The daily gazette., 1882-07-14
A MODEL COMPOSITION.
3" what Ia the Best Way to Wait on a Gus
TONER ?"-The Question Answered.

toherT'-Tho Uu@stt0h Answered.
A few days ago we reprinted from the |
E1ening Bulletin OF Philadelphia an account |
of a very interesting literary contest that |
recently took place among the employees of |
John Wanamaker at the Grand Depot, Thir- |
teeIith and Market streets. The subject for |
discussion was t'What is the best way to wait |
on customer Z" and the manner In which |
II was treated shows that there is philosophy
even in so seemingly ordinary thing as |
waiting on q customer, and also reveals the
fact that literary culture, and that of high
degree is not confined to people who make
literature profession. The essay of Mary
Brewer which took the first prize of $50 is a
model specimen of English composition, and
is so excellent in every respect, both as to
thought and manner, that we herewith re-
produce 1t in full, and have no doubt that
many of the salespeople of Wilmington can
read 1t with profit to themselves, to their
employees and to their customers
"wHkf Is THE BEST wAe 70 WAIT on
oUsToMERW
Best Is far-reaching word, for only
eternity bounds perfection. Therefore, ones
utmost endeavor--one's best of to-day-may,
and should be, excelled tomorrow. But to
determine what is the best OF to-day, and
live up TO the standard thus established, re-
quires no small study and vigilance.
In order to wait upon customers in the
best manner, using the term In the broadest
and most comprehensive sense, two princi-
plies, fixed and immovable as solid founda-
zion, are always and absolutely necessary
1st. True loyalty-tO your employer.
I'd. True loyalty--to your customers.
If either be lacking, II matters not which,
the best interests of the employer, and con-
seauently Of the customer, must suffer for
the customers best interest is served in pro
portion as the highest prosperity Of the en-
ployer is promoted. And as surely as, to
secure success in building, the materials
used must rest upon solid foundation, just
so surely must the many elements necessary
to produce true salesmanship be laid upon
these two foundation principles.
The name of these elements Is legion but
seldom will they all be required in any one
case. The mistake, 50 easily fallen into, OF
looking upon the days customers as whole
as atroublesome amt, is most disastrous to
the highest success. As far as possible each
customer should he treated as if he or she
were to be the only one of the day. The rush
of business may sometimes in measure pre-
vent this, as in crowded hours attention
must often be given to a number at once;
but by keeping quiet mind and collected
thoughts, II can always be done to good
| degree.
| Cordiality, honesty, politeness, tact, pa
| ticnce, perseverance, decision, confidence,
willingness, s,enthutiasm-all must be brought
into use-some always, some often.
/ Greet your customer cordially Not with
undue familiarity, but with a warmth Of
manner that says "WeleomeW She is your
employers visitor, and should be kindly re
\ eeived. Should friend call upon you to
'help receive" her company, for your
friends sake, you would greet as cordially
1 tuIn haf Nuar sfpau m a 4
| you would your own personal friends. In a
sense, your customer is your employers
'.personal friend" Cor, if not, you wish tc
| make her so j; therefore, In lis stead, gree
her with a friendly, cordial manner.
Wait upon your customer honestly. ThiE
principle lies close upon the foundation
'sTrue loyalty-to both customer and EN-
ployer;" but in a house where "No mis-
| representation" is the command, little neeC
be said on this point. Only let each and al
obey in letter and spirit this most importan
rule. No employer can by any possibilit,
be cognizant of all that is said and done il
his name. Therefore, all should carry ou
with earnest fidelity the principles he lay
down. An apparent advantage may b.
gained, brilliant sale made, or undesirable
goods passed off by dishonesty, by even i
slight deviation from truth but as persons
once deceived will seldom return to th,
| mouse tHdb ueCeiNeu bIlcltt1 IL 10 bua
dishonesty gains but a loss. TO wait upoI
customers in the best manner requires t
longer look than at the present alone.
Wait upon your customers politely, cour
teously, kindly Not with an 0bsequious
servile air, but with the manly, womanl,
politeness that comes from true kindness o
heart, the value of which cannot be oyeresti
mated An habitually polite salespersor
of modern ability will make more friendi
and customers for house than one o
marked talent, who Is polite one day, snapp,
the next, indifferent the next. 1t is easy Il
be polite to pleasant customer, but dut'
requires it toward all and should one seen
uol to respond to it, aeper mind; you have
done you duty, and hon0red yourself and
your EMPLOYER. But there are very few
persons OF so phlegmatic nature as not IL
appreciate thorough poteness. Your man
ner may make all the difference betweel
gaining and losing customer; therefore
endeayor SO to wait upon all as to Sec@f
their return to y0W in thtae, for therein lie
one of the essentials of true salesmanship
Wait upon your customers with tact
that peculiar faculty in which is embodiet
so many of the conditions of success. Us
tact that you may gain without offense tn
many points of information SO helpful il
selling. To bluntly ask, what do y0l
, want 1t for % sayors of rudeness, yet tn
knowledge is often useful. A quick per
ception of the purposes, means, tastes ant
, wishes of your customer is indispensable b
, the greatest success Use tact, that you ma,
, gain the most for your employer, while yol
please and satisfy your customer best. Los
no fitting opportunity for introducing good
! beyond those expressly called for; you ma,
) give pleasure and information to your Gus
toner, and often double your sale. Shoult
! an article be called for not then in stock
7, admit it frankly, but quickly offer substi
/, tute. Tact never says 1--WE haven't it' ant
+, there stops,-as in an instance which can't
/, to our notice, where jaconet being asked fo
I at well-stoeked white goods counter (no
{ our OWN, the immediate reply was given
E. 1--WE haven't it, but you can get it a
:, S~~'so thus at once putting the house Il
I a poor light, and giving the customer tn
!. trouble of looking 1arther,-than do which
:. unless the exact article is required, man
3 would prefer buying similar, or total
Z. different one.
+ Wait upon your customers with patie,sc
5 and PERSEVERANCE. These qualities may nc
!; al,pays be needed but as trusty weapons c
:; warfare they must never be laid who'll
!; aside, especially the former, lest impatienc
!; step in and rule the day. Some customer
!, are hard to suit, they may be reasonable @
!, unreasonable but in either case the sales
), persons efforts must be the same. Tr
i patiently and perseyeringly one line afte
7, another, until, if need be, absolutely notf
d Ing remains TO be tried. The sslines" nee
I not necessarily be of goods (though neoer
i II right to assume, as is often PRACTICAL