and
so
talking in thousands.
price of
my
contrast.
184
machine.
much
Not
much
years.
until
It sounds
a
low
that
by
JUST
"At
who
men
the
the
'justput
their
of
I told
earning
enters
and
prosperity.
name
your
shop, planning
a
waist.
a
is
her
attention.
dollars
she
thinks
comparative.
hundred
several
he
were
spend
to
she is
multi-millionaires
thousand
dollars
''The
casually
also
she
when
pays
frequently
old
an
pay
Not
master.
fall for such
would
on
price. Everything
American
boosted
and
woman
dollars
five
are
low
for
point, the
selling. A
ones
a
'
insignificant.
perhaps
paying
I had
time
line
result is that
The
tactfully handled
not
comparison
Mr.
in retail
pork-packer buying paint
a
even
thousands
the
By
the dotted
on
twenty-dollar
or
to
brought
ten
Fifteen-
cases
prospect's imagination with pictures
plan is pursued
same
actual
power
price, a paltry fiftyor sixty dollars,seemed
''The
school.
correspondence
a
tactics.
same
ease,
in
courses
increased
had
automobiles,
reached
the
I inflamed
per year.
of
I sold
I followed
Here
of
time
one
SELLING
figures
the
via
clever
method."
Great
Factor
in
Selling is the
president of
Cottingham,
the
Factc^''
Human
Co.,
Sherwin-Williams
recently remarked:
''The
great
the
but
it's
people who
it's
people whom
rid
of
The
things
and
buy
be
must
the
use
hiunan
factor, and
right, of
with
deal
course;
therefore
things, and
interest and
must
we
the
biisiness
many
make
people
use
people.
men
things they make,
people who
"
selling is the
in
getting
things.
"Too
to
sell.
things we
not
in
factor
who
with hearts
and
and
not
them.
It's not
things that
red
blood
in
feelingsand
attention
attention
sell
things that
make
to
them, and
make
life
"
the
the
^it's
business, it's people
their
veins,
aims
and
185
much
too
enough
them, the people who
It's not
^people with
paying
are
men
and
ambitions,
"
women
men
and
TO
HOW
SELL
susceptible
women
''The
sales
of the
sales
It
people.
It touches
An
the
vast
Art
remains
salesmanship
said
of this
one
subject
of
the
been
you'll find
that
And
salesman
some
has
which
work
And
the
been
possessed
which
their
press
better
of
power
judgment.
One
the
same
and
words
Salesmanship
The
commerce.
oratory.
The
maimer
art
an
reason
difference
of
well
as
is
the
might
convert
thousands
lies not
delivery,the
might
transmuted
former
to
salesman
has
in the
of the
nearly lost
a
orator
against
even
deliver
man
one
advent
throngs
vast
speech
a
utter
his viewpoint.
the
pmposes
mastered
personalityof
tically
iden-
to
where
succeeds
words
a
theories.
successful
another
that
the
the
as
quality of
a
forensics
that
is oratory
fails is because
another
is
man
lines,
one.
rendered
swa3ring
perceptible effect;
without
the
had
passes
utterly in ignorance
upsets all preconceived
widely recognized
the
to
day
a
along these
days of oratory, before
pahny
was
done
out,
supposedly
hardly
is
salesmen.
worked
and
anal3rsis. There
defies
art
widely distributed
art, it
mystery,''
a
well
who
salesmanship
inspirationinvolved
"In
of
thoroiighly analyzed
is because
science.
subject,the
the
on
been
has
outsdiling the scientific type three
"This
Science?
a
to-day pretty much
of salesmanship
has
of the
VI
all sides
lectures, etc., the psychology
principlesformulated.
conclusive
of
portance
im-
the
country's conspicuously successful
science
''The
or
of literature
mass
correspondenceHStchoolcourses,
but
difference
understand
must
factor.
human
this
proposition."
''Despite
the
and
sympathy
recognize
must
Salesmanship:
of
and
encouragement
department
things and
between
GOODS
discipline.
and
trainmg
to
MORE
the
art
of
uttered,,but
the
speaker.
SELLING
JUST
the
quality of
tone
that
science is further
artists
first-rank
it be
"Let
priced books,
who
man
a
of
sell
can
All
of power.
first-class
a
more
less
or
advertising service, securities, highwho
Men
etc.
which
pluggers
good
merely
are
ordinary merchandise
sell
can
only the
others.
than
conception
my
as
first-"^lass
the
fluctuations
to similar
that
understood
articles:
intangible
a
erratic in performance.
better
sell much
can
well
as
that
and
uneven
subject
are
includes
salesman
handclasp,
a
art
an
fact
by the
supported
days he
Some
is
salesmanship
is generally somewhat
salesman
as
voice, a glance of the eye,ietc^
the
theory
''My
factors
indeterminable
of such
effect
of
must,
customer
a
necessity, buy somewhere.
of
merchandise,
in the
succeed
"For
salesmen
first-class
''Many
some
commissions
My
books.
art.
approximate
work
I
annually.
dollars
can
selling a twenty-dollar
been
I have
years
of business
of the
difficult branches
more
sellingmere
only first-class salesmen
but
course,
in
engaged
are
utterly
set
sand
thou-
ten
leads
without
"
straight office-to-office canvassing.
is
"Monday
^ve
within
three
always force
"I
starting my
delivered
and
"I
I
in
a
find
in
the
sold
ninety-nine times
it I
sellingvery
At
effort
an
my
man
out
of
a
hold
the
that
cling to
degree,
at
least,
pyrotechnics; it
is
gestures,
listener's eye.
exhausting
night I'm
some
before
sold
voice, without
of
tone
as
man
of will I
of
is devoid
harvest-field.
a
attribute, to
canvass
to
visualize
to
By
moderate
always seek
energy.
day
myself
To
My
success.
my
will not
who
man
If I haven't
minutes,
canvass.
attitude.
mental
a
canvass
stiffened
I become
day.
lost him.
