1. business and industrial

POLICIES
SELLING
HOW
TO
PLAN
THE
PRINCIPLES
W.
DIRECT
CAMPAIGN
OF
METHODS
A.
AND
SALESMANSHIP
SYSTEMS
AND
COMPANY
SHAW
NEW
CHICAGO
lONDON
YORK
0^%
Copyright,
The
Entered
at
Entered
Canada,
according
in
the
the
Entered
United
the
to
France,
Copyright
in
Mexico,
The
The
The
by
the
Man's
of
Parliament
in
by
1909,
Under
of
at
Agriculture
by
1909,
(Trade-mark
by
Company
the
of
1909,
year
Company
1909,
Business
1909,
Parliament
the
System
Act
System
Germany.
in
of
Australia
of
Copyright
Britain,
the
of
Department
The
"The
Act
by
1909,
year
Great
Company
the
to
according
in
in
System
Commonwealth
Copyriffht
Company
Hall
The
by
1908,
System
Stationers'
313
IV
System
Company
System
Company
System
Company
Title
Library"
Registered)
Vol.
"
IV
the
by
CONTENTS
Part
I"
THE
UNDERLYING
PRINCIPLES
OP
MANSHIP
SALES-
Chapter
Page
I.
Thaininq
Selling
for
Salesmanship
W.
II.
A.
Waterbury,
Salesman
The
William
IV.
F.
Science
of
1
Manager,
Business
Dick
B.
Co.
Builder
Sales
Hypes,
A.
17
Manager,
Marshall
Field
Presenting
Selling
in
Business
a
H.
Revell
Applied
Empiricism
23
Bean
Alexander
V.
Sales
a
Versus
C.
B.
as
Principles
the
Applied
Co.
"
III.
How
"
are
"
Proposition
Founder
Revell,
32
and
President,
A.
H-
Co.
Salesmanship
Specialty
and
Selling
39
....
A.
VI.
L.
Macbain
Enthusiasm
Walter
in
H.
The
VII.
Written
Selling
49
Cottingham,
President
Sherwin-Williams
Salesmanship
and
General
ger,
Mana-
Co.
The
"
Business
Letter
58
.
S. Noble,
Glenn
President,
National
Concrete
.
chinery
Ma-
Co.
Part
II"
VIII.
HOW
SELLING
How
V.
Mfg.
IX.
Selling
THE
John
Falling
of
Gradwell,
Judging
Campaign
VARIOUS
LINES
Wins
67
"
Steger
Sons'
Piano
Co.
Oliver
X.
IN
EFFECTED
Founder,
Steger,
off
Ricord
IS
Sales
General
Typewriter
the
How
"
Market
Remedied
Manager
and
76
Sales
Manager,
Company
by
Means
of
Selling
the
Force
Robert
"
XI.
IngereoU, Pi-esident,
Robert
H.
Ingersoll
Brother
Selling
W.
81
H.
by
A.
Mail
Waterbury,
86
Sales
Manager,
A.
B.
DiW
rv.
CONTENTS
Chaptek
Xn.
Page
How
Small
THE
Jason
XIII.
How
J. Starr,
Frank
Lomas,
Hardware
How
Publicity
Tom
XVI.
Lomas
"
tion
Competi105
Famsworth
113
Sells
Vice-President,
berlain
Cham-
Skinner,
Retail
Clothing
Men's
Jobber
the
122
Retailer
the
Murray,
to
Store
Co.
por
Selling
the
Department
Chamberlain,
"
XV.
Meets
House
Secretary,
Country
G.
Co.
Co.
THE
W.
97
Sells
Specialty
Merchant
Catalogue
THE
B.
Man
Starr
Manager,
Country
THE
OF
XIV.
Order
Mail
in
Face
the
Furnishings
and
Trust
op
tition
Compe127
George
Part
XVII.
The
Publisher
Ogilvie,
W.
Advantages
SELLING
AND
SYSTEM
HI"
Importance
and
System
or
in
Selling
137
Selz, Second
J. Harry
Vice-President,
Selz,
Schwab
"
Co.
XVin.
System
and
W.
XIX.
A.
Selling
and
B.
E.
140
Sales
Waterbury,
System
Geo.
Salesman
the
Dick
B.
Co.
Store
the
in
Assistant
Putnam,
A.
Manager,
160
Editor,
Boot
and
by
System
Shoe
Recorder
XX.
the
David
XXI.
Sales
Proeitable
Retail
W.
Kendall
XXII.
Rintels,
Automatic
An
System
Furthered
How
"
in
House
169
Retailer
Follow-up
for
the
Salesman
179
Banning
in
Selling
the
City
and
Country
Trabe.
188
.
B.
C.
Bean
.
PART
THE
UNDERLYING
I
PRINCIPLES
OF
SALESMANSHIP
CHAPTER
FOE
TEAINING
BY
Sales
In
success
of
Regardless
possessed
be
only
their
various
eflScient
neither
of
process
wise
at
entire
one
of
of
force
at
be
which,
its
mankind
to
be
not
can
out
with-
success
lying
are
in
development
state
of
for
the
on
for
the
of
part
both
loyalty
to
the
interests
and
under
of
a
dividends
unit
vast
if weakened
machine.
1
a
be
and
the
goods
mutually
cog
or
in
the
be
may
and
according
is
to
all conditions.
organization
power
of
by
and
manager
merit
an
only
material
the
of
sideration.
con-
judgment
in
times
day,
a
money
a
perfection
careful
selecting
in
created
outright
confidence
; each
sold,
or
intelligent
a
in
the
merit
of
limited.
calling
end
rests.
representation
valuable
arrives
all
foundation
quantity
or
manufactured
purchased
motive
the
its weakness
any
quality
the
usefulness.
unwavering
affecting
or
business
want
sales
selling
to
in
for
must
represented
The
failure
are
implicit
and
or
evolution
There
salesman
sold
is
or
discrimination
used.
force
that
it be
can
It
a
sales
and
of
Company
the
the
fields
Dick
B.
product
to-day
An
A.
uncertain
Inventions
dormant
WATERBURY
A.
introduction
proper
can
the
by
APPLIED
AEE
Manager,
respect
one
which
upon
W.
PRnTCI-
THE
HOW
SELLING"
SALESMANSHIP
OF
PLES
I
pared
com-
intricate
to
its
strength
driving
impaired,
chine,
ma-
wheel,
affects
the
2
SELLING
Therefore, the
with
made
the
Someone
liant
AcoompUsiiment
is
^jjjgjj^ jg
the
than
balanced,
evenly
for
equation
the
general
I
who
the
prefer
whose
increase.
Give
show
a
me
a
disposition
to
responsibility of
It
which
is true
to
his
becoming
that
build.
must
I will
call
the
but
an
that
stones
of
upon
of that
tion
founda-
persistence,
these
is
developed
be
can
salesman.
foundation
a
None
the
assume
appearance,
diplomacy.
accomplishment
absorb, and
to
successful
have
he
and
bone,
good back-
a
will
I
a
intelligence,education,
self-control,and
and
obey orders,
healthy
a
susceptible to instruction,willing
the
worker;
with
man
and
output
on
steady
results
the
place
to
figuring
tain
uncer-
an
are
is
he
rule
a
an
man"
sales-
"born
results
when
grinds, but
continuous
The
As
his
and
case,
manufacturer
upon
man
isolated
but
made,
been
rule.
and
greatest dependence
expenses.
has
salesman.
spasmodic
a
bril-
particularly
some
j.Qgj[jan
expressed
apt to be
is
born"
is
salesman
that
success
rather
exception,
discrimination.
"A
observing
be
should
salesmen
and
care
opinion
an
w^lien
KotaGift-an
of
remarked:
Such
Salesmanship-
not
greatest
has
made."
not
selection
gift,
a
more
or
less,according to the individual.
A
sales
force
should
identical, they
work
should
also
Discussions
perfect harmony
and
salesman
Conventions
of
men,
of ideas
of
for
thought
An
well
all, can
annual
or
not
for
a
fail to
employing
from
and
be
not
can
expended.
oflSce
semi-annual
Without
manager
meetings
collecting information
it to
results-
in every
mutual.
results
ing
be-
Interests
between
best
is money
unit.
a
be
Occasional
pected.
interchange
house
the
as
each
ex-
friendly
A
ing
cleara
and
force
seminatin
dis-
produce beneficial
convention
at head-
W.
is
quarters
of the
one
life and
new
inclined
is
a
while
finds
time
a
hint,
a
him
his work
not
are
inheritance
old
the
all
but
with
in
labor
the
feels
his
how
to
enjoy by
We
he
simply
are
it to meet
modifying
claim
monopoly
a
salesmanship,
who
has
largely
it,
of
most
he
to
his
his
to
is of
he
his views
to have
returns
of
field
responsibility and
of
vantages
ad-
success.
that
think
to
employers
sense
it.
be
a
is
will
times
customer
him
It
he
sire
de-
a
at
times
will
a
will
as
said
a
sell
his
sales
to
when
force
that
possesses
this
that
read
he has
means
him
a
velop
de-
to
salesman
talker; quick
and
then
stop.
goods by talking,
get his order
Ability
assumed
enable
good
enough,
to
observation, self-
careful
important
as
listener
has
be
to
"ability
as
salesman
a
application
to determine
Organizing
is not
start, but
he
talk.
interpreted
to become
quite
good
when
salesman
the
close
It
be
may
aspiring
control, and
enable
of
returns
we
successful
stronger
nature."
qualificationat
his
this
still better.
man
perceive
own
can
and
to
added
human
other
man
contribute
"Salesmanship"
should
At
ability to utilize it, enjoys
best
should
an
do
to
we
way,
one
is power,
importance
with
every
new
consideration, and
receive
read
a
No
salesman
BuflBcient
he
others.
qualifications for
that
A
What
original.
story
knowledge
coupled
and
propositions, gives
experience, and
new
existing conditions.
of
business
acquisition from
of
telling an
rut.
knowledge
a
man
sales-
paths,
a
stilling
in-
stronger factor.
a
We
advice,
of
similar
light and
new
in
running
A
men.
beaten
certain
himself
word
body of
a
of for
I know
methods
best
travel
handling
are
S
vigor into
to
after
others
WATEEBURY
A.
quickest by
human
said
as
to
A
at
letting
nature
will
enough.
much
as
any-
SELLING
4
thing
getting together
each
ent
efforts,and
Unity
Upon
"fPnrpose
^j^g
Nationality
be
not
does
not
at
and
weeded
and
In
exercised
undue
by
fields,but
him
Location
or
such
what
educating
with
man
had
I think
failure, and
has
him
in
by breaking
selected
my
confidence
his
or
to
this without
and
I
believe
freedom
my
right
making
leaving an
in giving
of action
him
is
feel that
unpleasant
a
to
salesman
consistent
with
the
inspire
ests
inter-
is
my
neces-
affairs,
business
my
taste
the
to
money
my
of
always
he
be
than
it is not
conduct
to
with
generally
ability to handle
ideas, there
own
do
to
endeavor
relinquish control
my
work.
man.
successfully. While
^^""y *"
B^g^slbUity
would
of
elsewhere
new
I
man,
in
a
first
I
spent in time, labor, and
been
in
my
line
it will
does
man
If
much
doubted
un-
one
favorable,
have
may
in
another.
another
be
certain
weak
a
clusive.
con-
may
in
or
all, and
or
ones
have
may
Failure
were
field
weak
becomes
man
in
cated
edu-
be
judgment
bad
profitable to try him
Having
him
a
conditions
more
sacrifice
in
power
another
to
apparent
found
a
the
be
not
must
directions,
failure
that
can
unfitness
in others.
weak
men
and
One
certain
be
locality may
transfer
in
in
be
may
impressions of
his
haste.
necessarily imply
one
their
selection, but
They
notice.
as
end.
common
a
of
gradually
in
harness
requirements
body
a
the
this
are
doing this, however,
ability
not
Such
rapidly
as
into
confidence
developed
out
in
pulling
enter
moment's
a
men,
individual
of his
success
direction, to
ignored.
commanded
all
game
honesty, loyalty
can
the
PositioD and
BucoesBDepend-
ot
body
responsibilityof his individual
the
recognizing
one
homogeneous
a
a
only
in
way
cording
ac-
to
do
an
aton
autom-
his
mouth.
greatest possible
conditions
of the
W.
business.
I
is
upon
as
resting
to
impress
his
of his
me
his
he
while
facts, and
to
differs
when
is
only
that
which
he
every
part
I
not
do
honesty
moment
cripples
course,
a
I will
him
allowances
at
be
removed,
men
I
ranks,
I
loyal.
A
man
to
not
the
machine,
unexpected
an
to
If
have
of
especial field.
If
it out
;"
with
him
himself, make
clear
all
men
human
there
is
business
is not
other
my
at
may
suspicion
my
justice to
my
support
my
which,
that
fact
feel that
in him
fallibilityof
the
In
operation
or
a
loyal
traitor
in
handicapped
quantity.
choosing
In
can
the
go.
unwilling
and
for
physical
injurious.
success,
his
in
mistaken.
he must
uncertain
an
his
opportunity
times
all
honestly
then
am
the
recognize
nature, and
times
in
whose
lost confidence
suspicion arises, I will "have
give
less
un-
is
withdrawing
business
the
at
adjustment
the
interest
my
The
effect
which
unconsciously
and
machine
a
service
my
part in
If I have
business.
myself
him
from
by
collapse of
disarrange
entire
I find
the
^j^^
his
assumes
successfully
in
weak
a
that
him
part of
moral
is like
thinking
appreciate
suspicion.
*^"
^"
eral,
gen-
friction.
is under
^^"^
ters,
mat-
with
for
reason
above
salesman
a
obeying
certain
touch
functions
its
of
local, conditions,
working
He
may
of the
such
want
^"
PorsonaUtyofa
Selling
Organisation
sufflcient
without
moves
loyalty
or
in
am
someone
perform
not
can
I
well
as
business.
on
only with
a
him
to
mine
event, he should
any
responsibility ends
it, and
value
getting
that
probably
differently. In
responsibilitywhich
importance
from
is familiar
I have
that
and
the
the
and
remember
he
S
shoulders, the
opinion
should
him
upon
success,
orders, adhering
If
WATEEBDRY
A.
can
salesmen
not
serve
I
select
two
men
masters.
who
It is
will
a
be
great
6
SELLING
temptation
to
opportunities
my
some
he
is
stick
to
his
He
me.
is
time
I
future
that
business
not
"
of
time, and
Out
of
past
ten
who
has
from
and
from
not
come
terests
in-
another.
in
the
single
a
one
long deceive
man
a
temptation
is
man
his
time
for
"
edge
if knowl-
even
to
my
to
handle
he
as
of "side
is
to
attention
"loyalty" will
at
thickly
business
hours
to
is
employers
"
the
"
and
of
is
beyond
the
home
salesman
every
nothing
organize
face
who
man
time,
a
thinks
There
on
traveling
more
a
traveling
the
appear
with
"side
fully occupied, but
advice
lines."
to
in
the
more
sometimes
good
And
run.
as
working
long periods
offer
can
salesmen
field,where
temptation
home
clear
that
to
my
entire
employed
indifference,
city
congested
observation
long
city
and
away
the
could
did
the
great with
so
is the
steer
Nor
complishes
ac-
my
with
point
not
can
show
think
not
I
have
he
his
occupy
services
I
form.
per-
sources.
there
80
would
The
oflSce.
I
years
I consider
to
salesmen
disloyalty
shorter
the
of
to
his
increases
he
else.
his
of
well
how
on
to
justice
do
employed
much
someone
disloyal.
his
salesmen.
are
how
from
moment
is
depends
money
no
comes
and
every
he
divide
cannot
work
populated
work
I
been
is
that
and
of
fifteen
do
lines"
that
which
line"
magnitude
other
I
work
that
sufficient
or
of
the
reward
hundreds
His
me.
feel
to
that
understand
"side
a
must
being given
His
to
fingers but
handle
cannot
interests.
my
given
enters
salesman
a
and
line"
"side
a
When
plentiful.
are
employ
must
handle
to
men
"
in them
your
of every
in
men
one
of
them.
I
Aside
am
from
a
great believer
the
fact
that
in
they
systematic daily reports.
enable
me
to
keep
in close
W.
with
touch
valuable
keep
be
not
^"
^^"
with
form
^^
There
is
^^^jg
^^^^
should
salesman
when
in
men
of
as
are,
who
from
undertake
I make
in
man
it
my
broken
ends
not
am
to
to
the
the
to tie up
restrictions,rules, and
believe
a
and
is his
that
2
he
do
loses
most
his
his
a
best
not
men
sales-
and
selves
them-
discredit
thermore,
Fur-
employers.
understudy
ttike
can
for
is
machine
the
up
tion
interrup-
without
a
with
salesman
regulations.
work
under
individuality,which
valuable
individuality
time
do
business.
list of
can
tering
en-
ness
Busi-
who
if the
work
and
me.
men
an
who,
ditions
con-
field.
alarm
unexpectedly,
or
inclined
man
have
cessfully
suc-
and
employ
their
one
continue
and
injury
or
rule
a
I believe
more
facts
own
not
with
employ;
crippled suddenly
same
work
profit by them
caste
duplicate
managers
confidences,
betrayed
to
only lose
and
away
his
his
does
densed
con-
much."
too
rule, broad-gauged
a
advantages
I
in
competitor
a
pired
trans-
in
A
some
possibility of his leaving my
that
every
of
"know
business
give
to
by the salesman.
part
perform
at
has
needed.
possession of all the
affecting the
The
the
can
what
of
retained
salesman
letting a
a
be
on
moments
synopsis of which
whenever
disposition
avoid
details
brief
a
few
can
of any
is sufiBcient
day
it
removal
or
each
^^^
trade,
that
A
of
is available
a
that
the
condition
such
employ.
close
this information
seek
in
the
the
handled
records.
a
System of
"Understudies"
to
points, properly
at all
business
my
7
interrupted by the resignation
Training
of
WATERBURT
the business
they become
I
A.
The
asset.
I
curtail
fine distinction
must
moment
his
I
a
long
do
not
such
to
ditions,
con-
man
sales-
a
I
take
usefulness;
be drawn
at
between
8
SELLING
"system"
know
not
and
have
these
"red
and
I know
and
last
is furnished
his
business.
The
salesman
likes
falling off
a
I avoid
after
he
has
why,
I
but
feel that
not
always
that
quicker
or
the
from
his
I
him
in
show
I
their
take
will
oflSce.
are
enables
a
poor
it
need.
entious
conscievidence
doing
their
For
dars
has
and
done
occupation,
not
find
a
days.
good
to store
has
good
Salesmen
having
They
continuous
business
their
that
reserve.
criticism
and
from
energy
for
Nothing
in
a
their
have
mands
de-
them
up
reserve,
but
they
will
are
exhaust
when
they
is what
they
depressed,
and
headquarters
spirits are
with
grind
braces
encouragement
after, their
man
are,
depressing effect, and
a
best,
The
is
his usefulness,
outlived
fault.
is
fault-finding letter
circumstances,
of
A
on
make
there
and
of
out
a
and
how
way
If
it.
done
Selling goods
him.
ambition
If he
"off"
them
call
has
with
fault
susceptible to surroundings.
and
quicker than
are
his
ing
watch-
am
satisfactory service, I dispense
do
business
obliged to
he
effectivelythan
relaxation.
and
the
creatures
"on"
densed
con-
telling him
have
friendly
a
supporting
to render
and
in
for
him
and
should
in what
pleasantest
services,but
moods,
him
am
more
measure,
last
no
find
not
methods
he
home
ceased
or
I
that
beneficial,as
letters,"I do
how
the
nothing
day
in business.
support
him
plished
accom-
monthly
confronting
see
is done
erred,
have
of this
man
know
is
criticising his
thing
a
to
"nagging
salesman,
a
let him
effect
ground.
the
on
corresponding
to each
to
and
man
statement
a
sales, and
on
salesmen
my
and
year,
information
by the
ways
al-
must
learn
influence
an
day, the
previous
form
of
or
what
day
every
the
own
less
or
moment
I do
which
conditions
the
only be understood
can
month,
for
not
can
more
Local
tape."
W.
they
A
are
salesman
the
handles
a
injury rather
an
good
does
not
and
the
irritate
do
I
and
not
what
There
who
man
is
me.
Webster
that
I have
Soientiflo
manship"
This
salesmanship,
of merchandise
make
are
for
the
up
too
"salesman"
when
"the
study
fully
success-
out
with-
plan.
of
trade"
a
"scientific
sales-
selling goods.
of
ordinary
to
only the simple exchange
to
The
drug
a
on
individuals
who
the
and
them
market
The
quantity.
a
applied
the
selling goods,"
of
study
are
numerous
but
men,
contradistinction
class
of
better
a
do,
conduct
clockwork,
deduce
a
I
sailing.
worked
like
equivalent.
an
of
has
business
embraces
latter
already
ideas
as
as
the
force
a
we
is in
which
be
will
what
does
into
yet to find
which
from
who
that
all smooth
moves
"the
as
letters
who
enter
science
defines
he
and
likely to allow
not
into
business.
oflQce should
home
will have
business
salesmanship
and
the
employing
My
friction,and
prodding,
man
general application of these
with
to the
getting the orders.
the
annoyances
large business
any
need
creep
I recommend,
are
benefit
a
at
to
that
say
9
temper, and
even
personal feelings
any
than
correspondence
of tact
man
WATERBURY
A.
carries
title
with
it
of
no
especial significance.
Scientific
study.
of
goods
he
salesmanship,
When
applies
surroundings
and
ascertain
he
how
time, labor, or
the
his
scientific
mind
money,
and
with
a
sells
consideration
it with
tinual
cona
of the
that
sale
less expense
prospect of
bill
a
to
of
greater
of
a
the
a
salesman
governing
duplicate
profit.
Scientific
salesmanship
amount
to
conditions
can
involves
however,
does
college education, although
advantage
of such
a
foundation
not
no
necessarily
one
will
to build
quire
re-
dispute
upon.
It
10
SELLING
does, however, demand
given
The
the
to
mediocre
as
the
at
leaders
time
any
well
as
How
the
Sales-
shoes
pressed
condition.
as
and
in
in,
let the
be
er
care-
he
izes
real-
therefore
and
is
items,
clothes
kept in
but
better
weigh
they
order
important
some
contempt,
with
approached
is any
nity
dig-
levity to be indulged
it until
firm
polite.This
does
monopoly
a
are
disposition is jocular
be
better
scientific salesman
that
mean
the
in
of
his
of
who
or
I have
only
to
The
scientific
secure
has
effusive
indifferent
it.
The
but
one
prospective
has
manner
it to hurt
but
must
nature
to
and
one
mer
custo-
secure
studies
losing
absolute
have
ones,
salesman's
a
avoid
of
already
not
may
scientific salesman
business,
salesman
a
Politeness
known
never
point
the
to
usually lasting
are
approaches
standing.
getting
FTe
be
must
brusque
a
is always
impressions
salesman
business, but
chances
he
first
prejudiced
control.
to
man
over-
is established.
offense,but
not
to
familiarity breeds
have
customer
linen
he loses
If there
reserve.
The
and
his
his
tries
appearance,
If his
much
would
customer
ground
and
and
oftener, his
small
are
Too
character
own
customer
little
a
long before
result.
and
his
on
general results.
be
enterprises
is inclined
he
personal
effect
These
not
the
a
Ijj jjjg
frequently
more
heavily
If
polished
are
his
faults
or
them.
deterrent
industry
peculiariflesrHeknows
weakness
jggg
selling
in
of
captains
the
studies
customer's
come
skilled
country's history.
salesman
"^^
Qualifies
the
artisan
the
of
salesmen
with
greatest commercial
in the
his
wor
it will
to-day burdened
our
scientific
as
his
of
application as is
a
or
profession.
an
language
a
eagerly sought by
as
The
not
is
ability, while
goods is
and
of
mastery
community
faithful
as
it.
self-
disposition,
12
SELLING
where
discrimination, or
be
must
as
we
displayed.
The
scientific
salesman
knows
impressions of his customer
^*^ dwell
Recording
acts
dressing
previous
makes
of
distinct
him
the
of
merely
He
among
one
made
personality has
character
business.
has
another
been
not
salesman
A
previous interviews
of
with
customer
one
whose
rush
incidents
whose
one
of ad-
correspondence.
is not
he
He
avoid.
to
ing
instantly, by recall-
name
and
feel that
others, but
in
forgets the
by
points
what
the extent
to
his
record
to
points
customer
impression,
forgotten
what
conversations
his customer
hundreds
a
his
how
remembers
; he
upon,
flatters
impresBions
and
"scienee,^
the term,
use
who
or
handicaps
who
fuses
con-
himself
at
to
the
record
of
once.
Few
salesmen
that
extent
customers
hope
enables
or
who
does
good
trust
his
memory
records
he think
it about
He
looks
the
card
He
learns
the
position
the
folder
Mr.
name
calls and
time
under
or
with
and
for
for Mr.
that
does
it.
He
not
recall
to
the
learns
when
for
the
orders,
renew
an
Does
?
order
picks
and
out
information.
his
and
firm
exact
makes
reference.
wanted
Mr.
salesman
further
file index
his
of
respondence
cor-
or
details; he
for
can
prospectives,
initials,he refreshes
address
reasons
the
the
bears
and
his
"live"
Jones
in his
The
for
files them
letters,the hours
approached,
with
day
a
interview
an
customers
"J'a"
Jones'
of
is called
who
before.
touch
up
not
Jones
closest
mental
a
prospectives
weeks
or
memory
salesman
no
details
follows
permanent
on
days
their
keep
of
dozens
in the
keeps
to
all of the
of
who
them
interview
recall
to
cultivated
prospectives;
and
to
upon
have
his
dates
Jones
not
buying.
exact
grade
memory
oflScial
of former
may
be best
Perhaps
or
amount
Mr.
of
A.
W.
Mr.
Perhaps
in real
the
ordered
he
goods
cut
been
in
the
from
certain
a
these
the
in
placed
weeks
folder
invoices
and
clippings
sent
before
Mr.
to
canal;
brings
him
have
been
may
have
may
day ; they
very
methods,
Panama
points and
The
of that
papers
in the
or
him.
tell
can
accounting
in
city
his interest.
for
salesman
is interested
remembers
salesman
clippings
the
before;
Jones
estate
13
WATERBUET
the
among
Mr.
Jones.
respondence
cor-
Jones
'
WAMEOFFIRM
-_"_
POSmON
WITH
;;iKlNp
OF
MF!M___;______
BUSINESS
;
"
i._.,.
piDDFrESS^..
^liD^TE
DFCAi:i,S^-.,__.._^.j__
^-^..^^
igiJATEorcqr;BESPOfjpENC6."^"_
:|;,HeASOMS
FpRl^^OTBUYfNG,:
'|;iV)AV.-BUYWHEN7..__':-,'Ji'__'
The
folder
holding
for
appreciates this
''blind
every
not
salesmen
can
but
all
embody
may
deceitful.
He
business,
to
been
is
start
out
prospectivea
reference
approached
susceptible
with
to
perfect
for
system
posed
dis-
amiably
him
has
man
a
for
on
tion.
attenries,
memo-
recording
pressions
im-
information.
scientiiic
The
win
and
Ail
and
he
salesman;
and
customers
clippings
or
; it makes
attention
side,"
about
correspondence
the
toward
his
informatlou
recording
for
and
salesman
does
neither
strengthen
rely
not
does
his
be
must
he
on
shrewd
but
misrepresentation
resort
position.
to
He
falsehood
does
not
or
not
to
trigue
in-
defame
14
SELLING
his
legitimate competitors.
or
"diplomacy,"
but
This
these
only
are
"policy"
be called
may
for
synonyms
science.
he
sells.
If
product,
manufactured
a
familiar
with
the
the
from
Product
^'*
tide.
when
he
represents, their
goods
he
of the
material
information
entering
enables
his
at
a
him
who
adversary
has
disadvantage.
a
similar
little about
but
effectually,and
to
a
of his
trade
competitor's
will
This
more
places
and
knowledge
he
practicable
as
quality
business
his
corresponding
using
thus
knowledge
not
be
have
will
goods,
his
will
but
negatively
hostile
apparently
the
on
minds
along
the
same
channels
he who
to
salesman
by others
does
in his
The
learn
to
more
for
failed
an
to
about
he
has
very
petition
Comhis
as
are
is
knowledge
thinks
selling goods.
the
he
business.
; but
who
his
will
of
greatest amount
ignore
not
it is
there
The
methods
is
tific
scien-
employed
line.
own
scientific
"no"
than
succeed
that
brilliant
as
the
possesses
himself
valuable
other
likely
he
much
of
methods
selling goods
and
and
nothing
of
is keen
working
power,
Hatters
science
losing
the
studies
who
man
likely find himself
why
far
of his
them,
The
monopoly
takes
discuss
scientific salesman
competitors.
more
to
a
of the
friendly competitor.
The
a
So
knowledge
say
their
not
petitor
com-
construction.
into
master
ar-
a
the
and
advantages
him
intelligently,makes
to meet
knowledge
comprehensive
a
him
finished
the
to
find
construction
of
prepared
is best
He
has
material
raw
will
you
process
study of the
of the-goods
a-atudy
makes
scientific salesman
The
salesman
is
answer.
He
win
his
persistent.
reasons
customer's
with
He
never
himself
confidence, and,
A.
WATERBURY
the
position
\y.
placing himself
considers
him.
in
how
the
Then
he
of the
and
approached,
man
would
argument
returns
15
appealed
have
another
in
again
tries
to
manner.
The
scientific
is not
his
selling
business.
His
new
in
their
to
confidence
and
house
he
with
Can
so
enable
the
to
strength
him
because
mittee
com-
and
plans
new
business.
his
He
establishes
his customers
a
and
price that
was
goods
not
does
the
rests
scientific
something
an
The
the
never
trying
"Better
motto.
salesmanship,
with
every
to
man
he
will
bought,
but
he
develop
the
goods
a
away
selling
degree
It
be
his
made
does
command.
must
has
Giving
nor
never
gets
the
want
itself.
in
possible profit.
be
to
ness
busi-
especial
no
He
because
or
inducement
salesmanship
adds
tent
con-
friends,
no
house.
happens
customer
some
is
will
makes
and
his
who
position,
He
impression
but
just enough
with
his
of
Yes,
salesman
in his work.
constitute
can
is
always
scientific?
least
that
He
is
his
is not
retain
standing
his
but
done,
become
particular moment,
at
standing
is ambitious.
has
to
lasting
no
that
side
out-
his, and
rut, satisfied
a
science
much
creates
with
superior officers,seeks
between
others.
than
in
travel
to
on
watchword.
all salesmen
to
It
them
enough"
constant
more
order
gives
he
"Good
still" is his
attain
his
salesman
what
more.
much
with
a
devise
promote
friendship
scientific
satisfied
do
of
himself
to
always
is
divided
not
are
he
represents.
The
them
schemes
touch
bond
at
means
mind
His
constitutes
close
closer
to
attentions
and
When
isjndustrious.
thinking.
He
ways
execute
keeps
is
he
interests.
on
salesman
is
acquired
of
not
by
16
SELLING
diligent,
patient,
who
will
be
constantly
of
his
apply
employers,
and
himself
employed,
his
persistent
in
efifort,
this
but
customers,
will
direction
rise
and,
salesman
the
and
will
in
most
the
not
only
estimation
of
all,
self.
him-
CHAPTER
SALESMAN
THE
II
AS
BY
BUSINESS
A
WILLIAM
F.
A
sales
"What
manager
upon
your
The
was
ability
force
the
instructions
of
details
the
Every
in
come
that
day
way
of
it
learn
time
I wish
it
I
sell
house
make
them
only
simple
for
them
attend
derstand,"
un-
the
that
follow
they
and
them
is not
qualify
time
I sit at
in
saying
our
absolutely
promptly
again, for
watch
to
I
know
that
later
I know
not
of
sad
start
out
that
some
with
more
a
the
some
through
reports
I had
demonstrating
men
they do
and
field, I wish
the
or
new
desk
my
or
for
sooner
fail because
to
not
same
men
see
press
im-
to
work."
statement,
Every
to
the
that
the
same
must
of
their
from
forcible
the
question,
try
you
to
Show
will
at
unless
do
try
ability
orders
land
to
"I
salesman.
a
this
road?"
easy.
in
Company
me
others
the
said, "that
needed
quality
all
on
men
answer
I
sales
above
and
asked
day
one
thing
one
HYPES
Field
Salesmanager, MarsluUl
BUILDER
of
truth
those
men
experience.
their
of them
samplesgoing
are
realize
the
importance
seen
the
brilliant
of
the
warning.
fall
Time
after
down
for
magnetic
of
no
ability to
keeping
I
time
picked
other
take
up
have
reason
orders
the
than
blind
shag
17
he
that
him
ends
to
of
beginner
let his
own
the
necessity
his
business.
SELLING
18
And
again
develop
from
into
the
execution
details
Of
this routine
work
all the rest.
part
his
causes
No
neglect in checking
the
price changes. Done
allowed
until
certain
cannot
be
Let
road
Salesmen
delivered
and
he
Failure
bugbears.
of
for
orders
making
to
goods
price quotations
of
trouble.
salesman
starts
that
firm,
,
there
he may
the
home
out
on
the
specialprice
truly represent
with
co-operation
an
between
formed
keep constantly in-
must
his business
keep
in
the
requirements
sends
in
transactions
;
possible
closest
is fulfilled
his
and
regards his sales,his
and
conditions
certain
dealers.
careful
for
he
as
and
demonstrated
office.
first of these
that
of
house
course,
be
must
spirit
The
of
must,
expenses,
booked
house
accumulated,
have
order
"
.
special reports
meets
the
and
simple matter;
lists. In
the house.
orders
or
the
price
shortages
catalogue and
intimate
with
The
his
chief
and
receipt of
upon
into serious
of his movements
the
stock
on
cases,
his
Co-operate
touch
samples
own
and
Mnst
and
than
parties concerned
bulletins
A
the salesman's
on
sample
,
House
his
and
illustrate.
his
with
all
forerunner
will get him
me
for
several
is the
which
omission
comparatively
a
up
check
him
is
work
run
one
promptly
salesman's
one
daily
portance
in im-
phase overshadows
up
of the
it is
that
to
his
particular about
bulletins
house
notices, this
immediate
demanding
"
one
trouble
more
lists with
recognized instructions
he
as
man
the size of his orders.
about
as
just
was
mediocre
the
seen
commands
as
and
have
because
star
a
house
"
I
again
and
of trade
Every
dispositionin the
one
house.
through
daily, weekly
routes
or
of travel,
in certain
ties
locali-
of these reports
The
delivery,special contingencies in
orders
are
trade
are
20
SELLING
that
knows
and
be filled at the
can
But, how
He
glances
his
sample
a
a
He
samples
drops
lands
thought
inclination
several
that
off
sale
on
a
regular
with
items
in
to
go
the
the
on
house"
Next
morning
customer
down
he
and
order
that
three
kinds
own
he
while
neither time
has
his bulletins.
never
His
and
"outs,"
no
or
the
it all with
books
his customer
refer
to
?
into
them
tosses
all be delivered.
it can
price lists indicate
and
and
attention.
big order, and
a
is in conversation
nor
in
to whether
as
notices
for future
case
fide order
bona
a
other,the take-it-easysalesman
his house
over
is
takes
house.
the
about
later he
week
line.
he
order
every
result
The
called
been
have
is
of trouble
are
immediately started.
