The Indianapolis journal. [volume] (Indianapolis [Ind.]) 1867-1904, 1903-06-14
AN EXAMINATION NEEDED.
Ignorance of saIespeOp1e often q
Drawback to Them.

Retailer and Advertiser.
Stupidity never pays. The salesman or
saleswoman who is bright, alert, with a
fund of general information, able to con-
verse intelligently, and with practical
knowledge of the goods that are to be
sold, is the one who is going to be at the
head.
But it is surprising how little some sales
people know. A case in point came under
the writer's own observation comparatively
a short time ago. Stepping into one of the
largest retail grocery stores in the city Of
New York shortly before the Christmas
holidays, a store that had been established
for many years. an order for butter was
given. The salesman who had charge of
the butter counter was, in some respects.
one Of the best statesmen 1 have ever seen.
He was obliging, quick, genial, agreeable
without being familiar; in fact, quite the
ideal salesman. And he had grown gray
In the service of this one store. He seemed
more than an unusually bright man for one
| in his position.
But a fresh shipment of maple sugar had
! just been received, and he called attention
| to 1t with the remark that il was fine;
| just in; the new CROP" etc.
How new" Queried woman who was
| standing by.
why. just madel the first of this
seasons CROP" came the reply.
1.-The first of this seasons CROP! she
| CALCULATED. "Do you know what season of
| the year maple sugar is nader"
| why, yes; this is the season., responded
| the man in all sincerity and earnestness.
What is it made from?' was the next
| inquiry
why. they make 1t in the country! From
maple trees" was the reply.
| ''At this season of the year,"
Sure! Didn't 1 tell you it was the first
of this seasons crop? We have just re-
ceived it from Vermont; it came in to-
| day"
rs it possible you don't know any better
] than that?" was the amazed inquiry,
supplemented by the advice; eff you don't,
| before you try to sell any more, you would
| better learn that maple sugar Is made in
| the spring OF the year when the sap first
| up the trunks into the limbs and branches.
| That maple sugar has been made at least
| eight months Certainly none has been
made In Vermont, even the northern part
/ of the State, since April.
| "Oh. you don't mean that" incredulously
| responded the salesman. II know all about
maple sugar. Haven't sold it In this store
for more than twenty years?
If you have 1T is certainly time you
| learned something about 1t" was the reply.
~ happen to have passed my girlhood in the
1 State next to Vermont, where much ma pie
| sugar is made, and TO know about it,
But can't they make 1t in the fall, too?''
/ questioned the salesman. "Of course, they
/ can"
An elderly man who was standing by, and
/ who had evidently been amused listener
| to the conversation, now said:
| THAT kind Of sugar would have to be
| made when the sap was running down the
/ tree
The laughter that greeted this sally caused
/ some confusion to the salesman, who evil
IDENTIFY studied up the subject little
later, for the next time / entered the store
he assured me, with all humbleness OF
/ speech and demeanor. that he had always
previously supposed that maple sugar was
| made in the fall.
| Maple sugar was a commodity this man
| had sold for years, yet 1t finally sold him
And this is not an isolated case as regards
| really reprehensble ignorance of salespeo-
pie. Ask the majority OF clerks anything
| beyond their widths In regard TO the articles
| they are selling, IL dry goods, and their
prices. and learn how slight is the informa
| tons that can be given. They may say that
the above Is all the information they are
| expected to dispense, but their value would
| be greatly increased if they were able tC
converse intelligently regarding them, which
| could be done If they were willing to read
up few subjects. Not infrequently
| when an attempt is made to reply to ques-
| tions. as much ignorance is shown as was
| made apparent in the maple sugar episode
| Perhaps at some future stage of the
| world salespeople will be required to pass
competitive examination, suggestive OF
| the civil-service examinations If such a
| thing could be brought about the retail mer.
chants profit would materially increase.