I've
hundred
four
to
to
attention.
his xmdivided
me
hardest
my
I refuse
Simday.
over
up
always
as
tired
Much
187
to
one's
as
vitality and
I used
valuable
to
be
vous
ner-
after
information
a
re-
HOW
TO
MORE
SELL
be
garding salesnanship
can
trade, profession, art
^whatever
be
of Hard
University
remarked
of the
one
solicitors
in
without
Too
likely to
make
weak
the
merely
make
in other
"Here
is my
proved
in
of the
becomes
there's
his
is
judgment
is
conviction, but
but
peace,
make
to
with
fails to
in
not
am
deal
to
business
customers;
contracts.
To
problem.
confined
but
to
the
But
the
a
in my
man
city, it has
one
or
claims
not
a
him
I call
has
At
chance
a
again.
the
and
past poKcy
make
am
so
exposing
the
that
dent.
a
often
He
pleasant companion
first solicitation two
my
I
words.
I deliver
Then
a
he
knows
to
cuss
dis-
parting
exit.
my
figure that
arguments
points
ball-game.
listener's mind.
"Then
my
my
there,
or
make
give
mince
prospect's present
weather
and
I don't
driving home
salesman
a
period gives
I
I
signed
territoryis
offended.
the
"I
the
superiority
by the prospect
use
he refuses
that
chiefly
of the
first interview
my
aggressive
shot
in
the
practicable.
"In
errors
in
solution
position,whose
call
to
advertising
carries
impression.
bring
to
used
newspaper
preserves
friends, but
words,
^must
"
salesmen/'
that
listener
the
necessary
to
it
call
the
great many
establish
to
solicitation
canvass
a
but
Selling
by insinuating that
a
alienate
so
to
of
a
sellingover
strong
Too
you.
''is how
offending him
poor.
wish
Hubbard
successful
most
are
others;
Method
confronts
America,
of the article you
from
Knocks."
which
problem
you
Elbert
Double-barreled
A
''The
gained
in what
actually mastered
the
in
"
GOODS
been
done.
time
heavy
188
simmer
off.
my
work
I take
to
time, this waiting
same
cool
to
This
actual
the
da3rs in which
the
manner
of
is very
driving
home
mild.
my
good-fellow attitude
SELLING
JUST
and
his
to
a
it easy
make
thus
interests
best
own
to
contract
"This
a
of mine
policy
offended
is the
result
is
he
giving
him.
years' sales
of twenty
will with
Perhaps it
me.
according
act
to
feeling that
has
with
It works
experience.
customer
without
who
man
the
for
you.
try it.''
Better
Are
Salesmen
Bom
Made?
or
"
that
"I
note
which
is
claims
that
is
specializing
fallacy/' said
a
"
Now
sales
a
issue with
I take
involving interviews
is
there
that
me
type.
though
supported
could
great
succeed
interpret
I
salesmanship.
I don't
into
salesman.
"Some
be
may
much
as
for
men,
For
ing,
preliminary train-
salesmen, and
critic of
yet might
score
the
are
Their
good
slow
thinkers.
kind
of
salesman
must
be
But
thinking
crease
inBut
cent.
per
ability can
thinkers.
quick
will
instruction
hundred
of
training in
scientific
proper
man
sure.
the
types which,
are
thorough
example,
than
salesmen.
there
that
that
every
exceedingly
sounder
properly be tsalled the
efficiencymany
that
a
salesmen, has convinced
could
a
as
me
believe
the
lines of endeavor.
believe
salesman's
a
experience,
of applicants and
of
most
as
in other
successes
made/
not
point. My
thousands
I believe
by the
bom,
are
this
on
type which
a
never
"Don't
him
of himdreds
And
salesman
^salesmen
courses
manager.
with
study of the records
university
a
commercial
and
business
on
theory that
the
faculty of
the
of
member
a
may
veloped
de-
they
be
they'll fail
But
defeat
meet
and
who
later
jections
ob-
instantly.
"I
once
judge.
For
knew
a
man
slowest thinker J
eminent
an
lawyer
ability,he
of unusual
ever
met.
He
189
thought
was
so
became
a
perhaps the
slowly that ix\
TO
HOW
conversation
he
time
much
"But
that
of
He
this
of
scored
a
add
His
reasoning
of
his
to
the
he
have
a
a
law
rically
diamet-
was
I do
type.
training would
of
was
books.
selling law-
by
because
cision
pre-
sound,
When
income
salesman
the
was
brain
His
as
sentence.
a
in
respect.
flat failure
oppositeof
believe
not
made
salesman
a
example.''
For
''If I had
said
live
Salesman
that
Figures prove
of
those
the
a
question.
but
earnings of the
the
considerably exceed
salesman
writer's
its drawbacks,
life has
The
I become
again would
over
veteran, echoing the
a
''Yes, I would.
life.
Yoimg
the
life to
my
salesman?"
any
uttering
machine-like
was
universal
to
amount
any
in
processes.
tried
thrice
along, consuming
person
mind
command
student, he
that
man's
GOODS
absolutely convincing.
to
the
drone
average
its mental
logical,and
quality
would
the
as
MORE
SELL
has
so
average
fessional
pro-
average
man.
"If, however, I
different
I
I
Bagdad,
and
I
horse-car
with
swam.
and
a
was
of
But
a
same
has
youngster
the
its traveling
years
Samarkand,
as
been
I
ago,
Bokhara,
learn, it is but
can
paid
only
of
twenty,
cigarette ads.
goods and
time-consuming
follow the
far
so
had
the
to
scientific
profession.
days,' as
line
But,
has
tirely
en-
follow.
to
thousand
five
an
pursue
forced
was
make
to
attention
any
teaching of the
"When
used
I
civilization
that
suppose
Babylon.
recently that
that
complex
grip
the
I would
youngster,
from
every
salesmen.
knights of
a
course
that
imagine
were
after
a
receiving
duckings.
haphazard
Too
I
say,
territory,to
a
lot
many
of
the
flung
was
sink
policy to-day.
190
in
'back
or
swim.
old
out
I
unnecessary
young
And
fellows
I believe
SELL
TO
HOW
GOODS
in which
order
roughly by the
sented
MORE
I have
named
these
overrating
their
classes.