The
where
Three
Kinds
is received.
the
order
for
goods which
some
time
every
man
the
shortage.
date
He
information
such
reached
expression of his opinion
salesman's
But
inexcusable
explaining
his
order
goods
are
is not
that
as
can
received.
expected
receives
short
the
puts down
the
much-needed
a
black
must
that
the
in stock
At
the
comes
He
again
best
second
letter
of
and
write
goods
of
reports the
sales
the
when
a
diplomatic
trouble
when
out
suggests
a
manager.
customer,
were
explanation and
in his mind
gives free
tells him
goods. Righteous
mark
informed
He
the
and
for
receipt showing
work
it is
bit
request
a
been
him.
Possibly he
in the meantime.
Then
has
oversight to
all.
best he
was
of such
is
positively that
knows
salesman's
the
ment
depart-
unavailable
been
the road
on
has
he
of the
Here
have
and
of Trouble
of the
is the manager
affected
first man
"
the
tute
substition.
opera-
the
tomer
cus-
his order,
disappointment
against both
the
WILLIAM
salesman
and
removed
the
P.
house, and
the
degree further
one
HYPES
21
is that
dealer
off from
moment
becoming
a
nent
perma-
customer.
Possibly he
direct to the house.
himself
the
salesmen
many
order
to find
for
to
Yet
of
uncertainty
I
have
its
be
And
the
third
Falls
Justly
on
complaints
dozen
could
due
to
specificevidence
have
His
record-breaking days
the
sales
build up
"But
have
been
expect
work
me
inspire
to
a
are
who
manager,
sales, but
the
was
too
trouble,the
?'
road
desk
waste
when
I could
worth
of
not
the
that
tion
concentra-
details
is
seeking
orders
"
be
not
that
of
a
his
half
that
firmed,
con-
of his roadwork
orders, his
by
moment
only
not
confidence
He
on
but
initial
in
forgotten
properly
one
could
sensational
'
finds
and
omissions
these
Brown
himself.
salesman
busy," explains
selling goods
to
of
the
every
to
make
dealer,
to
trade.
permanent
I
by
goods
my
day
dealer,
the
buy
can
the
failed
accompanied
I
the
that
neglected.
been
says
you,"
filled,
prices quoted
be
not
of
the
sales manager's
of
good
a
every
shipment
of
from
press
ex-
How
into
gone
promised
getting
batch
at
in
comes
Salesman
just
it happens
when
of
of
source
previous eomplaints-^it comes
two
to
is solicited.
has
order
sure
directed
Blame
buy
delivery
and
of the
a
my
Company
then
that
should
justly, "and
and
and
than
reason
opportunity
dependable
persistent rival?
"Why
come.
that
complain
to
unpleasant experience
order
other
no
that
the
only
a
had
has
his order
supposedly
a
occasion
least he
time
have
on
of
At
next
walking in
book
immediate
takes
an
be
goods?"
day
hour
and
the
night.
of valuable
sellingthree
salesman.
or
four
Would
time
"I
you
on
hundred
this
lars*
dol-
22
SELLING
But
Is
the
that
breeds
smaller
than
the
is not
trade
who
order
sales
would
that
that
is
of every
diplomacy
of
salesmen
for
their
the
on
class.
his
getters,
some
for
uptilted chair, the
the
days
of
of
eompanionship
hour
in
Some
but
realize
the
my
the
if there
statements
only
remember
sale itself,that
mere
be
always
the
is not
real
salesman
the
makes
entrance
a
partners, then
may
lose
omitted
and
that
a
firm's
may
sooner
fais position.
lose
or
have
this
order-
fondness
is
here
of
making
men
to
the
house
valued
business
later his
that
own
sale
his
that
one
customer, that
can
never
be
would
the
should
that
eyes
make
than
handled
absolute
in
salesmen
the road
a
seem
would
business,
until
when
bulletin
may
I
on
rightly
more
the
errors.
said
more
order
to
week's
the
they might realize
most
often
too
fatal
warning
customer
and
manager
only
that
way
any
an
sales
hundred
a
there
that
thousand
a
proverbial story,
still. If
stronger
left
them
with
I
of
importance
it.
Every
the
save
was
upon
comfort-radiating stove,
room
things
load
demands
has
all with
with
man
pencil would
of
strong,
a
sample
the
blue
a
but
them,
satisfaction
road"wonderful
the
on
the
somewhat
a
bring another
to
touches
met
trade?
the
absolute
details
has
He
see
make
sands.
during
own
and
who
man
observance
stranded
knows
and
going
complaint department
the
Lack
an
rather
not
be filled with
can
in
dealing with
manager
1
sense
negligence
a
dissatisfaction
and
a
record-breaker
a
if it necessitates
while
complaints
there
general
selling goods in the strictest
been
sale worth
I believe
to
he
has
a
tomer
cus-
confidence
his business
complaint
one
detail
regained,
negligence will lose him
CHAPTER
SCIENCE
VERSUS
EMPIRICISM
BY
The
business
anomaly
or
the
daily
in
man
his
arise
in
young
overnight
of
"
adverse
the
small
of
all
fact, there
not
presented
its
the
or
in
In
is
ranks
spite
of
as
oldest
science
knack
a
that
without
his
Nature
grip,
a
turn
a
salesman
his
knack
'
of
loose," has
sure.
passing
been
23
parently
aping
back-
which
he
a
that
been
the
a
tablished
es-
that
considered
gift similar
like
his
him
by
"Give
expense
rule
to
to
bird
a
given
moods.
is he
is
to
"
strange
warbles
How
If
has
or
always
padding
for
road.
the
time-table, let him
a
him
the
and
common
kindly
'fired'
be
from
than
her
and
most
onlooker.
who
other
one
the
apparent
or
salesman,
was
on
to
has
musician
catalogue,
predecessor
and
by
a
in
real
than
the
instruction
any
Mother
man
darky
in
the
almost
"
business
or
observant
"
Even
having
trade
"
more
selling
quirements
re-
initiated
firms
departures
seems
"
of
the
he
gency
contin-
a
way,
and
any
interests.
anamolies
to
inherent
the
of
line
no
these
rules, it
the
influential
and
varied
under
smallest
other
of
the
success
started
the
which
precedent.
seen
propitious
was
by
rule
Scarcely
its
beginnings
In
those
line.
had
in
in
or
has
passing
moneyed
common
routine
not
and
too, the
when
the
business
conditions
marked,
has
has
SELLING
greatly surprised
particular
that
IN
BEAN
is not
man
from
of
can
C.
B.
deviation
either
meets
III
for
sell ?
natural-born
a
know
count
ac-
ing
start-
Why,
sales-
24
SELLING
he
man
will
show
make
would
never
It
yields the
same
or
of
careful, and
mind
it has
to
believe
The
in
as
be
soon
limbo
The
been
firmly rooted
does
The
birthright for
a
and
and
the
popular
to be rank
late years,
The
searcher
for
antiques
supposition only
with
"
that
the
in
shrewd
such
discarded
be
to
idea
moss-grown
facts
tising
"adver-
pay."
idea, that
moss-grown
ancient
in
this
things along
last fancies
not
ago,
ception
ex-
salesmanship
that
seen
this
find
to
systematic training
years
has
bout.
every
able
of the
seeming
otherwise.
of discarded
one
belief
held, until
been
long,
?
salesman
so
neer,
engi-
without
this
Why
mands
de-
or
lawyer, the
is here:
present decade
get worsted
will
of the
has
that
heresy
training?
which
or
expects
worker,
important
case
answer
is inherent
importance
the
art
other
any
Who
manship
sales-
that
premise
a
physician,
arduous
in the
The
the
other
any
as
equal results.
or
results
take
comparative
of
profession
anyhow.
less diflScult than
not
art
an
to
two, if not, he
week, maybe
a
salesman
a
right
appears
is
or
it in
as
is behind
pottage.
this
idea
should
far
behind
auto,
the
do
when
done
of
mess
the
is behind,
have
may
salesmen
Esau
That
be
modern
time
wireless
telegraph
as
as
a
his
some
just
considered
methods
need
sold
was
picture writing
or
not
the
as
cart
ox-
ment
parch-
on
of
means
communication.
The
methods
Being usually
a
past
master
mercurial
that
the
a
of the
of
man
in
the
propitious
he
is to
sets
be
goodly
he
good
forth
and
rises
or
a
presence,
mixing,
of
art
temperament,
day
empirical salesman
and
in the
poor.
makes
are
fluent
of
talker,
somewhat
morning
If the
these:
omens
sales; makes
feeling
are
more
sales ; makes
still
mounted
up
to
in orders
he
knocks
strikes
sales
term
a
the
takes
as
"
good
The
of
of
fact
the
oflfice
those
who
in
varying
the
man
sell
houses, too, fall in with
will
established,
we
two
tend
factors
tended
"by
main
aim
as
average
out
to
what
Into
say
Selling
a
chair
himself
with
sell.
iooks
idea
items
certain
are
a
scanning
a
the
"help
the
sort
re-
ber
num-
large and
is well
man."
These
ranks
a
with
of
the
definite
no
wishes, other
than
the
roll-top (later advices
a
necessity.
short
last
trade
the
out
lightning stenograofiice,and
Unable
corporation president
within
class"
"our
well-furnished
a
of
men
salesmen.
he
that
this
well-established
young
a
flat-top) desk,
pher,
comfortable
what
employment
hazy
Breaking
that
starts
man
Modern
make
of
constantly to swell
young
prospects
the
strength"
idea
empirical (and unsuccessful)
The
present
them.
been
to
Heads
send
definite
a
still
are
has
has
the
for
modified
placed upon
make-up.
ant
unimport-
while
have
salesmen
salesmanship
that
time, and
salesman
a
the
refuse
may
and
sales
salesman
star
many
until
discouraging.
are
the
selling on
some
few
of such
"
is
least
for
average
spite of the check
in
moods
at
"
it comes,
they
when
but
somewhat,
if he
"
have
equivalent
an
selling mood
The
The
or
is liable to let up
he
checking
of
day
week
the
year
or
but
as
methods
the
field before
fair average,
are
salary
hailing distance
month
a
week's
for
the result.
are
When
off for
within
commissions
sales.
again.
him
to be coaxed
if he
fair
a
often
commission,
mood
more
25
BEAN
0.
B.
terms
other
to break
into
the "leather-
length of time, he
wanted"
columns
and
finds
notes
for men
who
can
positive surprise the demand
investigation,the various
Upon
propositions he
into
do
not
seem
so
enticing, but
he
tries
out,
SELLING
26
and,
his general
as
is
salesmanship
case
Because
about
in
The
be.
may
complete
is in
he
which
chances
knows
he
sympathy.
that
are
business
a
he did
loses
he will
lose.
these
which
with
are
work
The
of
sellingin
is not
he
salesman
out
man
to
as
Fifty
expenses"
"and
just right to be effective
ploy6
getting perhaps
is
week
per
is
who
uninteresting
at
with
made,
latter
looks
"
the
must
young
spare
of
number
i)er
emphasized
be
large to the under
twelve
or
office work.
chances
a
to
the
ficient
ef-
an
seventy-flve dollars
to
the
"
start
money
swell
helps
men,
to
or
ures.
fail-
are
replace
to
the
having
not
venture,
a
houses
cheap boy,
a
salesmen.
empirical
certain
with
high-class
pay
month
of
tendency
why
taking
empirical fashion
this
up,
enough
reasons
?
Why
seventy, eighty, perhaps ninety per cent of those
jip the
the
as
to take
intend
not
little,and
Surely
or
not, wins
or
of
special knowledge
efficiencyand
em-
fifteen
dollars
So
plunge
the
large against the
embryo
salesman.
methods
These
be the old-time
used
more
hundred
the
methods
Modern
of
may
a
mind
are
methods
trained
number
One
his
to
with
farmer
his
the
provide
one
of the
consisted
best
of
but
one
the
stick
who
turns
plow
gang
ways
that
salesman
any
the
This
He
was
administrative
a
is not
in
of
ern
mod-
selling.
Be
one
organization
intermediate
not
calls
over
than
prototype
sellingorganizations
man.
and
old-time
million, or
to
will be
and
now
forked
a
Egyptian
to
are
said
So, too, the Egyptian
selling organization.
one,
selling force
they
with
day
per
greater contrast
but
Dakota
be
similar, may
future.
ground
the
but
acres
sales
Not
less in the
or
plowing,
others
ways.
still scratches
it
and
I
can
only
the
force, the
ber.
num-
call to
entire
adver-
28
SELLING
for
a
the
matter
solution
the
in the
Now,
he
in
up
There
is
that
nothing
the
in the
Now
organized
an
that
then
and
this
the
school
greatest thoroughness
methods
have
To
take
become
the
school
cause
accomplishment
suggestion
of
sales
a
of
the
force
"
this
and
the
correspondence
These
Cash
annals
cidence
coin-
of the
day
with
the
educate
man,
himself
that
is of itself full of
progressive sales
for
way,
a
"Success"
20,000
"
unique
is the
fact
instruction
instructions
cover
in
ence
experiis
success
an
inspiration and
the
building
This
Magazine.
of the
that
of
manager.
including
feature
that
a
been
has
salesmanship.
him, drill him
than
severe
make
pany
Register Comof
to
periodical
indeed
rare
unsuggestive
him
agents numbers
active
in the
more
in
diflScult,
More
of
to
it is
out
with-
front
salesmen
National
the
classic
a
him
exponent.
an
businesses
their
know
to
ranks
to the
no
curate,
ac-
possible.
inexperienced
relentlessly in
and
of
orders
selling, but
successful
most
for
up
than
is
comes
if
"
by the manager.
taking
it is
And
organize, drill, and
The
is
not
can
more
he himself
of
means
happens.
that
he
him.
possibly
can
salesman
work,
business
a
that
deed
in-
"
under
salesman
a
intense
much
as
men
get solved
"
of which
knowledge
the
the
nerves
whom
from
man
tion
ques-
should
such
as
just
salesmanship
it for himself
painstaking,
that
than
territory that
a
do
not
can
is considered
in
problem
no
a
was
field.
salesman
a
man
sales-
to the
this
and
management
manager
of
"
is
of
back
that
notation
or
salesman's
the
more
come
remark
salesmanship,
in
be referred
probably
selling,not
of
There
practical problem
a
would
with
come
of
those
more
agency
each
up
force
or
less
campaign
agent
receives
salesmanship.
the
basic
principles of
salesmanship, which
the
and
Correspondence
.
,
,
which
inSeUing
rpj^g ^^^
actually carried
just
of
presence
American
of
in the
The
exact
in
rounded
that
has
been
by
a
comments
detail
loss
to
the
empirical, is
of
of
a
chance
may
or
craft, who
in snappy
of
The
process.
terms
upon
encourage,
of
smack
not
salesmanship by
boys
out
the
on
receive, in lieu of specific
....
some
paper.
it deals
with
gmgerism
generic
master
addition, is able
in
when
by
in
Reports
to
may
.
talk
ing
lead-
inspirational
competitors.
instructions, the
well-written
tary
supplemen-
subscriptons,
and
Salesmanship"
.
to,
solicitor.
often
now
of
record
administration
the
j-gad
has
correspondence
number
that
tabloid
the
this
self-help" listing the
name,
the
enthuse
of the methods
"Tabloid
culties
diffi-
the
which
amount
office give
home
instruct, and
One
haps
per-
"Stray Shots, a periodical
and
standing
the
the
the
previous
over
on
through
as
giving the
solicitors,
or
of
one
overcome
by
considerable
inspiration,progress
gain
is
build
to
salesmanship already referred
literary matter, such
of
has
methods
and
means
magazine
out
tried
way.
effected
course
number
prominent
all the
have
the
successfully
is
force, "Success"
agency
the
this
that
in
actually
of
that
what
salesman
the
were
That
general magazines
five
been
he
though
.
gomg.
and
"
instruct
to
matter
,
and
up
management
is
by the fact
successful
a
inspirational
salesman
instructor.
is shown
done
up
his
lines, the
salesmanship,
magazine
^^j ^^^
as
all
,
.,
out"
thoroughly
as
in
the
keeps
in
same
general
,
iMtrnotion
is
the
are
employed
methods
technical
29
C. BEAN
B.
to
This
the
of
place
the
what
is true
of
a
salesman's
he
knows
manship
tabloid sales-
principles of
the
art
30
SELLING
number
a
generally applicable
to
to say
his
blow
thing
hard
; go
of
Salespeople
j.^jgg ^^ ^^^
an
their
for
sales
whom
was
be
may
all
elementary
are
an
of
selling
make
the
nearly perfect in the
Ail
these
training
is fast
increasing
of
means
whatever
the
strongest
who
could
It
to the
meet
sales
tell the
is
to
man
difficulties
"how"
and
mind
about
in
"
the
call
^the kind
to take
selling our
his
is
as
sales
first
force,
be.
those
ship.
salesman-
other
kind
who
trip, "You
you
sure
may
been
of
man
as
possible.
only
force
"why"
an
scientific
the
as
of
as
store
always
line but
store
that
the
the
upon
of the
of that
have
derlying
un-
and
efficiency of the
managers
The
upon,
show
recognized
strength
institution
of the
salesmanship
difficultyto
no
manager
road
the
numerical
The
sales
becoming
for
ing
typical, be-
benefit.
feature
simply
examples
that
the
selling force
of
art
schools
impressed
are
particular
ing
increas-
schools
of
employes
principles
to
of the
few
considered
selling would
the
a
the
giving
book
these
of
in
usually in the
conducting
of
is made
a
considerable
a
selling organization is strongly dwelt
effort
deliver
conducted
there
knowledge
a
employe-student,
a
force
for
designed
This
stores
salespeople, and
Wanamaker
for
Now
department
of
trainer
win," but
to
been
sometimes
principles of salesmanship.
number
closely
general conduct
g^^,j.g^
duty, and
on
has
instruction
form
when
selling,
a
in and
way
of years.
Selling to
"mploy6
for
specificallyhow
unorganized
or
number
Xeachins
him
salespeople
for
elementary
matter
lates
re-
its power.
to
Instruction
an
easy
tell
to
to add
as
so
an
is
to
regard
in
line,it borders
other
any
"Hit
man,
it is another
to
It
empirical.
the
on
truths
of well-worn
merely
it
when
specificapplication, but
makes
and
must
of
says
will
work
B.
out
salvation.
own
your
Morse's
stance.
and
his
very
low,"
sales
manager
under
him
has
So
its
as
way
down
it
that
is
be
to
formation
unclassified
empirical
natural,
win.
methods
and
is
of
the
methods
man
manager
must
of
through
passes
which
and
are
ing
accomplish-
starting
always
knowledge,
science
only
growth,
classification
systematic
to
This
science
Each
and
each
empiricism
history
repetition.
of
stages
that
his
at
methods.
scientific
seen
of
field
what
need.
and
science;
before
eternal
The
are
of
the
intuitively
that
methods
the
of
low,
was
way,
with
details
supplies
and
methods
go
the
recognizes
needs
the
always
its
who
this
has
the
in.
sand
thou-
twenty
some
by
for
Morse,
were
book,
Contrast
who
there's
week
last
expense
etc.
ends,
finger's
Now
sales
"
31
BEAN
0.
eflScient
nature
later
logical
ment.
arrange-
because
are
gives
they
the
ones
CHAPTEE
PRESENTING
A
BY
Founder
The
word
PROPOSITION
REVELL
H.
President, A, H.
qualifications
for
be
may
Revell
"
a
Company
presenting
man
summed
in
up
the
a
one
personality.
When
want
you
face.
to
want
you
and
proposition
"
face
BUSINESS
ALEXANDER
main
business
IV
Look
and
thing
a
him
why
in
the
and
eye
it.
want
you
talk
badly,
And
to
your
man
tell
him
what
do
it at
asset
a
the
portune
op-
time.
Personality
have.
in
No
society
to
presenting
that
believe
cultivation.
them
believe
I
units,
who
us
and
not
principles
Some
"ation
include
that
train
can
can
to
"
to
in
"
man
can
business
that
compels
the
attention
hold
of
qualification
tention.
at-
of
who
man
a
or
is
proposition.
is
personality
which
are
useless
work
him.
for
personality
each
unit
may
his
of
train
to
that
generalities.
like
"
But
be
business
the
point
standinto
Any
and
same
man
few
of
general
all.
for
generalities
32
"
recipes
recipes
not
analyzed
developed.
to
and
has
he
be
may
apply
complain
personality
a
of
abilities
because
others, and
one
matter
a
certain
characteristics
the
apply
largely
From
that
people
of
and
force
have
can
that
the
may
one
be
may
man
A
characteristics
trained
is
first
business
a
man
attract
is the
valuable
a
personality
"
listener
I
most
where
matter
And
your
is the
are
for
success
the
"
exactly
cultimust
what
ALEXANDER
the
recipe
calls
for.
specific case
and
you
in
"
I should
business
a
name
Tact.
2.
Enthusiasm.
3.
Knowledge
4.
Dress.
other
get results.
sense
into
"
To
your
own
resolve
component
sonality
per-
parts,
:
1.
Under
generalitiesto
Apply
will
33
REVELL
H.
I include
tact
qualities
circumstances
of business.
that
intelligence,
reserve,
enable
a
to
man
qualities which
"
adapt
and
all
himself
to
themselves
in
tute
consti-
tact.
From
the
the
closes
door
him.
for
know
moment
He
it.
a
behind
would
Tact
to be conscious
To
be most
the interview
before
he
business
The
toward
make
its
is
the
not
if it appeared
negative,
His
At
negative
mapped
and
man
own
sition.
propo-
to make
close
approach
first his mental
attitude
least
man
You
indifferent.
positive attitude
a
of his
you
at
or
sition
propo-
line of argument
of the
of the
before
procedure
interviewer's
interests
quickly.
this
may
business
a
proposition is
in every
them
listener
be exercised
line of
knowledge
to
the
with
losing
or
purpose
with
at all.
man
a
upon
own
must
man
definite
his
first aim
you
must
defeat
The
relation
to make
and
his
he
of itself.
a
sees
in
connections
it
effective,tact
have
be based
must
know
is taken.
should
out
is
"
oflSce until
winning
tact
him,
not
may
the
enters
man
in
your
favor.
In
reality the
position,because
relation.
to
you
3
You
if you
man
are
you
can
know
you
do
approach
coming
much
enough
to
has
to him.
make
about
the
Reverse
this
him.
superior
this
man
come
You
must
34
SELLING
show
him
that
and
not
ask
anything
to ask
setting
it
"
a
Go
into
and
then
want
you
is
forth
to
appeal
set
something
stop.
Beginning
before
you
after
you
when
of
that
talk
doing,
is not
that
business
the
whip
know
what
said
have
it
alive
he
that
to
to
your
people that
but
what
he
about.
much
stand
see
he
is
he does.
your
so
he
grovel
not
listener
high
when
listener
your
quality
thinks
Do
don't
But
"a
that
real
tell when
to
straightforward
frankness.
dishonest
meeting
impress
what
give
parts judgment
judgment
begets
and
on
he's
for you.
Remember
Be
himself
knows
man
a
can't
that
It is the
yourself and
once.
you
to
business.
explain
too
lower
at
telling on
knows,
man
talks
; you
dignity
nine
a
sible
pos-
Remember
quantity
When
to
shortest
the
is.
in
your
have
hand
reaahing
is not
talk
counts.
oiHce
points.
who
know
you
what
for
two
man
take
not
he doesn't
knows,
man
Say
say.
conversation
the
in the
listening he
flatteringthe
that
a
to
proposition.
your
keep
to
between
man's
a
listener
and
on
and
sentences
your
It does
your
time
your
distance
It
keeping
and
would
more.
no
is
believe
you
position.
just enough
Make
he
objections and
oflSce with
say
tion
proposi-
your
man's
a
losing both
and
his
in
state
that
to
possible not
answering
to
advantages
man
to
Talk
yourself
the
to
merely
opportunity
an
It is sometimes
all, but
at
offer
to
come
favor.
a
then
and
have
you
the
honest
way
with
merely
you
; and
he
uses
use
the
one
in
because
of
the
is
part talk
one
the
nine
parts of
part talk."
Frankness
manner.
your
otherwise
Many
dishonesty
salesman
honest
they
other
by being honest
men
talk
in
think
they
fellow.
Make
a
with
him,
but
are
36
to
SELLING
find
you
out
he
deflect
may
You
him
why
to
this
not
can
show
him
your
proposition
of his affairs
will
lead
At
him
and
to
his
make
a
feet, and
much
make
than
to
answer
A
most.
What
the
other
fellow
it under
proposition
is
knows
to make
enters
""^^
dress, the
its
he
will
help the
classification
may
a
inspire.
people
he
answer
than
unconscious.
want
and
what
generally
present
And,
clothes
observer
to
be
and
first
ex-
has
his
saner
the
go
to
The
more
a
classify him.
At
a
are
talk.
the
clothes
mau's
meets
to
his
and
likely to
A
no
you
glance.
begins
man,"
is
it
ofQce
hands,
he
the
wearer
be
at
up
^"^
that
And
only points the
proclaims
saner
confidence
sized
the
balance.
business
until
on
to
pound
a
two.
them
^^^^
the
figure
oft
a
generally
about
Busineas
"apparel
weighs
also,
it is made.
half
weighs
under
induce
can
waiting
other
a
Notice
subject is better
the
to
answered
from
own.
are
him
want
ground
is if you
you
know
*^^P^ ^^^
of
Batter
to
point
of your
you
who
man
your
you
arguments.
fairly
objection before
coaxing
some
of your
have
the
for
objections
his
questions you
taken
it is often
the
that
statements
know
to
you
have
half-knowledge
A
the
When
the
of
value
progress,
validity
objection
the
but
way
ask
man
knowledge,
takes
the
stronger your
to
you
knowledge
your
make
making
are
on
placed
man
until
of the
idea
If
can
you
talk
to
get
questions.
triumph.
a
until you
get him
opportunity
an
attitude
business.
accurate,
objections you
how
The
his
to
how
and
channels.
definite
a
does
own
your
man's
not
have
repel attacks
is
man's
can
he
course
into
a
point your
given
To
ask
you
to ask
this
then
are
out
you
is
the
course
find
talk, and
that
takes
glance
long
This
you
ALEXANDER
figure
not
may
frock
know
his
learned
but
not
can
a
37
wears
man
checkered
a
the
to
his
adjust
himself
black
a
shirt, he does
not
he
not
chances
himself
adjust
to
because
and
business,
who
man
hat
straw
coat,
that
out
REVELL
H.
are
has
environment.
is seldom
And
a
good
that
a
And
the
a
ness
busi-
man.
I
heard
once
dresses
never
who
calls
that
it took
to
money
to
a
him
pay
job.
a
the
men
their
appearances
their
hasn't
are
that
reflect
the
the
associated
to
man
assumed
normal
is the
A
appears
his
be
able
business
be
than
to
in
the
It
prosperity
style.
who
A
big
is
of
cannot
be
other's
more
diamond
tion
posi-
It is the
And
man.
he
proposition.
to listen
gives
has
caliber
viewpoint.
normal
A
his clothes
the
in the
business
a
is inclined
prosperous.
But
his
from
He
have.
man
of
man
place himself
to handle
man
a
head
chances
who
a
ters
en-
man.
The
men
And
his
on
offering a proposition
proclaims
kind
safest
is
hat
keeps, and
he
with
situation
that
dress
abilities.
neatness
he
the
see
to
with
friends.
his
in business
whom
to
and
of
who
man
of dress.
associated
about
confidence
normal
a
I
And
no
A
silk
is not
by the company
tastes
have
a
fundamentals
afford
could
thoughtless
so
taste.
coat,
mouth,
not
has
is known
man
not
he
their
sack
a
the
observed
in
or
oflBce with
are
of
lot
a
demanded.
employers
that
him
cost
clothes
ability but
have
cigar in his
a
and
faultlessly
so
thought they
his
salary
man
ing
detract-
generally
dressed
time
man
gentle-
them.
always
Nobody
carefulness
the
and
who
is
inside
long
a
say
attention.
clothes
man
who
man
know
in
the
him
get
his
to
from
know
attract
to
attention
attention
I
college president
a
to
him
someone
confidence
in
shown
in
often
in
who
a
soiled shirt
38
SELLING
doesn't
always
esthetic
that
his
or
coat
prove
makes
the
When
mud
one
his
by
the
it
man
forgetful
his
on
clothes,
is
it
them
just
who
man
show
can
dandruflf
the
on
the
put
to
instead
a
of
side
good
the
man
is
him
against
of
bright
acter
char-
up
but
deceitful,
him
man's
a
well
as
are
for
count
of
the
of
appreciation
an
estimates
ten
Appearances
makes
is
shoes.
of
out
man
appearance.
who
a
that
business
a
proposition.
But
estimating
alone,
dress
a
nor
dress
alone.
"
is
dress
of
man's
worth
enthusiasm
It
personality.
value
alone,
is
the
quality
only
or
as
position.
nor
inside
It
knowledge
the
helps
the
of
one
is
not
alone,
man
inside
in
tact
nor
the
CHAPTER
APPLIED
V
SALESMANSHIP
SPECIALTY
AND
SELLING
BY
Traveling
assisting
the
disposal
of
MACBAIN
L.
salesmen,
as
his
wholesaler,
products,
who
actively
now
manufacturer,
classes, those
two
A.
be
may
sell
jobber, in the
or
into
divided
broadly
staples
in
engaged
those
and
who
sell
specialties.
The
him
salesman
that
is
of
has
staples
both
harder
man
goes
easier
and
in
opposition
than
the
front
of
specialty
salesman.
When
he
a
with
meets
dozen
men
would
so
the
long
will
will
if
"
disposition
salesman's
As
a
in
all
are
of
question
the
supply
general
the
of
be
handling
and
"
salesmanship,
consumer
the
in
a
ritory
ter-
goods
probably
line, then
same
they
and
in
if the
they
and
chance.
a
selling
demand,
which
product
the
have
are
quality
is that
requirement,
a
the
particular
a
as
a
two
or
advantage
long
salesmen
five
find
may
one
for
salesman
good
equal
they
As
staple
the
substantially
be
the
He
is
The
staples.
could
two
there
trade
regular
where
customers
drawback.
that
the
drum
competition.
demand
is the
supposing
a
lies
the
have
where
will
on
long
so
Now,
are
calling
must
people
exists,
just
fiercest
That
staple.
the
the
satisfy
to
out
handle
comes
be-
salesmanship
chance.
proposition
39
the
best
salesman
will
40
SELLING
have
the
best
understands
the
entire
things being equal,
than
trade
The
the
the
first
buy
his
large
have
smaller
given
without.
do
"
In
up.
will, all other
"
usually handles
specialties
"
best
good
or
In
the
are
of
hard
which
are
case
ones
people will
times
average
product
a
large percentage of specialtiesif they
a
who
one
competitor.
people could
luxuries
^the
"
greater proportion of
much
a
man
the
problem
specialty salesman
which
times
The
trade.
rightly
are
approached.
But
those
of
plenty
Specialty Salesman
Do
Must
demand
exists.
already
to the
something
take
the
not
cater
get
to
"
who
man
a
trade, the steps in making
their
steps
deal
for
out.
with-
done
salesmanship
sell the
specialty
be considered
must
in number
four
are
(1)
The
pre-approach.
(2)
The
approach.
(3)
The
demonstration.
(4)
The
close.
The
is
pre-approach
that
by him
approach
information
It
builds.
salesman
obtainable
his
quantity
his
be
in
work
his
in
regular order.
These
the
sale
close
can
would
a
when
"
must
his
which
demand
a
knows
customer
than
create
must
suspicious
or
He
see.
He
be
must
audience
an
be
salesmanship
to
specificallythe
up
lies before
that
staples.
unknown
an
that
of
must
he wishes
man
To
"
He
is
proposition
of
exponent
seller
the
conditions
prevailing
not, the specialty salesman
or
better
^
the
What
time, whether
at any
in
a
man
a
be of
all the
There
that
can
be
said
which
upon
information
importance
customer.
follows
as
are
groundwork
comprises
will
selling
about
the
and
in
is
making
really no
to be
value-
:
A.
less in
determining
should
be
On
the
other
considered
It is
to
method
hand,
by which
knowledge
a
of the
approach
an
relied
assumed,
his
call
of
the
rest.
course,
that
by
man
one
of
may
be
the
of
salesman
a
man
sales-
will
the
pronouncing
name,
two
or
approached
intuition
ready
for
upon
of
to be
man
the
suflQcient,
being
able
the
41
made.
characteristics
the
MACBAIN
L.
be
name
first interview.
the very
is the
This
correctly upon
be
prime requisite and the remaining knowledge should
about
grouped
The
this
old
familiar
traveling
scene
in hand
various
characteristics
believe
like
men
that
ability to
the
call
mind
to
book
clerk
man
and
a
cil
pen-
to find out
whom
on
the
is to
he
the
lies
a
This
trying
saieaman
to
outside
inside
is known
is often
salesman
an
one
done
as
the
as
of the most
for the
customer
a
of
of
to
formation
misin-
some
approach
It is
prospective
no
cus-
waiting, either
out
of
sight,or
prospective buyer.
salesman's
nerve."
It
deliberatelymaking
the
consequently
would
forms
appears
their
to
sale.
a
and
the
fore
be-
man
salesman.
for
and
probability
on
the salesman
otherwise
tommon
a
the actual
office door
idea
and
lost
and
''breaking the
nervous
approach
have
presence
with
prospective
keep
time
some
time
the
the
in
aua
at
all
in
due,
thing
tomer
off'the
is
pre-approach
Uncommon
"Headins
concerning
actually prejudicial
obtained, they
Between
sometimes
is
intuition
entirely to
learned
by working
so
the
hotel
trust
him
on
sell him.
that
fact
to
information
they call
such
of
here
his note
"drummer,"
the
importance.
of its
will
man
interviewing
"
Some
This
the
"
order
his first call.
make
the
in the
unable
be
make
haps
possible. Per-
of this is
very
to
busily
seen
when
interested
42
SELLING
in
something
stand
indefinite
an
the young
as
that
or
he
he will
later
by
carefully the
is about
The
outward
is held
correctly
most
the
I will
and
to
shined
the
go
shoes.
wearing
but
it is
far
SO
stock
a
hearing,
the first
and
it is
and
against
authority
every
factors
the salesman.
those
as
of
what
enumerate
strange
by the
the
and
of
to
"
men
that
confidence
should
more
man
"
still continue
than
pri-
to avoid
un-
the
the
sional
profes-
knack
of
to influence
personality or worth,
so.
