The Intermountain Catholic. (Salt Lake City [Utah] ;) 1899-1920, 1904-10-22
HOW WOMAN BOOSTERS
ADVANCE SALESMANsHIP
Chicago Tribune.)

goes to the place of business of all
other and simply makes the Statement
that he has new style clothes pin tC
sell at a new price The day of the di.
! rect statement in craftsmanship is gone
{ or going. The lightning rod man to-
day goes out after the shekels of The
rural cousin under the guise of be-
nevolent man of science: the soap
salesman is only interested in the san
itary conditions of the town he visits.
But it remains for certain men in diff
ferent lines of metropolitan business to
Introduce methods, or rather method
for selling goods that make the efforts
OF the lightning rod man and the dis
penser of soap seem akin to the rough,
coarse bungling of the amateur COM
pared with the bright, glistening prod
uct of the finished artist. This method
Is known in the few circles wherein 1t
is known at all, as the human nature
system" 1t is called thus because its
first and last principles of operation
are based upon a thorough knowledge
Of human nature. 1t might be called
anything else, but the fact remains
that it is called effective by the men
who use it,
! So far the originator of the idea IS
unknown. 1t is unlikely that he will
ever step into the breach to claim the
fame that his conception would bring
! him. Also it is positively certain that
no firm or business house using the
| human nature system" in making
sales will own to the fact. The reasons
| for this are many and obvious.
System a Simple One.
The system is fairly bewildering in
its simplicity. 1t calls for two prin
cipals. one of them at least possessing
the qualities of a good amateur actor
or actress. 1t is beautiful to watch in
its operations for the one who is mi
tiated, and there are no doubts as to
its results. And the GROWING beauty
of it is that it sends the person who
has been sold anything on his or her
way rejoicing in heart and thoroughly
satisfied
This is the modus operandi in
high class jewelry store, for instance.
A woman. for it is averred that women
in particular are susceptible to the sys-
tenn comes and asks to look at valu-
able pearl necklace. The obliging sales
man shows her the finest in stock.
She looks and admires or condemns,
as the case may be, and asks the price.
As pearl necklaces run high when it
comes to the price the buying is one
that a woman will not have over with
in few minutes. Perhaps she will ask
to have the jewels laid aside. She will
come in next day, possibly accompanied
by a friend, to give her opinion of the
pearls.
Works Rapidly if at All.
So far the system has not made its
appearance. Only the usual methods
of selling goods have been employed. |
1t is not until the last moment. when |
the sale is hanging in the balance of |
the woman's indecision, that the new |
method is introduced. Then it comes |
with a swiftness and certainty of re- |
suits that is wonderful. 1t comes in |
the shape of a woman, the theory be-
ing that a woman is much better than
a man for this kind of work. She IS
well dressed and refined in appearance,
in fact, to Judge from looks, she moves
In exactly the same circle of society
as the woman who is examining the
pearls.
The success or failure of the scheme
depends entirely upon the skill and |
inesse Of the woman booster" She
must know Just when the proper time
10 approach the customer has arrived
and how to make the approach. She
loes not step up and recommend the
purchase of the jewels. nor comment
Ipon their extreme beauty. Far from
t. She steps hastily up to the coun- {
er where lie the jewels. She is APP
,arently troubled slightly over some
hing.
Pardon me-" she says. graciously, /
n the most cultured and pleasing voice
with just a note of haste c
n her tones, ARE these pearls sold? &
here is a world of implication in her '
ones that she has been longing from S
er innermost heart for the jewels for q
long time; there is a hint in her voice i
hat if the answer is NO. she Will t
romptly snatch the pearls to her heart e
o matter what the cost, and fly away. L
hen it is time for the clerk to look o
from one to the other and d
} pause suggestively before replying. t
Human Mature Steps In. b
But it is the woman in the case that
oes the work. The idea that the pearls
re so desira ble-that another woman {
ants them-instilled in the mind of the q
cal customer, is the sole end and pur- .
ose of the system. What? This wo- d
IAN TO get those pearls and come dang L
ny them before my eyes wherever !
o. a constant reminder that she beat
le in getting them?" thinks Mrs Gus
,mer 20. no." Then she says Ian
uidly to the clerk: Yes. you may
End those out to my house. At least
lat is what she says often enough to y
AXE the system a-proftable one. q
The iewelry line is not the only one G.
herein this method is pursued with OF
lccess. The. exclusive milliner or m
1wnmaker has a good opening for the "
oman booster" and in the renting al
selling of real estate she is also Il
ell considered member of the business
rec. a.
Aids in House Renting. u'
In the renting business she makes in
II appearance while the prospective W
nant is inspecting the rooms or house. yC
le is greatly chagrined to find that w
ere is anyone ahead of her. Her ad-
iration of the premises is 'boundless.
Id she points out their best points tr
licately while indulging in her appre- in
alton. If. as is generally the case, the
rson who is really inspecting the =
ace is a woman, the effect of another
lman going into ecstacies over the
me is sure to have some influence,
d. besides, it is asserted that woman
Just cruel enough to delight in TAX
2 away something that happens to be
veted by one of her own sex.
Whether this is true or not. the fact
mains that the gentle impetus which
e arrival Of the woman at the oppor-fi-
ne moment gives to "a nearly cefnT Is
ted transaction IS enough to warrant
ngratulating the founder of the sys-
n. whoever he is, upon his ingenuity.