''Many
ability and
starting their
cult
job, number
lack
sellingability,and
"This
in
four, first. They
the
It is
lower
It is
Of
it is
in to
come
"After
tackle
that
graduated
one
higher.
store?
a
experience is valuable.
the
who
has
training, why
not
sell
to
easy
their
into the
selling in
"
they
learned
gradually
niunber
comparatively
a
person
purchase.
few
a
of
months
number
two
manufacturer's
this
of
sort
selling commodities
"
salesman, selling to the
for
from
must
buy
jobber,
to
convince
him
It is the
one.
some
that
is the
he
The
resale?
ber's
job-
the
or
sellingto the retailer,represents this class.
merely
they
quite Kkely that, had
relatively poorly paid, but
course,
conclude
"
and
ranks
with
start
not
fail
diffi*
most
men.
relinquish the idea of becoming sales-
trade, they might ultimately have
"Why
of
by tackling the
careers
is tmfortunate.
started
mistake
the
make
men
young
The
tomer
cus-
salesman's
whom
from
man
task
to
purchase.
"Si4)pose
a
one
makes
good in this line.
He
is assured
good living. But, generally speaking, niunber
commodities
even
to
better
the
is
consimier,
paid.
thr^, selling
difficult
more
Specialty salesmen
who
and, hence,
market
adding-
machines, check-protectors, filing-systems,books, cash
etc.,
salesmen.
as
A
in the
market
"And
are
Here
case
must
included
is
of the
be
finallycomes
Here
a
in
division.
the
where
case
retailer,have
to
Also
real-estate
does
customer
buy
ters,
regis-
from
not,
one.
some
created.
manship.
four, the aristocracy of sales-
number
is where
thousand-dollar-a-year man.
tackle work
this
of
find
you
Yet
of this sort
J92
the
occasional
youngsters
with
twentyno
perience
ex-
like
daily, Salesipaiajiship,
JUST
everything else, must
experience.
be
advice
My
apprenticeship in
an
SELLING
in
mastered
to
of
school
is first to
salesmen
yomig
lower
the
harsh
the
serve
ranks."
Handshaking
*^The
question of
with
hands
shake
to
remarked
in
selling,
whether
a
circumstances
what
class
of
depends
upon
"It
depends
upon
part of the
what
interview
the
you're talking, and, last but
man
yourself
you
think
a
the
certain
"Take
doesn't
expect
stamps
or
case
of
you
say.
of the
with
Kansas
"How
If you
was
a
office-to-office
comes
lubricate
the
action.
trans-
prospect
for rubber
in the
quite natural
Undemocratic,
salesman.
explainable largely on
the
grounds
transaction.
vital
a
that
me
lawyer
was
a
I used
one.
to
to
offer to shake
mistake, while in
good approach.
a
was
always safe
canvassing
factor.
secured; there's another
personal lead, or
the
whenever
It establishes
canvasser
a
seems
bond
in the
interview
request, it's almost
"Then
with
it
typical Boston
the
to
factor, geography, is
City it
hands
welcomed.
Experience taught
a
have
hands
or
shaking
you're selling. A
^what
"
so, but
involved
second
what
t3rpe of
the
least, upon
helps
clips, while
insurance
sell law-books.
hands
which
shake
to
Perhaps
time
"The
bond
collar
an
will be
first factor
the
to
are.
ceremony
human
you're
what
particular individual
what
''Generally speaking, I advise
you
tors,"
fac-
several
secured,
was
not
offer
you're sellingit,imder
country
you're selling,to
men
should
salesman
a
prospect
veteran.
a
not
or
to
called
shake
in response
hands.
discrimination
more
question
have
of the
ld3
class
of
In
a
straight
be
must
men
to
to
erted.
ex-
whom
HOW
TO
MORE
SELL
you're selling. Real-estate
brokers
shake
yes,
"
retail merchants
"All
these
old,
Bankers,
in
men
subject
are
If
might
the
calm
colder,
fail to carry
"Some
the
As
employer
forced
the
mixer,
good
you
with
it.
depending
type,
sales,then
your
of
tics.
tac-
and
character
and
will possess
from
is
the
and
will
ofiice
listing
represent
those
eliminate
subject
never
consequent
expense
which
virtues.
many
home
marked
re-
exhausted, he will carefully
salesman
loss and
this planet,"
on
catalogue
this
orders
Future
upon
his
being
in
dollars
many
salaries.
salesmen's
"Another
of this
virtue
after spending
a
that, so far
that, because
few
as
of
salesman
in
months
prospects
are
this,he had
holding in line all
"This
the
"who
bulletin
a
result
reject
to
man?
^the sales-
"
get away
out
seem
will appear
manager,
records
a
to
the
chary of handshaking
of
supply of which
his
items.
you
logic to make
Salesman
receives
over
cool
salesman
a
sales
he
and
you're
his desk.
are
a
by
conviction."
day
a
ligious
re-
into
enter
intellectual
it would
you,
The
numbers
man
D.
John
wisely, be rather
For, with
When
of
kind
whom
to
approach
you
more
exposition and
will, very
you
as
with
hands
shake
charge of
modification
to
perceptions
you're natiu*ally genial and
you're
upon
keen
man
your
lawyers,
^no.
"
finally,just what
"And,
If
where
Size up
matter.
to
fifty years
general rules
That's
talking.
and
them.
insurance
men,
personality of the particular individual
the
go
with
of all sorts
activities
automobile
men,
hands
over
GOODS
not
194
be
the
territory,he
fact
will not
that,
clude
con-
concerned, it is exhausted,
better
gained
customers
salesman, too, will
a
will
devote
up
to
all his energy
that
time.
expect the sales manager
to
JUST
pat him
the
on
all the
about
back
when
he
he
prospects
in with
comes
lined
has
of laudation
round
another
SELLING
for
later
and
up,
long story
a
expect
of these
sellingsome
same
self-
prospects.