"Front," however,
may
:
characteristic
a
barber,
negro
on
even
clothes, dirty linen, and
common
run
or
nearly
two
as
seems
good clothes
the average
most
importance, at this stage. Some
It
gambler,
for
these
men,
sales-
to make
ofif,"is
him
been
having
factors, appearance
two
work
unbrushed
in
whom
man
chance
a
fair
a
that
mary
possessed
study
to
made, it is from
secure
is remarkable
Selling
him
concerted
dis-
expert "closers."
are
been
the
salesmanship places
in
wise
no
of the
me
close
who
men
that
held
Factor
be in
This, by many
the
difficult,because
selling. "Give
of
object
as
that
shapes
consequently
will
work
something
pre-approach
to be
personality, start
a
the
for
of many
the
moment
ofiEhis
it will enable
as
approach having
The
into
salesman
is made.
good approach
Dress
mind
approach
important, part
It
his
characteristics
information
expression
to take
extremely
approach.
to
secured, the
a
man
attempt,
to
recognizes
is
the
accordingly and
this
denly
sud-
especially disconcerting
being talked
of
to
then turns
and
either
regret. The
his introduction
he
hates
is afraid
salesman
experienced salesman
that
actually
and
the
allows
and
is
the
indication
an
busy
This
but
man,
desk
length of time
him.
upon
it
his
at
be said
to have
this
disad-
44
SELLING
taking,
as
it determines
to have
an
interview, whether
chance
or
not, and
of
landing
There
is
the
customer
that
in
about
"
has
be
to
no
submitted,"
for
the
salesman
the
old
herbalists
but
there
as
poison,
^^
to
the
If
reply
to
make
the
has
what
The
entire
the
him
to
as
finds
man,
himself
and
right
instantly
for
that
swer,
an-
education,
It
question.
is
there
failure,why
if success,
of
the
his
no
perience,
excan
up
move
failure?
success?
sale is the demonstration,
a
ordinary
successful
ground.
sure
upon
why
swer.
an-
know
of chess
making
knows
the
made
coming
If
that
that
circumstances
important,
it is here
which
be
can
look
one
ease
dis-
no
it is true
his
of
that
game
third step in the
his
not
is
herb
or
has
does
its counter-move.
is just
salesman
that
amount
similar
there
reply that
a
here
house.
it, so
but
under
and
judged
hardly
is
what
approached
one
plant
for
in
a
ment
specificstate-
a
that
some
it is for
In
his
hold
is
upon
again, applied.
the
or
intuition
learned, and
chat
"
salesman
a
focus
and
that
is
salesman
to
be
antidote
an
there
Vital
And
fact
it may
from
vary
may
sponse
re-
plied
im-
or
express
interest
"no
or
or
in
It
on.
time
is
but
counted
statement,
j^g
be
be
in
able
consider-
holds
either
"
is
that
and
himself
always
objection
An
heated,
or
what
He
even
Just
to commit
going
first remark.
general "busy"
a
prospect.
is not
always
cessful
suc-
has
salesman
the
not
or
thing certain, however,
reserve.
can
"
the
one
the
to
whether
will be
interview
the
going
is
the salesman
whether
goods,
and
He
has
all is clear
sailing.
One
trade
ago,
of the
in the
and
old
Middle
following
time
salesmen,
West,
that
who
beginning
vocation
for
used
some
to sell the
thirty years
several
decades,
A.
used
his
as
did
not
motto, "I
make
his
his customers
to
demonstrated
kind
Lincoln,
it is
thing.
a
study,
in which
by one,
what
it meant
what
of
of the
can
that
he
mind
is
in
may
be
his listener
; the
chain
in order
to lead
to the
lead
to
but
to
his
lutely
abso-
ary
judicito be
the
absolute
immediate
and
matter
far to go
mind's
and
curacy
ac-
general principles of
include, and
eye
the
will
make
in
in
making
what
to
chain
of
that
clude.
ex-
dence,
evi-
fabric
convincing.
for,
that
known
facts
must
be
taken
as
in
arranged
"
the
the
demonstrator
it is desired
conclusion
of
knowledge
by the
which
statement
one
one
proposition,
a
of demonstration
from
of
Iowa
with
an
imparted
conclusion
exactness
realized
proposition
a
just how
called
proposition
can
to
fashioning
is
as
the
exact, logical,and
Exactness
Euclid,
of the
first,to prove
what
see
to
was
proposition.
determines
hand, knows
He
it
reasoning.
who
demonstration,
of
then
he
judges
demonstration
roving
beginning
what
problems
a
Second, to apply
by
in
know
that
eminent
it means,
SeiUne
and
the
to prove
salesman
The
sales.
careful, conscientious
of
up
He
customer.
tion
personal demonstra-
not
did
legal problem
chain
a
this
means
most
He
got right down
his
the
himself
regards every
by
he
By
satisfied
proved
He
touched
makes
he took
of the
good."
you
related, early learned
he
One
do
it.
do
him, and
study of law, that
prove
his
could
that
to
general, either, in telling
which
it to
is the
the
he
how
45
here
am
statement
vital affairs
the
MACBAIN
L.
to
logical
a
mise,
pre-
to establish
;
logical order
convincing
of the
hearer.
One
made
of the
is in not
mistakes
in demonstration
completely proving
what
that
is often
it is set out
to
SELLING
46
demonstration
The
prove.
shortened
just
up
usually
Proof-
It Means
j^^^^j^j^
will
prospect
demonstrated.
A
connection
in
will
to the
slurred
it is not
machine,
various
to
intensity
be
to
unable
making
with
the
that
knowledge
points
easy
in
the
same
and
whose
the
sufQcient
to
it be
though
salesman
hard.
a
a
man
machine
a
naturally
does
confined
to
of
up
swings
to
call for
not
does
as
dressed
ad-
stand,
under-
may
is made
demonstration,
been
has
be
to
is used
who
promoter
it is
becomes
pre-approach
who
as
begins
Here
terms
in
experience
a
strated,
demon-
necessary
is not
transactions
treatment
same
of
to whom
with
expert mechanic
A
cogs.
large financial
the
in
instance, only that
for
the
to the
works
and
An
stance,
in-
demonstrator.
obtained
great value.
For
being
thought
of
demonstration,
a
simplicity
one
are
mind
his
train
for
being explained, even
is
to the
perfectly clear
wheels
the
stration
demon-
a
eflfect lost.
machine
focus
to
carry
what
comprehend
In
of the
functions
make
thing
uncommon
an
simple
some
working drawing
the
of
explanation
^^^
being
is
of their
entire
the
what
of times
because
over
other
^^^^.^ ^^^^
^^
which
is
eon-
the
On
follow
links
and
demonstrator,
in the
of
various
be
must
case.
^^^
great number
the
be
^^^^ ^^
^^^^^
thoroughly
not
that
stating the
in
time
possible, as
as
element
an
sidered
what
the
much
as
be
must
proposition
the
of
sales
a
over
man
the
counter.
The
across
as
he
used
fact
those
is
that
who
a
nearly
are
himself, makes
most
to
and
important.
an
actor
is liable
man
than
the
as
time
any
posted
on
a
to
is
to be
the
nothing
prompted
eflfect of
more
from
an
run
subject
style of demonstration
There
nothing weakens
well
at
to be
certing
disconthe
ence,
audi-
attempted
A,
than
sale,more
knowledge
The
of
a
MACBAIN
L.
to have
the
subject
than
chances
of this
listener
the
discussion,
to
specific statement
but
to
open
the
After
is
as
The
fact
the
and
in
the
this
the
as
that
the
close
for
It is
to
though
as
except pass
books
this
in
to
in
answer.
should
to
his
The
solution,
to
so
a
may
a
problem
its proper
salesmanship,
be
main
close.
however,
he
common
un-
thing
any-
is weak
The
part
"I
of
do
can
fact
leads
text
my
I
excellent, but
he
tion
demonstraas
a
from
salesmanship
have
can
approach
Just
that
he
says
an
scientific
will
can
self
places him-
salesman
Not
sale.
a
anything
understand
demonstrated
in
no
do
can
close.
proposition,
with
regard
counts, often
say,
are
tory
satisfac-
a
that
satisfactory close.
a
mathematics
It is
in
close.
approach,
It is
"I
means
I
suitable
together
leads
demonstrated
say,
paradoxical light when
correctly made,
"
to
is the
recitations
a
plete
com-
the
salesmen
sale.
a
as
examination."
Given
close.
as
the
in
of
examinations.
same
no
"
that
simply
that
student
my
an
in the
not
a
made
prevents
only part that
think
or
preliminaries
done
reason
well
as
perfectly,my
stand
not
This
is
matter.
working,
often
salesman
a
is the
salesman
been
difficult part
most
preliminaries
the
the
is little
there
been
work
"
The
energy.
convincing, but
unsuitable
imperfect
except close."
his
wastes
objective point for which
has
that
probably
thing
in
the
demonstration
is
close
is
has
salesman
The
""
general statement
more
demonstration
^^^
Important
by
digressional
of
possible, comes
All-
lessened
interpretation and
introduction
be
may
The
only
exact
more
a
salesman.
discussion
and
is not
one
of the
danger
betray
happening
avoiding general statements.
open
47
mise
prebe
may
every
the
orem
the-
lem
prob-
correct
absolutely impossible to sell every
man
48
SELLING
approached,
but
that
sold, and
be
may
there
point is good
When
in the
the
salesman
the
old
is
the
goes
at
or
to
All
his
which
on
proposition
be able
the
must
grips
well
will
It
poor
day.
good
run
when
there
of
More
have
a
cai'ry
be
is
luck
is
no
than
love
for
It
in
come
talk
the
salary and
from
a
the
after
sale
the
men,
staple sales-
to sell
constantly
a
The
man.
man
No
fund
constant
a
how
matter
well
how
matter
it,no
apply
of
good
a
salesman
a
what
per
cent
eventually closed, the boys
with
complete
a
is
that
knows
It is
bright side,polishes up
the
all
else
his
work.
the
optimism
of
knows
to-day, when
continue.
will
line
that
optimism
than
that
that
a
optimism
the
a
present
dark
that,
side.
must
the
petty annoyances,
continual
morrow
to-
to-day is
traveling salesman
The
as
atmosphere
of
buff
re-
experiences, is not to be paid for
expenses,
love
out.
above.
require
optimism
traveler
him
thirty,sixty, or ninety
matter
better
physical discomforts,
that
of
specialty
draw.
no
are
samples.
as
sale,"
specialty salesman,
set forth
to demonstrate
prospects there
a
trade, satisfy them, and
to
be,
may
terized
charac-
into
to
left
regular period of time, has three
of salesmen
classes
the
obliged
is the
other
some
tain
cer-
be
be
not
man
a
not
territoryevery
do, study
optimism
may
should
may
methods
not
are
as
his
over
of
principles of sellingas
the
of
careful
the
are
latter
a
it is trite.
as
audience
changing
things
that
"talked
methods
similar
only the
days,
be
true
as
are
very
who
Having
should
is
Such
and
the customer
possible time
at
effected.
adage, "Stop praising the goods
made,"
prospects
of
ratio
only keeping this ratio
salesmanship
abrupt.
the
ceiiiiin
a
close is made
shortest
as
is
of the
or
commissions,
even
work
of
selling.
but
must
CHAPTER
VI
ENTHUSIASM
BY
IN
WALTER
Viee-President
COTTINGHAM
H.
General
and
SELLING
The
Manager,
Sherwin-WilliamB
Company
Work
the
hustle
"
watchword
of
blind
But
things
done
his
work
his
use
steam
He
has
his
inculcate
his
the
gather
Only
system
a
fullest
The
top
to
under
draw
him.
into
iron
lodestone,
earth
"
where
in
is
the
it had
his
lain
he
can
and
that
will
from
the
power
for
49
ages.
of
infect
cure
se-
a
ness'
busi-
within
the
man
ordinary
shoe
horse-
another
shoe
horse-
against
the
magnetized;
its
he
can
spring
he
can
it
of
"
head
the
and
beginning
got
late
regu-
force,
something
natural
transform
be
to
striving.
only
magnetized,
which
whereby
into
a
by rubbing
can
order
first
must
fountain
have
can
the
He
plan
a
his
Then
on.
third
back
away
a
a
:
is, by
from
must
magnet
already
in
"
it.
that
who
You
a
from
"
paniment
accom-
organization
precisely, accurately
enthusiasm,
himself
striving
solve
devise
returns
man
bring
enthusiasm
fruits
automatically,
the
of
of
spirit
best
by
work
to
ambitions;
own
the
advantage?
problems
two
be
getting
"
spirit.
his
unwasted
to
to
executive
into
system
"
is
man.
hustling
liable
are
the
thought
business
high-pressure
shall
that
"
undirected
"
these
"
this
then,
How,
American
work
wrong
of
into
the
done
things
get
"
second
but
somewhere,
process,
direct
piece
there
from
was
mother
50
SELLING
So
in
with
far
a
him
enthusiasm
the
of
corner
by the district
is infected
the
the
general
of itself is
puts "go"
into
within
executive
an
he
others?
in
long
Inherent
the
aim
Man
Let
He
must
there
a
the
even
world's
a
be
in him
danger
star
player.
thud,
running
leaping
risk
of
boy who
his
maker
of his
in
"
he
be
in
of
in
his
to
boy
game
be
a
the
the
He
must
brutality
make
never
a
line
with
an
ache
with
a
a
business
sell.
back
back
condition,
to hit the
fierce
joy
at
even
pulled down
who
make
to
Going
from
head
the
prize winner
this
takes
"
strength
wants
buy and
and
an
money.
the
he
all, have
tackler's
Such
utmost
of
as
gain
doing things,
reach
who
of
in
of
to
thrown
midair
is the
love
even
field; he will
backbone,
that
joy
infect
never,
spring.
sake
is eager
waiting
the
"
shrinks
and
that
for
the
like to
boy
a
being caught
ground
head,
spring buried
achievement.
first
football
the
frozen
So
The
but
spirit that
himself
the
wants
for
must
though
over
he
must,
; he
down
the
this
because
"
in order
"
of the
even
fountain
success
put
to
race
Many
and
a
great
trader.
a
and
because
business
instinct
for
desire
step farther
of
man
the
find
highest
enjoys his work
"
be
working
game
the
of it
sales
president;
emphasize
he
willingness
he
success
in
be
and
because
the
the
play
must
spirit
is
he
as
bring
not
the
the
enthuse
me
alone, will
will
manager;
or
tap
may
EeaiEnthuaiasm
agent
organization.
by which
him
district
spirit from
must
top
into
division
constantly bubbling up
the
shall
How
the
manager,
the
at
up
; the
him
of his
catches
manager
somewhere
which
agent above
pumped
it
has
country
salesman
The
business.
a
by the enthusiasm
division
manager,
in
to
in
the
the
becomes
a
point-
his
a
man's
team.
business
"
in
order
to
do
best
52
BELLING
is that
they will
the difference.
sane, and
Put
they
top that
he
As
the
delicate
a
should
thus
are
human
of human
vagaries
nature
this
adjust
factory
eral; he
theMark
for Each
Man
before
g^j^g
him
in
otherwise
he
of
The
facts.
proper
will
small
keep
weekly
the
cofidensed
should
limits.
reports,
touch
with
him
to
and
to
years
monthly reports,
;
allow
of
comprehensive
Daily reports
should
show
the
any
Daily
product
output
the
men
happenings
of
at
the
from
number
of orders
and
traveled.
any
a
each
of
conditions
previous
broad
and
and
derfully
won-
kinds
comparison
;
tween
be-
months
perspective,
comparisons.
product
work,
in
Daily reports,
:
manufacturing
in the
reports
sold,
territories
of
give
analyses
the
from
number
unusual
record
the
to
three
mass
ment
depart-
a
conveyed
of
is
classified;
of
current
those
present operations and
gea-
placed
confused
head
make
a
that
be
and
have
first
of the
is like
a
"
men.
the
head
must
function
own
allow
to
The
be
can
should
He
in
manager
the
that
of
brings
with
have,
fillingits
reports, each
to
form,
information
involved
force
details
the
what
out
everything
be overwhelmed
business
or
sales
g^^
^^
tion.
prepara-
sensibilities
know
must
the
at
man
elements
system.
of the
or
measure
and
figure
to
organism
and
their
hustling ability.
the
"
delicate
necessity for organization
Determining
the
requires study
thing
There
be.
join in
will
show
so
their
this
legitimate,
"
gratified beyond
be
it and
said,
I have
To
will
underestimated
It is
aim
it,and
bounds
all concerned
splitting
in
their share
goal within
and
"
only pass
can
than
more
the
probable
efforts to reach
if
do
department
and
ment,
depart-
information
of
plant.
sales
department
should
received, quantity of each
special information
from
the
WALTER
Weekly
reports should
for
the
days' work
the
previous
six
Then
show
elaborate
more
for
The
each
monthly
factory
product,
with
each
secured, days
work
at
in
With
knowledge
each
as
with
former
coordinated
With
and
this
him, the
which
and
"
has
vital
much
as
than
more
all this
information
all
put
gether,
to-
is properly
knowledge
in
hold
the
and
such
obedience
^^^^
chief
required.
be
may
done,
related.
necessity
next
visited, new
special work
booked,
private
business
to
cost
territory, towns
in his mind
because
sales
Monthly
goods compared
system, the
a
compared
all
of each
information
such
each
sales
secured, orders
other
for
expense
territory and
each
should
in detail
show
line of
of
expenses
any
of
reports,
reports
output, and
reports should
territory and
accounts
week
same
period of the previous year.
department
and
information
same
with
compared
compared
same
years,
the
show
details.
output
department
with
the
fuller
the
53
year.
come
showing
COTTINGHAM
H.
his
commands
"
gives
is per-
organization
an
to
it
that
not
the
Enthusine
the
obedience
Whole
Organization
of
^j^g obedience
who
has
the
obedience,
striving until
work
touched
it
knows
his
into
the
he
iron
is
which
their
business
business
little
a
has
force;
his
until
not
horseshoes, have
to
his
spirit of
the
the
set
another
though
Even
they
one
better, and
perfected
not
instilled
tyrant, but
given by
little better.
a
chief
has
to the
comes
know
their
knows
they know
of
who
intelligentmen
man
which
who
he
system
tic
enthusias-
lodestone
power
has
within
them.
I believe
of
place,
there
are
simply
instilling enthusiasm
there
is the
factors
two
into
personality
a
and
force.
the
in this
ter
mat-
In
first
the
ability of
the
54
SELLING
the
at
man
and
sincere
game's
in
and
develop them,
He
The
primarily
the
of
meaning
subtle
force, and
and
them,
them
all "handle"
above
and
"
cerity
implies sin-
that
confidence
gains
that
of
manager
a
judge them, influence
No
the
from
have
factor, then, is the
first
manager.
rules
a
of
because
is
beating
the
incentive
the
away
manager
be
salesman
the
in
these
of
another
the
He
territory
is
forces
where
the
of
manager's
the
fact
that
that
concern,
he
takes
meet
next
the
the
to
competitive
same
interest
some
but
plays only
must
with
A
of others.
his work
the
That
him.
part, from
ranks
salesman
elements
The
in
standing, of course,
competes
foreman
above
I
as
man,
a
it the
fellow.
furnished.
him, and
But
this, aside
for
such
in
are
ahead
private in the
company's
in that.
the
the
must
from
of
other
comes,
his company
pushing
To
down
the
spirit of competition.
there
the
beating
liking for the game
he
is the
factor
game
winning,
of
personality
them.
second
is
game
laid
be
can
general characteristics
discussed
The
in
for
cooperation.
and
is
is
must
that
tact
and
earnest
original stream
the
have
manager
things.
in
be
must
him.
successful
handling
he
player of the game
a
must
not
"
and
he
that
said
work,
within
The
train
his
that
sake,
enthusiasm
men
I have
top.
that
is far
small
a
competition
his;
foreman
with
ment
depart-
one
on
part
the
floor
competition lies;
competitive
spirit
must
tween
bebe
aroused.
in any
other
greater danger than
part of the system. Bitterness, strife,jealousies these
better there be
with
walk
too often
competition. And
Here
there
is
"
not
competition
than
to
have
these
accompaniments.
WALTER
If the
COTTINGHAM
be
made
competition
conducted
in
intention,
not
of
H.
having
of
be avoided.
so
sports,
must
be
weak
man
will
use
in
of each
will
"I
the
The
basis
best
tion is Made
Ab-
as
BolutelyFair
that
reached
be
with
number
can
this
then
at,
the
sales
and
"
the
for
basis
mark
the
for
sales
"
for his entire
the
careful
A
in each
should
entire
all districts.
and
sales
the
and
ment
state-
customers.
of present
the
business
figure is
for
which
"
the
"
division
and
all
mate
esti-
an
salesman.
manager
for
tory,
terri-
list of present
a
this
district
ord
rec-
show
carefully compiled
the
into
ally
economic-
and
of towns
by individual
on
partment
de-
closely
as
be divided
unworked,
and
of all territories
manager
i
should
possibilities. When
mark
the
different
all the
work
Reports
information
it makes
the
aggregate
of
prospective customers,
be made
unworked
divisions
worked
present business
With
"
of the number
and
customers
the
live sales
a
conveniently
population.
towns
what's
advance.
be most
kept
the
of
of
in
salesman's
a
possible in
can
man
intensifies
by railway transportation.
should
comes
of
results
pjj.^^^^j^^ country
territories
and
the
eti-
Com
"star"
so
chances
competition
for
f^^tures
Ho
why
hustling.
estimate
is to
The
the
so
anyway,
anyway,
the
Evening
increases
sport and
head
study
done
is not
'star' man?"
the
at
capped
handi-
are
careful
most
excel
gers
dan-
intensify the
If this
not
can
the
be
hustling?"
of
"I
say:
these
horses
and
the
handicapping.
another, but
then
"
chances
to
try to beat
:
the
even
confessed
the
beat
man
if it be
even,
with
certain
as
competition
will
say
Just
and
man
one
this
given
I
should
to
as
so
fair
friendly spirit and
a
bringing the best out
can
55
rived
ar-
Then
is the
ager
man-
for the general
territories,all
SELLING
56
The
the
secure
be
fair
the
and
chance
the
as
If the
with
man
with
man
involved
sales
should
The
of
of
cost
these
Gain
of
factors
in
be
to
that
the End
of the Game
jj^^j^
of
of these
factors
to
according
his
a
competition
man
harder
The
on
a
are
like
if he
knows
of
a
business
we
their
of
may
giving
there
a
increased
other
he
substantial
willing
business.
man
his
from
The
to
be
he
will
be
paid
can
for
not
with
sults;
re-
for
each
on
all his
centages
perWith
man.
However
just
the
also
of this?"
divide
each
work
reward
men
of
reward.
a
a
assigned figure
this
of
of
count
cent
per
for
up
might
for
cent"
per
count
addition
must
will
60
making
sales
certain
a
sales,
would
^^^
standing
game,
assign
given
to
The
final
footing.
is
far
or
going to get out
house
each
results.
the
gives
this
near
be
thing
one
expense
give
"
is to
j^^jj j^
^^^j.
Then
cent.
per
of the
factors; gross
might
is, this
percentage
10
scheme
these
of
instance,
TheEeward
at
each
to
percentage
orders; the
of
some
are
the
appointed;
considered.
practice the best
In
visited, and
towns
agents
these
"
lowest
the
get good credit.
cancellation
territory
a
gross
important
most
should
new
and
complaints
of
debts
bad
of
number
secured;
number
sales
to
expense
siderations
con-
percentages.
securing
man
previous years' business,
over
orders
factors; the
minor
other
mere
up
is the
business
securing
percentage
the
given place in making
be
same
one.
selling besides
in
the
perfectly just, the
is to be
award
will
competition
unlimited
an
can
estimate
field has
limited
a
who
see
If the
good judgment, the
with
at
is to
gain.
of
largest percentage
is arrived
then
fixed, the aim
estimate
a
little
effort.
extra
puts the affair
ask
They
them
then, "What
will
the
see
that
rewards
WALTER
As
that
however
the
I
the
"f
not
worker
have
within
said
faith
in
the
best,
or
Hypocrisy
salesman
not
believe, who
it is
who
is
others,
The
salesman
carrying
is the
the
believes
that
quality
he
for
you
be
to
his
not
goods
his
in
does
specious
ments,
argu-
be
must
dacity
men-
You
in dealing
with
position
And
permanent.
necessity in building
you.
with
a
nency
perma-
eflflciency
an
up
not
can
insincere
a
must
ability, but
dealings
regard
as
he
developing,
be
to
to
business.
what
house.
compel
which
business
own
sincere
does
poor
his
in
only
of
are
talking.
is
any
talk
uttering
instead
he
they
upon
base
poor
enthusiasm
spirit unless
a
foundation
always
with
chief
he
have
constantly
not
whom
man
such
salesman,
a
with
house
speaking
enthusiasm
up
selling characteristics
chief
transactions
a
have
a
must
surely degenerate,
expect
must
rotten
a
enthusiasm;
his
high quality.
been
work
man
a
they have
is
The
in
I have
to
goods, unless
that
such
order
not
can
his
whose
in
others,
He
has
"
sell,which
to
of
are
hypocrisy.
on
has
centive,
in-
this.
for
reasons
that
in
him.
build
make,
spirit that
the
good
are
striving
for
salesman
to
the
strong
built
be
thought
aroused.
There
I
the
has
how
see
be
can
which
goods
however
not
can
the
emphasize
to
system,
enthusiasm
factory
can
the
good
real
Unless
I wish
postscript,
a
57
COTTINGHAM
H.
instilling enthusiasm.
Most
in
important
which
make
to
game
have
you
gist
a
nutshell
"
the
and
merit
and
of
all, selling good
faith, goods
world
better
satisfaction.
that
that
"
Here
begets confidence,
enthusiasm
you
conquers
goods,
think
gives
is the
the
are
world.
ing
go-
whole
thing
confidence
the
goods
in
begets
a
thusiasm,
en-
VII
CHAPTER
WRITTEN
BUSINESS
THE
SALESMANSHIP"
LETTER
BY
GLENN
President, Natwnal
The
of
is
the
the
to
A
the
as
a
business
of
create
recipient
to
in
words
other
before
has
has
and
with
suspicion by
cool
his
and,
the
the
heels
in
restricted
chances
of
and
men
trade
of
"
pose
sup-
"
tor,
solici-
personal
the
from
seal
the
by
the
oflSce
the
in
sense)
is
has
been
acted
to
being
man,
the
see
viewed
and
left to
business
letter
secretary
oflSce, C's
dium,
me-
his
on
time
had
or
favorably
58
call
to
"
form.
selected
a
the
want
wi-itten
solicitor
boy
outer
are,
has
which
lead
stimulated
its
solicitor
buyer
while
the
in
bearing
latent, and
or
stricted,
re-
ful,
tact-
signature,
advertisement
his
sent
to
its
those
missives
one
awakened
his
in
term
designating
"
salesmanship
"
advertisement
(note
the
prospective
the
of
C, solicitation
and
mean
sense
develop
or
gratify
B
and
I
personality
if A
Now,
hands
class
the
business-compelling
desire
the
advertising,
ment
treat-
firms, A, B,
lines
publicity
means
the
the
at
certain
a
a
in
than
certain
of
general
impressive,
stamp
of
letters"
its
not
the
trade
as
letters.
"business
By
letter
If three
men.
means
Company
receive
factors
of
B, publicity by
of
shown
managers
takes
means
better
business
secure
business
say
business
selling
progressive
C, wish
the
of
nowhere
various
Machinery
Concrete
importance
selling
NOBLE
S.
read, considered,
upon.
It
haw
SELLING
60
stituted
still
though
"
"postage
stamp
standard
that
to
necessary
not
does
not
in its
requirement.
business.
It is the
the
of
that
essential
is
of all
of all
mercial
com-
Indeed, the formula
the
of all the
sum
To
able
vari-
cally,
put it mathemati-
methods
That
man.
potential
and
be
he
thoroughly
a
has
sults
re-
better
than
"
spondenta
but
seldom
convince.
must
major
of the
make
A
in
It is
human
each
attention,to
the
of
To
and
rear,
that
for the
be abreast
the
telligence of
the
of the
that
business
the
the
or
leads
one
final coup
course) and
naturally
of
intuitive
requisite,
A
man
thoroughly
not
and
to
sell
nature
inducing
one
is of
the
licited
so-
acquired knowledge
the
correspondent
addressed,
manifested
from
to
getting
in the tactful
(not forgetting the
form
of
things
fact.
human
interesting and
an
phrase, "simply sign
does
convincingly,
tendency
step easy
the
sense
of
the
manifest
a
he
knowledge
importance
buyer.
is
what
of
fluently
understand
writes
will surely
written
one
write
may
he
which
else the
of
superficial knowledge
a
Salesman
his
elements
factor
one
correspondent
informed
"
the
for existence
is that
business
that
demand
".
a
results.
==
modern
Both
the
by
measure
It is the
equal results.
shall
y
is
is results.
business
successful
+
for
great essential
of
one
cause
very
This
relations.
X
or
first
there
invariable
factors
may
"
standard, 1. e., invariability.
a
methods,
for
the
possess
business
advanced
judge
is to
salesman"
rules
lay down
or
invariability is
if
But
judge
to
Therefore,
stage
of business."
methods
"advanced
be called
formative
their
in
mittance,
re-
return."
events
current
writer
is in the
procession
"
to show
front, not
is desirable.
public is being rapidly raised
easily
at the
The
in-
by the
GLENN
innumerable
forces
Your
is
letter
that
it
class
and
a
measures
S.
of
NOBLE
61
education
part
of
well
and
that
forms.
its various
in
educational
force
others
favorably by
see
"
of
its
scope.
These
others
factors, and
the
salesman
from
his
employer's postage
he
writes.
and
the
be
To
of
art
and
time
of the
rewarded
pushed
by
entiate
differ-
wastes
both
ment
accomplish-
that
the
to whom
letter-writing
small
no
of
upon,
one
of
for, and
slice
a
of the
craft
is
salesmanship
be
who
man
the
master
to
one
the
and
touched
not
will
fruit
be
ably
suit-
known
as
"success."
The
bristles
that
letter
is
personality
of the
writer.
with
the
personality
It
of
business-compelling
figuratively
the
reaches
half
a
of the
the
Integrity
the
test
and
is
letter
"
integrity
by which
of
is
reaching
as
wheat
for
the
hand
and
To
this
do
something
undeniable
and
by which
Much
favors
more
is
"
the
chaff
business
every
is this
so
the
by
that
others.
all
from
separated from
is
the
ness
integrity,busi-
is
whole
a
respect
ever-ready
true
means
correspondence.
in
letter-writing.
and
courtesy
the
tact
Their
through.
so
enthusiasm
tact, and
Courtesy,
is
out
measured.
out
grasps
letter
unmistakable
the
light.
indefinable
eventually the standard
proposition
when
that
stand
the
said.
are
reflects
It
confidence
business-compelling
respectability,or
makes
and
his
words
dozen
a
out
fairly
does
diamond
wins
recipient and
before
basis
the
as
that
one
to
There
knowledge
all doors
that
too,
person
a
who
seem
so
to
much
is enthusiastic
who
reasonable
of
before
over
and
men
well-timed
open
for
those
are
any
carry
definite,their overtures
placed
do
and
them.
his
tiveness
effechave
sition
propo-
things
suitably
Then,
business
"
SELLING
62
who
does
in
the
the
fall
motor
belief
the
so
there
business
it is the
convince
where
a
it the
his
position of
then
has
who
here,
but
trains
it would
be
The
mind
but
it will
To
the
he
writer
who
reason
is
What
may
a
longer
entire
Yet
it
now
enemy,
in
his every
his
for
man,
plies
inquiries,rea
definite
I know.
idea
in
And
clinches
and
quest
reone
he
right principle.
The
it with
salesmanship.
an
unknown
of
leading
business
letters.
Say
list of
some
not
men
of
one
so
names,
business
men
the
in
quantity.
this letter is taken
"puller,"then
leryman
artil-
bear
ever
land
"Make
it is the
and
an
ask,
reasonably expected
certain
the
to
good salesmanship.
business
of
The
letter," is the slogan of
this
master
object is
direct
then
and
he
ship.
by marksman-
not
does
that
fact
wing
to sell and
of
in every
because
be
^Trying
for
the
letter
pointing
than
for business.
but
hammers
then
who
must
successful
it win
no
of
get his
to aim.
luck
now
because
be
business
most
is
by good
all this
makes
a
steadfast
a
his
"
guess,
and
now
end, may
reasons,
for
move
future
the
at which
something
has
not
do
or
of
he
mind
in
piece by
his
more
to that
energy
As
been
not
can
to
salesman
correspondent
that
oflfer.
the
work
to
a
mark
a
there, might
now
better
represents.
in the
He
enthusiastic
having
firm, and
correspondent goes
out, by keeping constantly
sell.
less
scheme
man,
The
stands
thing
best
electricityhas
the
business
of
in
much
a
until
best
is back
he
with
run
himself,
in
knows
down
not
can
furnished,
until
will
world,
would
man
who
think, but
not
It is the
houses
ten
a
proves
to
standard
on
and
to
sults
re-
tice
prac-
try out
are
reducing risk
will go
to
letters
them
as
line of
a
pared,
pre-
be
a
used
mum.
mini-
day after day
GLENN
dictating
"pull"
the
and
take
man
the time
Let
letter
that
one
try
one
with
wrong
be
hunted
letter
the
as
seconds
the
latter
will
pages
in
be
read
length
whatever
then
every
if his
pet
is the
"
something
be.
it may
city
something
is
That
the
man
length
but
few
a
while
effort
it one,
three,
carefully
put away
Perhaps
same
has
one
individual
carefully, be
and
there
remedied.
your
let
money.
buyer, yet the
to
them
phrases
results
busy
country
devote
to
be
down,
writing
are
you
the
of
ence.
correspond-
find
well-rounded
in
to
his
and
letters
produce
not
something
"
must
do
his
the
really brings
If letters
with
experiment
out
this
remedy
To
not.
to
him
the
"
do
certain
though
letters
same
others
63
S. NOBLE
the
five
or
to be
read
again.
The
broad
two
fall are,
(1) the
for
Speaking
soliciting;so
trying
guise
of
on
being
by
the
part
of such
sometimes
victim.
is
For
written
as
a
follow
system
amusing
instance, just
barrel
to sell
us
a
useful
an
article
of roof
that
be
be
to
believe
on
a
in
under
the
not
help
my
views
up
artist
:
of
some
provoking
a
us
can
they
to the
Cleveland
in
the
aggregate
your
satisfactory but
You
paint.
would
watch
present
loose
all let
store:
sometimes
at
sonal
per-
place in
follow
a
system
may
and
to
at
can
expresses
to
us
up
all its batteries
turning
which
letter
not
I
the
its
man
a
university book
a
of the
developments
are
a
interesting for
is very
on
communication.
up,
of
letter
letter.
in
has
I do
But
letters
form
letter
a
letter
bill.
form
a
of
followed
manager
"It
results
off
writing
form
hand
personal
a
here
quoting
the
has
palm
to
The
one.
which
believer
firm
a
am
If it is worth
personal
a
I
into
letter; (2) the
personal
myself,
letter.
it be
classifications
an
firm
attempt
imagine
college book
how
firm."
64
SELLING
this
By
of
the
I
circular
that
it
should
that
it
is
in
The
the
the
be
the
While
and
future
art
of
writing
studied
also
times
afford
and
and
art
will
and
develop
to
as
demands.
along
As
studied
scientific
selling
such,
as
salesmanship
written
"
occasion
so
discrimination
salesmanship.
an
reduced
follow-up
employed
is
use
letter
of
as
letter
distribution.
its
that
fact
very
form
it
not
do
fact
"personal
the
that
personal
recognized
letter-
of
fact
who
or
as
the
future
the
those
the
of
lines
be
of
by
make
the
the
Indeed,
to
the
make-up
its
to
abused.
usefulness
emphasize
to
mean
tends
because
same
comes
be
misused
extensively
but
the
underrate
to
mean
not
uncertain
either
not
letter,
effective.
more
is
do
will
"
a
basis
as
II
PART
SELLING
HOW
IN
IS
VARIOUS
EFFECTED
LINES
: J.
