Pullman herald. [volume] (Pullman, W.T. [Wash.]) 1888-1989, 1891-05-29
The Dry-Goods Clerk.

The Dry Goods Clerk.
''Dry-goUds clerks, although they are
continually being sneered at, possess
considerable brains, said the manager
# one of Chicago's great retail houses
TO an Evening News reporter.
People in general are fond of max
ing unkind illusions TO dry-goods clerks
and considering them as lot of ma
chine-like men, good enough to wait on
you and try to make you buy goods, but
that is all. The fact is, many, if not
all, clerks possess much business capa-
bility. In their own way they conduct
almost a business of their own at the
department over which they preside.
md take as much pains to promote the
growth of that business as if it were
their own. The customer thinks that
they are instructed to act just SO and
work just such schemes, but that is all
wrong. The clerk receives no instruc-
lions, but goes ahead and carries on the
work he is assigned to the best of his
ability.
Il don't think there is big retail
house in the city where the statesmen
receive regular instructions about their
work. l know they don't in our house.
An applicant for the position of sales
man comes in and asks me for position
'''What are your qualifications. and
how much experience have you had?' l
ask
He tells me, and then l ask him
what pay he wants. He will name the
amount he thinks he is worth. Per
haps it is the limit of the amount paiC
in the department that he wants worl
in. If | think want him land l asslr,
you. long years of experience hav,
taught managers to guess pretty accur
atcly of a mans worth in one inter
view l tell him l will give him
place, but would not like to pay him a.
first quite as much as he asks. If all is
satisfactory between US, and he is en-
gagged, that ends it.
He is introduced to the floor-walker
in his department, who in turn in
PRODUCES him to the other clerks in that
department.. He is given a check book,
pldNtu DculHu IllC NOuulCI anu lblU 10
hustle for himself. That's all there is
to it. We-dOn't tell him to act Just so,
md to be polite to this party or not
idle, etc. None Of that at all. When |
hired the man | did it supposing he was
4 competent man and gentleman. No
beginners or novices are taken The
men must have learned their business in
some smaller house before they will get
job in a large one, and during their
apprentice days should have learned all
hose points which 90 to make up
good salesman. He must know his
luties thoroughly and understand the
art of selling the articles in his depart
ment, once he becomes familiar with
them and the prices.
AS to his manners, would not have
hired him if | did not believe him to be
gentleman. | never say any thing to
new man on that head at all. He
should be we'll posted on all points Of
etiquette and good-breeding necessary
to make him agreeable to the people he
waits on. The man is expected to 90
right i'll and sell goods in way that
will be profitable to the house and pleas
ing to its patrons.
"A clerks pay is not gagged by his
experience, but according to the depart
nent he is in and his ability to sell
goods. There is a certain limit for the
pay of clerks in each department. and
we rarely go over that clerk is hired
for certain department, given SO much
pay, and generally that ends it."
In what department does a clerk get
the best pay?"
In the dress-goods, silk or linen dc
partment. You see, in the dress-good.
and silk departments a great deal of til,
sales depends on the ability of the
clerk to make the customer buy what
she doesn't want. To 50 arrange fabrics
as to catch her eye and make her want
Them. He must be a good talker-in
short, have the gift of gab,' so as to
make his patrons covet and buy moro
than they really intended to. Often
comparatively new and inexperienced
man will be given a position in those
departments for the very reason that he
is good talker. The manager thinks
he has the right qualifications, and, al
though he may not know thing about
the business, the new clerk will 60 in
and sell right over the heads of the old
clerks, Such man is valuable, and is
generally, in the course of time, trans
ferred to the wholesale house and sent
out on the road.
"a man who understands linens is al
most always in great demand. Our
linens are made IN the old countries.
and when a man comes along who has
been right in that business all his life
he is valuable. Foreigner though he is,
and doesn't know thing about Amer
lean ways, be is a valuable man, for he
understands the merits of linens and
Fan sell them. Such men are always
sure of position, and get good pay"