''Another
he
loses
he
on,
a
choice
will
have
this
about
point
which
order
nothing
superiorityof
price-cutting. He
landed
the
remark
the
to
dated
And
I don't
agree
be
be
can
those
as
will be
there
with
these
theorists
by
absurd
to
by
any
mastered
as
Are
claim
that
But
dotted
manship
sales-
individual,"
opinion, this
my
acting
or
marked
re-
oratory
can
be
proposition.
mouth
can
the
thrilled
you
delivered
that
assert
"
different
a
school-boy
by
by
this is
of the
words
his
after
one
any
than
more
rendition?
of certain
sufficient
required
to
Gettysburg
Similarly,
a
merchandise
thoiight and
get the
name
on
line.
men
have
carefully niutured
their
of his
Acting, oratory, salesmanship
any one
But
to successfully
theory of all three.
one.
taiight the
"Some
of
who
as
study.
as
other
the
upon
curtailment
no
"In
be
least half
Requisite of Salesmanship
a
"
clear,logical exposition of the merits
the
dated
traveling man.
oration.
can
in at
successful
apply it is
"A
his
have
might
he
emergency,
normal
a
learned
suicidal
or
possibly, had
that
any
can
is
coimting
rainy days."
Optimism
idea
product,
will turn
Saturday
days of the week.
"
been
order.
orders
sales upon
that, when
voritism
graft, personal fa-
competing
''And, finally,this salesman
many
had
about
say
even
equal
will be
boss
the
to
the
may
been
salesmanship
salesman
possessors
certain
and
natural
intelligentlydeveloped,
able
salesmen.
195
if
qualificationswhich,
Other
men
will
make
are
so
TO
HOW
lacking in these
GOODS
MORE
SELL
qualities that
they
in this
succeed
cannot
field.
"First
requisite traits
among
explain the
which
selling,with
the
his
I
did
who
with
mild
too
be
can
curbed
A
thorough
too
loquacious.
in
the
knowledge
of
experience and
or
you're
it
no
man
goods,
I
into
break
can
force.
"They
feel that
"I
the
think
method.
asked
am
see
my
nothing ahead
a
human
extent,
"
either
convinced
I'm
customers'
that
in selling."
of them
job in
life
are
some
clerks
of
one
salesmen
First they get
manner,
great
optimism
But
be
can
Start
a
selling," remarked
most
to' a
are,
be
can
insight into
consistentlysucceed
by
ency
Flu-
self-possession
agreeable
an
optimistic. And
traveling salesman's
that
be softened;
stiffened.
be
an
training.
Getting
"Often
can
can
Tact,
"
can
chase.
pur-
build,
to
hesitant; volubility
it.
of the
to
salesman
which
upon
manner
ability' all these
not
to
self-conscious; persistence
matters
without
optimism
objection
Quick thinking and
'mixing
are
the
lacking
coming
be-
through
suecessftd
basis
a
brusque
in
nature,
you
as
very
perament.
particularlyoptimistic tem-
a
obsequious approach
in those
developed
a
optimism
fostered
be
can
it is
natural
notably
a
possess
developed
in the
is that
One
enthusiastic
his
met
to
done.
and
is that
"
reasons
and, consequently, concludes
seem
be
can
two
are
quality.
salesman's
overcomes
never
natural
other
the
the
money,
have
not
''With
much
And
purchaser
spending
There
of this
optimism
name
big proportion of fruitless endeavor, is
its
infected
that
of it.
importance
discouraging work.
a
fund
inexhaustible, natural
an
I would
in
jobber's
a
a
retail store
appeals
evolved
how
to
them.
by
the
they
sal
and
same
clerical capacity for^
SELLING
JUST
a
firm which
given
opportimity
an
firing-line. The
their
mettle
As
a
"A
great many
without
this
an
received
their
to
apply
for
ad.
"Still
local
a
others
have
which
propositions
out
gone
magazines,
house-to-house
canvassing,
any
well-dressed, clean-cut
this
experience they have
better
the
this
rule, these
Consequently,
if he
good
a
hesitated
The
are
a
with
goods through
trial.
and
Through
after
gone
have
a
to
rather
difficult
might
got
it is this:
drawback
concludes
give
training and
salesmen
easier
an
I
men.
termed, 'stealing
be
who
yoimgster,
perennial
of
sufficient
able
very
it.
with
of this type will
might
propositions
started
house, sold
sell.
to
have
made
couraged
dis-
line, becomes
that
he'll
never
make
salesman.
"To
where
is
This
fashion.
his failure
at
not
profitable work,
of
a
sell
chap
yoxmg
it.
many
had
Backed
search
Firms
etc.
achieved
Thousands
in
sales.
of the
which
concerns
more
landed
job and
start
a
for
fit them
trade.'
their
as
to
commission,
some
one
any
have
they
got away
constantly in
are
refer to certain
poise
on
tion
prepara-
developed
on
made
and
test
commodity.
Sometimes
job with
sales manager,
they
been
have
and
out
regular salaried
the
the
representative
gone
the
on
sell; they don't
engendered, they have
thus
a
to
is to
training.
are
they will handle.
questioned about
samples, and
for
themselves
when
before
goods
salesmen, however,
confidence
the
the
do
can
thorough
a
problem
one
preliminary
answered
by
of
later they
they
of this is that
merits
fake
to stall and
what
they receive
their
consequence,
have
road
the
regards the
as
show
to
advantage
on
salesmen, and
outside
employs
a
go
out
make
earnings
one's
a
livingon
orders
some
wholesale
gained from
house
regular
197
of these
one
only from
come
quite different propositionfrom
territory for
the
and
brand-new
enterprises
customers
entering a well-developed
where
customers.
one
is aided
by
HOW
TO
''I think
been
that
by being devoted
tough
too
which
might
material
salesmanship
good
to
GOODS
of timber
great deal
a
into
developed
MORE
SELL
is
have
spoiled
job before being properly
a
seasoned.
"On
the
become
the
a
sales manager
ttmity
such
a
to-office
couple of
years
for
if he
he
sales
in
better
difficult office-
a
on
line,
oppor-
any
much
are
out
an
has
enterprise without
training
any
salesmanship."
Heart
is
divided
be
can
emotional,
the
to
those
sell
the
on
basis
"The
make
the
the
on
of cold
personal
second
is
type
Or
dollars
friend
establish
very
in
close bonds
policy
pays
the
hold
the
man
on
time
the
sells
on
business
required
to
it
little
differently,
the
his
test
who
those
he
has
no
most
and
in
time
to
customer.
any
of
prospects
new
to
The
customer.
"
question.