68
SELLING
acquire the best sellingargument
men
in
the
as
people extends
ploited.
the
a
up
Here
I
as
This
reduction
supply
and
here
the
in
I
new
the
to
in
the
lumber
for
other
they
unex-
with
compared
opportunity
As
yet
advantage
trips, on
and
still further
a
factors, labor
are
ous
conspicu-
as
located
once
industrial
an
with
the
could
be
made
field and
by
an
of the
idea
to
in the
of
sell to
unknown
and
proper
the
standpoint,
special character
began
grade
a
both
on
pioneer,
the
as
the
East.
from
made.
the
have
factory site is
of the
field
a
tariffs,as
save
price.
in the
as
environment
What
will
gives the
in
in
of
taste
of
wants
shipping advantages,
When
be
I
manufacturer,
piano.
bare
trade
new
the
and
grows
the
again
freight rates,
eastern
West
beyond
build
can
ableness
reason-
"
price.
Second,
I
known
mination
deter-
product
making
best
must
pianos.
advantage
untried
facturer
manu-
?
This
me
as
a
to
of
theories
two
character
all there
you
well
may
as
real
We
adopted
location
in the
means
latter
Middle
the
by
itself to
or
same
as
other
many
of
a
the
tion
determinaYou
hangs.
small
high price
to
"
class
of construction
and
On
may
and
output
the
cater
you
of the article.
the idea
the
product
a
elegance
quality
prices,which
which
yourself for
that
is in
follow
on
sales
mgans
as
of
limited
Grade
Product
wants
offered
stoves, ranges,
reimburse
Determination
the
making
one
are
the
of
"
that
goods.
There
of the
problem
next
looking for profits in pianos the
man
it would
lines
the
was
which
which
finish,
the other
hand,
erate
large output through mod-
small
of these
profitsand
large sales.
policies because
West, where
utilityis
of
often
our
sac-
JOHN
rificed to
of the
and
the
gave
ago
until
now
quick
the
would
great middle
Long
if
ultra-fashionableness.
that
product
I cut
is what
idea
give
to
"^^^^ which
ludividuality
This
of
uct
and, second, through
which
the
prime
requisite of
to
of
a
of
same
one
make
As
makes
or
Many
them
up
devices
or
entering
lists
the
products,
and
office
has
Mention
any
provemen
special im-
attachments,
been
the
particular
some
names,
price have
on
small
a
typewriters,
Their
out.
exclusively
with
mind.
named
buyer.
and
some
pressed
indelibly im-
by repetition.
pianos
and
in
without
of the
apply
not
the
ality
origin-
some
eyes
other
many
I have
stand
us
does
keep
place in
a
article
in the
name
a
is, in fact, the
without
man
machines,
to
patented
upon
seeking
contemplates
and
selling point based
It
manufacturer
sewing
articles
know.
standing
considerations
of these
a
properly
typified in
manufactured
a
no
desks, automobiles,
be
product
young
of
hammered
be
It should
to
come
capital,who
maker
competitors,
should
It should
reasoning
The
pianos.
amount
as
line
pro-
be
so
has
your
salesmen.
world.
distinctiveness
to
it from
mark
the
time
advertising,
a
nobody,
This
money,
public, first,through
public will
of the
individuality
an
will
protected by patents.
a
But,
moderate
a
sight all the
in
distinctiveness
jjj^^ ^]jg
is
course,
outlay of
large quantities at
step, keeping
selling, is
markets
begin with.
to
goes.
next
of
in
frills
of the
lines, of
small
a
a
homes
the
grade of piano.
every
on
in
some
in different
out
desired
are
out
make
to
people
staple article
a
manufacture
returns
The
ro
class.
branched
we
the
to
consumer
we
I decided
appeal
staple article,sold
price,
69
STEGER
V.
there
look
is
alike
on
to
be
seen
the
a
vast
outside, but
difiference
open
in the
70
SELLING
make.
Here,
money
in
and
in
time
If
sales
gained will not
Whether
seller, is before
a
How
the
sively.
^^^^
and
is
something
the
home
of the
quite
capital, the
spite of the fact that
will
richest
prove
with
it you
reach
of the
cream
if the
trade
over
buying spirit must
We
the
adopted
first few
product
before
I
inlying
not
was
on
I
the
goods
nor
to sell.
the
long
wide
is
sold
was
get only the
at
not
was
was
principles to borrow
I
have
for
supplied
against my
money
at
the
the
bring
to
the
and
Chicago
Wisconsin.
and
this
time.
every
them
business
to flood
For
largely near
impossible, and,
salesmen
employ
could
cash
point.
one
methods.
about
Illinois,Indiana
with
as
Intensively,the
area.
public in and
of
Keturns
employed,
and
arm
of both
output
large scale
It
method
ficient
suf-
has
speculative.
more
in
vogue
preferable, in
is
greatly stimulated
overburdened
a
manufacturer
product
particular
advertising attempted
sections
oould
union,
the
the
and
the
combination
a
years
factory,
the
be
a
the
no
latter
the
out
circumstances
Where
method
it is
^^^^j.
field,developing
has
extensive
the
ggj^
jj^^g
upon
product.
where
field, and
this
largely
exten-
shall, during
j^ ^^g
^^jy
and
new
campaign
you
extend
gradually
character
the market
put upon
scattered
points, thus
whether
Or
intensively,depends
the
trade
be
sales
your
^^^^.^^ g^jj
factory, and
sales
widely
at
developing
Expanded
Developed
the
on
the
prematurely,
shall
product
your
Field-
it
placing
to
far
so
go
lasting.
be
simultaneously
and
rushed
are
The
own.
our
qualities,which
these
product
market.
all
general make-up
a
originate
the
Sales
I spent
piano, is where
of the
heart
perfecting patents, in fighting infringements,
securing
to
make
in the
as
duction
Proa
state
sult,
re-
in
with
the
instinct
and
piano markets,
which
might have
slow
The
one.
first
bringing
public,
a
that
Mettods"^
is the
is
whom
the
consumer,
make
the
the
was
sult,
re-
my
be
both.
This
the
is
that
In
the
to both
the
other
to
From
the
mostly
the
basis
These
methods
advertisements
saw
it in the paper
time
day
his
the
to
in
which
we
worked
The
asked
have
we
dealers, and
on
dealer
retailer
and
day.
The
the
to
confined
perhaps
inquiriesand
the
in
sumer.
con-
tising
advering
send-
consumer,
the
daily
newspapers
first
our
the
time
he
dealer,
together.
obtained
the
the
our
Chicago
on
the
manufacturer
selling to
all work
to
"selling the
advertising
whether
was
ing
advertis-
as
to the
first
and, when
dealer
in
letters
advertisements
The
dealer
to
catalogues
piano,
first
circular
to
newspapers.
the
aid
a
retailer,the
best
the
words,
of
to
always
publicity advertising, first,to sell
and, second,
determine
to
it is
end
always
manufacturers'
idea
the
be utilized
advertising. The
"
a
ers
buyAt
soil should
principle known
a
make
never
appeal
be
advertising
remembered,
Modern
is
twice."
product
of
to
large
manufacturer.
is to
advertising appeal
consumer.
will
new
seeds
advertisement
developed
the
before
too
their
question is, then,
The
or
has
of
should
return.
money
to reach
Scattering
people who
with
advertising, it
from
field
a
vertisin
ada
product
bit of fertile sales
every
sowed
and
same
sales
attempt
an
clientele.
mistake
time,
same
a
home
as
is, in advertising it, the thing
among
were
certain
a
vicinity and,
manufactured
new
avoided
does
the
of
least
at
or
factory has
in its immediate
development
game,
care.
In
the
losing
a
of the
location
value
the
proved
71
STEGER
V.
JOHN
He
consumer.
came
carried
for
buying
it.
At
noticing
the
agents.
the
direct
the
"ad"
appeal
72
of
SELLING
the
advertisement
the house, and
later, when
closed
then
bargain
a
which
by
he
the
called
them, salesman,
agreed
in
write
to
representative of
some
had
we
him
influenced
to
firm,
him
on
and
handle
to
or,
our
product.
Every
the
inquiry concerning
country,
the
enter
If
of
to
and
the
case
We
point.
inquirer
retail
own
either
the
battle
send
this
enter
sales
out
fact
in
run
the
is
campaign
landed.
to
The
dealer
The
fact
reader
the
numerous
sales
the
Sales
Force
brief
in newspapers
should
impress
and
its individuality
follow
the
the
and
the
fact
that
central
in
the
name,
small
idea
along
profits
the
sales
handling
of dealers
to visit them
problem
became
that
arises
pianos
our
necessary.
in
creased,
inThe
organizing
a
n
force
of the
the
file.
product,
make
number
^^^^
nizati
in
concern.
salesmen
Or
is entered
price.
of the
campaign
is
"prospect"
general principle, emphasizing
same
As
be
ditional
ad-
circularizing
of the
individuality,the price
and
should
name
Advertisements
the
dead
is sent
plate matter
the
sale
this
inquirer
the
This
the
to
letter
the
the
of
is removed
circular
the
and
the
In
at
begins
literature, besides
until
not,
Chicago.
in
letters
dropped
never
if
him;
to
circular
card.
card
a
territory of
business
daily newspapers.
Then
card, which
upon
the
the
the
on
in
data
within
is
of
part
any
prospect, and
other
department
for
catalogues and
to
sales
a
dealers, the letter is referred
our
our
as
upon
residence, and
name,
catalogue.
one
look
we
piano, from
a
of
product
salesmen
is
straight salary, and
variously employed
by
the
for
any
manufactured
salary system.
a
combination
different
firms.
of
sion,
Commisboth
Experience
are
has
JOHN
in
proved
Steger Piano
the
in
his
as
they
In
case
My
when
work.
year's
he
salary
chances
are, if not
short
A
salesman
has
accomplished
So
full year.
to
his
the
proves
at
concern
afford
can
the
pay,
work
and
employer
contracts
Long
case.
are
salesman,
taken,
of the
as
to
send
we
oflScial
and
for
system
his
assigned
a
gets
curse
than
collects
salesmen,
territory
canvass
just how
knowing
in
men,
and
other
well
is essential.
The
the
character
out
inquiries to
salesman
of
every
bit
of
firm.
He
compiles
his
ested
in
his
sends
in
lists of
line, which
dealers
firm
aims
to
to
the
or
We
to
his
canvass
who,
by
work
look
of
or
over
territory
of
from
proper
for
any
to
picion
sus-
any
accomplish
lists of
obtains
when
regard
dealers,
to
state
reason
case
the
information
he
they
in
territory ; second, in
simply
value
which
remarks
representative of the
territory.
to
thorough
a
visited,sales made,
not
are
results
traveling
firms
and
condition
He
another
necessary.
worked
and
agents
more
salesman
a
this, first,by requiring daily reports of
arises
an
firm
salesman.
for the
from
territory is always
demanded.
the
if
advisable,
not
to the
is bound
offer
and, in return, money
orders
positive results
are
made,
be
period ending
a
released, he will shirk
in either
end
is
his
is made
Exclusive
towns
contracts
never
should
man
show
to
We
employer.
any
our
a
for
salary
ceases
better
than
the
a
that
employer
a
more
discharge
are
idea
contract
the
gets
his
to
this method.
a
The
satisfactory.
most
is
that
however,
cases,
principally advantageous
unsatisfactory
a
he
73
employs
Long-time
are
case
the
guaranteed
a
time
a
of
is
Company
upon
with
In
basis
commission.
taken
STEGER
large number
a
straight salary
pay
V.
the
send
the
much
sales
possiblr
families
dealers.
pressure
inter,
H"
may
74
SELLING
be
induced
to
establishes
acts
as
sort
has
happens
the
Thus
often
the
up
received
number
manufacturer
often
to
the
direct.
consumer
usually is sent
A
on
time.
an
agreement
in
a
takes
small
cash
in
the
to
the
for
is
ber
num-
of affairs.
dealer
and
terms
is the customer.
pianos, he
our
pianos
of
on
to the
campaign
payment
regard
only
not
The
instruments
condition
agency
consignment
a
considerable
a
collected.
of these
the
house, he
dates, and
His
which
upon
dealer
a
sells
of
Instead
the
to
of
at diflferent
A
When
received,
reports the exact
depend
time.
on
of all moneys
use
of
consignment
a
report the sale for
the
he
firm.
the
sell
may
when
not
checks
Then
with
receives
he
money,
he has
payment
to be
paid
and
usually made,
balance
for
incorporated
is
contract.
If
of the
a
piano
European
yearly output
His
Output
to Credit
fact
that
about
one-fourth
payments.
safe
risk
The
central
who
are
the
the
not
is
our
made
one
central
as
found
on
the
case
depend
Only
time
long-
customer
a
is determined
by
of
facturer
manu-
sold
are
offices and
They
be
for cash.
to whether
which
short
American
investigates into the
agents.
far
is to
only
the
like
be incredulous,
reason
of
be told
manufacturer
fall
remainder
question
should
would
sells
sales
The
a
would
The
office
to be
plant, he
European
of
or
of
of
figures. The
for cash.
are
sales
yearly sales
^^^^^
in the
manufacturer
and
*^" Steger
Eeiation
a
regard
It
dealer
it and
retain
sold.
is
in
dealer
the
which
of
hand, number
of
towns,
new
reporter investigating whether
"square"
a
some
salesman
of
a
played
forwarding
time.
of
that
pianos,
but
visits
the
agencies, enthuses
new
a
dealer
may
He
line.
the
good sellingpoints of his article,and, lastly,he
the
to
handle
vestiga
by insalesman.
of
upon
dealers
reports
FALLING
CHAPTER
IX
OF
HOW
OFF
BY
SALES"
RICORD
REMEDIED
GRADWELL
,^
Oeneral
Manager
Manager
and
of
Salet
of
Oliter
the
Typewriter Company
The
epitome
morning
every
book
of
and
The
to
the
time
the
distance
the
secret
the
growth
held
his
from
a
leak
be
of
flood, so
in
the
within
slump
each
and
from
local
4,000
in
check
to
hole
the
Like
the
in
sales
is
dike
selling organization
that
in
making
When
I
am
I
get after
weak
dependent
upon
ofQce.
to
under
spot
the
quick
him.
needs
publicity department
at
that
stop
must
call
for
strong.
territory
convinced
town
to
He
to
of
who
boy
save
spot, quick
weak
in
secret
Dutch
be
And
weakness
just the
must
manager
the
from
home
the
off
two
or
detecting
them
company.
the
the
falling
are
day
a
occurs,
promptness
discover
to
This
from
over
territory
a
from
this
in
in
territory
time
fist
quick
help
this
in
sales
actual
the
of
received
of
me
book.
sales
fifty travelers
reports
attention
the
of
forces
and
before
placed
dealers.
the
my
that
our
a
that
fact
daily
of
daily reports
periodical
general
brought
shape
hundred
two
from
agents
the
is
day's work
of the
up
our
extracts
is
in
is made
one
of each
a
special
attention,
First,
Second,
Third,
that
I
get after
I start
the
the
the
traveler.
dealers.
territory.
76
w"rk
ia
RICORD
Ekich
of
exclusively
him,
to
He
paid.
his
hundred
in
keep
touch.
travelers
Each
This
month
quota
traveler
in
given period
show
the
upon
the
results
quota, together
placed before
believe
and
ask
this
as
traveler
for
an
must
from
our
traveler.
which
each
standing
the
to
and
estimate
is based
of the
territory,
size
also
by
its
tion
concerning
next
From
dealers
I flood
advertising
literature
the
and
which
that
orders
apparent,
territory to account
I write
time
same
to
territory, asking for informa
slump
obstacles
the
us
itself
makes
At
tell at
can
it.
charge of that
in that
the
it I
giving
not
information
in
record, is
traveler's
each
morning.
explanations.
of the
the
with
ought to get from
each
And
given
each
to
This
and
territory is
any
we
soon
I call the
each
me
when
glance
As
fifty
possibilities.
This
we
of
traveler
past record, but
its
failure
country.
his
expect.
we
only by
not
estimated
a
that
is
territory during
maintain
to
; the
He
is
of sales
his
penses
ex-
from
reports
entire
number
position, condition,
shown
as
order
the
"quota"
a
from
produce
or
whom
of
daily
the
the
represents
must
each
the
assign
I
success
whom
pretty much
cover
the
for
with
Hence
with
territory
territory includes
Each
and
basis
advisory capacity.
an
dealers, to
district,
exclusive
territory assigned
a
of that
manager
only in
field.
particular
in
straight salary
a
personally responsible
three
to
on
is the
general office acts
held
works
travelers
our
77
GRADWELL
for
suggestions
be
to
seem
territory with
and
for
checking
coming
over-
them.
follow-up letters,
other
printed
our
inquiries
written
and
matter.
The
traveler's
consist
of
reply
to
explanations
and
excuses
must
"
sarily
neces-
legitimate
78
SELLING
otherwise.
and
I have
four
class
from
letters
I write
the
from
at the
I write
time
same
in his
dealers
J/Excuses"
brought
will
they know
inquiries from
instance,
a
marked
of
similar
from
a
this
careful
inspires him
to
Second, the
me
check
be
is
kept
with
center
in
These
with
country
agricultural districts.
to
town, business
we
this
basis
threatened
may
and
is
no
that
tory.
terri-
from
that
tory
terri-
knowledge
mere
"excuses."
that
work
clearings
country, which
are
stagnating."
are
the Weather
the
reports indicate
the
over
were
reports verify or disprove any
instance, throughout
traveling
country.
When
quiet.
the
We
rainfall,for
Rainfalls
in
roads
the
farmers
know
from
Bureau
interfere
and
rural
can
not
which
come
tories
terri-
accept explanations for lack of orders
arrange
falling off.
a
into
man's
the
plained
ex-
hood,
neighbor-
each
conditions
"business
Washington.
in his
reports of bank
newspaper
These
on
charge
received
It is the
cent.
showed
orders
had
returns
Third, the weekly reports from
at
that
we
men
causing
was
section
the
in
traveler
As
our
October, for
Virginia
and
other
cautious
weekly.
that
last
special representative
business
every
excuses
The
greater by 60 per
were
This
circles
month
poor"
are
business
of
in West
sales.
any
following
The
to
territories
consequence.
excuses
sent
number
working.
are
instantly
receiving replies to
indefinite
business
in
we
sent
we
"crops
that
traveler.
travelers
Few
presidential campaign
get in
to
from
are
our
the
disturbance
that
that
fallingoflEin
that
hard
excuse
they
one
attention.
my
oflfer the
an
whom
among
to
territory,
the
By this system, discrepancies are
when
other,
the
checks:
First,the
to whom
distinguish one
To
the
work
so
as
to
prevent
on
a
Fourth,
number
our
This
of
system
flat drawers
of
traveler
showing
black
A
and
tacks
bearing
these
received.
tacks
market,
for
in
the
i. e., the
five
The
into
orders.
has
made
time
the
point, as
from
this
working
received
have
that
place.
his
district
inquiries himself
or
non-
in
of
I
yet been
in
two
turned
tell from
can
were
that
salesman
our
deal
or
orders
me
have
closely; that
he
is
his
local
at
helps
us
his dealer
did.
we
A
have
glance
been
this
that
made
that
that
see
my
at
inquiries.
own
local
our
October,
sales
hand, I
no
received
special representative
the
tells
by doing
town
through
these
several
This
in each
inquiries, of
bit of Information
other
town
nine
town.
he closed
the
on
shows
records
a
"
our
each
have
we
not
our
selling ability
here,
traveler, but
have
not
or
to whether
Over
that
me
sales
in
to this
whether
of his visit
determine
our
visits
with
of
success
Colorado
that
know
I also
records
in
last June
one
two
and
inquiries received
two
quiries
in-
community.
tells
resulted
and
of sales
activity
town
in which
inquiries from
in that
this
have
September
the
of
at this map
from
traveler.
card
dealer
glance
which
number
signs
plaid de-
condition
the
a
town,
filled out
properly
glance
a
period, the
of the
this year
of the year
period, the number
same
success
A
at
times
of
different
a
tack,
visits that
of twelve
of
tacks
white
a
number
company
map
bottoms
represents
sale ;
a
sists
con-
"
thumb
tack
green
months
A
shows
definite
a
series
a
different
represent
are
of small
dots, represents the
special representative of the
the
at
represents
market.
our
picturesque
mounted
colors.
yellow tack
a
it is
as
the
showing
part of
filing case, and
a
of
system
every
effective
as
"
different
;
in
of maps,
of
fifteen
tack
of sales
number
a
and
map
kind
and
79
GRADWELL
RICORD
a
at
received
traveler
absorbing
is
the
advertisingand
80
SELLING
covering
his
before
the
the
kind
of
man
I
has
he
they
intend
looking
are
been
that
off
machines
his
is
business
our
in
touch
business
to
last
I
for.
only
what
after
the
illness
I
business
still
continue
after
do
has
come,
of
field
to
whenever
we
offlce,
central
It
is
the
clouds
storm
our
duty
organization.
so
the
cotton
that
we
and
the
avoiding
boll-weevil
can
man
on
approaching
to
furnish
forewarn
blight
approaching
the
being
the
by
off
the
the
forearming
slump"
at
the
distance.
first
can
in
dealers
here
we,
ditions,
con-
And
and
that
village
of
used.
travelers
who
should
spite
in
in
heights
the
arranged
re-
Texas
in
warding
of
means
up
immediately
I
sales,
our
eating
regulates
crop
course,
our
example,
was
travelers
of
business
see
the
; to
regulate
to
For
territory,
increasing
travelers,
information
with
the
that
show
can,
and
it
prevent
conditions.
As
Texas.
fewer
for
that
condition
the
market
changing
learned
and
slump
a
the
the
in
cotton
foresee
with
meet
June
the
to
is
He
buy.
to
you
telling
fallen
sells
"
keep
is
know
we
have
business
our
closely
so
"prospects"
But
It
tteld
the
see
valley.
our
the
It
selling
CHAPTER
JUDGING
THE
X
MARKET
BY
SELLING
BY
As
keep
by
the
in
touch
from
reports
The
of
the
the
of
the
of
"market"
market
who
of
buy
Brother
manufacturing
a
through
selling force
my
and
monthly,
I
house,
quarterly
salesmen.
manufacturing
any
its
Hence
product.
consists
house
of
study
a
:
knowledge
a
Ingersoll "
market
our
of
involves
First,
INGERSOLL
daily, weekly,
each
people
H.
head
with
system
a
H.
Robert
executive
THE
FORCE
ROBERT
President,
OP
MEANS
the
of
article
the
which
public
demands.
Second,
knowledge
a
methods
the
its
meet
house
direct
article
these
in
pensive
inex-
and
the
hands
belief
that
of
particular
time
and
the
and
to
business
its
way
Our
sense.
the
on
watch
sales
"
force
the
"public"
the
used
organized
was
to
conditions.
much
watch
established
inexpensive
an
broadest
This
name
most
this
placing
was
wanted
public
and
the
public.
This
in
of
of
as
of
a
rule
getting
chances
price
are
are
"public"
the
reading
not
can
be
periodicals,
A
by correspondence.
he
it.
that
most
takes
He
the
buys
we
will
familiar.
81
assumed
quickest
it at
buy
the
the
Hence
nor
man
and
nearest
watch
our
to
to
vote
deducting
con-
wants
most
a
rect
di-
store,
whose
policy
of
82i
SELLING
giving general publicityrather
to
As
result
a
direct
the
to
the medium
of this
These
in turn
reason
sell to
mediums.
as
of the
jobbers
we
with
the
salesmen
with
the
trade.
I.
To
systems
western
States
At
Under
eastern
western
salesmen
with
the
that
the
the
salesman
out
territories
are
the
company
in
touch
salesmen
in touch
with
the
installed
men,
sales-
report
jobbing
of
five.
four
commission
division
year.
all
They
manager,
who
nected
con-
basis
be
to
system.
"
more
are
all
in turn
company.
is
assigned
which
he
to
must
regulated largely by
trade
fifteen
each
are
by experience
found
men;
sales-
ten
straight salary
a
on
times
ion
divis-
a
These
They
par.
is
are
manager
eastern
an
of each
head
country
a
into
divided
the
on
to their
responsible to
territory,
are
have
we
responsible only
Each
sists
con-
with
and
manager,
company
satisfactory than
Is
the
the entire
cover
These
have
we
division.
the
under
plan
words,
in touch
touch
forces
our
keep
our
in
company
who
follows:
manager.
a
the
organized
United
salesmen
To
second, keep
;
keep
as
The
retailers.
not
customers
in other
"market,"
and
but
to handle
15,000
must, first,keep the
have
we
a
numbered
2,000,000 watches.
only these
Our
market
and
of retailers.
selling force,then, is organized
the general public but
users."
"premium
last year
marketed
we
through
of
large number
a
sold
are
the miscellaneous
and
and
customers
our
15,000, although
serve
disposed
are
"schemers"
as
jobbers
Our
They
watches
few
jobber,the retailer
of
this
system but
consumer.
class, known
the
advertising
direct
product.
our
For
than
in that
clearly specified
a
not
the
sell.
These
development
locality. Thus, but
one
of
sales-
84
SELLING
is
kept
the
on
market,
and
is
decline
any
promptly
checked.
sent
A
monthly,
by
each
quarterly,
reports the "entered"
orders
"shipped"
noted.
Each
are
these
of
of the
manager's
the
and
name
has
of
keep
To
individual
record
filed
card
II.
they
To
the
keep
be
of
product
the
which
our
was
the
lead
The
confer
to
to the
handles
He
a
talks
product
sold
of
our
the
the
condition
pany
com-
actually been
to
the
expenses
salesman,
show
record
in
detail
cards
are
an
the
then
to
shop
and
much
how
of
can
cause
our
He
of
he
"high"
visits every
ours
finds
our
handle
men.
trades-
these
He
before, that
that
the
goods in which
to him.
market,
"high" spots
From
towns.
line of
year
in
first.
"
the
with
the
to reach
smaller
and
with
personally
out
may
how
competitors'
estimate
may
next
He
year.
the
vicinity and
reasons
it.
By this system the company
on
the
of his
in touch
goods he
demand
up
has
period
received
which
with
annual
centers
amount
studies
kept
is
business
included.
much
touch
is routed
who
which
the salesmen
spots he radiates
retailer
the
business
percentage
salesman
big
for
sheet
reference.
trained
are
Each
"
for
single
a
business
densations
con-
transacted.
record
year.
together
the
still closer
in
of each
his
amount
shipped, together with
has
of
and
instance, the
on
salesman
amount
of
"passed," the
he
each
the
amount
to the business
For
the
only
and
corrections
report indicates
record
him, the
discarded
are
preceding reports.
indicated, showing
from
On
reports show
monthly
report is also
these monthly
annual
to the company.
manager
orders
and
entire
gets reports every
market
"
the
year
reports of
ROBERT
experienced
who
look
can
at
these
record
As
A
the
the
A
of
card
a
dollars
territory
and
and
cents.
even
of
this
a
salesman
crease.
de-
check
a
om
the
moment's
coh-
notice.
business
our
in
that
town
estimate*
expect.
may
way,
vision
di-
or
company
in
card
each
of
sales
the
salesman
of
as
which
the
it
records
In
a
the
business
thereon.
profit
gross
each
at
in
record
system
by
sold
product
of
class
kept
either
increase
acts
had
that
of
analysis
town
is
this
and
be
years.
A
sales
of
veloped,
de-
few
ground.
rates
each
record
losing
accurate
may
From
past.
amount
the
an
covers
Another
of
reports,
properly
know
we
records
and
point.
stand-
past
comparative
these
business
entered.
the
the
of
index
special
has
in
of
off,
including
each
preceding
falling
trade
being
the
for
is
the
company's
is
record
company
months,
by
ditions
a
shows
system
the
its
the
or
the
territory
a
show
with
from
that
records
85
familiar
are
compare
district
INGERSOLL
conditions
determine
we
the
who
men
To
If
H.
amount
and
territory
each
the
is
exact
calculated
grade
and
value
in
CKAFTER
XI
BY
SELLING
BY
SaLs
He
would
to
mail
Manager,
be
would
mail
a
with
carry
There
hard
any
conducting
"
Dick
who
would
rules
fast
order
it
Company
man
and
for
business.
certain
take
under-
selling by
Such
ability that
an
however,
are,
B.
A.
courageous
a
lay down
WATBRBURY
A.
W.
MAIL
tion
presump-
man
no
ses.
posses-
that
truths
be
may
observed.
One
is
the
of
most
following
created.
Of
to
By
business
what
"mail
benefit
seller
does
buyer
; where
after
be
catalogues,
communications
instead
of
to
circulars,
form
letters
place
of
of
the
with
the
views,
inter-
personal
effect
local
class
; where
contact
upon
the
been
it is followed
that
to
depended
take
has
unless
distance
a
personal
correspondence,
to
interest
an
I refer
at
into
ed
consider-
?
business"
come
be
to
advertising
is transacted
not
has
is
features
conclusion
order
which
where
inquiry
an
up
successful
a
a
important
sales,
and
and
personal
and
traveling
is,comparatively
speaking,
salesmen.
The
mail
proportions
for
which
The
distinct
business
origin,
of modern
seem
order
to
and
be
every
is
order
classes:
wider
a
only
demand
and
business
First,
the
86
assuming
fields.
the
to
it
sees
year
including
limited
there
mail
but
Its
number
of
vaster
ties
possibiliproducts
supply.
may
be
divided
exclusively
into
mail
two
order
W.
house,
which
makes
no
the
postal department,
The
mail
latter
order
It is
mail
business
of
however,
for
seller
who
double
order
in
creates
A
those
of
you,
This
of the
you,
confidence.
of the
he
the
that
goods
of
most
have
never
not
to
see
a
kind
new
embarking
in
question to be considered
a
of
is how
order
to
est
great-
who
what
he
has
for the
that
he
can
and
as
you
never
with
seen
in advance.
and
business
create
is
prices
dealing
are
diplomacy
mail
the
on
word
necessity of paying for the goods
requires
of
price, and
compare
needs
you
or
seen
older
with
him
he
as
quires
re-
only by winning
convince
all,
mail
the
or
only your
what
mail
a
entirely diflferent
an
position
are
easily
impression
does
must
could
meets
a
to-day
are
quality
obtained
he has
is
explanation
an
who
He
in
You
goods.
you
one
In
in
is
tunities
oppor-
there
Selling by
man
be
can
are
Selling by
goods,
the
broad
establishing
favorable
others, and
represent, and,
some
of
is the
is
there
There
business.
most
order
Seldom
buying.
as
rious
va-
on
The
wherever
profits by
display
a
the
purchaser's
trust
that
down
Selling by mail
proposition.
merit
part.
enterprises who
in their
of his customer
with
in
peculiar line of talent.
success.
the
or
merits, or their advantages
mind
to
the
conducted
purchasers.
their
calls for
who
referred
be
business
various
department
methods
their
laid
more
treble
a
ally.
person-
to enumerate
might
wholly
order
desires
or
be
of
which
house
purchaser
properly
that
be
mail
a
engaged
men
the
to
undertake
to
plan either
may,
secondly, the
more
may
the medium
except through
direct
which
and
products
more
and
and
impossible
order
rule
or
department.
lines
he
one
to sell
by mail
87
WATERBURY
handles
attempt
sells both
a
A.
the
ship.
salesman-
the
first
demand
;
88
SELLING
the
second, how
how
obtain
to
Building
Mail
the
order.
business
form
most
The
that
advertising
has
is not
wasted
where
he
is
for, are
If he
matter
circulars
are
arguments
fail to
reading
sometimes
conviction
writes
he
own
is
other
that
his
advertising
matter
A
combination
results, but
man
think
write
with
the
of the
is
buyer must
A
convinced.
do
expects too much.
correspondent
of both
this
catalogues
his
He
is
knowledge
of
is
to
see
He
does
defensive
be
won
"
methods
let
share
not
his
own
his
them.
as
he
realize
must
and
be
driven.
often
:
who
man
things
not
not
carry
expressing
the
modification
not
can
on
keeping
fessional
pro-
make
to
an
gets the best
experienced
advertising matter, utilizingwhat
goods, and
There
The
hand, the
if others
He
serves.
it de-
results.
intimate
He
them.
his
he
to
advertising
methods.
expects everybody
sees
places
meaningless.
an
his
interests
inclined
the
impatient
If he
own
personal opinions and
becomes
year
attention
the
desired
but
but
every
many
presenting;
On
to others.
his
so
his
much
vertisin
ad-
advertising agency
an
abilityand
lacks
eloquent, but
subject which
the
of
the
euphonious
matter
of
applying
good.
against both
is too
perhaps
izes
to-day real-
finds
not
most
to write
for and
some
of money,
he
his business
bring
by
is
of
amount
by
the
lacks the
ad-writer
from
Millions
man
they, having
giving
often
order
through unprofitable
hands
undertakes
he too
and
him
in the
not
this
business.
large amount
feel that
to
the
certain
a
it will do
appropriation
apt
of
specialty and
his
a
third,
mail
a
be created
must
annually
spend
an
care
demand
progressive business
he must
as
advertising, and
of
wasted
the
and
prospect,
Obviously,
difficult feature
are
money
the
contemplates selling away
home, the
Order
dollars
he
handle
a
uBiness
the
to
and
others
your
per-
W.
views
Bonal
in the
unbounded
plan the
of
stamp
offensivelyforced
the
testimony
the
strongest kind
Your
of
What
^"
would
advertising
Magazine
hold
been
my
mail
order
a
be
as
has
is
in
is essential
Personally
I
an
By circular
The
Campaign
a
whom
to
them
the
letter goes
offered
of
a
and
them
want
of
product
has
It
for
a
profitable where
such
"
articles
store.
the
In
large city newspaper
vertisin
ad-
of circular-letter
advocate
I do
refer
not
with
the
you
want
goods
intelligently,
your
stamp
it to
says
have
vertisin
ad-
ordinary
that
be-
carefully
letters
ing
carry-
individuality of
and
It
but
form
executed
to
letters
such,
as
it to reach.
if your
the
advertising
country
or
appearance
where
field,
methods
reached.
be
to
the most
city
and
prepared
you
say,
by
letters
personal communication
Such
determined
themselves
tray
Letter
with
best
type-printed, stereotyped
circular
be
cannot
prosperity.
to
am
and
advantages,
general demand
houses
large department
News-
its distinct
newspaper
a
would
another.
The
perhaps
local
a
always
one
publicity
has
people
that
usually found
are
of
observation
commodity
in
its
of
minds.
class
business
is
which
is
high place in the estimation
a
securing publicity must
the
has
advertising
progressive business
and
is said
profitable in
prove
j^j. (.gj-tain kinds
handled
what
are
require different methods
paper
of
the
personal opinions
advertising
wasted
letters
bear
not
argument.
Campaign
circular
does
"
APublicit7
and
have
represents, but
parties
lines of business
for
equaled.
he
others, and
upon
should
man
articles
of disinterested
publicity.
Mediums
Every
advertising matter
not
of
the
in
professionalism.