^that is the
results,noting the policies
organizations, it will be
important
shown
It is true
successful.
personality may
have
a
customers.
friendshipsamong
198
sell
it is necessary
important
better?
of certain
create
a
feels that
with
logicalpolicy is the
who
appeal is
cents.
covering
top-liners of various
the
whose
intensively that
think, by the convincing
that
and
appeal
those
personalityand
of every
busy
so
^those whose
"
state
of salesman
his territory
of the
to
men
"sales-
travelingman,
a
heart, and
basis of
working
"Which
Appeal
classes
two
head.
first type
a
into
to
or
logical,or
who
Head
vs.
speaking," remarked
"Generally
I
right
starts
the
learning
not
or
succeeding
house-to-house
or
in
to
inside
low-paid
some
willing to grant him
be
whether
chances
wishing
man
yoimg
with
should
than
case
the
to
start
demonstrate
to
ability. His
in
is to
after
Then,
advice
my
salesman
a
job.
whole,
the
that
strangle
But
trade
is
TO
HOW
subject and
the
deliver
then
of its
extent
the
and
man
to
a
opinion,
my
the
force
distributed
he
that
of
that, in
of the
for
stride
by
of my
and
memorized
day
later
two
or
asked
I
the
memorized
canvass
combination
the
by
been
of
works
well
"Now,
much
for
with
them
I take
I know
with
an
the
advertising
of his
canvass,
for the
he
am
objections,I
I'll
is the
When
He
must
It
a
will meet
200
cash
to
is
in each
to
a
plan
line.'
that
me
a
solicitor
and
brains
deliver
adapt his talk
a
in my
man
to sell the
cannot
But
has
This
seems
I
is the
talk
my
leaders
Suppose
is out
he
problems
meets.
answer?
and
agency
He
of the
product.
answer
single taUdng-point
one
one
guise
dis-
to
point brought
that
there, because
employers.
utterly different.
conditions
I
me.
on
pains
demonstration.
my
a
exactly
quiet, uninterrupted study.
then, what
depends
to the
statement
not
all
It's
of
days
that
As
the
deliver
'I
interruptions and
about
overlooked.
result
to stiunble
demonstration
and
questions after completing
get through
begin
question.
same
it is memorized.
bookman
simply smother
all
prived
De-
particularly successful
a
parrot,' he replied, 'except that
a
the fact that
up
I
of
out
objection?
or
speech, wouldn't
cash-register salesman
like
if thrown
I do
question
word
canvass
my
cession,
suc-
inspiration
the
to
plied
re-
in
twice
talk
same
woxild
He
poise?'
lose my
"A
'what
big, nationally
a
salesmen.
memorize
imforeseen
an
book
and
'If I shoxild
moment.
word,' he remarked,
my
top-liner of
degree, he trusted
some
said
factors,
two
upon
is
Only recently I put the question
exactly the
gave
to
question which
a
depends
answer
magazine
never
is
only
gathering of salesmen/'
consistent
a
is memorized
That
every
product.
is
who
man
the
GOODS
which
talk
a
general plan?
at
argued pro and con
of long experience.
one
''In
MORE
SELL
perience
ex-
memorized
concern
the
register or
men
a
are
and
type-
JUST
writer
So
diflferent propositions. The
are
is the
machine,
long
the
not
the
not
bookman
to
He
show
a
must
would
the
just
customer
investment
good
applied
as
Plainly, therefore,his talk
''Now
mind
the
the
to
as
to
memorized
a
has
convincing
whom
he
talk
type
is confronted
policy,and
my
I'm
ago,
going
it
over
the
to
rated
a
he
borne
was
calls," remarked
enough
conference, I brought
"'What's
your
industry.
Why
does
"'It
after the
your
of
a
so
hat
man.
least
order
and
in
long
my
exceptional
who
man
and
ease
memorize.
daily reports
they
a
is
more
with
is
That
short
a
"At
time
making
not
were
sales manager.
in
put
you
'I
weekly
our
a
don't
that
takes
But
case.
It
unless
201
seems
just
a
so
made
customer
a
day.
customer?'
time,' replied
the
it's the
question
long, hard
get through with
to
after you've
I find that
utter
stick
Away
sale
is secured.
run
best
had
particular prospect
that
that
isn't closing the
'At
one.
it take
bearing in
that, generally
say
with
cases.
the question.
up
I know
varying
Always
boys?' I inquired.
wrong,
will be
books
pretty good salesman."
me
a
books.
particular problems.
could
salesmen's
in upon
The
applies.
probably extemporize
can
than
my
But
with
the
Breaking
''In
his
himself
applied
as
plan.
these
vary
But
express
This
rattled.
never
good
inexperienced man
or
can
how
himself.
canvass.
perfect poise
chaser,
pur-
of business
product, I shoidd
speaking, the mediocre
of the
rule
set
a
to
must
salesman
of the
nature
sells
seller's
needs
a
different
a
case,
is the
sale
be
to
here
prospect's business.
of the
seem
I referred
whom
of the
feature
is the
reverse
principal point
peculiarly individual
memorizing
the
condition
dominant
the
as
product and
where
SELLING
breaking
imgracious
some
to
money
is very
away
grab
out
busy he
like to
to
seems
for
him
have
consumes
make
a
or
the
time.
it
in
GOODS
stop and
after
so
the
The
is closed.
deal
feature
we've
'''Well, now
diagnosed the
to
customer/
And
serious
a
That's
therefore, is
offending the
exactly/ agreed another.
declaring this
along with
yam
problem,
without
quick get-away
"'That's
MORE
salesman
a
half-hour
a
what
united
SELL
TO
HOW
all of
them
time-consumer.
the
case,
thing is
next
prescribe,'I replied.
to
"'Let's
minutes
the
to
which
the
time
glance
break
"They
at
pended
So-and-so
meet
That
agreed
to
increased
the
niunber
the
men
of calls.
admit
if
one,
man,
is
a
twelve
list),
your
offense.'
Within
effort
with
since
been
taken
has
customer
the
to
This
was
ex-
however,
month,
a
the
day
per
quite this ratio.
additional
the
in
increase
And
held.
offense
at
the
a
few
Future
good deal like
"He
recently.
limelight for
yoimger
from
not
pointment
ap-
an
following week
The
Salesman's
career
successful, makes
the
on
in
calls."
salesman's
remarked
a
have
you
exit of any
gain has
not
A
"A
that
five
of that
end
the
your
of
This
that
their curtailed
At
commensurate
was
anything
to rob
missionary work.
increase
sales
about
man
in
deal
devote
next
try it out.
good
a
upon
the
ought
Then
(the
of calls increased
Sales
because
was
watch, exclaim
away.
seventeen.
Talk
interested.
seems
your
number
average
is closed.
sale
good-fellow stuff.
customer
to
and
the
assimie
in the
starts
major league;
then
years,
drops back
into
the
a
is
minors
ball-player's,"
minor
league;
his
place in
holds
supplanted
by
the
and, finally,into
obscurity.
"It
is seldom
forty-five. This
that
one
finds
is because
a
there
202
salesman
star
is
an
element
who
is
other
over
than
JUST
and
brains
the
stand
can't
''Too
spend
put it
''The
and
myself
be
is
the
But
looks
He
third
looks
the
salesman
is
can
I
store.
requires
success
too
can
ing,
of retail-
science
of the
ahead.
ship,
partner-
a
retail
a
second
the
To
is
qualifying
toward
way
that
just
sales,
more
a
boss's
the
as
the
so
a
job
is
latter
are
owners
It involves
science.
that
mean
working
good
a
sales
a
advertising
to
utilize the
and,
ness
busi-
as
of
knowledge
but
man,
profoimd
a
should
manager
potentialities of this great modem
him
sales manager.
good
markets, management,
thorough
a
a
salesman, the
realize
conducted,
now
long
average
for
him
be
can
a
goes
of men,
I don't
enable
they
magnetism.
field in which
a
thorough study
a
management
be
is
when
hand,
of
The
fail to
They
and
which
to
good
chief.
the
imderstanding
is
a
day
pep
other
first.
doesn't
prodding
"Sales
the
the
job.
easy.
prodding
the
at
experience
the
always
earn
that
ownership
good salesman
every
for
man
They
deep subject.
pretty
sales
of
the
on
is the
third
gained only by
''Not
simply
sales-managership, another
a
capital,and
a
men
salaries.
their old-time
logical goals
aiming
am
arrival
salesman,
One
aspire.
much
with
over
of their
cent
every
three
are
older
the
improvident.
are
inevitable
canny
There
And
salesmanship.
gaff.
anticipate the
can't
into
enters
big part.
a
salesmen
many
living and
which
experience
vitality plays
Sheer
SELLING
force
essarily
nec-
should
he
vertisin
ad-
grasp
sufficientlyto
publicity man's
the
efforts
to
road
accept
fullest extent.
"Within
the
a
assistant
involves
a
in
our
man
I'm
month
I
am
going
sales-managership
considerable
force
looking ahead.
and
leave
of
our
financial
I make
A
to
sales
a
the
This
concern.
sacrifice.
mighty
manager
to
is
"
good
an
I
step
second
am
living. But
asset
up
to
th^
HOW
TO
"
A
practice.
five.
Those
green
old
salesman
free
age
Three
manager's
fom*
future
"Reinvest
will enable
of
for
'look
do
people
the
face
quite different
look
of sea-captains.
some
doctors
there
is
and
to
come
salesman
^confident
that
good rather
the
like
fact
a
"My
rather
a
that
the
one
ablest
of exceptions
a
posite
com-
convention
a
like
in
general
a
the bulk
and
doctors
of the
way,
doctors
sea-captains.
that
who
will
than
from
covered
has
is
there
like
looks
a
saleanan
I
defined
feel
I
this despite
I say
looked
employed
ever
more
will make
salesman
doesn't.
who
I have
fairly well
a
being equal,
else
hiring
the
of salesmen,
firing of himdreds
man
limits
doctors, say, would
secured
among
Everything
type.
of
sea-captains,but,
conclusion
out
"with-
man,
question that
no
hke
the
the
is
I have
as
thousands
are
experience, which
sometimes
which
vaguely defined
very
sea-captains look
resemblance
my
ward
for-
finish."
the
to
local business
a
that
of the
look
can
this ball of mud
convention
a
for
me
Type
yet there
from
the bidk
among
through
Some
look
certain
a
"During
and
hand
certain
from
derived
I
fit
in knowledge
dividends
part.' There
the rule, and
to
Then
a
one's
upon
should
desk
a
forty-
at
between
dependence
Salesman
realizing that within
grade
modem
qualm.
a
fiftyyears," remarked
over
best
difference
concern.
lived upon
have
cannot
at
your
The
"One
years
your
play
to
you
and
without
some
down
all the
care,
some
of the
the
on
mean
from
with
GOODS
keeps abreast
starts
or
job
the
to
MORE
fifteen years
children.
a
^this if he
of sixty
age
SELL
college professor.
mental
picture of the
stockily built
man,
florid coloring. He
blue
is
a
204
bom
or
doer
salesman
gray
is that
eyed, with
rather
tbaa
a
a
of
a
what
some-
thinker.
JUST
this I do
By
not
thinks
that
he
than
about
his brain
that
mean
about
He
expecting the
order
next
be
to
life,a
considering their per-capita income,
other
any
^'He
as
spender.
that,
prove
salesmen
a
less than
save
type.
old
grows
free
very
figxireswould
that
ten,
writ-
ever
ability that,
and
to
failures; always
biggest he has
the
of his power
impression
strong
of his
than
rule, he is,until well past middle
almost
rather
clinatio
extremely social in his in-
is
rather
successes
confident
so
a
It is
full-blooded;buoyant, optimistic chap given
thinking of his
IVe
active.
is not
concrete^ practical problems
abstractions.
a
and
SELLING
slowly. Up
to the
thoughtless, bo3dsh quality about
end
of his life there
salesman
the
natural
a
doctor,
rule, this imaginary salesman
of mine
distinguishes him
from
lawyer,
a
or
is
a
that
a
scientific
a
blatantly
man.
''As
a
masculine
that
type;
fussy, old-maidish
years
grow
"He
^he
upon
tendency
lacking.