Different
89
background.
confidence
by this
WATERBURY
A.
of
genuineness.
go.
what
merit
a
It
you
and
correspondent,
reaches
want
you
it
have
if in the
90
SELLING
market,
is in immediate
has
He
canvasser.
kind
not
of
will
goods
through
agents
in the
sale
These
the demand
by
obtained
The
magazines.
the
in
interested
are
worked
the
all
this way
there
The
first
letter
sent
had
been
say
enough
"
the
to
been
the
and
prices
no
of
more
These
the
should
lists
various
remain
By
individuals
or
to offer.
in
of
public.
who
extracted
be
are
ways,
and
profitable
from
them.
or
In
ammunition.
as
or
"
popular
part of the business
with
hundred
letters.
lists,supplemented
business
and
be
must
a
the purpose
people
they
as
it appear
a
circular
current
before
sources
burdened
must
nor
of
beyond
general publicity
object in circularizingis
be
not
and
has
It is affected
labor.
of
lists of
to
stitutes
con-
volume
gross
principally for
is little wasted
initial
The
must
is
long
meat
the
classified
of
permanent
as
business
accounts
on
amount
different
on
of
clerical
goods I have
a
order
expense
names
lines
different
become
they
people engaged
prominently
name
from
but
thousand
medium
latter
in the
obtained
reader,
the
lists I refer
classified
engaged
to
solicitors,
and
principally by
moderate
a
through
keeping
or
sold
are
correspondence.
stationery,and
addressed
are
handle
profitable portion.
discounts,salaries
this
line with
by
goods, the mail
most
good
a
purchaser.
a
large percentage
very
I create
a
vertising
ad-
your
is
Sam
the
down
he finds
probably
of these
little postage,
It
far
go
dealers, and
are
by far the
no
Uncle
I
and
there
a
until
not
and
you,
personally
trade, through salesmen
the
Although
with
wasted.
which
through
by
been
advertising before
The
and
touch
brief
though
to
the
to
the
cause
the
letter
It must
merits,
the
point.
tire
same
others.
more
ity.
curios-
to the
and
platitudes
about
goods
to excite
tages
advan-
party
ad-
92
SELLING
serted,often do
ribbon
and
shade
or
the
that
The
not
printer'sink
the
third
method
reproducing 15,000
are
exact
an
from
is made
my
As
reproduced
the
with
a
on
the
ribbon
made
bona-flde
to
different
Twenty-flve
line of
that
the
suit
the
in
be
of
to
the
letter
as
business
a
When
interest
an
information
FoUowinffUi)
Kepiies
From
Prospeotives
must
of the
win
the
merits
getter is
and
that
From
that
nursed.
of my
letter
or
business.
of
cover
one
be necessary
provided
and
this
for
machine
in
of the
eiBcacy
the
ties
quanti-
results
reason
not
appeal
printed letter,on
has
are
circular-
for further
created, the
in-
"prospective customer."
a
I
is
he
receive
confidence.
goods and
inquiry
an
been
moment
After
writer's
will
discredited.
prices
becomes
fits you
duplicating
prompts
quirer
and
often
as
lines
the
For
usually disappointing, and
copies
original
specified form
The
all conditions.
cover
the
changed
5,000 may
hand, is usually prepared
other
be
which
a
waste.
no
which
argument
or
original,using
an
different
500
inserted
party addressed.
of clothes
advantage
need
with
becomes
fifty letters of
The
is there
ink
same
to it.
conform
the
of letter may
the
must
made
letter
form
business, while
another.
The
ed
obtain-
subsequently
are
to
people
or
of
copies
typewriting.
original
same
each
will
capable
These
day.
a
of actual
address
from
neither
are
typewriter, and, therefore,every
from
The
plicating
strongest. Du-
subsequent copies are
communication
desired.
fit me,
20,000 copies
own
Further, my
as
to
which
reproduced,
were
the
manufactured
now
typewriter that
same
apparent.
me
as
and
name
to
in color
much
so
vary
is made
appeals
reproduction
original copy
copy
often
discrepancy
machines
Again, the typewriter
correspond.
I must
secure
watched
an
and
inquiry,
convince
his order.
I
him
If his
credit
is established
may
but
oflfer,
have
cash
must
now
be
the
it shall
given
that
number
and
index.
and
Some
brief
a
be
of
in
and
in
advantage
the
as
keep
At
the
to
standing
How
communication
the
nature
Treated
the
the
three
reply
and
and
letter,or
my
only
reply
ig^ters
own
letters
to
case,
means
only
to
itself
cal
alphabeti-
its index
is
card,
a
blank, is filled out,
character
of the
of business
the
a
may
be
may
out
of
an
of
reply is sent
recorded
that
date
inquiry.
date
it may
received
it
as
original inquiry
being analyzed,
dictated
hundred
the
nature
This
In
card
correspondent,
blank.
^f j^j.^
quantities.
to
of
of the
complete
regard
"tickler"
a
Com-
municationB
Are
time
number
a
and
The
generally kept
correspondence
address, number,
his communication
and
The
This
business, but
card, therefore, is used
corresponding number,
credit
is
the
files,without
received, in addition
name,
on
to
this card.
of
lines
than
undertake
on
a
viduals'
indi-
purpose
system
details
history
a
This
arrangement.
and
and
bearing the
other
information
correspondence.
the
customer
corner
card
correspondence
locate
giving
this
corded
re-
others, is filed in
no
certain
gives all the
kept in numerical
for
of the
labor.
is
index
of
additional
the
to
an
be
neglected.
right-hand
card, with
users
To
progresses.
also
upper
is used
synopsis
others,
intact
be
mine
deter-
to
prospective
a
I must
alphabetically by states, cities and
names,
may
This
address.
case
record
given
is
It must
it will not
from
the
in
analyzed
up.
he
communication
This
and
followed
manner
number
a
same
cabinet
not
be
order
determined,
delivery.
first communication
name
an
of
fill any
to
is to be
carefully studied
in such
is
willing
am
credit
in advance
how
The
I
if his
93
WATEEBURY
A.
W.
a
on
the
personally
be
one
be
reproduced
of
average
daily, perhaps
a
series
in
of +wo
75
per
94
SELLI!SG
cent
25
be answered
may
cent
per
If
brief
abstract
tickler
the
letter
letters
This
tickler
tickler
to
number
a
sheets
reach
ahead
The
tickler
This
The
for attention
the
the
month.
top, back
under
that
on
each
sent
calling attention
that
no
dates
and
having
failed
to
in
suggesting
reach
their
in my
tickler
on
files.
the
box
The
tickler
to the
number
sheet
next
day
sheets
to
from
letters
before
me
of
letters
to the
my
of
matters
no
are
fact
letters
of
their
of
destinations, and
matters
are
being
follow-up
sheet
advanced
(not several
days, as
and
ranged
ar-
day and
probability
of this
the
the
me
manner
proper
politelyrequesting replies,as the
are
in the event
received
the
to
to the back
sheets
or
delicate
a
been
have
responses
certain
noted
of
being received, "follow-up"
communications
open
date
to my
during the day,
be received
should
letters
answers
finds before
parties represented by the tickler
daily,
my
close of each
Answers
date.
for
is moved
following morning
are
box
for
assortment
day just ended
Each
in the year.
tickler
time
31
which
of
time
at the
is done
case
for the
case.
in
to allow
sheets
case
containing
destinations, and
into the tickler
the
tickler
a
box
in the
distributed
are
their
me.
card
for reference
a
is
days
the
at
alphabetically.
the
all
of
indicates, "tickles"
cards, representing the months
other
reach
of
number
convenient
name
case
31
the
far
sufficiently
filed
a
the
on
Copies
daily. It is kept in
The
bears
Tickler
book
a
the
sheet, as
attention
desk.
twelve
recorded.
are
in
used, the
ter.
let-
with
is noted
date
is
letter
kept
cards, representing
card
and
dictated
"letter"
used, the word
date
are
personally
a
contents
and
letters,leaving
form
subject-matter.
attracts
my
is
form
a
used
to
as
on
if
these
by
letter
of the
blank;
form
form
or
to be answered
dictated
a
with
held
letter is
in the
at
first,
W.
as
the
the
expected reply
following day,
Carbon
route).
the
to
ent
crossing
copies
of the
form
time
and
tickler
the
live
for
attention.
of clerical
number
files
It is not
"prospects."
"Proepoots"
the
be
revived
advanced
natural
It
is not
to
the
be
can
a
for all of them.
doned
aban-
being, and
many
have
disposed
numerical
card
to
cards
index
These
date
when
the
the
"dead"
file.
is transferred
marked
"sold,"
cards
then
are
"prospects"
For
taching
atand
file to
a
correspondence
future
by
of
correspondence
the
file.
my
are
the
purchase.
time
however, that
Many
are
index
20,000
over
sheets
time
to
the
"sold"
a
some
frequently happens
ready
it is
to
that
tickler
sheets
they will be
reached
to
of
a
that
purchase,
future
some
contents
whether
me
are
are
in
rotation.
to
The
the
at
prepared
becomes
before
question only
a
run
sold.
latter
the
sold
of
to
the
from
general file and
transferred
been
sheets
latter
are
record
contains
The
tickler
parties
a
assumed,
have
general oflBce file,and
the
to be
Many
transferring the
When
and
present
case
unsalable.
proven
daily,
that
prospects
peated
re-
spondent,
corre-
any
handled
are
at
tickler
for
to
of
is
force.
numerical
My
with
sheets
by this system is unlimited
handled
from
or
is suiHci-
This
kept prominently
are
The
sheet
is used.
to
the
flies,as
tickler
letter
en
attached
are
numerical
letter passes
a
as
letters
the
on
form
a
transactions
all
the
letter
when
reference
each
to
of dictated
in
letter
follow-up
my
arrive
delayed and
been
have
may
correspondence
number
95
WATERBUEY
A.
the
and
prospective purchaser
the
tickler
Conditions
date.
purchase
a
before
letter
will
sheet
change
the time
and
he
anticipated.
usually
"previous prospect" and
is advanced
determine
reference
to the
96
SELLING
will determine
oorrespondenoe
sheet.
If, however,
card
index
will
show
with
In
the
representative
the
Local
Agent
goods
the
tickler
agent, who
future
the
local
that
there
The
so
dealer
local
or
far
with
where
likely
more
action
exists
home
whom
he
to
can
he
has
and
he
examine
is
for
to favor
the
of
one
goods.
one
in
to
favor
business
other
the
than
succeed
us
prejudice against
a
have
may
of
method
disposition
a
at
ing
secur-
which
this
he
between
competing
man
a
serve
him
not
agent
my
local
my
what
of
us
for
In
to
local
of
nature
Perhaps
from
two
to the
to address
me
on
interests
me
advantage
apparently
to
it is immaterial
and
me,
competitors.
buying
for
of the
event
It is human
business.
two
opening
order.
are
in my
made
letter
refer
I
advise
to
of
in such-
agent.
perfect understanding
and
agent
the
secures
are
A
order.
him
him
an
in the
date
the
call upon
leaving
local
customer
prospective
I
purpose
is
of my
to the
the
substance
letter
copy
of
representative's
my
this
of
is sent
this
jg interested
^
carbon
a
requesting
and
takes, thus
a
and
will
For
letter, the
record
customer
the
to
him,
A
sheet
prospective
letter
form
notified
be
to
requesting
and
attention.
prompt
has
^j^j^j^^ -^ ^j^^^^ ^^
and-such
spondence
corre-
agents, the
local
many
business.
another
use
its
ground
prospective
Co-4"peration
in
been
have
writer.
the
on
I
to the
refepence
exists, a
whether
business, with
my
With
doubt
any
the tickler
to find
where
Two
of
eeeuring
a
lations,
reus
the
order.
In
at
once
the
event
reports the fact
to the
as
of the
local
to
agent
making
The
tickler
me.
correspondence and
previously described.
the latter
the
sheet
sale
he
is attached
disposed of
CHAPTER
HOW
THE
SMALL
There
Manager,
Starr
mail-order
at
Specialty Company
of
time
be
STAKR
on
it is
scale
small
a
the
of
it, as
in
ested
inter-
are
because
engage
started
who
people
business,
some
may
J.
SELLS
MAN
ORDER
number
large
a
may
which
little
JASON
the
they
that
MAIL
BY
are
in
XII
fact
ness
busi-
a
and
with
of
prises
enter-
capital.
Broadly
speaking,
which
be
may
"mail-order
there
business"
three
are
classified
classes
belonging
as
to
the
:
(1)
The
exclusive
(2)
The
house
mail-order
which
firm
or
house.
conducts
mail-order
a
department.
The
(3)
the
By
use
of
the
either
small
mail-order
term,
one
as
mail-order
route,
than
to
It
deal
year
conducts
a
line
apart
his
a
from
in
usual
the
mail-order
his
start
in
small
article
ness
busi-
regular
via
business
of, say,
ployment
em-
the
less
in value.
dollars
last
that
class
this
chapter
will
entirely.
The
need
who
handling
this
with
is
firm.
or
is meant
makes
five
man
man,
side
a
who
or
three
mail-order
small
to
make
or
two
in
this
haying
"
mail-order
small
be
a
for
large
it in
the
of
success
it is then
line, and
man
that
there
mail-order
97
he
is
does
not
his
business
is
getting
little
or
any
necessarily
the
his
tion
educa-
education
other
first
worth
line
"
that
98
SELLING
does
the
in
not
small
the
with
or
time,
cost
mail-order
mail-order
in the
money
the
enter
they
first
experienced
in
"
and
the
he
would
printers.
to
to make
in
novelty
or
trade
with
acquaintance.
For
A
small
a
of the
the
of
the
as
to
of
some
line
who
man
in
of
from
city
the
of
to believe
reason
informed
in
man
marketing
class
the
be
success
a
is in
knowledge
buy
jewelry business
be able
usually
so
mail-order
has
some
to
naturally
trade
he
some
has
thorough
a
trade, would
of interest
to
coming
man
having
country
time
any
management
small
selling field,
appeal
which
a
the
novelty that
will
Novelty
instance,
business
spend
experience, and
that
the
some
jjjg
in
with
attempt
makes
usually
to
of
an
classes
other
reguiar
a
afford
not
can
respect
both.
or
The
the
purchase
field
backing,
it is
as
this
In
differs from
man
business,
them, and
labor.
and
money,
had
had
country
printer's
what
the
novelty
experience
would
town,
retailing of
jewelry, selling particularly
country,
small
some
the
to
countrj
trade.
This, then, is the
about
to
is, but
demand
is
thoroughly
various
handling
him;
by
deal
the
sources.
every
mail-order
of
small
in
canvassed
nearly
means
other
should
competition
The
from
he
mind
mail-order
that
also
that
he
is liable
The
line
of
he
has,
and
meet
will
may
may
now
noted;
be
come
houses
with
conflict
houses
have
field
firms.
goods
be
is
the
the
catalogue
of
he
what
know
large
should
man
to
order
mail-
which
whether
by other
not
or
be
know
departments
salesmen
field
only should
Not
canvass.
the
of
something
know
man
the
That
requisite:
first
had
which
while
the
working
sell
some
same
it
sue-
100
SELLING
by ample
capital, which
mail-order
As
enter, this
of
plan
the
which
he
business
to
the
business
is
to
see
the
number
lines
what
success,
a
mail-order
It is
the
"
exact
do
all
those
for
wishing
bases
the
greatest
to
start
in
considerable
to
his
has
style
of
vantage.
ad-
tising,
adver-
distinct
a
the
style,
display.
of the
"
columns
carefully to
with
is about
learn
outlined
means
business, and
he
uses
considered
in
to
above
the
secures
man
his
that
means
be
ture
litera-
this
of
watched
are
mail-order
he
books,
ing
understand-
advertising
if the
and
or
must
to
mation
inforstand
under-
effect selling,
conjunction with
salesmanship.
Speaking
a
Some
advertising
matter
which
means
mail-order
which
one
of
helpful suggestions and
will
who
will
prospective
the
on
these
by
number
in themselves
applies particularly to
regards
in any
a
number
sellingapparently
business
for
beginning.
third,
mail-order
as
that
and
observer
close
are
are
A
detail.
of papers
are
This
as
the
from
regards
large
both
in
essential
thoroughly
men
full of
are
treated
get advice
a
and
quite elementary
As
of
in their line.
by
float, but
There
which
papers
the
defined
well
a
to
details
business.
a
written
methods
exact
it
education
been
ready
has
in
existence
dealer,
technical
mail-order
thorough
too, have
he
those
make
of excellent
a
which
lacks
the
mail-order
what
determining
of
means
presupposes
future
scheme
or
general thing the small
a
have.
not
regards the second
field to
mind
does
man
as
broadly,
product
may
there
are
three
metiiods
be disposed of by mail
(1) Advertising.
(2) Circularizing.
(3) Letter-writing.
:
by
JASON
The
the
most
The
to
Some
lines
to
the
firm
various
humbug,
guarantee,
of
samples;
a
will
to
be
receives
a
for
liable
keep the
to
before
in
confidence
in the
found
circular
to
ter
let-
it
class
necessarily
The
it is
requirements,
as
ability
respectof
means
a
a
as
one.
reliability and
acts
the
ing
secur-
prospects.
seekers;
him
;
the
to
writing
boys
card
postal
on
especially open
is
man
distinctive
for
make
the
to
him
for
etc.
catalogue,
advertisement
every
specific request for business,
a
reader
ask
to
is
for
catalogue
a
from
his
to
show.
names
further
of
the
names
business.
The
to
to
or
per
He
must
cent
of
how
and
secure
mail-order
yield
a
early
orders
he
much
man
profit.
business-getting qualities
letters, circulars, and
secure
in
the
reasonable
list of
follow-up
Lists
that
entailed
cost
sales
subsequent
begin
a
the
to
profit maker.
a
his
to
promoter
what
sale, owing
be
not
It is here
those
and
behooves
first
look
to
not
able
advis-
sample.
The
must
also
mail-order
request
free
it,
and
requests
particularly
a
dealer
curiosity
therefore
not
are
the
of
small
request
have
fulfils two
speak,
orders
The
not
means
to
so
be
it may
does
very
no
therefore
of the
direct
by
it is
though
is
he
prospects.
prominently
if he
and
firm
a
advertisement,
It
buyer
two
for
or
publicity,
less
advertisements
such
that
secure
or
publications
from
a
more
ordinary
whose
to
orders
such
are
only
flrmi
The
public.
a
business
and
of
combination
advertises
man
publicity
advertise
of
name
of
the
is
mail-order
secure
101
STARR
method
common
three.
purposes,
J.
of the
ascertain
obtainable
can
spend
advertising
other
for
ter
mat-
orders.
may
be
purchased
These
lists
are
outright
of
all
from
kinds,
102
SELLING
good, bad, and
secured
indifferent.
from
different
By taking
working each list syste.
carefully noting the num
sources,
matically, and
ber
I"i8t8
of
replies received,
reply, the
from
it
list,the
each
will
be
cost of the
unmistakably
be sold
certain
a
The
be
ideal
to write
but
this
takes
is
man
to
the
not
or
list of customers
one
from
whom
the
time
also
because
personal element
of the
has
be
used
a
handling
advantage
If
sender.
people living in small
route
stamp
in
sent
as
the
one
dictated
one
mail-order
with
particular bargain
enclosed
whole.
by many
A
it.
in
method
small
or
These
or
letters
of
under
a
nearly
"
livery
free de-
rural
a
one-cent
as
much
and
stamp.
starting in business can
small
catalogue to good
as
has
mail-order
try
coun-
particular person,
it
gives
been
men
circulars
used
is
as
a
bad
to
also
vantage.
ad-
circular
or
callingattention
detached
letter
that
of
names
on
be
may
discretion
the
at
sent
follow-up
to
bargains in the literature
Many
a
in the
two-cent
letter
a
to
Consequently
effective catalogue
most
enclosed
accompanies
the
letter
little of
gotten up
a
it
received, but
up
to that
man
and
circular
The
the
if well
"
that
stranger
stamp
letter
list,
a
towns
envelope bearing
an
The
use
receive
will
attention
circular
a
to
writing
list is made
a
fact
personal
a
list.
the
the
on
the
prepared
two-cent
or
one
to
would
names
be introduced.
letters
for
one
in
been
can
circular
of
under
sent
each
to
dictate
to
letter
no
style may
list of
a
impracticable owing
and
number
letter
personal
much
too
working
of
way
a
is
each
be
whether
not.
or
a
to
secured
secured, etc.,
so
mail-order
each
of
cost
business
business
shown
the
the
of
amount
particular article that
can
of lists
number
a
should
is
some
which
never
effect to the
good advantage
follows:
JASON
first letter is either
The
letter, and
or
to
the
a
is sent
name
the
on
small
a
form
letter
offer
special
ten
heard
The
sent.
into
if these
actual
an
list,and
when
will
It
it is
be
the
advertisement,
Ability
circular
There
ter.
Sell-Whore
It Lies
about
sell
there
be
must
be
must
If it is
expenditure
adaptability
the
small
and
way
necessary
it will
of the
energy
The
system
a
of his
to
grow
of time
and
other
the
and
off without
the
of
latent.
to
an
the
sonable
unrea-
Individuality
mail-order
to
those
the
in
a
ments
requireall
and
any
with
ness,
busi-
if started
line, and
expand
or
cultivated
conforming
mail-order
peculiar
suitable
value
system
system
in
for
will
will
man
inquiries,prospects,
card
be
in
success
judgment;
actual
money.
show
up,
it is desired
nesses
busi-
ability and
promoter.
small
of
closed
built
which
mat-
chance
or
considerable
must
soon
luck
no
it,either
for
in any
as
same
with
sale
will
or
article
demand
the
selling point, and
and
The
demand
the
auxiliary advertising
is little
it.
latent, the
new
a
and
campaign,
letter
of
selected
a
active
ability to sell lies in the
the
preparation
to
the
from
dropped
customer
put out.
that
seen
say
ness,
requests for busi-
prospective
the
a
third
a
catalogue list,to receive
the
on
is
regulation time,
three
be
suitable
a
without
or
the
turn
he should
one
with
makes
not
do
placed
catalogue
This
days.
fifteen
or
by
If
try.
to
communication
last
at
order,
or
in ten
from
accompanied
circular, either
fifteen
or
and
have
it is desired
an
form
a
or
inquiry
list that
letter, this to follow
form
one
to
catalogue
is
personal
a
response
is not
addressed
one
days,
to
in
103
STARR
J.
various
find
ways.
recording and
and
govern
customers.
the
date
accurate
an
He
should
keeping
A
of his
track
hensive
comprefollow-
104
SELLING
letters.
up
proper
Advertising,
If
manner.
street
number,
will
be
medium
for
exact
thus
to
number,
showing
had
of
the
what
the
use
goods
by
is
the
of
card
is
its
of
means
a
it
number
paying
best
also
system
articles
or
in
up
desk
profit
exact
shown
or
which
By
use.
be
may
be
keyed
is
ad
conclusively
him
costs
each
building
shown
will
too,
handled,
everything
for
sold.
Selling
small
splendid
ordinary
; the
poorest
prospect
only
paying
has
no
qualifications
turn
out
to
be
been
so
a
the
design
exorbitant
for
writing
that
and
have
of
that
reason.
a
final
class,
because
As
mail-order
good
of
the
that
agents
goods,
is
a
the
honest
liable
to
succeeds
may
of
just
as
in
be
and
have
salesmanship.
is
coming
be-
ently
apparmay
have
had
outfit"
at
as
an
advertising
mistaken
securing
said
that
has
a
into
There
rough.
he
known
un-
work
agency
man
be
he
who
man
"sample
because
initiative,
develop
which
so-called
the
it
business
possibilities
in
diflSculty
word
man
for
all
an
may
the
propositions
of
selling
price
at
diamond
a
agent's
many
while
investment,
the
by
is
agent
work
quit
to
attempted
be
not
The
agent
a
best
man.
mail-order
quantity
a
had
agents
to
broad
or
for
one
his
agents
the
three
of
small
things,
conception
CHAPTER
HOW
THE
COUNTRY
MEECHANT
COMPETITION
OF
BY
There
the
to
the
may
be
true
the
elimination
in
all
is that
that
he
the
announcement
in
"John
Dealer
Jones,
conditions
them
local
buy
at
it
the
the
profit.
also
the
on
the
sell,
to
prosaic
the
of
existence
Main
Merchandise,
methods
the
must
so
that
the
does;
he
the
for
of meeting
them
to
our
a
large
make
retailer
a
to
105
meet.
With
We
territory
same
are
at
equal.
a
tage
disadvan-
ing
jobber's price, tak-
share
of the
margin
price
of
ability.
are
the
at
good
a
the
we
buy
footing.
even
his
houses
street.
expenses
and
and
them
an
that
from
the
of
have
we
man
gives
the
on
does;
They
jobber's profit
This
differs
side
are
catalogue
buying.
our
other
we
he
with
lies
permits
is ruinous
of
competition
house
price
from
With
in
and
as
passed
merchant
paper
not
has
goods
General
in
competitor
draw
Here
time
the
of
county
change,
competitors
our
to
The
but
change.
Catalogue
our
"storekeeper"
Iowa."
St., Smithville,
As
the
line
a
This
merchant.
country
for
fear,
or
conditions
present
the
necessary
store,
a
confidence
the
"merchant."
is
have
with
that
to
Company
Hardware
speak
of
regard
up-to-date
when
who
be, saying
may
case
tend
to
those
are
HOUSE
LOMAS
B.
Famsworth
and
THE
MEETS
CATALOGUE
THE
FRANK
Secretary, Lomas
as
XIII
on
The
of
a
retailer's
profit and
leader
that
manufacturer,
SELLING
106
in
his
dealing
direct
with
Then
the
jobber in price.
by
the
Place
with
the
^"
The
protected
they
small, and
or
business.
this
And
footing
equal
an
on
could
condition
not
is
corn-
Country
Merchant
ing.
a
Hecessity
knows
in
houses
catalogue
retailer,large
the
be
must
retailer
manufacturer.
the
jobber and
retailer, protects the
the
the
direct
prices
can
be
to
the
is the
hand
buying,
for
When
goods.
week
a
they
can
distribute
to realize
Mr.
C.
E.
"The
his
dealer
competition, and
he
is
that
in
their
for
where
cases
many
who
keeps
either
that
houses
advertise
who
competes
in
many
or
it
similar
so
; many
menace
I
welfare.
there
is
an
wide-awake, who
the
ones
directly with
instances
ing
meet-
a
future
stock
up,
presses
Co., ex-
about
consider
ones
keeps his
has
best, that
properly
and
he
logue
cata-
the retailer
exercised
is alive
houses,
the
Hardware
who
place, and
the
protect him, and
up-to-date merchant
these
it at once,
if he thinks
is much
great danger
find, however,
more
following:
intelligent
fraught with
at
their
want
thinks
products
that
facilities
quicker they
of Simmons
in the
retail
most
catalogue
forgotten that the
be
must
Simmons,
catalogue house
the
all
this.
mind
my
the
all
; but
him, he
to
If
retailer, then
manufacturer
them
the
thing they want
a
If the
is necessary
bound
want
to market
way
the
With
the
hence.
house
is the
are,
protected
cheaper, quicker, and
through
not
jobber
articles.
through
it.
be
he must
consumer,
it must
progressive people
of
marketed
market
to
way
that
necessity.
a
this ; the
all standard
on
satisfactory than
more
is
knows
realize
both
of
way
merchandise
not
country merchant
rpj^^ manufacturer
this ; and
house
The
driven
goods
same
to take
the
them
their
catalogue
entirely
108
SELLING
and
week
house,
out
will
The
to
he
why
to
as
certain
a
eventually do it.
specific reason
that
the
induces
country buyer
patronize the catalogue house, is the alleged cheapness
of
the
usually
article
he
standard
a
is
entering wedge, upon
begun will be continued,
profit which
will
Certain
buying.
article, are
an
a
patronize
should
featured
the
hope that
and
future
than
more
leaders,
and
relations
orders
offset
used
once
bring
will
the
loss
as
the
on
leader.
Another
selling,is
the
place
of
this
"
of
having
catalogue house
getting goods
firm
a
the
hold
upon
from
in
tant
dis-
a
large class
a
people.
from
or
available
in
or
is
the
points
in
who
will
not
from
Interest
Buyer
given
and
said
reason
of
emphasized,
so
desire
a
There
the
best
few
the
only
the
are
the
excellent
that
vantages
the
home
is that
the
the
are
bound
reasons
firm
the
are
home
the
weak
for
the
have
the
to
swered
an-
virtues
that
find
material,
common
by this
which
ment.
state-
held
are
catalogue house.
the
consider
^^
talent
catalogue,
who
is meant
advantages
of
patronage
that
what
of
logue,
cata-
a
is created
are
was
a
and
highest colors,
call to mind
beyond
to
the
compilation
that
article
'^*
One
have
When
advertisement,
an
are
in
of
Dealer
from
glowing advertisement, painting
These, then,
accrue
of
question.
advertised
the
in the
product
article
some
advertisement.
minimized,
a
of
an
employed
a
so
article
people like to buy
many
framing
points of
I
aids
fascination
Then, too,
the
which
reason
disadvantages;
not
of
why
often
theoretical
or
to
Now
disadat all
everyday happening.
patronage
should
abstract.
The
merchant
is
a
be
cipal
prin-
great
and
FEANK
factor
vital
the
seller
both
so
or
upbuilding
the
the
and
fall
in
the
prosperity?
shares.
The
in the
the
country
general upbuilding
Then
man
too
are
perience
ex-
merchant
country
they should
separated, and
they
prosper?
the
two
they
;
problems;
country
the
of the
ground
common
Does
Here
country.
civic
Then
interests
to be
on
town.
country
the
of
same
Does
together.
the
does
meet
buyer
interested
are
rise
in
109
LOMAS
B.
woven
closely inter-
aid
each
other
locality in which
of the
they
live.
A
concrete
more
touches
buyer, is the
the
that
as
"
influences
the
strikes
"
must
for
the
and
insistent
for
home
line
of
small
that
reason
for
knows
that
and
of
living
is
he
in
good, having
that
the
the
providen
immost
able
comfort-
a
larger
a
renter
on
a
fact
farmer
moneyed
feeling of
no
mere
is the
the
for
it the
is
requests
asking the merchant
believes
Nor
simpler style. The
is that
course,
chaser
pur-
patrons
owns
than
much
a
his
always
land, often
in
country
Nor
who
farmer
longer time
a
this, of
whatever
he
The
similar
or
of credit.
carries
often
class
for
the
pression
de-
period of depression,
a
shiftless
section
credit
is
buy.
and
place,
there
they
credit.
financial
extension
an
intimately
failure
crop
a
that
everything
nearly
for
merchant
country
when
community,
until
wait
we
by
which
one
that
fact
caused
is the first to ask
even
and
reason
to
that
tion
compunccause
him, be-
carry
he
can
is
pay
sufficient.
It
is here
in
of
disadvantage
shows
the
most
transactions;
catalogue
of
making
no
house.
cash
the
credit
from
buying
strongly.
Aside
out
from
is the
of
asking
the
of town
that
the
catalogue
the
Cash
thinks
one
sales
department
rule
and
house,
in
credit
obvious
first
these
of
the
unfairness
asking
the
home
110
SELLING
merchant
to
spoken
of, that
directly
or
extend
to
the
not
may
I
farmer, which,
spoken
feature
a
by
does
Price
or
already
the
to
the
in
how
his
the
to
it is
that
is
liable
not
knows
from
goods
that
groceries
that
be
do
in
not
up
minor
a
see
upon
matter,
of
the
cording
ac-
buyer.
reckoning with.
purchased,
ordering.
those
by
that
dissatisfaction
clothes
is
buying,
goods
or
do
that
results
not
fit,
standard, all purchased
to
from
of economy,
motives
and
delay incident
out-of-town
match,
not
logue
cata-
the
equal the out-
can
worth
articles
the
him
location
understood
of
are
mistaken
from
the
be
to
one
Every
of
quality
the
the
not
disadvantage
catalogue
money.
matter
a
Freight
express,
or
store-
always
may
course,
education
an
favorite
with
freight
geographical
Usually, however,
Another
is
it is
and
over
go
him
or
may
This, of
materially to goods
his
home
save
Then, too, there
This
take
of
cost
price, and
orders.
to
is
price
that
transportation.
of town,
and
cases
many
of-town
out
buyer,
price, plus
fact
charges add
merchant
town
the
of
include
express
country
his
back
comes
spent outside, may
if
catalogue house.
not
bought
to
home,
at
spent
return.
have
made
dollar
a
view
economic
is the
credit, there
out-of-town
an
house.
difQculty of exchange, which
The
care
of
by the
play.
D^v^**
merchant,
home
of
the
I have
by the
growing
districts.
Not
merchant
if
only
goods
can
he
use
the
has
easily taken
strong into
comes
to the efifeot
of
the
delivery upon
This
merchant.
offset
here
so
already alluded
free
rural
is
the
view
is
telephone
are
than
more
in
country
notify his
regular customer
purchased
try
coun-
not
what
he
FRANK
wished,
but
almost
as
sent
is
that
well
the
house
in
a
The
better
into
the
of the
the
for
The
much
retail
man
majority of his sales
the
imprint
the
mail-order
more
of
form
letters
until
and
mail-order
retail
and
to
merchant,
element
close
be
can
enter
can
than
more
into
those
touch
with
made
to
So
may
the
he
advertise?
bear
the
and
forcibly
as
certainty of results,
more
world.
So
than
dozen
a
the
may
pective
pros-
country
then
and
now
its
up"
"follow
letter
will
be
mimeographed
prospective buyers.
prices
low
and
Then
the
catalogue
merchant
country
has
of
purchased
house
his
have
may
advantageously,
in
way.
an
thinks
test
to
sent
up-to-date
of
he is almost
The
offset
be
buys?
he
increaser
trade
leaders
same
As
buy
can
house
personal
leaders, which
the
not
v^atalogue house
in the
business
A
attract?
much
other
merchant.
Do
the
paid by
advertise
can
with
customer
a
sibly
pos-
rents, insurance,
is in
house
he
merchant;
Does
but
than
more
the
each
and
mail-order
the
any
is
does
has,
individuality.
his
persistently,and
than
he
personal
latter
the
of
the
of
of the
sales
Does
that
be
house
have, with
have
must
door.
own
mail-order
is
not
selling means
former.
country
the
his
it
have
city.
advantage,
the
does
that
pay
to
man
cannot
selling means
the
made
of
to
taxes
he
it booked
have
there, and
This, however,
lots.
by the fact that
and
that
exception, which
large
as
111
were
delivery
merchant
country
one
in
rural
advantage
no
he
though
as
LOMAS
in his order, and
send
can
by the
out
There
he
B.
the
merchant
at
means
embarrassed
lies here:
Is
he
looks
his
hand
out
to
obtain
by the wealth
competent
to
his
on
use
field
age,
patron-
of material.
it?
If
he
112
is,
SELLING
he
will
stand
the
business.
out
of
the
It
field
enterprising
the
man
as
the
competitior
himself
as
to
house,
catalogue
out
he
must
"
whether
not,
whether
not
matters
by
if
merchant;
a
he
will
he
mnst
he
be
by
or
It
go.
win
or
quit
forced
a
lies
lose.
more
with
XIV
CHAPTER
HOW
STORE
DEPARTMENT
COUNTRY
THE
SELLS
BY
failure
department
as
that
in
all
sales,
units
of
who
these
makes
is
therefore,
essentials
the
The
is the
The
cluttered
into
be
too
enough
allow
the
up,
small
to
the
to
the
or
require
of
securing
the
chant
mer-
selling,
of
these
general
peculiar
to
coming
to
store
volume
113
one
business.
cities
smaller
of
of
not
being
crowded
of
to
the
at
certain
should
should
contents
effect, and,
display
a
The
parts
does
height
draping
the
large
upon
the
appearance
The
roomy
a
a
grasp
essentials
firm
The
space.
give
of
one.
give
best
tain
cer-
store.
the
store
roomy
or
the
As
to,
store
department
same
based.
is
success.
it strikes
which
in
to
or
the
importance,
special
as
success
reducible
and
component
those
essential,
Accessibility
aid
has
department
a
hanging
that
great
who
plus
store
a
of
success
department
be
always
essential
are
of
first
being
one
which
business
varying
its
selling
of,
made
Company
foundation,
or
have
a
salesmanship,
buy,
is
success
base
must
effective
all
which
majority
the
store
which
upon
"
Chamberlain
groundwork
some
upon
CHAMBERLAIN
Skinner,
Vice-President,
The
G.