Some
represent
the
deep interest
woman-hater
two
himior, and
in
people rather
are
good
not
than
in
nothing for dignity, and
that
cats
but
and
describe
believe
women
that
one
as
by
the
often
masculine.
is all masculine.
"This
said
of
He
as
pomposity
and
seriously is notably
that
and
cats
lack
environment,
mixers.
Dogs
In
resembles
genial human
of bis great assets.
feminine
the
quality
It makes
205
in
and
a
sense
frolic,
have
we
masculine,
traits
typical salesman
dog rather
the
a
I think
feminine
possess
case,'the
any
by
interested
are
extremely social.
men
dogs
a
always ready for
terms
not
man.
finicky, obsessed
are
are
advancing
dogs do represent ihe qualitieswhich
and
to
humor,
things, are
care
agreed
of
too
in their immediate
of
office type
has
Cats
sexes.
with
or
himself
take
to
sense
of those
hint
a
often
so
accoimtant
strong
a
is not
there
qualities which
possesses
or' any
is to say,
is
natural
than
the
salesman
people like him
on
cat.
is
sight.
TO
HOW
And
to listen to his
quite refuse
securing
theory of
this
salesmen
This
"You
Salesman's
think
may
the
on
few
next
successful
exceptions,I'll grant,
some
resemble
goes
''but
you're dead
on
prospect'sdoor;
The
himself
The
the
exact
it shall be
years
in the
"A
sale
depends
the
man
game,
about
do
explain
you
the
other's
"Eloquence
attitude
is not
make
doesn't
conscious
does make
easy
a
vinces
con-
after.
nor
conclusion.
tude
prospect's atti-
the
on
salesman's.
Otherwise
of
delivering
two
men
approximately
will make
ten
make
sales
and
men
This
a
makes
yourself
into
believing that
tail and
that
you're going
night, you'll
yes;
most
never
you've
to
be
bring in
a
so-called salesmen
are
m
that.
that
hypnotize
can't
world
the
quota
your
salesman.
effort
salesmen.
you
got
trol,
con-
mental
one's
sustained
means
starting the day's work,
that
of
degree of concentration
it's what
But
make
salesman, but
a
unconscious,
or
don't
salesman, clothes
a
salesman.
to attain.
"If, before
morning.
salesman
before
not
the
two?
part of most
the
that
calling upon
salesman, persistencedoesn't
whether
outside
the
of prospects daily, one
number
same
and
canvass
same
the
fact that
the
is made
and
part
on
traveling man,
at breakfast
is my
one
the prospect's
veteran
a
moment
that
Success
His
when
sale
made;
ninety-nine parts
to
to the
line," said
perhaps
even
at
After
exactly
sale is made
a
wrong.
is made
sale
how
that
or
of
Explanation
dotted
the
name
on
knows,
described."
I've
a
salesman
every
can't
battle.
the
find
buy, they
to
if,generally speaking, they don't
see
the
You'll
meet.
you
As
story.
mine
GOODS
wish
no
is half
interview
the
''Test
MORE
they have
though
even
but
SELL
An
But
by the
of
scalps
order-taker,
a
sale8ma^
is
HOW
"'Well
minute
TO
I
the
owe
MORE
man
him
I'll let him
for
talk
a
out.'
slips into
salesman
GOODS
hearing.
a
bow
two, then
or
"The
SELL
chair.
a
first barrier
The
is
carried.
"Few
will
men
like you.
Courtesy
interview.
desire
Now
for
"You
has
suggestion
for
is
potent to induce
him
bring forward
dotted
day
it is to
to
him
the
or
with
for
I
fifteen
impression.
I
a
tion,
demonstra-
that
to
the
the
prospect's
of
group
exchange real
business
your
create
tion.
conversa-
sufficiently
reasons
for the
article
them.
tmearth
that
argument
point.
view-
same
own
money
to
prospect's
has
occurred
ever
because
You
of
a
motive
suspected.
last
office.
must
line.
imbue
in
they
securing the
contribute
must
yourself that
every
never
you
"One
man
You
Then, often, the sale is made
you.
man's
the
reason
you're selling. It's
which
these
leads
some
task.
all
purchase, then
There
to
"
convince
Watch
real
in
Exposition, argument,
on
name
must
interest to
can
the
because
merely
its purpose
served
article.
goal, the
product
your
comes
the
and
final
buy
into
spring I dropped
sellingsets of books.
was
minutes
without
about
was
to
give
local
a
I talked
up
to
that
making
apparently
in
insurance
despair. Suddenly
any
he
said:
"'What's
lowest
your
price
^all cash
"
arightnow
"
on
the
spot?'
"I
A
it and
named
salesman
want
the
"It
wasn't
for the
out
books
to
purchase
I
didn't
was
was
the
read;
suddenly the sale
until
a
check.
I
was
staggered.
faculty of feeling his prospect's
felt that
I had
instinct; he
But
wrote
develops the
attitude, and
didn't
he
want
was
man
he
208
had
them
none
as
of
the
He
lector's
col-
tions.
interior decora-
made.
leaving the
exposed.
hopeless.
was
office that
It had
the
motive
suddenly occurred
JUST
to him
the books
that
for his
son
in
of that
as
would
make
high school.
Now
argument?
Next
an
I
Perhaps
SELLING
make
can
''Sellingis
not
other
who
would
have
ever
spring I'll keep
thought
that
in mind.
by appealing to that motive.
sales
It's
eacfy.
good graduation present
a
man-sized
a
It demands
job.
self-control,resourcefulness, a great deal of sheer
vitality,will
a
bad,
He's
outside
able
an
his
Discretion,
in the
tell the
all that
was
man
as
a
of
which
agency
merchants.
working
was
conducted
One
about
I received
as
soUcitor
the
on
Your
other
But
if he
won't
business.'
my
lesson
my
for
an
a
lawyer,
the
along
advertising
pubhcity campaigns
I called
day
said
competitor.
that
the
pendent
inde-
hat.
about
a
learned
a
job.
a
as
a
or
your
hear
to
he's
man
yoimg
I
lines.
doctor
a
thought arises,'I wonder
the
next
of
sure
or
Salesmanship
imder
kept
interested
after you've gone
these
of
business, particularly that
man's
"It
be
should
always
are
times
good salesman,"
a
cases
means
Rockefeller."
as
in
Asset
requisiteof
one
information
prospects
Good
aad, barring accidents, is
"As
one.
hand, it
other
always be
can
Valuable
a
is
''Discretion
certain
the
exigencies of existence
of the
successful
salesman
master
own
On
complete independence.