W.
store
the
should
time,
same
classes
be
of
chandise
mer-
sell.
building
of
trade.
is
generally
By
aocessi-
a
114
SELLING
bilityis meant,
and
of course,
residence
location
part of the town.
trade
at
store
a
rounded
of'wlibiUty
on
other
by
main
a
and
houses, rather
on
side
a
street,or much
as
the
store
store
itself makes
thereby escaping,
in
and
the
less
being
at
usually buyers
running
not
area,
; and
in"
store
a
is
there
that
of
portion
This
errand.
to
at
rents,
But
owners.
in
small
a
tory
large terri-
a
one
"drop
can
parts of the
is down
one
one,
popular,
once
cover
from
when
the
to
smaller
feeling that
a
is accessible
a
and
purchasing
as
so
to
ings.
build-
important
property
their
do
always
leads
ated
situ-
one
other
from
as
of
mercy
town,
ness
busi-
instances, excessive
many
about
with
location
the
like to
than
not
sur-
prosperous
exclusive
the
to
as
is
and
street
detached
Location, however,
department
ness
regards the busiPeople prefer to
as
considerable
ness
busi-
another
on
dental
of inci-
amount
town
to buy
trade; as people coming down
others that they need,
thing, frequently remember
accordingly.
purchases are made
That
the store
be
for
sightly windows
well
lighted,and
display, is
well-lighted store
cheerful
CheerftftaeBs
of
or
for
abilityto observe
A
the
to
place, but
goods, the
many
correct
upon
also
light values,
article put forth
details of the
sale.
The
and
windows
all show
effort
a
should
and
store
be
so
ability, an
is
an
in
art
arranged,
attractive
that
itself,
with
showing
made.
be
The
aside
display of
window
reasonable
can
the
large and
have
only gives a general
not
display of
depends
purchase of which
and
prime requisite.
a
appearance
permits
one
final
from
requisite of the
all its other
details
store
"
is that
it present
location,size,accessi-
116
SELLING
quality."
or
The
friendships of
saleslady have
efficiencyof
People
or
man
reasons
may
public is often
of
friends
in
uses
the
and
a
stock
the
minds
the
company.
of the
is
people,
those
who
"
not
means
from
mix,
the
^j^g fj-jends
which
but
that
to
that.
the
a
the
favor
is
an
are
made
chant
mer-
Good-will
firm.
related
The
The
may
amount
Business
in
of
asset
to the
cial
so-
of the
habits
store
in
closely scrutinized,
by them
does
is at all
that
and
often
This
way.
proprietor
indirect
a
important
department
business
a
stitutio
in-
buying public.
buy.
to
cities
in
embraces
all successful
is also
the
business
far
to
side
unpurchasable
an
come
smaller
ness
the busi-
sides:
firmly intrenched
once
of
their courtesies
society
the
proprietors
^^^
upon
buyer, is the general
two
things
and
up,
of
by any
he
which
tact
business
of the
in trade
side
Factor
number
reliability,promptness,
with
general management
Personal
of the
belong
The
jj^g
lationship,
re-
thousand
a
by the
general management
build
to
person,
sales-
selling to the
one
the
and
The
of other
relations
part of the
will
side.
score
of the
years
of
one
ratio
This, too, has
reputation
take
or
the
possesses
social
his
in
mean
in
honesty, accuracy,
perhaps
have
certain
one
efficiencyof
qualifications which
"
but
nationality, blood
in the interest
management.
those
counter.
more.
next
the
of
friendship,
he
making
and
the
ing
sell-
salespersons, to another.
out
increased
which
Perhaps
of
grow
And
reasons.
preferring
class
fraternal
other
the
upon
behind
woman
for
grounds
certain
a
or
bearing
only intimately acquainted,
their personal
These
the
not
are
important
an
ealesman
town
country
a
he
tend
ex-
not
ent
depend-
goes
into
society,in fact,
social
qualities,the
W.
friendship
shown
evinced
all
at
claim
upon
to
is
or
to
in
the
who
are
the
various
the
effect
it, and
her
or
carrying
the
be
bought
those
quoting prices.
Circularization
distribution
up,
the
is
Gift
out, but
be
of.
satisfaction
buyer
one
department
with
the
the
clerks
a
in
show
results
goods must,
in
as
public
stock; that
is, what
There
store.
the
town
mails
if
the
can
ter
bet-
when
always
circulars
be
to
are
are
know
no
papers
effective ads
effective
is
all
preferred
are
for
cases.
quite effective,but
are
less,it is seldom
comprehensive
output
also
first let the
the
most
the
and
enough
work.
of
than
is
in all
Catalogues
at
the
and
her
or
first,
advertising. .Department
their
medium
properly,
neatly gotten
of
and
give
makes
businesses,
used
or
and
to,
demands
close
by having
study and
size of
advertising
his
large stock
a
other
fi.dvertlaing
times
consults
is that
factor
the
bought
is effected
for
shown;
answer
be
all
at
related
be
competition,
departments,
Another
that
all
buying
of his
to
must
ing
sell-
salesmanship.
must
care
enough
This
business; studies
8,000
successful
will
the
sary
neces-
effective
elements
numerous
varied
purchaser.
slightest
good-will so
which
upon
upon,
as
the
have
line.
successfully
makes
stores
social
trade; second, stock
quality
the
that
foundation
stock
a
meet
such
who
buying the greatest
secure
to
those
up
any
interdependent
of the
to
build
cordiality
to-day, the
person
to
based, there
In
one
times
success
117
CHAMBERLAIN
to
one,
Besides
G.
possible
enough
to
to
in
get out
give the
towns
a
of
catalogue
returns
for
necessary.
schemes
very
few
of
various
of
these
kinds
are
worth
are
the
often
time
brought
and
at-
118
SELLING
tention
amount
same
is
of time
relation
^^
^^"
or
less, the
Where
there
taken
is
part in by
becomes
judgment
This
for
Often
after
accommodation
educated
takes
to
merchants
the
front
buyers
to
of trade
the
pays,
never
all the
Over
This
system.
that
is
store
of
sell
"
the
for
a
because
be
is
due,
becomes
with,
away
present
little
or
To
an
large
a
united
a
shift
no
help the
direct, where
of
the
successful
he
the
of
business
tomer
cus-
ness
his busi-
turns
refusal
but
credit, is
done.
important
most
of
is
any
selling,particularlywhere
dealing
in
a
great
number
of
system the department store
Without
"
bill when
is necessary,
tact
of
been
elements, controlling them,
other
time
of
really
fact
in
extensions.
amount
large and
goods.
will
either
"
understand
general mis-
granted him
will
own
accommodation
his
indirect, where
factor
into
enters
classes
for
his
of credit.
will be done
town
it
town,
just credit
him, and
has
deal
place,
another
indeed
small
or
due.
a
matter, and
there
loss
their
use
of the
pay
of credit
of
percentages
to
that
great
a
to
had
to
who
the
of
so
division
sales
has
to
means
firm
account
on
who
This, in time
of favors.
number
of
what
of
minor
of the
as
reporting credits
merchant
public
some
only
granting extensions
of
it
it
merchants
granted
at
enemy
the
man
what
offense
actual
and
the
one.
not
store
a
of
means
each
the
of
selling,
to
intimate
an
take
difficult because
more
means.
of
patrons
of
in the matter
is all the
collections
credit, they
all
necessary
ways,
cities,of 8,000 inhabitants,
organized
no
spent in other
stores,is
smaller
j^^j^ ^^^
The
results.
and
effected by the department
CoUectionB,
se ling
an
can
energy
credits
use.
to successful
of better
of
Credits
a
and
usually productive
The
as
put them
to
necessary
but
at
such
prices and
under
such
either
conditions, that
one
"
The
three
(1) The
principal
store, the
greater the
This
advantage
with
carries
an
careful
his
not
his
business
just
of the
he
that
purchaser
than
store
Then,
is
the
clerks
has
buyers
may
for the
small
their
be
dealer
is met
as
be
must
man
is
from
who
man
is
chance
that
up
loss
of the
but
expense
than
for
by
of
has
Overhead
more
him.
the
fact
that
waste.
age
advantthat
to
patronize the
as
regards
the
large
one.
organization
that
as
of the
to
dealer.
is
He
Each
of
ploys,
em-
these
larger proportion
influenced
than
is
of
possible
affect.
regards
somewhat
a
number
acquaintances, who,
and
friends, and
and
small
clerks.
many
of friends
reached
Competition
towns,
does
There
itself
in
proportionately greater
than
turn, have
the
line hard.
small
his circle
This
ramifications
that
five times
say,
business
various
selling, because
too, his
buyer
away
easily induced
more
complete
more
in
has
The
business
the
therefore, make
must,
selling,
disadvantage, by letting
a
as
dealer.
small
in
store
well
is
large dealer
the
of
as
works
line,and
one
in
each
has
largest in the city,
line.
department
let it become
to
know
must
He
The
larger the
doing
as
is the
complete
competitors specializehis
He
of
most
advantage.
that
store
a
the
identified
be
to
firm
a
the
day of big things.
is the
likes
and
towns.
houses.
jj^g
^*'"^"
tion
competi-
to
:
sta1;ed,generally, that
be
Large
sources
country
(3) City catalogue
may
fer
suf-
must
dealer.
small
(2) Surrounding
It
is open
store
department
country
from
trade
profits or
other.
the
or
119
CHAMBERLAIN
G.
W.
in
the
the
surrounding
same
way.
country
The
large
120
SELLING
stock, the
facilities for
for
anything that the country buyer may
forcibly to the out-of-town
purchaser.
than
right that
buyer who
to
jj^g
Out-of-Town
urciaser
in
the
from
on
by
passes
the
to
come
small
^j^^ ^j^^
buyer.
adjoining town
business, and reserves
he
who
knows
town
of the deto
unjust
this
slight difference
by
earned
to
comes
can
the
in
orders
they
more
given the
buy
to
The
his
no
be
is
is well
inducement,
an
town
Nor
store.
store, where
It is
in his home
store
larger
a
partment
of
way
want, appeals
special inducements
some
order
flllingsatisfactorily any
buyer
a
seat
county
bulk
be
filled
one
that
the
for
in
their
entirety.
This
matter
of
excellent
chance
for
Knowing
where
then
must
of
his
kpow
perfect that
competition or
so
that
it is
It may
here
high
study
to
He
can
can
it.
meet
either
it is not
he
the
to
open
make
to
his
be
There
make
to
offers
an
progressive retailer.
competition is
how
effectingthis.
is
competition
his
looked
are
for he
two
ways
organization
business-destroying
selling efflciency so
either
nearly perfect. In
case
is
he
secure.
is not
always
and
the
same
It is
the
be
not
asked, "Why
effect both?"
This
tion
possible because the faculty of organizafaculty of sellingare not always found in
man.
a
good rule,while
not
underrating
a
tor,
competi-
acknowledge no competition until it is found
that competition has no vulnerable
point; nothing
be learned
and applied.
which
lesson may
a
to
that
from
The
bugaboo
city catalogue house
to
HTO"ef"^
I
been, and
country merchants.
some
it
has
as
have
such.
I
I do
is
not
take
the
stand
always, that
the
wide-awake
hustling up-to-datebusiness
man
still,a
regard
today,
can
as
and
com-
G.
W.
with
pete
not,
he
gets
is
the
in
small
;
in
location
6uyer
fact
are
few
in
is
his
does
the
but
with
exceptions,
home
store
be
vary
with
greatly
vary
interwoven
own
the
may
a
loyal
he
the
friend
of
different
the
of
future
he
is
amount
in
will
and
can
house
catalogue
interests
that
If
proportion
the
with
This
line.
own
The
but
true,
compared
place,
a
so
is
sight.
it
of
of
very
when
there
that
it
his
business.
wrong
trade,
some
in
selling
one
any
121
CHAMBERLAIN
tively
relatrade
ities
local-
geographical
the
and
always,
patron
country
the
tunes
forwith
of
it.
CHAPTER
PUBLICITY
BY
A
does
who
man
not
he
will
I
does
these
and
he
around
they
not
than
is
Here
a
be
can
sample
of
that
does
goods,
who
man
ond
sec-
advertise
to
brains
the
the
are
I
who
men
Make
done.
does
me
the
great
judicious
talk
otherwise
Window
my
effective
how
be
not
can
of
one
succeed?
yourself
advertising.
in
with
the
quit buying
or
he
advertising
enough
for
advertisers?
been
has
Who
believer
great
so
before
long
business
of
rent
afterward.
for
my
cessful
suc-
a
you.
you.
It
town.
a
need
the
of
work
and
be
kind
do
figure
been
know
that
better
expense
it not
not
for
not
out
better
will
help
and
help,
destined
far
will
Had
buy
can
business,
of
his
it
does
had
he
had
crowded
man
he
Look
the
of
a
days
advertise;
Are
been
If
out
and
store, hires
a
is not
He
advertise
have
RETAILER
rents
employes.
no
year.
get
MURRAY
career.
not
need
know,
TOM
advertising,
should
in
THE
advertising
on
business
If
FOR
nowadays
figure
first, then
XV
tising
adversuccesses.
advertising
is:
I
first
"A
to
I
did
a
^^
^^
Sheriffs
Sale
the
year
the
Without
Sheriff"
satisfy
down
from
business
in
started
business
of
not
creditors.
over
the
a
ten
over
this
time
No
door.
122
times
but
want
doubt
the
lost
I had
paid for, and
I didn't
capital.
small
Original capital,
end
goods,
my
with
no
a
the
amount
At
money.
big
money
to
The
take
stock
in
my
sheriff
of
sight
name
could
124
SELLING
this
instance,
card
printed, I sent
the
first blue
wrote
six
more,
since, only
write
now
I
that
the
them
happen
be
amusing
public, you
to
the
more
thinks
he
that
often
nerve
be
more
he
in
attitude
sell
Look
man
will
Don't
do
about
he
it.
that
order
from
are
him.
to
ads
can
ever,
howamuse
Many
of
man
a
is mistaken.
has
man
your
A
ing
advertis-
some
be
a
employes
smile.
ous
prosperand
Dress
your
well, for
spending
do not
your
and
it does
make
doubt
him
think
with.
Make
Make
and
money
deceive
special price
a
prosperous;
them.
Never
it be
unless
ergy
en-
true.
give satisfaction,
not
complaint.
Satisfy
satisfaction.
are
you
him
a
the
Be
squarest
walking
vertisem
ad-
you.
buy good merchandise, and
to
treatment
your
above
appears
man
by talk; give him
traded
ever
"clever"
favor
at
no
it
for
In
If you
prosperous;
Wear
garment
a
customer
liberal
It must,
know.
not
customers,
anything
advertise
him.
sentence
odd
gets into the habit
a
toward
gjj^^ after
to get your
the
I
window
one
head.
write
well-dressed
a
Business
If you
any
ever
as
in all
Asset
write
come
did
customers.
an
for
my
that
proves
prosperity.
Prosperity
them
man
not
can
Assume
your
them
money.
a
ideas
of which
brains
all in
thirty people
or
writing
successful.
get their
can
that
into
come
to
I
ad.
an
writing ads, the
little
writing
of
study
find
been
have
I
for twelve.
may
who
I
instead
never
I
day long twenty-five
them.
wrote
put them
them, and
a
took,
They
written.
of
have
to
pencil, and
blue
a
ever
eight
or
All
reading
were
for
out
time
taken
have
pencil ad
window.
one
it would
as
in
creditors
suspicion and
at
case
any
known
you
also
should
time, select
to be
to
ceive
re-
want
a
houses
honorable
in
TOM
their
dealings.
favors
if you
A
reliable
need
reputation.
The
them
and
firm
a
confidence
will
firm
a
give
with
of the
promptly, it
lose
to
firm
than
minute
get its money
not
125
MURRAY
questionable
a
latter class does
is far
in
apt
more
than
you
more
you
to
is the
pect
sus-
other
firm.
A
man
build
with
up
immense
an
be
get to
may
business, and
the realization that
he is fast
why, for he is still doing the
overlook
not
this
He
partners.
the
to
his
him
him; give
what
ashamed
hold
civil.
are
trade
your
him.
civil to
not
and
cross
with
cannot
to
be
you
had
better
can
run
your
civil to
do
to
come
not
morning"
far better
business
Be
to
a
man
apt
that
to
you
civil to all
who
stern
looks
meet
and
treat
men.
is not
are
use
cannot
are
and
meet
for
pleasant,
Your
day.
employes
day
that
but
without
fool.
the
Your
catching.
your
help
your
remain
words
and
To
feel well, if you
and
for the
who
are
Cross
way
be
if you
customers
business
stay away
You
employes.
Stay home, play golf,play anything
same
should
expensive.
you.
are
he
while
a
employes
of it
lack
your
If you
pleasant "good
a
in
has
than
in
one
no
fer
re-
encourage
once
have
must
you
civil to
employe
an
good,
are
Civility is cheap and
gain this end, be
expect
should
tell
I
he
brains
has
he
;
"silent."
too
him
must
adopt them.
to
To
Let
He
in business
He
day
wonders
work.
more
prince.
If his ideas
thinks.
he
has
and
some
up
possible that
be
who
chance.
a
hard
them
It may
merchant
wake
alone
make
not
merchant
losing it. He
same
is not
fellow
some
future
a
"
must
employees.
employ
has
He
:
successful
a
ployes
em-
in
customers
the
them.
Put
worth
yourself out
a
dollar
to
more
than
you
speak
would
126
to
SELLING
a
you
cover
millionaire,
do
not
the
Don't
be
may
again.
be
latter
him.
will
not
His
oflPended
feel
conceit
and
money
if
slight.
into
go
business
in
engage
obliging.
come,
the
recognize
Don't
and
for
you
reversed
Ever
unless
business
keep
so
ever
in
in
unless
sometime
at
the
be
be
time
when
present,
to
tise.
adver-
to
can
you
that
mind
successful
life,
intend
you
an
civil
may
you
employ^
CHAPTER
SELLING
TO
XYI
JOBBER
THE
THE
OF
FACE
COMPETITION
TRUST
BY
IN
GEORGE
OGILVIE
W.
Publisher
The
trust, to-day,
factor
in
the
the
attempts
but
in
sell
the
Should
that
just
"gentlemen's
This
Bibles
and
business
the
I
decade
than
ordinary
be
able
boots
requires
and
a
or,
in
true
to
who
seeks
line
generally
This
are
of
more
a
manufacturing
withstand.
The
or
not
the
most,
out
withthe
"
changes
mercantile
nature
jobbing
wholesaler
general
now
of
publishing
substantial
and
a
share
publishing
radical
selling organization
127
factor
the
more
if
many,
by
enough
of
it
business
legitimate
severe
branch
term
trust.
or
in
furnish
of
unknown
particularly
trust.
controlled
his
is
the
might
I
a
to
as
cannot
or
to
successfully
of
agreement"
shoes, groceries,
better
and
effect, wholly
than
changes
department
into
competition
this
competition
trusts
believe, undergone
the
would
the
get
dictionaries.
lines, and
the
him
man
of
holds
has,
last
that
competition,
that
that
adding
sales
dealer
organized
an
competition
( ?) working
knows
by
competition
let
business
Every
in
think
partially
trust.
such
the
business
his
unknown
an
When
handled
ordinary
business
of
"
trade
line
a
conduct
of
people
many
business.
extraordinary
excitement
of
of
so
anyone
is
to
of
only
face
sort
that
not
must
the
meet
sale
has
trust, he
meet,
world
is
of
trade
ing,
cloth-
merchandise
than
ever
128
SELLING
before, but he
does
the
It
trusts
safelybe
meet
to do
attempt
(1) Force
by ruinous
do
the
in their
"
competition will
do
things:
independent
dealer
of
out
business
competition.
(2) Begin malicious
customers
the
or
threats
agreement"
with
of four
one
of the
for granted that most
away
aa
jobbing trade.
"working
a
or
difficult conditions
as
for the
taken
parties to
or
desire to restrict
or
not
publisherpushing
can
"
does
and
suits against the
himself,
competitor
bulldozing
"put
methods
competitor's
and
thus
by
of
out
someone
business."
him
(3) Buy
out.
him
(4)
Leave
The
first of
these
with
small
competing
"sales
the field.
cost"
below
methods
competition;
that
have
manufacture
them
by
claims
of
rights that
of the
claimants, or
at their
beaten
Of
well
so
The
second
own
but
for
trusts
unless
or
on
such
of
a
"
minds
and
one
they
two
been
have
is not
do
not
eye
see
their business
has
kills
have
on
"
the
certain
not
fourth
and
special comment.
particularly
applicationthan
public
light may
^but
no
suit method
in its
the
reported the X-ray
cures
require
combinations
details of many
"
numbers
never
to
as
malicious
and
light shine
disease
exist except in the
not
to
game.
known
or
attempt
by improperly influencingjudicial
is less usual
new,
fear that
do
those
by
fraudulent
foregoing plans, the first,third
the
are
second
bribery, illegaland
fourth,
failed; the
the
in
withstand
cannot
legal rights,but
no
third, only when
decisions; the
generally adopted
that
concerns
combinations
have
is
like
the
the others,
to
let legal
work"
"fine
transactions.
same
forms
They
effect
of
as
it is
microbe
necessarily kills
the
GEORGE
patient, although
microbe, which
methods,
You
merely give
(2) Attempted
of
to
method
the
to
compared
had
certainly is.
by
used
was
a
I
such
will
tion
corporabe
to
in existence.
men
methods
as
:
communications.
bribery by the attorney of
them
steal
ing
Judg-
previously supposed
employ^
an
it
used?"
ever
it
embraced
having
and
otherwise
poration
cor-
valuable
to
access
the
tion
informa-
furnish
value.
(3) Endorsement
as
be
kill the
to
sure
respectable business
(1) Threatening
records
this
I
that
competition
of
is
may
of how
by the most
This
but
"
experience
competitor
oflBcered
so
instance
outline
an
do
"Is
own
my
129
OGILVIE
individual.
ask:
may
from
it may
in this
the
not
W.
the
of the
their
of
act
foregoing by
duly authorized
the
tion
corporaand
attorney
legal representative.
(4) Methods
similar
to the
jobbing trade.
These
methods, merely
the
in
boycott
enumerated
here, have
given in their entirety in the "Publishers'
might
be
expect to have
of
the
likely to
been
when
their
shortly after
fact
own
over,
their
has
or
to be
strikes
car
for
plain, I
combine
a
of such
made
he
is
I have
as
repairs,one
or
mention
it
of
and
had
mere
make
him
track, and
have
the
gets in the way
hospital
strong
not
is at
terial
ma-
yet
liberty
conclusions.
incident
I
who
been
Weekly,"
who
competition
it off the
to the
Another
The
run
to throw
taken
to draw
person
be
that
enough
of
methods
the
those
competition, but
trust
above
think, that
is
interesting to
found
intimidating
in
a
trust
campaign
occurred
began to publish Bibles.
that
there
is
a
Bible
trust
is not
generally
130
SELLING
known,
issue
but
here
of Feb.
of:
25, 1903,
"The
Demand
is what
Book
the
said
for
houses
recent
in New
Which
There
consolidation
of
York, London,
corporation is
xte
Bible
is the
the
on
the
public demand
for
any
the
demand
other
business
as
book
the
Bible
Scriptures
into
The
a
not
known
authority.
it,for
to them
I
for
for
business
(to put
There
remark
means,
I
campaign,"
he
well
to
prefatory
closely related
competition
a
to
man
disposal of his product.
to
I
sell property
"sell
The
to be told
enced
experi-
what
such
what
by
organization
an
over
means
firm
selling
"under-
an
to.
to
were
City (the
of selling; it
has
ing
hav-
However,
Bibles
15,000
selling inasmuch
or
the
has
knows
opposition
an
they would
York
Chicago for shipment to New
headquarters) in a very short time.
this is
as
trust, and
from
All
what
it says
capital, leads
practically unlimited
dated
consoli-
"
of."
idea
need
conducted
in spite of combine
been
ably;
profit-
|12,000, the announced
any
not
purely
a
mildly)
it
is
great
as
requested,
cost
had
does
as
So
Bible
a
that
still exceeds
what
is
|1,000 that
man
tinues
con-
'trust.'
or
refused, when
less than
publication
earth.
penalty for non-compliance being that
Bibles
that
said, it has
publication, therefore
of
offended
is
perhaps
extensively and
on
have
we
great
a
It indicates
publication of Bibles
great corporation
Sun
anti-trust
weight
as
the
on
enterprise is carried
now,
in
private enterprise; that
a
printed
publishing
interesting,and
of
for the
that
and
trust
ing
head-
Greatest
Edinburgh
and
an
business
great scale,
a
large Bible
significant,incident.
a
""
sold
the
editorially,under
its
in
:"
"The
a
"Sun,"
York
New
as
meet
ever,
is,how-
it shows
in
the
Then, too, the buying public
is
132
SELLING
bing trade,
trade
will
which
be
allotted
be
termed
is
what
It
the
those
as
expensive
an
proportion
to
in
general
be
found,
returns
specificdemand
is
what
to what
may
exception, that
without
advertising
and
made,
is to
expense
special advertising.
or
almost
from
kept
be
it must
advertising
general publicity and
zines,
maga-
ity
general public-
and
one,
of
specific publicity
will
best
others,
jobbers'
in the
classes,those
give general publicity. A
campaign
mind
of two
and
papers
in
be
those
are
this
in
be
not
can
which
a
in
done
a
general publicity campaign.
A
certain
General
and
does
nowadays
is
so
in
owing
the
to
be sent
out
of
cose
for
the
except
A
to
ability
in but
well
sent
this would
sample.
be
In
build
few
men.
pulled.
circular
that
competent
up
a
It is
to
of
case
must
the
samples
binding
of
review,
notices, but
for many
quality
of the
for
impracticable,
the
dictionary, however,
to
how
known
out
general reading
show
by those
shows
smaller
so
keyed
being
question has
the
hardly be necessary
by the regular reviewers
is found
and
often
are
larger works
reviewed
The
in
direct
advertisement
which
key
the
here.
up
books
make-up.
as
of
application
its
exchange
it would
property
a
catalogue
taking
need
of the
case
the
smaller
sometimes
which
direct
expensive,
is
virtue
advertisement
and
not
The
Bible
of
use
common
it does
in
the
abstract,
A
bears
uniformly
The
main
results.
exact
orders
many
the
in
does, viz.: the
show
to
as
is
jobber in disposing of his product.
the
possess
advertisement
so
the
publicity
not
general publicity, however,
of
assist
to
necessary
amount
to
and
eral
gen-
be
oughly
thor-
judge it,as
well
press.
satisfactory sales force
now
universally recog*
nized
among
it is to
GEORGE
W.
successful
sales
competent
secure
*^
Making
Jobber
s
sales
the
product
to the
organization
laid
kind.
his
the
The
is
jobbers
that
the
task
lies
dispose
of his
members
of
In
reaching
are
territory in
wholesaler
be
can
The
he
because
for
out
trade
possibilities of
no
force
he
place.
get results
can
force.
his
in
on
sales
a
"
is to
which
the
a
sales
a
certain
that
saler
whole-
force
so
stituted
con-
pendent
de-
extent
them.
then, that
means,
sales
immediately
point of
a
legal organization is
Intimidation
Sometimes
sought.
jobbers constitute
it offers
its
of.
advantage
the
when
that
force
trust, through
take
to
put
man
of the
successful
a
selling qualities
his sales
the
upon
firm's
show
sales
would
of the
one
up
harder
a
as
susceptible
those
or
who
manager
selling are
This
If
that, hard
to build
man
jobber there
that
a
not
sales
choose
through
jobber.
another
progressive
can
the
does
off and
salesmen
organization,
before
133
managers,
training, and
the
Force
es
OGILVIE
the
of
it works
attack
not
slow
jobber is
sometimes
"
not.
There
is
such
no
thing
force.
The
he
"intimidated," would
was
salesman
makes
only
touch
the
his
jobber,
cooperate with
goods
as
be
world.
knows
to the
the
other
hand,
as
He
possible.
make
sees
home
to trade
supplier.
that
excuse
sition
Oppo-
From
game
is in
lute
abso-
things
from
office
not
are
by
of
conditions.
is not
is
petition
Com-
the
by contact,
index
his
cheaply
He
sales
a
harder.
salesman
an
as
on
to
too, the
who
one
an
the
considered
buying
as
of
rarity indeed.
a
work
communications
greatest value
The
to
His
of
give
force
Then,
the
with
standpoint
hearsay.
the
and
interesting.
would
sales
a
invited
is
more
who
intimidation
as
in
aiming
the
business
to
very
secure
nature
134
of
SELLING
things
whom
he
he
buys.
He
accepted
the
best
terms.
the
trust
and
This
gain
form
In
will
"bucking"
or
business
better
yourself.
on
than
have
condition
;
the
best
versally
uni-
goods
on
between
be
the
trusts,
right
and
a
same
lastly,
to
or
a
American
dustrialism
in-
things
unlimited
sort
with
away
the
few
second,
will
entirely
field
in
first,
up;
do
in
just
"
third,
the
present
trust
give
Businesses
to
which,
are
a
never
the
contest
on.
attempt
may
there
nerve,
do
and
always
conclusion,
when
to
a
be
always
they
is
of
supplier.
success
It
trade
a
firm
in
to
the
given
merely
is
will
that
appealed
being
non-trust
with
themselves.
modified
by
It
contest
competition
be
the
aid
to
expected
must
way,
the
power
be
not
can
sary
neces-
and
capital
of
goods
confidence
qualified
un-
enough
"
equal
in
III
PART
SYSTEM
AND
SELLING
CHAPTER
THE
XYII
ADVANTAGES
SYSTEM
IN
BY
Second
Always
especially
the
interested,
cabinet
solely
of
of
as
valuable
kind
of
tool
of
names
that
has
large
this
it
Suppose
great
with
accounts
the
hall
past.
instantly
from
it will
easily
him
and
not
10,000
seen
of
and
I
could
at
men
all
who
that
be
that
so
137
containing
mers,
custo-
mechanism
of
active
one
head
hours
of
in
any
pany
com-
than
in
name.
for
the
20,000
cards
so
only
advantage
him
had
a
to
assemble
traded
with
privilege
which
But
where
individuals
large
an
in
carrying
moment
enthusiasm?
to
that
to
put
spend
greater
to
think
pieces
may
spirit of
prospective
the
and
possible
his
be
cabinet
and
expansion
proper
be
regard
simply
the
to
can
former
society
Would
numbers
list"
house
all the
arouse
mistake
a
devised,
were
the
showing
flexible
device
other
any
is
most
been
ever
is
to
list"
for
the
that
is inclined
"house
been
have
observing
machinery
current,
the
in
the
I
system,
head
fact, this
the
of
one
with
some
late,
"house
a
merchandising
almost
of
it
as
In
use.
is
business
this
progress,
"t- Company
Schwab
of
called
names
While
a
SELZ
Selz.
piece of modern
a
and
push
HARRY
department
or
business.
the
student
clerk
average
J.
OF
SELLING
Vice-President,
a
IMPORTANCE
AND
him
assemblage
in
would
this
and
live
list
firms,
would
138
SELLING
be somewhat
unwieldy, so
There
in
such
wholesaler
about
to
learn
much
but
poise
small
definite
results
actual
as
and
are
cerned.
con-
good feeling
the
for
opportunity
directly helpful things
and
his trade.
But
what
in the
his
be
might
gathering,
a
far
card
his
are
catalogue
whole
trade
each
drawer?
he
And
consume
these
the
these
time
no
cards
Here
interview, at
and
customer.
What
privileges with
will
patron's trade, from
thus
the
month
of
fluctuations
month
to
proached
ap-
the weather.
on
are
vidual
indi-
each
customers,
him
list"
assemble
can
glance,
a
in comments
tell
"house
and
to
year
year.
is
It
learns
how
much
adding
Lately the word
business
be,
should
but
there
business
To
solidifyyour
business
as
to
of the
with
in
which
three
with
him
his
in
statement
in
from
a
at
much
as
to
list.
heard
right
else
is
his
to
and
in
it
as
do, in
the
expanding.
quite
essential
as
direct
and
eyes
his
own
that
really puts before
that
there
of
better
three
personal study
make
his
of
not
can
his
by
I shall
saying
with
ligent
intel-
emphasis
intervals
them
handle
own
right business
with
partner
managing
than
a
besides
structure
his list.
on
days' time,
months,
Let
a
the merchant
complete picture
a
customer
extravagant
that
is all
progress,
system
any
executive
each
been
something
is enforced
moral
study of
eye
has
mers
custo-
it.
expand
This
"
his
customers
more
is
with
with
politics. This
sound
of
course
done
expansion
in
as
be
may
besides
system,
quiet conventions
represented by their cards
as
"
these
in
own
his
be
an
relations
guilty of
is
nothing
invest
two
or
or
six
months
of these
hands, read
deductions
personal contact
with
the
and
the
cards.
them
clusions
con-
list.
XVIII
CHAPTER
SYSTEM
AND
BY
Sales
Of
all
business
is
the
of
one
quantity
An
it
tangible
asset,
bad,
spite
of
has
done
thereafter
its
which,
when
ness;
uneasia
in
ness
large busi-
every
The
ment
departed;
accept-
was
detail
other
in,
creep
credit
account
any
as
known
un-
included
occasionally
the
it ia handled
an
represents
is
or
as
precaution.
duty
is
It
It
liability,
must
a
traveling
especial
no
doubtful.
recognizes,
utmost
the
of
excites
or
of
ledger
unfathomable.
and
accounts
the
the
on
exasperating.
definite
unfortunate
enterprise
in
most
account
a
Company
account
expense
unfathomed
"
good,
is
Dick
B.
A.
standing
the
book
open
WATERBURY
A.
accounts
concern
salesman
those
W.
Manager,
the
SALESMAN
THE
of
the
business.
this
But
is
not
starts
out
earning
not
know
ones
know
you
the
man.
it is
the
the
whether
would
use
do
must
I
not
same
control
that
be
in
are
140
as
are
can
not
do
know
wise
judgment,
to
"honest
used
In
"
do
you
being
finances
own
man
you
conditions.
same
pense
ex-
you
away;
is
unsatisfactory
there
money
business,
your
your
the
your
conservatism
the
under
always
know
of
interest
traveling
for; you
spent
are,
the
far
someone
being
man's
traveling
that
feeling
by
spent
the
moment
expenditures
in
and
you
that
being
what
whether
the
have
you
is
the
From
account.
with
so
a
any
men
a
not
that
ure
meas-
condition
business
among
W.
traveling
there
salesmen
is,and
men
for
what
their
An
expense
to
agree
spending
where
will
the
or
items
miscellaneous
point there
there
is
seldom
the
postage,
a
probably
is, and
opinion.
of
to such
phone
tele-
baggage,
and
I
expenses,
laundry, and
excess
other
difference
any
is
there
particular reference
no
sity
neces-
illegitimate
legitimate
telegraph, expressage,
and
legitimate
and
end
diflEerences
as
traveling
get business, but
expenses
this
I make
know
greatest
two
no
recognises
man
to
money
the
constitutes
simplest of the
entertainment.
as
men
transportation, living expenses,
name
among
and
susceptible to
what
on
At
desire
finances
own
life, but
of
inherent
an
business
be, honest
Among
may
is
legitimate
begin.
walk
being expended.
business
Every
expenses.
other
their
account
may
141
any
be,
is
money
salesmen
always
in
control
two
expenses
as
must
elasticity. No
point
WATERBUEY
always
business
of
A.
necessities,
opinion
of
about
them.