Uving and
good
force.
and
power,
ph3rsical
proprietor of
of local
a
local
clothing-store.
"He
I
received
informed
him
that
handled
we
clothier,Richards, located
"'What
is the
ratio
expenditure and
'"Frankly,
Mr.
replied.'That's
betrayed interest when
courteously and
me
at
the
between
his
gross
Beckett, I'm
Mr.
Richards'
209
the
other
end
Richards'
volume
not
of
another
of the
city.
accoimt
annual
of sales?'
tising
adverhe
quired.
in-
justifiedin saying/ I
secret,'
TO
HOW
medium
"*What
the
has
'''How
suits
many
GOODS
him
brought
I told
question.
next
MORE
SELL
best results?'
the
was
him.
did
Richards
sell
his last sal^ advertised
on
Friday?' he inquired.
question which
"'Another
I'm
Uberty
at
not
answer,'
to
I replied.
perhaps fifteen minutes
"For
of his
most
"
'
You're
aren't
questions I refused
you?'
with
Which
to your
his sarcastic
was
is
I've
the
past half-hour.
are
safe in your
"
Learn
prominent
hardly
New
at
first
interest
may
not
was
think
it
forced
to
a
business
my
about
of
trade
over
during
secrets
which
Every
''
Day
nature," remarked
"that
men,
genuine and
a
livered
de-
there
distasteful
and
a
speech
recent
a
young
glance, in
it
is
may
active
acquired.
study
some
law
much
pursued
rose
to
natural
his
finally became
knows,
one
every
jurist, who
his
against
he
years
eminent
the
Blackstone,
was
as
of
labor, in
of
perfimctory fashion, but
and,
and
Business
dull
be
For
in
affairs,
advertising
my
pretty thoroughly
you
however
subject,
appear
"I
turn
provision
audience
an
a
tested
Thing
employer
to
clients'
your
conclusion.
shall
I guess
fortunate
a
about
hands.'"
One
is
"It
I
just why
concern.
To
smile:
sudden
a
closely.
me
answer.
an
mighty close-mouthed
"Then,
'*'
he quizzed
a
clinatio
in-
profession
terested
really in-
position
of
great eminence.
"Now
a
man
I
think
in
the
contents
of
^temont
mode
his
I'm
safe in
country
asserting that
who
pay-envelope.
by
WiUiam
is
not
In
interested
this
James, the famous
m
there
is not
in
the
connection,
a
psychologist^
SELLING
JUST
In
interesting.
is
the
of
course
lecture
a
to
teachers
he
become
terestin
in-
said:
object
"'Any
which
its
it were,
as
grow,
sheds
quality
in their
and
real
as
already exists.
interest
an
the
over
of
that
as
associated
jects
ob-
interesting portion
and
things
thus
terestin
in-
not
becomes
interest which
an
in
object
an
two
the
whole;
Ught borrow
own
with
The
together;
strong
as
associated
becoming
through
itself may
interestingin
not
natively interesting
any
thing.'
"If, therefore, you
pay-envelope, and
of the
knowledge
your
obviously it shoxild
in the
interest
of
the
the
who
let it go
and
shop, store,
in
large degree
a
time-servers;
Their
politics,perhaps
distractions
the
engage
mere
cogs,
to
real interests
ties,
Baseball, lodge activi-
office.
or
in business.
just enough
tidnk
that.
an
lions
mil-
are
interest
no
and
at
develop
to
yet, there
have
upon
engaged,
are
you
And
just enough
prize-ring,ward
of other
score
do
admit, the future
difficult for you
clock-watchers;
are
jobs
lie outside
be
not
of.your
contents
will
in which
subject of business.
wheel, who
their
hold
business
in this coimtry
men
They
in the
of you
most
envelope will depend
of that
contents
if,as
in the
interested
are
these
"
and
a
major portion of their
attention.
is this?
"Why
is
required
The
take
to
the
interest
in
your
evening
in
reading
sporting-page
I
know
be
amazed
hours
pay
to
spent
you
But
in
I
a
business
was
how
To
of
amotmt
genuine
a
spend
rather
magazine
than
will
an
the
power.
type of yoimg
will
just try the experiment, you'll
soon
you
in real money.
211
will
man
I've
been
the
acquiring knowledge
big dividends
acquiring
possibiHties.
certain
a
if you
note
its
eflFort of will
certam
a
in
first steps
and
demands
because
describing.
job
is that
answer
actually enjoy the
which
some
day
will
HOW
"You'll
purely
up
ideas
"Suppose
limit
no
the
things. Some
a
brain
day,
is
"Are
you
sales
manager
job.
direct
how
how
to
handle
"Do
for
in books
one-half,
did
become
to
an
a
and
yes,
obtain
a
authority
thing
one
new
day
you'll cash
on
is worth
dollars.
like to become
You'd
of the
duties
the
according
doubled
have
And
job.
that
how
and
the
about
the
men's
sales-
conduct
to
this and
All
data
to
are
readily
magazines.
one-third
the
actual
highnschool diploma
in
day
every
in
better
these
will discover
sampling campaign.
a
has
payment,
their efficiency. Read
salesmen
is
There
about
salesmen,
which
for
the
and
Scientific
of
Read
about
of
routing
contests
^in short,
"
plant.
that
jobber?
increased
has
which
published which
somewhere
Read
day.
the
will fit you
you
a
advertising campaigns
accessible
trims
problems
industrial
knowledge
for
some
results;
more
with
new
advertising
salesmanship
retailer's
an
one,
salesman
methods,
them;
of
store,
a
business;
retail
stock-keeping.
some
packed
a
Learn
railroad
retail
potential problems.
your
waste,
will pay
in
clerk
a
costs, profit-sharing S3rstems
.utilization of
sooner
that
interior
literature
of
on
you
line.
in
clerk
a
a
successful
a
your
amount
bearing
management,
yotu*
you're
windows;
dealing with
you're
to
direct
a
If
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