Traveling
Street
of
traveling
audited?
Does
from
found
point
of the
limited,extra-fare
to
local
to
how
the
mean
another,
traveler?
train,
or
Does
it
it
be
to
railroad
a
mean
sonal
per-
riding
mean
ordinary
an
on
they
of
does
will
legitimate
are
cost
or
These
the
cover
But
expense.
carfare
one
mileage
a
be
usually
divided
sub-
baggage,
excess
check-room.
porter's tips, and
Traveling
Expenses
be
may
fare, bus, cab, drayage, livery.
car
Auditing
ticket
transportation
carfare, sleeper,
into
items
or
expenses
on
passenger
train?
is where
Here
Will
the
charge
regular
traveling
up
limited
passenger
there
man
may
whose
be
a
house
extra-fare-train
train
on
difference
his
pays
rates
own
and
of
his
opinion.
expenses
ride
mileage
or
the
on
on
a
142
SELLING
scalper's ticket
who
out, and
the
or
is
be
the
full
argued
fare
his
daytime
the
maintain
that
If
the
the
house
his
the
day
which
company
him
to take.
to
unfit
is
This
point
be
must
with
the
all the
to
of better
baggage
that
A
concerns.
good
overlook
limits,but
the
expense
cigar
excess
exc"j^
account.
has
and
eldom
Who
rest
expects
of
this
summarily
in
that
the
house
is
form
in the
accrue
representatives.
account
tempted
baggage
and
to
the
proper
for
annoying
an
right
Violations
may
its
comfort
firmly impressed upon
house.
for
is
of
selling force
benefits
I
plaint.
com-
for business
pay
promptly
accommodation
Excess
to
dealt
to
the
moral
no
himself
is
himself
for
cause
for
pay
himself
willing
if he
complaint?
just
has
salesman
depriving
convince
to
entitled
the
by
be
must
order
man
willing
representative of the
every
rule
a
energies and
following
his
is
that
for
cause
and
fying
night, justi-
deprive
or
has
employer
the
of
a
up
distance
thought
himself
no
tion
ques-
charge
man
part
the
has
house
salesman,
exhaust
with
thing,
any-
This
moderate
sit up
or
save
him?
to
stand
year.
a
inconvenience
comforts
the
going
can
the
or
should
if he
traveling
a
conscience
willing to
the
charge,
house
that
in
day
does
the
belongs
that
price the transportation
correct
that
saved
when
in the
travel
is the
find
to
house
maintains
who
actual
and
rate
often
sleeper
for
every
house
best
argues
amount
How
of
who
passenger
the
is
the
or
is the
How
the
"
secured
traveling man,
of
right
mileage rate
can
pass?
a
or
to
to
a
many
pass
fails to find
gets the
many
baggage
its
it under
its way
benefit
into
this
of
saving?
How
many
transportation
nickels
account
and
that
dimes
do
creep
not
into
belong
the
local
there
or
W.
actual
represent
This
and
of
is
most
with
carry
Many
"free
bus"
be
may
the
with
line
bus
may
the
bills
in
degree
any
audit
an
street
car
accuracy,
local
fare
who
want
business
from
the
house
ever
A
half
in
in the
saw
hotel
station
the
traveler
appears
patronage
account?
expense
two
or
and
the
a
time,
account
expense
clean
linen
house.
items
such
he
would
that
be
is
good
a
with
evils
and
Living
four
Expenses
pjjjg g^
for
expenses
to
have
easily two
ask
been
a
hotel
communication
it is
k
is
for
the
of that
principles
nature.
of
The
a
spent
any
other
are
business
hotel
Its
business
man
day.
accounts
house
bill of
is
stop-
one
lar
dol-
clearing
It is
is
perhaps
traveler
hotel, paying
itemized
acknowledged,
by
Money
his
on
generally
less
use-
representative is supposed
a
an
ment,
state-
at home.
carte, and
a
where
usually answered
against
la
dollars
staying
a
day.
a
by
hotel
traveling
a
were
A
European
^
the
to
bills
with
dollars
eating
room,
hotel
up
in
of
abuses.
charged
Controlling
accompanied
pense.
ex-
necessarily larger than
are
if he
obliged to pay
and
be
watched.
duties
bills
laundry
legitimate
a
investment
the
Living expenses
beset
included
or
Furthermore,
are
always
may
usually easily
are
is
amounts,
proper
vouchers
as
and
the
with
alarming regularity.
Laundry
to
what
carry
cab
or
Laundry,
on
hotels
but
block
a
fair
"pad"
receipts.
no
traveler's
a
but
street-car
but
buses,
on
check
ness?
busi-
to
accounts
by vouchers, but
them
the
of
interest
easiest
with
enterprising
free
operate
the
can,
accompanied
account
the
in
difficult to
One
accuracy.
fares
of
one
of the
one
rides
car
143
WATERBUEY
A.
curt
the
duplicate bill.
which
is
doubtful,
note, stating that
hotel
to
supply
traveling man's
If
it is
tion
informa-
patronage
is
144
SELLING
desirable
and
betray
embarrass
or
and
the
The
hotel
would
diem
per
is also
The
liberal
allowance
men's
in
not
are
feeling
be
not
the
loss
that
the
on
between
is
character
it
unassailable
that
maintain, however,
in and
and
practices
of
help
cannot
his
own
similar
money
channels.
but
trifling,
be
to
twenty
the
hundred
a
greater part of the
represents the difference
insolvency.
and
he
those
all the
with
he
may
attacking the honest
not
am
these
large amount
a
and
satisfactory dividend
a
The
man
often
loss
scrupulous
over-
actually paid.
whether
out
are
of
that
know
from
the
bills
losing
one
of
always
not
that
these
upon.
class
a
receipted
know
to
employs
aggregate
for
does
as
travelers, who
more
I
he
form
are
sum
leaking through
house
a
year,
be
uncertainty
an
It is true
or
may
If
annually.
with
not
pulate
mani-
to
to be relied
they
as
the
is
pecuniary advantage.
clerks
does
uncommon
money
may
from
penses
ex-
It
recognize the value
clerks
the
challenge
a
always
approached
who
man
is not
; hence
amount
business
as
own
patronage,
when
differ
his
to
hotel
spenders
result.
a
traveling men's
for
traveler
a
receipted hotel bill
traveling
as
unsatisfactory arrangement.
an
Accommodating
ers
travel-
other
reach
business
lose
allowance
usually accepted by
the
guest would
a
might
that
information
profitable,and
His
traveling man.
needs
practices
I
defense.
no
are
often
scrutiny possible cannot
dulged
in-
be
altogether eliminated.
But
how
Different
which
evils to be corrected?
no
make
to
I
select
I have
different
have
concerns
perhaps
patronize.
these
are
two
are
hotel
the
the
alike.
arrangements
hotel
rate
I have
I
want
understood
my
methods,
found
it
from
nomical
eco-
quarters.
head-
travelers
in advance,
of
to
and
W.
insist
that
to
patronage,
always
I have
and
give excellent
glad
usually
be
asked
I
the
over
have
found
there
is
a
material
what
my
shall
It
is
be
"Entertain-
it
as
too
It
it
as
isolated
of
otherwise
far
my
to
pay,
be
bill to
of
of any
application.
will
that
I
will
result
traveling men,
in
in
bear
its
will
fend
de-
salesman
be
may
and
the
lead
that
may
allow
getting
wish
a
it
a
am
to
an
come
from
be
stood
under-
ture
expendi-
proper
I
source
gance
extrava-
to
to
business.
however, that
in
necessary
to
not
sonally
Perlist of
temptation
a
likely
I do
sin, and
to
have
ally
usu-
"knock
to
it from
benefits
not
It is
getting business.
it
It is
under
groan
fostered
but
They
p^Q^est.
license
stricken
danger
it,
helplessness.
who
Some
list.
frequently found
more
house
tolerate
to
j^^^^^^j
of
count?
ac-
business
off the
traveling
While
man.
excess
by this
upon
this
entertainment
wiped
forced
means
I have
honest
in
see
average
element
its universal
that
are
would
rate
hotel
any
grief those
expenses.
evil, an
that
long since
cases,
the
of
iniquity,is
in
to
the
have
legitimate
the
untrammeled
necessary
a
I
to
two-dollar-
a
afford
can
for
of utter
an
born
was
Yet
burden.
or
four-dollar
^^^^^
^^
state
a
brings
often
They
indispensable evil, and
an
in
^^
little less than
down."
terms.
saving by pursuing
said
are
^j^^^
weight
and
business
gladly
concerns
mentAcoonnt"
its
such
upon
disposed
or
account
an
would
jj^g
recognize
expense.
following this plan.
what
But
depend
own
them
slight opportunity
when
padded
to
two-dollar
a
three
a
their'
desk.
I know
course.
and
when
rate
at
less
un-
found
accommodations
frequently willing to give
and-a-half
there
representatives go
elsewhere
go
almost
are
145
WATERBURY
company's
my
they prefer
Hotels
A.
I
impress
opposed
to
146
SELLING
entertainment
others
a
expenses
somewhat
salesman
Some
a
pretty safe
them
is held
tried
both
dinner
to
in
I
by failure
the
provide
for
report.
If
I have
its
a
offers
I
have
business
any
is many
they
in
to
as
lost
dollars
the
not
or
to the
reference
This
detail
it
piace
gives
which
money
disfavor
likes
to
see
going
at
to
that
can
been
the
in
two
the
and
on
to
the
first
amount
of
make
such
with
No
count.
expense
the
liberal
them
house
be
down
is richer
realized
put into
to
actual
until
more
unless
profitable
and
ditures
expenor
salesman
his
account
; and
purpose
regarded
"
the
in
by
amount
In
ways.
drinks, cigars, dinners,
on
of
entertained,
party
for what
are
headquarters
amounts
for
keep
not
knows
report,
order.
his mettle
on
the
cigars, theater
items
accompanied
studies
of the
know
to
expense
obtained
being spent and
he
the
information
accurate
which
less
in
to
expense
it, consequently
of the
was
date
puts the salesman
"
traveler's
drinks,
name
is valuable
is
for
gether
alto-
good plan
very
details, and
order
an
a
be
business, I want
meals,
each, together with
not
may
the
detail
other
whether
it
on
paying
are
show
must
expense
found
tickets, livery, and
has
it is
it is done.
to
a
"show."
who
man
house
my
"buy"
must
fully itemized
that
point
explanation
they
much
expenses
it
the
after
entertainment
eliminated
and
bait
a
by prohibiting the practice.
While
how
esteem
cannot
as
ticket to the
a
that
it, while
buy
to
uses
courtesies, but
lay down
less
ways.
or
I feel when
how
and
these
accept
rule
know
favors
my
worse
will
men
richer
by myself, and
solicits
cheap cigar,
general principles. I judge
on
and
they
aters
theare
He
orders.
minimum,
with
the
annually by
an
amount
a
the
practice
operation.
referred
sult
re-
io
148
BELLING
merchant
what
the
system.
Primarily
the
map-and-tack
the
form
traveling
and
traveler's
salesmen.
route
and
to
in constant
keeping
at
all times
or
losing
he
what
is
is
should
the
as
with
his
work
this
to
and
is
in
form
one
salesmen,
be
to be
one
or
or
reckoned
of
Sometimes
the
contain
two
entire
business
to
and
system offers advantages
that
a
dollars
number
and
filled
^^^
It has
cents.
or
to be
and
single drawer
a
portion of
These
and
railroads
connection
heads
the
money
boundaries
colored
is
drawers.
are
maps,
required for
single state, sometimes
g^
counties,together
in
of which
maps
with
of the
user
the
a
single state,
a
to the
states, according
the
consists
system
shallow
with
bottom
cities,and
different
valuable
or
a
dealers
only
put into the equipment.
Used
made,
of
a
jjjj^p qj
^
will
sometimes
but
results, and
organization
an
in
be
to
are
best
the
been
not
have
traveling
cabinets
more
System
drawer
glance where
a
appreciated.
Map-and-
Tack
making
of
has
for"^^"*^^ ""
Necessities
a
knowing
is
he
Briefly described, the map-and-tack
of
it,
another.
or
that
business
a
not
a
pursues
and
points important
agents, the map-and-tack
used
at
collections
producing
other
one
business
resident
can
it tells
where
developed,
advertising
To
densed
con-
ont
lay
he
whether
prospective trade, fields that
hundred
to
how
him
doing and
in
money.
be
when
shows
at
on
dealers, agents
by
follow
touch
Supplementary
there
It
going
shows
system
covered
territory
is
patcher
dis-
train
the
what
showing
of
point
every
is to
chart
train
indicator
^an
"
the
character
afford
can
show
county
the
to
towns,
and
state
tacks
with
country.
with
these
maps
and
balls
of
are
different
colored
W.
149
WATERBUBY
A.
twines, indicating the different
be
to
put according
This
tack
it in
the
exactly
call
for
for
the
which
with
The
foundation
a
outline
following
will
offer
form
so
simple
anybody,
and
be
can
I
will
fiftyor
addition
In
have
dealers
handle
the
efficient
an
of
to
and
line
my
of
exclusive
whom
resident
sales
goods
who
territorial
traveling
my
scattered,
are
some
entire
an
I have
As
and
Territory
so
right
to
some
a
operate
and
in Order
^g^jj^ yjg^^ those
designated
In
on
giving
the
an
in
out
this
exclusive
as
road,
ing
consist-
contract
to
the
in
solicit
tract,
con-
their
trade
exclusive
or
agents
town
or
city,
state.
exclusive
maps
the
on
sales
single
that
to do
the
not
a
traveling salesmen
Tacks
Divisions
be
no
and
agent, it is necessary
exclusive
White
county
to
or
more
country.
have, under
These
controlling
some
a
our
under
can
salesmen.
has
of
vice.
ser-
ling
hand-
business
a
that
are
rights
I
of
organization
who
and
respective territories,where
send
;
I have
salesmen
out
with-
supporting
business
a
a
by
time
branches
all parts
agents
as
in
understood
at any
or
article
from
is
regarded
application
be
to
as
interests
marketable
demand
be
of its
example
an
conditions
operate the system
traveling salesmen
sellinga
universal
less
view
other
as
hundred
a
and
I
take
I
put into practice
conflictingwith
use
work.
practical
and
map-and-
a
equipment
may
of how
comprehensive
a
are
concerns
the
and
and
the
do
to
of
Different
manner.
applications,
supplied only
form
business
two
no
same
different
tools
simplest
Probably
they
peculiarities of the business.
the
comprises
system.
the
to
to which
uses
to
the
territory of
keep
I should
of
an
my
territory,
such
safely it is impopterritories
should
preclude this possibility.
contract
to
a
resident
150
SELLING
agent
for
form
ness
I
another
or
the
or
myself
get it through
can
I must
territory that
has
productiveness
others.
To
A
he
town
town
limits, with
tack
the
the
control
of
lines
the
town
If
agent.
an
tack
serted
in-
is sufficient.
map
string around
residence
the
its
city, a single white
or
If
white
of
territorial
line of tacks
and
city,showing
or
by the exclusive
territory covered
the
exclusive
county boundary
in the
men.
tacks.
an
on
than
that
greater territory, a line
or
black
a
under
city
or
county
a
diminish
or
busi-
watching
know
to
in
"
less cost
for
of
white
use
is
traveling
disposed
indicates
a
following
white
I
tack
that
covers
tacks
a
this
controls
at
not
at
system
some
been
does
do
white
agent
have
given
more
me
own
my
been
usually
get for
to
of business
amount
same
Therefore,
ability
"
it has
consideration
consideration, which
a
one
the supposition is that
dealer
or
the
his permanent
agent and
address.
this
Following
show
colors, the maps
by exclusive
way
is, of course,
of
knowing
the
Map
by
Cards
System
purpose
according
containing
address,
in
any
shown
names
the
in
the
be
he
the
in
a
a
an
This
index
For
this
subdivided
will suffice.
of
address
I.
This
in white
agent
controls.
II), containing only the
kept
who
caid
a
cabinet
city tacked
territorywhich
(Figure
should
and
be
should
Figure
in
states, cities,and
name
there
supplied by
card
under
other
fact.
that
a
the
of
particular territory is.
^^j,^
appear
tacks
inspection of the map
an
is
description of
card
the
essential
single drawer
to
should
a
with
glance all territory covered
than
one
territory has more
information
^^^^
a
a
indicate
from
agent
ntine
card
tacks
It
A
at
If
agents.
white
agent, two
plan
same
A
and
and
a
cate
dupli-
name
separate place with
and
the
W.
of all other
cards
SVATERBURY
A.
agents
151
alphabetically by
arranged
names.
this
By
shows
map
certain
the
territoryhe
Dame
other
he
and
address
card
gives
controls, and
All
the
the
to
the
the
and
his
to
territory
makes
the
mation
infor-
complete.
the
applied
of the
control
Before
I
the
will
ritory
ter-
office and
home
explaining
them
to
agents is open
exclusive
under
The
demand
another
of
for
the
its
map-and-tack
conclude
the
with
is handled
the business
goods is created
advertising. Whether
other
untraceable, it
sources
and
becomes
the
original inquiry
hand
corner,
An
in
the
and
name
which
under
correspondence
with
index
upper
address
and
given
is
a
from
comes
lower
of the
town
with
number
letters
a
in
or
black
the
all future
of interest
The
map
city
that
tack.
given
a
dealings
is
corresponding
together
corner,
prospect,
The
right-
upper
particular inquirer
is
card
zine
maga-
indication
an
the
number
that
or
is
is tacked
prospect
form
one
prospect for business.
a
consulted
immediately
furnishes
it
by
advertising, circular
advertising,newspaper
is
the
them.
with
or
reference
map
agents by showing how
exclusive
name
and
is
agent
A
agent.
reference
men.
as
the
duplicate card gives only
address
him
exclusive
an
filed under
his resident
under
traveling
system
of
by
the
who
The
territory not
and
first card
city shows
controls.
about
or
to the
resident
glance at the
one
territory controlled
Reference
agent.
of
duplicate arrangement
as
shown
ducted.
conber,
num-
with
in
or
the
Figure
III.
Correspondence
is not
has
filed in the
been
sold,
u
but
pertaining
to
prospective busineso
general oflflcefile until
is filed
separately
and
the
by
inquirer
consecu-
152
SELLING
tive numbers
locate
as
the
they
; the
correspondence
accumulate
cities,and
As
tacked
number
as
when
required.
filed
are
acts
as
guide
a
to
cards
These
alphabetically by states,
prospect has
a
black,
a
^I'^d
"Prospects"up
opened
given
number
and
matter, prices and
information,
communication
been
are
made.
and
One
with
other
cir-
necessary
copies of the
is attached
copy
oity
card
index
an
carbon
two
the
up,
out, the party is addressed
cular
How
owed
card
names.
soon
in
of the
to the
AGENT
sr=^
Ua.
^.
.^VA
ADDRESS
i.^L^'vy^ytj^^L^
Fig.
(top card)
description
I
Fig.
shows
how
the
and
address
is forwarded
for
with
an
temporary
The
which
original communication
an
flies
from
with
agent,
by cities.
"
the
filing and
the
letter
the
appropriate
agent controlling the territory from
emanated.
of
his
original communication
other
name
in the
indicated
territory, are
II (Ibwer card) shows
an
agent's record
general index of agents
of
the
is
to
prospect
never
sent
to
an
to
enable
agent,
as
him
so
the
reply may
the
of the
copy
a
A.
153
WATERBURY
understand
to
inquiry from
W.
copy,
the
original
to the
be attached
original may
as
do
inabilityto
of
event
worded
so
of the
purport
in the
or
be
usually
agent's
copy.
The
black
tack
remains
in the
agent notifies the home
removed
and
other
show
both
blue
blue
a
black
and
cards
tacks
in that
in
state
town
kept
to
up
file.
agent
a
on
as
and
work
and
of
respondence,
cor-
number
on
file and
ferred
trans-
tack
cates
indi-
still to be
done,
blue
a
the
and
correspondence
any
the
in
card
a
"sold"
cards
the
amount
manner
for
Usually
the
assistance
monthly
to
and
of
period
business
done
the
"sold"
are
transferred
of
time
and
in
any
is
file,and
business
be
can
induce
that
to
the
done
by
ascertained
the
sometimes
tack
a
complete
which
statement
up
my
the
I
am
maps
and
sales
add
referred
the
he
to
ments
require-
feeling of cooperation
rendering him
of the
of
some
when
me
I have
understanding
and
contract
gives
agent to notify
sale, the prospect of which
of
me
date
is to
annoyance
A
black
part of this system
A
him.
the
instantly.
almost
makes
cards
summary
kept
this
In
any
A
be
can
by the
all
arranged
"
and
"
numerical
of
instantly the prospective trade
show
sold.
goods
and
to the
cards
a
accomplished
reference
"sold"
located
the
city showing
a
back
compartment
is
card
general file.
business
and
from
index
cards
cards
city, when
the
to
similar
be
can
card, is removed
Thus
"sold"
other
which
to the
a
it is
the
same
The
is transferred
and
alphabetically with
the
in the
appear.
dent
resi-
sale, when
a
substituted, unless
prospective business
"Sold"
marked
tack
office of
the
until
map
he
to
are
sufficient.
has
made
my
cards, giving
enables
154
SELLING
me
complete
knowledge
business
done
the
This
I
in
will
consider
now
Travelers
^^^
IV, showing
illustrated
this
of
oflSce.
I will
are
being
take
Doe
routed
this
string
the
tacks
in
to
cards
the
and
business
be
may
some
out
a
his route
Brown,
travelers
who
in
so
cities
of the
to
that
operates
and
the
from
contiguous districts.
igan,"
MichI
find
scattered
index
in
correspondence
for
him
will
home
Eaton
eral
gen-
analyze the prospective
this
he will not
a
men.
to the
go
prospective business
justify traveling expenses,
direct correspondence from
and
of the
charge.
and
route
tack.
"Coldwater,
is in
me
white
traveling
state, and
numbers
lay
all travelers
control
under
of the
a
of my
towns
men.
the home
by tacks
the
Doe
no
headquarters,
bears
one
card
file,to enable
numerical
there
the
traveling
temporary
by
numerous
obtain
I will
surrounded
traveler
this section
throughout
Michigan.
general lines. For
Coldwater
not
index
that
shows
black
his
is covered
to
Reference
Figure
Chicago,
same
it is under
that
oflBce and
perhaps, be
as
illustration,
an
from
territory is
indicates
resident
with
my
from
along the
Coldwater, consequently
That
of
by
covered
as
handled
travels
he
is
Smith,
and
state
of
can,
in connection
the
not
does
part of the state of Michigan has
agents, but
Doe, Brown,
This
ritory.
ter-
is operated
which
and
jurisdiction
the
dealers.
or
section
a
that
example,
of handling
method
territory which
open
Under
agents
Covered
exclusive
the
way
traveling salesmen
my
^^^^
Open Territory
suppose
territory.
general
a
of
map-and-tack system
my
through agents controlling exclusive
through
by
in his
shows
business
by
to
that
be
oflBce.
come
does
as
not
solicited
by
I must
range
ar-
in conflict
Rapids,
I
follow,
and
substitute
with
other
plaid
156
SELLING
tacks
for black
business
which
I desire
Doe
of the railroads
points gives
me
the
NAME
be
(a purple tack
Coldwater
in Grand
reference
to
land
Rich-
Grand-
Rapids
the
to
collection
important
an
index
and
dicates
in-
card
all papers
PROSPE'
/^
^/7
CrjL-O-^
U^"U
A-SORESS
route:
Monteith, Wayland,
Allegan,
Rapids
it to
junction
crossing and
and
following
special business;
shows
present trip.
the
on
Rivers, Schoolcraft, Kalamazoo,
Junction,
ville,Grand
prospective
I have
to visit
Examination
Sturgis, Three
where
in towns
ones
MJ-"U
.
SALESMAN
Qi. y
ytri^u-^iy
ADDRESS
J^
'zdj-^^'^n.-f^L-tJ^
_DEPAHTED_
%
Cn^Jj-a-,^y"^XAj
Fig.
m
card), the
possible customer.
(the top
of
a
address
connected
with
i
J
Jo
-
,
"
"prospect
Fig.
record
same
waiting
'
of
are
to
be
card, bearing
V
a
on
the
Battle
the
limits
illustration), Adrian,
I
them
tacks
take
now
to the
in
the
two
Coldwater
order
and
shows
address
the
road
of
Hudson,
the
Dundee
map
and
son,
Addi-
Hanover,
shown
Jonesville
strings, red
and
green,
(which
on
named,
until
I
reach
the
home.
and
tack, looping the red around
above
partment
de-
(purple tack,
Creek
Jackson, Manchester, Tecumseh,
beyond
name
ings,
for), Middleville, Hast-
collection), Marshall, Albion, Homer,
extends
the
card)
liiUj^.^MAJ^
possession of the credit
called
Nashville, Charlotte,
bottom
(the
salesman
in
/jjLm,
I
tie
the
Jones-
ville,the
last
string ends.
This
the
having
completed
tied
to
as
Doe
and
the
and
so
the
travelers
I
have
and
them
any
Color
Schemes
This
work
be
the
at
reached
be
can
that
^""""
^^^
how
matter
no
in
by
records
letter.
or
of
as
j^
g^^^
handled
are
touch
departure
recorded
string
^j.^
many
constant
notices
immediately
travels
the
on
soon
as
re-
transacted
^.^ ^j^^ ^^^^
along the general
for
as
a
reports, and
business
the
mail
notifying
notice
in
be
town
orders
be
the
home
of
is cleared
sent
remains,
the
of
a
utilized
ofiSce.
time
The
given.
service
which
movements
case
may
advance
should
the
cover
In
rapidly.
slowly the
much
fast
to
is intended
plan
will determine
As
glance
Eeports of the business
the
practicable
is
A
quickly by wire
^g^j^g ^^^^^
telegraph
as
case,
Sturgis tack,
already explained.
more
of the
them
^^*^
^^^
who
moving
he
always
am
important
ceived.
daily and
lines
I
should
"^P
BusinessValnes
Doe,
the
cleared, therefore,
last town
system,
reach
it is
town
Indicating
as
out,
can
course
from
oflSce
soon
notifies
he
the
route.
place where
this
following
By
Of
is the
the
As
letter if necessary.
or
with
complete
show
always
town
looped around
is
his
during
on
next
wire
string
is also
string
traveling slowly)
is
if he
string
the
of
green
(Sturgis)
(or mail
Doe
is left loose.
but
fusion,
con-
assume
circle
The
first town
avoid
to
might
if the
tack,
by wire
green
will
map
the
is
map
Coldwater.
Coldwater
ofiBce
the
object of
The
taken.
Jonesville
at
direction
to
clears
home
end
other
was
the
the route
the
where
reaching home,
examining
one
the
in
shows
string
as
went
before
town
157
WATERBUEY
A.
W.
of
and
instead
the
tack
this
In
departure
of
to
the
use.
ence,
correspond-
in, if unfinished
black
traveler
nature
is necessary
of
is
or
pective
pros-
restored.
158
If
SELLING
all business
is cleaned
necessity
for
blue
is substituted
a
tack
black
and
and
dotted
with
tacks
blue
a
sales
business
and
tacks
traveled
properly
unproliflc
careful
with
matter
of
Another
useful
results.
situation
be
due
A
black
failure
or
to
or
an
change of
to
get
needing
causes
where
Of
has
its
its proper
in
course,
business
thickly
and
correspondence
created.
where
advertising
shows
like clockwork.
enterprise
country
the credit
to
source
belongs
tisement
adver-
be credited
can
sections
indicate
Eeference
the
what
from
dotted
the
advertisements,
its
it
ing
advertis-
on
large business
so
itself up
producing
and
ascertaining
part of the
has
For
every
emanates,
The
that
determine
of
way
source.
been
atte'ition
As
up.
map-and-tack
a
spent
money
siderable
con-
a
day regularly
moving
by
served
the
each
it
extensively, keys
own
any
most
It clears
moments
keep
to
keep
to
simple.
few
system,
requiring
and
assistance
very
a
complicated
a
detail
purpose
the
advertises
any
the
my
of
representation
attention.
appear
is sufficient
attracting
which
will
where
territory regularly and
my
of clerical
is to indicate
system
tacks
first
fact, it is
applied
or
in
may
gets into it, and
one
best
ness
busi-
territory
the
show
a
bear
may
preponderance
alter the
laborious
amount
is
town
find
maps
weak
attracts
at
may
burdened
as
taken,
study.
This
a
A
blue
satisfactory business
been
A
soon
the
indicates
representatives may
a
I
from.
field and
further
no
indicating prospective
"
and
scarcity of
is
have
for the black.
tack
coming
a
orders
consummated.
blue
is
and
returning
there
and
up
of black
the
the
of
and
to
index
interest
cards
inquiry
the value
and
of
medium.
locating
a
traveling man
who
is
moving
over
a
W.
tacked
route,
his
to
for
as
in
card
A.
the
he
"**
this
this
wires
it is
available
with
for
used
this
salesman
F.
B.
and
he
traveler
should
notices,
the
local
ascertained
the
tacks
operation,
will
never
tack
town
and
be
or
address
Adoption
for
and
colored
any
of
as
a
the
may
city
traveler
system
map-and-tack
abandoned.
in
recorded
becomes
one
the
address
of
card
be
will
11,
a
the
the
of
a
his
parture
de-
towns
cards
in
vance.
ad-
alongside
when
route
it
a
is
place.
various
suggest
system
of
different
the
p.
Haga-
case
use
certain
familiar
6:30
House,
the
the
that
instance,
inserted
along
at
form
July
on
card,
the
In
permit
to
the
the
municate
com-
Ross
at
of
name
to
for
arrives.
rapidly
to
necessary
notice
too
in
one
addressed
be
soon
occasion
has
shows
parture
de-
As
on
Carlinville,
moving
be
V
his
permit,
mail.
date,
indicates,
left
another
Another
red
who
It
of
recorded
are
town,
will
departure,
Figure
Jones
should
until
man,
of
purpose.
next
advance
regular
his
and
the
in
city
or
departure
in
by
anyone
him.
of
Pre-
town
a
circumstances
address
to
from
far
sent
time
mail
and
is
If
had
is
"Coldwater."
address
as
be
the
under
time
mail
or
may
received
town
which
his
practicable.
information
next
m.,
departure
information
as
as
to
his
reference
Doe,
file
hotel
sending
Mr.
index
the
Traveler's
159
instance,
vious
Knowing
WATEEBURY
with
once
the
uses
plan
installed
of
XIX
CHAPTER
SYSTEM
AND
BY
Associate
Retail
the
but
in
them
of
of
cards
a
of
keeping
Shoe
Recorder
the
advantage
know
be
can
be
on
the
less
or
and
indexed,
interested
that
system
ough
thor-
of
more
filed
are
always
of
and
and
business
will
application
Boot
which
STORE
PUTNAM
aware
are
in
B.
The
their
way
many
E.
Editor,
dealers
system
about
GEO.
THE
IN
SELLING
in
the
nite
defi-
in
used
their
business.
As
a
means
and
keep
to
Take
the
when
his
semi-annual
in
and
there
wishes
stock
should
to
dress
ad-
both
at
when
and
he
is
letter
effect
full
be
of
of
full
as
such
sys-
a
list
a
vantage,
ad-
great
as
pos-
CiroulariziiiB
sible
tha
'^"'^"
the
at
at
time,
short
a
time
customers,
which
would
I would
spaces
for
your
those
all
who
the
will
be
would
have
a
styles of goods
the
have
the
name
cards
of
of
a
the
160
a
task
to
surprised
fairly complete
they
invaluable
almost
be
seem
goods
to
systematically,
dealer
he
bought
have
It may
store.
yet, if undertaken
beginning,
a
of
to
ties.
facili-
year,
a
tomers,
cus-
sales.
get the
to
who
new
circular
a
order
*^"^
his
clearance
times
unusual
times
four
of
and
offers
dealer
or
receives
he
such
At
three
needs
customers
to
system
the
example
customers
time
makes
stock, this
for
his
information
impart
of
account
posted
of
list
their
size
made,
how
of
his
sizes,
him.
convenient
head
little
in
and
wear
to
see
a
make
the
family.
with
This,
E.
GEO.
when
for
it
she
is
buys
as
man,
for
the
family, place
of the
not
herself
settled
Having
can
is
rule, buys shoes
a
to be
one
buying,
to
comes
usually the
and
the
only
for
and
in the
lines
get their
himself.
of
below, the
the
pair
a
This
of shoes
will
give you
sold
time
of clearance
then
refer
sales
the
to
cards
sizes and
This
a
letter
Then,
that
any
goes
of
record
a
away
for the
orders
This
the
of the
and
if you
you
can
well
as
be
given
from
your
the
of your
the
new
list those
The
or
lines
who
saving
in
if the
that
each
a
of the
one
sale
of
customer
you
sales
an
thus
which
city.
indication
family
list those
If you
then
can
wears,
priced footwear,
low
mailing
goods,
fill
can
in another
give you
"special opening"
of fine
style, you
dealer
also
by each
traveling.
is
only the higher grade of goods.
"private view"
the
know
to
will
making
ily.
fam-
announce
worn
frequently make
can
are
of
practically
to
you
advantage
or
you
footwear
of the
be
of shoes
as
customers
of
omit
size
distinct
information
kind
list enables
summer,
let your
otherwise
would
a
lars
circu-
one.
a
family,
the
by mail,
fill their
each
such
order
If you
of
to
again,
having
member
will
can
shoes
have
member
some
specificadvertising and
is
personal
will fit
styles as
You
send
or
the
at
use
kind.
you
you
number.
for
letters
that
stating
girl,"
When
stock
of any
write
and
If you
shoes.
record
shoes
of
understandingly,
such
valuable
ber
mem-
"youngest
the size and
a
of the
of each
write
simply
record
point
head
"son," "little boy," opposite the sales made.
sell
the
This
names
have
you
names
mother,
and
children, while
address
to whom
family
wife
to circumstances.
according
name
161
PUTNAM
B.
for
you
want
who
to
wear
hold
the
exhibition
can
omit
a
from
buy only the cheaper grades.
printing
and
postage
is worth
vrhile,
162
SELLING
and
the
easiest
if
be
the
on
in sizes
noted,
list does
card
take
and
once
make.
*"
livered
and
name
information.
they may
fast
illustration
the
other
lady
in
in
that
its
Track
stock
goods
store
the
polite request
slips
stock, and
similar
arranged
the purpose.
advertising
the
make
a
that
as
branch
tration,
illus-
an
well
as
to all
dealer
which
is
be.
Many
some
he
nearer
stock
who
is
show
can
especially suits
purchaser
a
is successful
the
which
that
a
her
apt to bring that person
more
her
is
than
the
one
general way.
more
exactly what
whatever;
obtained
are
selling of shoes
size, is
and
who
dealer
de-
are
cashier, to cards
for
something
The
of
the
you
customer.
(Figure I) and
made
and
eflfect,
has
sale
the
A
sale
the
here
effective
in
Keeping
every
is to
kind
retailing.
advertises
his
by
used
style, quality and
who
of
of
he
to the
of
system explained is applicable
most
personal
this
greater familiarity with
have
branches
The
of
customer.
these
as
box
a
made.
of
if
done
if the
generally brings the desired
shown
from
retailing,I
address
the
be transferred
While,
the
easily
to
list
a
details
address
As
alphabetically in
of
is
be
always
and
surely grow,
may
The
should
shoes
full
Get
This
Tour
the
children's
easily
can
made.
card
new
a
date, for
to
it
address
little feet will
gg^jjjjjj^^
to
or
list up
a
home
keep pace, errors
best way
to compile
begin at
the
his
of the
for the
such
keep
the
found
will be
system
not
The
for
card
to
changes
corrected
changes
be
in which
way
customer
a
of the
adoption
he
has
selling,the
dealers
keep
a
have tried it find that the card
keep
must
comes
to
on
hand
more
system
knowing
and
how
successful
keep
stock
close watch
no
book.
is the most
his
he will
account
Those
just
of
who
satis-
164
SELLING
well
to
and
2000;
youth's
women's
all
the
in
4000's, and
so
in
shoes
the
3000's; misses'
in
the
figure to
the left hand
is, use
That
on.
2000's; boys' and
children's
and
1000
between
shoes, by numbers
men's
designate
represent the class.
The
the
figure in
second
houses
which
from
buy from
than
more
like
a
ten
in any
firms
Fig.
Other
pairs
many
on
the
and
the
memoranda
card
are
same
One
at
spaces
the
date
is used
for
line
remaining
as
is divided
space
may
into
a
line.
one
show
can
of the
order, while
description of
brief
top
be necessary.
about
can
The
how
be noted.
delivery may
at the
spaces
dealers
n
the date
of
few
as
top of the card
ordered, and
line the
buying,
are
you
represent
can
manner
be used
remainder
one-half
the
shoe,
for such
of the
inch square,
GEO.
each
which
of
size
and
seven
of
the
be
pair
hand.
make
his
out
When
This
in
will
the
show
of
for
space,
the
stock
shoes
like
slips something
sales
arrive
goods
proper
pair
a
need
amount
the
then
sells
salesman
a
only the
lot
mark
sizes
for
spaces
provided.
memoranda.
received.
When
be
first
the
twelve
least
column
vertical
the
zontal
hori-
the
width;
and
width, and
should
vertical
small
a
each
the
on
size
a
At
ordering
posted
place
shoe.
widths
for
When
the
shows
165
PUTNAM
B.
represents
column
the
E.
on
should
he
this:
"1
pr.
2592, 41/2 E, 13.50."
When
the
all these
morning,
vertical
ink
day's sales
marks
for
each
the
the
the
stock
exact
few, make
in
pencil
lead
before
the
to
the
goods
pair of
every
if
band
the
desired,
holding
This
meet
been
behind
is very
of cards
discontinued
much
order
red
ure
(Fig-
in
stock,
coming
be-
with
circle
black
shoe.
are
mark
make
are
card
sizes
and
small
a
with
of that
certain
or
they arrive,
that
system
outfit
small
or,
low
stock
black
a
for each
marks
then
as
erase
circles.
This
and
show
of the
next
of the
glance at the
a
spaces,
proper
When
pair ordered.
is crossed
another
up
the
space
state
getting
is
One
Thus
the
or
assorted.
proper
sold.
pair
II) shows
If
slips are
in
completed,
are
to
all
system
the
demands
used
once
the
more
will
shoes
the
the
may
back
times.
the
be
of
discarded
may
of
in
give full details
on
card
easily operated.
simple and
shelves.
the
largest
systematized
details
than
in
records
subdivided
The
to
box
be
business, any
When
removed
the
stores.
other
it
can
a
sale
line
another
box,
rubber
a
use,
is
together.
in
of
of every
A
will
the
many
When
it has
be considered
business
ever
to
ways
be
by
will
the
be
old
166
SELLING
plan
of
using
For
grade
and
example,
of
so
have
may
for
immense
an
for
care
slips to the
stock
its
for
subdivision
a
of
is
course,
is handled.
stockkeeper,
who
slippers,
only
Each
has
charge
is to
record
sary
neces-
depart
may
or
formatio
in-
each
for
for
one
accounting,
own
such
storing
rubbers,
indefinitely. This,
on
may
the
you
books
goods, another
when
ment
memorandum
turn
in
the
tire
en-
of
stock.
One
shoes
method
a
the
others, all
subdivision, children's
This
article
men's,
dealer
have
Many
to
complete
not
suit
shoe
store
so
But
overcome.
Texas
SellingAid
of the
pair
in each
box
to
show
six
to
ten
shoe
box,
the
times
would
this
shoes,
allow
the
and
in
that
a
a
the
with
shoe,
before
salesman
and
the
customer
has
man
the
are
to
of
may
er's
custom-
made
the
must
usually
he
to
be
diflflculty
may
solved
shoes
have
particular.
been
bright shoe
The
store.
And
other
this
may
fit the
have
retail
yet be out
sale.
some
is familiar
he
and
would
seemingly
has
Everyone
average
of
which
a
attempts
Sample
Asa
with
styles which
would
a
and
style of shoe
unsuccessful
systematize
The
numbers,
certain
a
in
kinds
contend, is the fact that
to
different
foot, but
For
description of the styles.
necessary
twenty
in
ment
arrange-
mentioned
different
disadvantages
of
size
one
in
has
large stock
the
the
etc., by
the
of
shoes
stores, some
arrangement
designating
greater latitude
shoe
the
women's,
One
women's
is necessary.
obviates
of
men's
all
shoes, another.
large stock, like the department
like this
a
from
separately
still another
subdividing
of
down
in
problem.
appearance
in
boxes,
take
down
do
this
is suited.
one
the
from
This
GEO.
Texas
had
the
those
nsed
shoes
of every
of the
shoe
Now,
when
have
to
boxes
and
at
take
lets him
the
card
This
stock.
taken,
out
can
not
and
a
favor
be
and
in
placed
are
there
and
This
is
pairs
of
sample
sale
avoid
section
age
aver-
he
in
she
or
way,
one
to
seem
the
is
lation
accumu-
this, all the broken
next
placed
shoe
it would
and
pleted.
com-
the
preventing
advantage
an
To
size is in
style in which
a
case
glance
the
badly broken,
thus
A
the
and
does
different
desired
regular sizes
ends.
the
the
another, for
"PM"
a
is
of
up
one
Inside
salesman
the
to
found
case
choosing
breaking
places
twenty
or
not
or
is
in
to
selling
in
in stock.
in the
customer
quickly
sample
fitted.
of odds
the
assortment
disadvantage
the
lines
is
from
customer
carries
dozen
whether
the
of
similar
pick out the style desired.
shoe
If the
very
jobbers
comes
a
takes
shows
door
in stock.
has
down
her
or
the
the retailer
case
he
customer
a
nearest
card, tellingthe number
a
he
simply
; he
which
placed
is
size which
each
not
shoe
has
plan.
case,
and
this
In
that
"
sample
a
He
differient
a
manufacturers
samples.
167
PUTNAM
shelving
of
to form
as
by
from
sample
of
so
B.
operation
first section
arranged
"
in
has
man
E.
on
the
to
sample
case,
in
that
pair
every
section.
I
is meant
much
by "PM,"
in
vogue
or
a
selling
style
be
or
in
reward
shoe
in
for
that most
assume
stores
clerk, owing
18
contraction
retail
of
readers
a
from
of the word
stores.
certain
10
understand
It
cents)
to
the
to the
diflBcult to dispose
customers'
premium,
a
of money,
amount
to 25
what
that
means
is
particular article, which,
a
otherwise
brought
a
of my
of, is
attention
mium,
pre-
ing
(rangclerk
given
a
being
out
not
of
likelyto
by the
greater diflScultyof making
average
a
sale,
168
SELLING
and
this
extra
is
premium
exertions
This
this
sample
lots
this
corner"
dealer
little
very
On
to
can
be
sell
nearly
sold
fifty
than
he
the
cent
sell
to
make
from
goods
from
goods
worked
together,
there
clean,
very
the
able
en-
ing
be-
hand.
with
goods
the
the
which
keeper
store
more
with
clerk
the
stocks
on
sample,
could
than
facility
the
per
to
plans,
the
stock
of
from
two
sell
dead
account
salesmen
rather
the
the
to
sale.
such
the
And
case.
times
effect
to
stimulates
"odd
incentive
an
is
force
same
enabled
hour
per
goods
in
in
the
to
busy
old
way.
This
store
the
and
with
complete
requirements
with
equal
in
while
arrangement,
success,
of
many
advantage.
is
other
use
in
well
equally
lines
retail
a
of
retail
suited
shoe
to
trade,
CHAPTER
PROFITABLE
SALES"
SYSTEM
The
well
and
he
under
knows
his
sales
What,
inane
a
about
and
out
the
ther
furdo.
"
avoid
to
tapeism"
"
sive
comprehen-
a
the
between
this
did
not
include
two
is for
business
as
the
is
of
a
a
to
be
to
business
drug
of
which
nalia,
parapher-
hundred
many
are
labels,
as
other
and
taken
it
priced,
and
items
such
store
drug
recorded
apparatus
as
rate
sepaa
whole
class.
that
reason
such
retail
certain
many
items,
poet, but
the
task.
themselves
in
distinctive
inventoried
the
of
were
utensils, soda
consisting
and
chaos
impossible
articles
sings
law,"
inventory
last
7,654
laboratory
drug
by
tion
fric-
will
"red
sales
more,
and
wishes
and
"
system
first
the
of
well-nigh
a
It
worth
ness
busi-
reduce
factor
He
system?
running
is heaven's
order
Boston
and
other
his
for
minimum
a
further
to
will
store
that
extremes.
On
and
his
one
push
and
to
no
little
smoothly
"Order
seems
in
his
of
"
positive damage,
bring
customers
one
established
partially
customers
perhaps
as
simplicity
mentioned
his
Having
dealer.
trade
system
his
then,
and
retail
his
satisfy
handling
is
profitable salesmanship
the
exact
HOUSE
RINTBLS
W.
way,
to
an
in
of
before
wishing
RETAIL
DAVID
question
constantly
THE
BU
FURTHERED
HOW
IN
BY
is
XX
a
taking
herculean
169
stock
task
in
that
the
retail
the
drug-
170
SELLING
gist
has
become
of
question
and
Inventory
has
necessary
step in order
been
always
business, gauge
Not
tention
Always
inventory
this
business, by
work
it entails
item, which,
their
in
invested
How
how
in
the
is
candy
whether
is
department
the
;
drug
and
by
his
his
are
such
are
be
helm
or
able
^^^^
his
his
the
to read
to
For
^^^
^^^
the
business
horizon
profitably be made.
liable
to
is afloat
bewail
sink
in
his
the
ship,
and
and
in
curse
a
soda
is not
his
be
These
answered
years.
hand
"
they
possible,the
lack
of
every
ning
scan-
most
leaks
it is too
attention
in
can
business
boat,
one
comparisons
necessity
how
the
on
correctly,
These
when
small
junior
comparisons
of vital
in
foundation
one's
compass
make
a
to
have
to
sales
for
If this
midocean
fate
be
must
know
his
and
three
or
month.
or
money
rivals?
not
are
two,
^^^^
sales,
to
in
manager
business
craft,
one
week
day,
him
friends, laying
one,
^^
losing
is he
how
XheKnowledse
Calls
capital
his
on
or
is due
questions
of
be
Progress
in
profits being sustained
are
good
every
master
and
of
separate
of the
tab
making
that
all
average
other
inventory
an
possible in
themselves,
cent
close
a
he is
become
to
expense
To
the
getting
thousand
a
at-
condition
each
in
cigar department;
department,
clerk, who
at
whether
or
he
keep
to
druggist
a
call
amount
pricing
large per
a
up
one's
selling end.
immense
amounts
first
business.
is he to know
his
small
make
the
and
recording
though
aggregate
of
the
is not
intervals
reason
in
study the
regards
ag
frequent
at
profits and
losses, and
to
the
as
upon
properly regulate
one's
jj" ^jjg ij^giuegg
But
looked
to
Inventory
ossible
is bToached.
business
in his
system
the
outset, when
tlie
at
discouraged
are
mariner
late
to
to
the
172
SELLING
odd
an
quantity
memory
serves
of
badly
you
article; how
odd
an
buying
in
often
your
selling your
and
goods ?
It
been
has
always
matter
Nothing
will
distrust
him
of tincture
in the
Trade
more
The
possibilityof being undercharged
mind, and
he will
Thereafter
as
he
robber
a
druggist
points
of
part
asked
a
by his clerks
leading
of the
retail
of
to
Selling
capacity
for
with
their
taken
the
means,
and
to take
an
enable
times
for
work
jjf ^jjg
employer
and
salesmanship
interest
druggist
The
himself
proper
tem
sys-
regulate
this
him
of
being
day how
a
much
sales
eflfecting
clerical
the
increases
When
interestedness.
labor
to
selling. Once
in their
the
custom.
to
a
relieve
interest
of
and
of the
him
terested
initiative
his
enters
sold.
f-
its Eeiation
time.
lose his
be done, and
means
work
him
is mentioned.
it will
is to
trade
*^^
r
drug
time
next
never
will
name
hundred
ounces
second
or
petty irritations
will
a
first
speaking
can
that
so
charge for each
line
It
that
pricing
One
lat
these
avoid
way
in
his
time
every
the
that
row
delight
will
should
a
to his customers.
and
to
raise
the
in
thing, he will think
same
either
no
clerk
one
another, charges
he
overcharged
If
for, four
cents
that
was
quicker
anger
capsicum, and
the
for
customer
article,
an
prices.
clerk, or
less
or
of
never
store.
and
thirty
of
^.j^g game
five cents
in the
variation
a
charges
A Pitfall
Drug
is served
has
every
price for
same
breed
than
customer
a
he
by whom
there
which
pricing by
the
pay
that
experience
my
of retail
system
a
will
been
shown
it saves,
the
force
thoroughly
and
his
in any
in the
the
clerks
a
direct
their
ratio
druggist
what
in-
welfare
business,
in
in
has
system
they will be stimulated
in his business.
They
will add
their
DAVID
personality
own
and
a
be
of
source
their
United
with
over
States.
Of
this
I
who
cent
do
not
fully competent
they probably
of
distinct
a
they
are
they
have
is not
not
to
living.
the
probably
not
ninety-five
in education
By
not
are
intelligence
and
of men,
class
any
the
it is from
for
the
he
makes
side
out-
fact that
facilities,have
the
to
In
grind and
mercial
com-
it
into
of
help, have
ter
bet-
for
his
if he
word,
himself
It
success
time
a
a
goes
commercial
more
raise
as
man
average
that
work.
business
drug
a
of the
end
higher class
employ
is enabled
above
the
improvement.
and
he
business
the
run
If
to
laboratory
work
in
in hand.
well
other
higher than
grasped
it, he is enabled
money,
by
tail
petty de-
every
are
business
the
for
proposition,
education
employer
druggists
there
profession ; but
demeaning
a
not
closely allied to the professions proper
so
to make
for
thousand
their
that
rank
their
to
number
this
men,
give ideas
work.
forty
have
and
pleasure, and
help and
dependence
their
mean
173
suggest
irritation
and
are
five per
of
constant
connected
work,
source
negativeness
There
the
to
constant
a
BINTELS
W.
has
his
and
own
the
chosen
self-denial
it
ignore the
importance
of
exacts
now
him.
business
No
system
by
means
ways
for
A System
Prioe-Keepmg
of
of
which
be
kept uniform.
the
being charged
quantity
This
of
system
price
and
the
here
no
goods,
store.
cost
matter
no
a
of
for
by
every
the
no
any
whom
make
to
for
be
article
or
contains
article
system
may
he
a
al-
excuse
customer
book, which
price
has
ot
may
is allowed
he
price
same
requires
the
As
articles
Under
clerk
regular price, a
the
of
prices
gpecjaj prices.
knowing
into
can
described
Bnifonu
not
man
sure
any
is served.
the
which
retail
comes
174
SELLING
Fqrm
I
W.
DAVID
In
own
my
Circular
Druggist
the
which
lists,from
kept
we
in
this
case,
remedies.
house
Book
checked
both
in
Then
other
book
my
every
and
price list of
in the
book
price
good
drug, chemical,
the
from
compiled
was
and
to
incorporated
was
175
price list
Red
were
stock,
KINTELS
;
article
in
prietary
pro-
a
turing
manufac-
a
list,with
prices, of fluid extracts, tinctures, spirits,waters, herbs,
and
other
All
goods
these
in
articles
and
remedies
proprietary
the
on
to
allow
side
left-hand
lines
Several
hand.
than
As
for
on
the
in
a
thumb
betically
alpha-
index.
The
n
this
are
list.
separated
The
latter
skipped
between
more
on
on
the
the
from
former
the
page,
insertions,
future
the
are
arranged
were
has
liquids
and
general price list.
goods
FOBM
drugs, chemicals,
a
which
book,
my
in
found
not
are
the
the
ranged
ar-
rightentries
proprietary
drugs.
sample
sheet
reproduced
herewith
shows
176
SELLING
(Form
I), opposite
selling price,
the
*^"
each
location
of the
direct
cost
Prices
Shown
Numbers
Key
be
can
it remains
But
the
with
with
The
price.
by
the
the
article
no
price
a
difficultyis
class
or
is marked
Each
of
a
its
price figure, and
key price
sheets
chemicals
and
(Form
IV),
method
(Form
book, since
quantity sold.
greatly
is necessary.
to
each
shelf, bottle
retail
refers
made
are
drugs
By
the
appropriate number,
or
remedies
III
Each
shelf, bottle
jobber's
the
this
by assigning
key number.
with
in
shelves,
price varies
the
another
overcome
the
on
proprietary
what
chemicals, where
Form
This
of
direct
matter
quantity sold,
article
price, and
entered
same,
is recorded
entered
to
out
and
drawer
or
this
for
key sheet.
referring from
Separate
liquids (Form
III), and
the
pills and
number
ber.
num-
instead
price column,
a
article
II),
tablets
on
the
DAVID
shelf, drawer,
wishes
to
bottle
or
know,
EINTELS
W.
the
of
to the
same
once
article
number
can
at
article, graded
for
any
quantity.
lists
are
key price
copies pasted
and
that
they
store,
so
tablet
key sheet,
tablet
case.
with
its
in
As
find
letter
that
employer
an
This
has
come
system
to
the
discretion
the
customers
the
head
of
of
by the
the
or
house
he
the
is the
the
the
the
nearest
give
can
most
clerk
"
posted
making
for
two
faults
clerks, it
numerous
satisfactory that
theoretical,but
day.
uniformity
of
pill and
is marked
and
carelessness
It is not
of
and
long tolerate.
pricing
hour
of the
pill
the
on
bottle
and
to
excuse
not
notice.
my
practically every
to
will
of
The
hand.
number,
or
this
laziness
is
price
wrong
price
IV
from
refer
KSy price sheet, the only
a
at
shelf, drawer,
appropriate
key
proper
places of the
instance, is posted
for
each
instantly
retail
convenient
always
FOBM
can
the
pasted in the price books,
various
are
price he
whose
on
the
sheet, the clerk
These
177
of
It
saves
leaves
works
nothing
time, pleases
prices, and
details.
relieves
178
SELLING
The
work
and
onerous,
in
it
short
a
be
must
the
These
sales
is
When
added
to
stock,
the
the
This
adjunct
effected.
is
increased.
the
selling
is
or
drug
the
are
and
system
retail
it
priced,
is
in
and
stock,
whether
dition
ad-
remains.
by
others,
that
and
goes
which
nowhere
it
with
store.
effected
very
put
means
all
not
prepared
be
permanent
a
and
systematic
once
;
is
registered
There
for
in
and
order
the
systematization
to
book
can
is
list
and
article
new
on
of
opportunity
than
the
price
some
be
may
table
work
a
gotten
was
this
conscientious
time.
are
greater
is
with
article
to
preparing
of
means
is
by
not
which
only
an
selling
180
SELLING
minimize
To
this loss
instituted
has
been
the
prospective
call
to
he
his
should
which
form,
him.
Figure
I.
or
be
_,
on
time
in
the
of
name
the
he
makes
transaction
yellow
copy
on
the
white
writes, with
which
the
the
information
safe
may
is
be
also
of
prospects
which
delivery
made.
The
the
been
present
in use,
be
every
at
the
that
the
the
a
of
and
morning.
its age.
the
in
a
the
date
the
to
which
should
nd
basket
prices
floor
on
ca\l
office,where
one.
on
the
"
the
new
of
signs this slip
main
indicates
a
of
follow-up
carbon
business
comment
is made
the
which
on
for
number
made
whom
also
basis
brief
a
note
a
then
salesman
original and
reports
for
of the
its size, and
a
sential
es-
interview, the
salesman
as
sheet
name
kind
exchange
in
quoted,
believes
this purpose,
the
The
taken
the
through
and
is used
this
pencil, the
the
of
intercarbon
a
On
indelible
doing.
must
and
sheet
house
made,
of the
sheet.
date
the
selling, and
have
salesman
the
provided
which
the
at
This
Space
both
is
house
style of safe
old
of
be
and
which
firm
a
be remembered,
to
address,
must
in
color, yellow
record
a
*^^
buyer
leaf
loose
illustrated
encounters
^^
his
customer,
for
salesman
^^^^
information
ries
car-
book.
market
he
in
cards
in
booklet,
salesman
bound
are
of the
Entered
Follow-TJp
which
leather
each
alternate
the
the
book
more
cards
white, throughout
may
with
sales
small
a
size, which
this
In
These
Every
in
in
hundred
one
over
salesman
each
making
prospective
centers
system
with
watch
careful
a
in touch.
by five inches
three
possible,a system
as
keeps
attention
keep
This
much
as
business, by
own
181
BANNING
KENDALL
be
deposits
provided
each
man
sales-
SELLING
182
"
"
w
111
u
y"
o
z
B
3
o
E
I
"10
a.
S
o
0.
u
c
4
o
z
u
S
o
4
C
a:
U
3
K
4
U
O
"
3
m
c
Every
prospects
information
slips containing
these
day
183
BANNING
KENDALL
clerk.
by the item
collected
are
original slip is filed chronologically, under
which
the
salesman
white
slip
is
filed
district in which
those
made
be
from
in
in
and
found
of
these
the
memoranda
not
only
but
are
are
of
left
are
postoffice,
salesmen's
correspondence
in
made
in
in
his
devoted
and
In
of
this
that
each
way
day
are
salesman,
writing.
own
The
for
file
geographical
the
are
morning.
the
on
attention
him
before
taken
compartment
salesman.
be
to
file
calls to
slips are
is numbered
the
to
the
the
the
small
a
and
one
calls
These
first thing
of
on
The
to
from
indicated
the
as
the
use
brought
date
call.
next
selects
in
directions
the
to
slips
which
compartments
placed
white
clerk
salesmen
the
exclusively
item
serves
all
The
is located.
placed
are
which
which
by
Each
the
file and
cabinet
a
the
following day.
the
on
the
"item"
slips on
yellow
make
to
the
geographically, according
the
night
Every
is
garding
re-
reference.
As
soon
calls, he
_
The
.
,
Salesman's
Eeturn
arranges
which
address, the
whatever
comment
the
space
slip a
is provided
These
for
cabinet
slips. They
are
brought
on
the
first report
on
the
name
date
on
the
At
a
reference
which
to
indicated,in
yellow
the
the
slip, on
firm, its
of the
the
then
and
name
bottom
to
the
the
attention
slip is given
of
date
filed chronologically
contains
same
in
call
return
pink
a
buyer's
pink slips are
same
salesman
out
call, the
the
in
the
is recorded
the
illustrated
first of these
The
follow-up
these
report
is necessary.
call.
next
call
is made
of
date
makes
return
II.
reports
Eeport
salesman
a
Figure
"
,
Call
of the
the
as
maimer
him.
of
low
yelthe
as
SELLING
184
o
n
"
o
00 M
O
01
(tl
"
I
O
N
u
""
is
O
1
N
(0
"
u
"
"
"
h
h.
"
o
I
O
u
I"
O
10
J
n
N
a
OB
o
"0
10
u
-I
a
"
Z
H"
"
z
(A
":
9
I-
C
"
4
S
U
2
3
E
O
h
In the
out
on
a
same
the
file
which
each
to
that
salesman
sales
force
place, the
to
which
his
and
system
the
salesmen, whereby
the
fact
the
solely
the
creates
that
interests of
as
personal
property,
at
will, but
force
all
be
may
of
calls
in
which
keeping
ggQ^
are
the
qj.
made,
the
and
and
be
regarded
or
lected
neg-
modifications
house
whose
amount
per
cent
to
one
of, the
follow-up slips are
territory covered
to
solicitations.
personal
twenty-five
place,
by co-operation.
with
memoranda
form
a
recognize
cultivated
manufacturing
these
in
common,
to
cultivated
make
are
brought
third
to
are
be
those
company
made
not
are
to
the
the
are
the
field is
In
both
applied
every
Whether
pgj.
be
must
salesmen
times.
latter
territories
sales
value
the
with
which
regularly,
between
assigned
system
total
bond
a
the
This
Covering
Territory
and
first
between
in the
are
the
the
In
those
easily recognize.
the
that
who
of
of
both
salesman
and
market
mechanically
most
can
the
of those
status
he
the
up.
work
of the
itself.
impresses
in
are
followed
advantage
company
the
attention
man's
company
the
to
the
of
the
work
follow
may
carefully
being
not
the
geographical
each
the
call
the
into
inquiring
company
b'ut
in
slips
white
in
of
record
salesman,
differentiating carefully
attention
which
district
results
of
The
not.
the
system
necessity
firms
which
are
and
of
call is
fourth
the
constant
the
doing
supervision by
each
and
uses
is
of
only by the
not
basis
a
each
prospects
This
as
from
of
date
which
salesman
district,and
progress
the
kept,
company,
permanent
on
complete
a
is
prospect
every
by
Thus
tlie third call is made
report
slip,and
gray
indicated.
a
way
185
BANNING
KENDALL
carefully
at
of
all
186
SELLING
In
when
eases
sharp lines
assigned territories conflicts between
working
of
on
the
prospect
one
file,and
matter
each
lists
life of
The
for
a
third
each
knows
call
those
a
with
data
clips over
the salesman
He
figures
the
which
cards
by distributing them
numbered
need
for
each
is generally
To
a
be
a
dum
memoran-
for
As
call.
the
on
day's
his
attention
that
the
est
great-
given.
in his
sion
posses-
own
be
may
remind
furnish
successful
great
amount
keep in
may
classify them
may
grouping
By
ways:
slip.
vided
pro-
him
all
of
sary
neces-
regarding quotations.
follow-up file.
method
keep
state
color
careful
III, which
like Figure
the
plan
of his prospects
record
cards
cards
These
the
been
to
and
interest
most
already
low-up
fol-
the
fourth
may
show
wishes
who
a
records
moved
re-
memorandum
a
elapsed since the last call and
the time
out
has
care
salesman
the
are
way,
slip is
continued
a
give his
whom
permanent
a
this
by the
yellow
a
salesman
to
as
on
of
amount
In
slip means
gray
way
firms
The
a
prospect, the
in such
work
that
usually implies
a
graphical
geo-
before
the follow-up records
call,a pink slip is
call,and
the
be made
is indicated
prospect
second
a
part of
to
each
are
attention
of
kept constantly "alive,"
are
salesman
the
to
means
may
follow-up files.
the
who
dispute.
a
sale is made,
from
of
adjustments
to
comes
As
brought
are
between
salesmen
mechanically, by
company
drawn
not
are
at the
in
day
found
a
of
top
be
a
individual
in either
alphabetically,and
them
must
an
to
guide
attended
file with
of
the
the
system
more
of
a
him
to
set
in
each
of two
using
picking
day;
or
of guide cards
The
month.
latter
satisfactory.
this
kind
time, but it needs
does
not
faithfulness.
CHAPTER
in
system
XXII
selling
city
the
country
and
trAde
by
The
the
of
nature
that
is
of
order
to
letters.
salesman's
In
to
book,
in
send
is
much
the
the
The
that
reason
lessen
up
first
a
his
clerical
on
of
defer
it
The
he
as
has
he
second
labor.
the
but
might
to
pense
ex-
an
to
report
as
(1) It gives
greatly
(2)
ing
extend-
compacts
writing
is of
188
the
even
a
work
is not
the
will
to make
distracting
card, he
of
for
that
compelled
if his
and
a
one
anything
in
or
fill in
advantage
the
for
information
and
is often
hotel,
the
in
ency
tend-
important
an
He
train
country
a
do, while
welcomes
salesman
a
the
reference.
is
advantage
report
so
quick
and
easy
in
The
ways:
information,
of
letters
compact
to
tion
informa-
card,
trade, etc.
in two
few
a
work
route
two
or
by
necessary
was
a
of
acts
writing
amount
for
records
one
and
This
less
salesman
write
condense
to
possible.
as
orders,
But
usually
week's
a
on
conditions
special features,
now
data
his
then
and
it
cases
and,
this
reports,
some
get in complete
salesman
on
the
well.
as
securing
of
information
of
department
department
from
secures,
deal
sales
method
only
the
from
was
of
credit
trade
vast
a
the
to
use
his
upon
business,
the
to
since
form
his
great
extension,
years
calling
salesman
bean
c.
b.
roundings
sur-
is facilitated
liable
to
letter.
more
importance,
B.
particularly
To
of
to
sales
the
entire
field in
just that
much
of the
more
showing
date
sales
customers
of the
Form
admissible.
who
house;
of
prospects
(4) record
the
of sales
records
(5) weekly, monthly,
past business;
compilation
and
comparative
collections, showing
md
man
force
calls, sales, etc.;
of
I
FOBM
and
trade; (2) list of prospective
customers,
combined
one
ing
report show-
(1) Salesman's
of
the
call for
methods
business
following:
of
ment
manage-
easier.
condition
(3) catalogue
makes
space
and
day's work
information
detailed
compact
a
assistants.
his
and
manager
Specifically,modern
or
189
BEAN
complete, up-to-date,and
have
the
C.
of
or
ent
pres-
annual
card.
I is
designed
This
works
is
from
as
the
designed
the
simplest
as
sales
a
form
check
manager's
on
of
report
the
road
list.
This
190
SELLING
list may
be
furnished
form
the
report
or
the oflSce and
When
his card
under
sent
the
card
out
salesman
to the
house,
card
of
filled out
in
completion.
visits
where
the
typewritten
in usual
partially
be
may
for
the
guide
traveler
the
town
he
forwards
it is checked
up
and
salesman
making
the
filed
report.
cAfLo^/ yJt^,n^cAy
/)l i
J"i-vnjiAJ
^.doLuyu
M
n
Form
A
separate card
are
cards
will
visited
towns
The
called
It
may
summary
be
in
a
out
day,
for each
a
town,
corresponding
side
of
the
card
may
by the particular line the road
contain
or
so
if several
number
of
forwarded.
reverse
for
is made
an
itemized
duplicate
of
be
man
daily expense
orders,
or
both
utilized
is
selling.
account,
as
as
desired.
a
C.
B.
This
ongh
card
one
those
on
good system
not
have
report
for
or
Where
carefully
it touches.
to be used
other
make
selling costs
of
require
to
itemize
data,
a
comparative
certain
This
card
last
record
as
obtain
is
and
be
will
detailed
more
described
determine
to
similar
other
in
record
record
selling expenses
found
than
be made
can
isfactory
sat-
very
the
one-
as
ing
search-
mercantile
house
desired.
This
system
road
employing
each
thorough
more
a
a
does
firm
a
record
lines,or
two-card
a
found
be
will
where
or
to
Form
minute
quite thor-
is
reasons.
it is desirable
and
It
starter
a
as
salesmen
enough
191
though simple
system
points
BEAN
week
book
"
as
on
be
used
desired
card
and
by
any
makes
salesman
The
men.
or
or
may
"
either
by
this account
the
is
his
report
regular
compiled
pense
exon
192
SELLING
Form
II, designed
itemized
to
total
expense,
in the
show
most
sales, and
form,
compact
the
of all for
total
week.
If
from
desired
so
which
The
of
back
card
make
to
lines
this
of this card
week's
one
III) shows
(Form
a
obtain
salesman
new
salesmen
line
general,
parison
com-
tive
comparabe
shown.
territory or
a
the
sales
selling ability of
the
on
trips will
given
is
territories
exchange
a
vidual
indi-
By
others, the
various
on
in
route.
and
with
cards
yield of territory
Where
basis
a
goods for all salesmen.
sales, collections, mailing points,
of
as
ledger charges for
the
up
taken
be
may
where
manager
the
can
in
man
the
field.
summarized
shown
both
on
a
is
sides
road
desired
as
there
two-card
will
system
records; (3)
exact
of
address
By
classification
cards
has
fiuSStlong"""^s
while
as
the
many
he sells.
enables
latter
colors
^^^^
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the
of
this
route
there
card
a
his sales
are
manager
one
of
a
recorded
departments
to
a
salesmen, those
than
more
have
instance, if
permits comparison
sales
daily
department
one
will have
as
of
of
and
divisions
sub-
colors, departmental
For
classes
will
first salesman
selling record
giving special information.
made.
selling from
the
printed
accessibility of
to
as
different
of
two
card
(4) elasticity,permitting
be
may
and
information
classifications
using
one
form
the
special features
completeness
salesman;
and
In
(1) Simplicity, requiring little
are:
(2)
weeks, and
The
year.
labor;
extra
IV.
be
can
expenses
sufficient for the
be
a
and
Form
on
for 26
room
for
man
collections
of
Compilation
selling
only, those
department,
certain
on
color,
cards
from
of expenses
determine
house
of
which
to
with
sales,
what
B.
particular line
close
permits
other
certain
a
BEAN
salesman
of
scrutiny
customers
of
importance
that
the
this
the
to
sales
information
does
selling
prospects
best
the
records
in
and
many
modification
some
selling the
kind
in
from
of
most
essential
accessible
city trade,
as
Form
V,
IV
it, is
a
valuable
salesman's
the
it is
and
compact
the
of
are
and
manager,
be
In
accurate.
as
and
FOBM
or
193
ways.
Lists
well
C.
one,
report
being
of
ferent
dif-
country
customers.
colors
Different
city,
as
districts.
its
makeup
(Bired.
colors
many
Thus
The
and
the
card
may
represent
being
is
different
used
as
districts
there
are
of the
selling
practically self-explanatory
embody
notations
any
special
features
"a," "f," "g," etc., after
in
de-
the
194
SELLING
date
in
the
indicating individual
Following
of
course,
=
Not
6
=:
Buyer
of
varied
share
under
The
and
keys
to
by
in
visit.
letters, which,
the
user.
and
promise
buying.
not
V
buyer
from
to
give
us
a
fair
of trade.
space
them
used
code
a
salesman's
desired
as
overstocked
Information
In
to
out.
Secured
=
of the
the
roBM
g
refer
buying.
Firm
=
results
some
be
a
f
are
may
"Calls,"
for
space
not
returns
him
his
by
the
key
letter
may
go
"Remarks."
salesman
with
covered
routes
on
card
his
his
cards
calls, and
each
evening
in
the
makes
to the
office,takes
his
notations
cabinet
wheiee
196
SELLING
The
be
of
importance
under-rated
the
This
a
No
result
was
has
of
the
and
for
often
a
these
continuous
the
systematic
should
study
in
the
the
past.
from
except
compact
and
tity.
quan-
unknown,
records
be
value
of
was
impressions
correct
inexact
resources
worked
force
4o
not
the
that
held
or
because
sales
of
get
been
indeterminable
been
lack
can
manager
form
often
is
systematization
this
has
an
which
in
summaries,
best
it
as
salesman
territory
of
everyday
and
in
cootact.
the