The daily palladium. [volume] (Richmond, Ind.) 1904-1905, 1904-04-21

CLERkS--BUSlNESS MEN
Sharon Jones a Leader in the New
Acknowledgements of the
Lecture.

The first of the series of lectures on
"Harnessing Science to Business
was given last evening in the Pythlan
Temple by Prof. Sheldon, OF the
Sheldon School of Scientific Sales
manshin. of Chicago. The hall was
filed to the gallery with clerks and
business men of this and surrounding
towns who were there to learn 'hoW
TO better their condition..
Prof. Sheldon was given a hearty
introduction by Sharon Jones, VINO IS
the leader in this new movement.
Sims were handed out with spaces Tor
questions, which the persons IN tne
audience were asked to fill whenever
a point in the lecture came up whcn
thew did not understand.
The first part Of Prof. Sheldon S
lecture was devoted to definition OF
q salesman. "Everyone connected
with any institution which has for
it's purpose the sale of goods for
profit-everyone from the office boy
is a saleman. Even the loafers are
partlv statesmen. Loafers while they
cannot destroy the item of the bal
ance of profit, can hinder it to a
greater or less degree.' - "The power
of craftsmanship is that power which
enables its possessor to persuade
others to buy goods at profit to the
statesmen. There are three classes OF
salesmen-w wholesale, retail and spec
ialized, but all clerks, etc., are not
statesmen. As merchant prince once
said. 81 have three statesmen. -
"What then are all your other
clerks?'' was asked. ooh, they are
order-takers, he replied.
There is no luck or chance in per-
manent and increasing success OF any
salesman, it all comes from work and
work alone.' said Prof. Sheldon
There are four elements in any sale;
the customer. saleman, article and the
abstract sale itself, and these four
elements were discussed by the lee
turer as follows There are many
kinds of customers and a good sales
man has a different method of ap-
preaching each of the different kinds
Some customers must be gently driv-
en- while others can only be led, and
to try the wrong method on a Gus
toner is to lose the sale. The sales.
man is a main factr in the sale. There
is not so much difference in the re-
suits of natural ability and of the
effort to bring out what ability the
man has. Either of these qualities
will make good salesman. The two
foundation stones Of the success of {
salesman are character. the real mag
netic power of man, composed o.
moral, spiritual and intellectual ele
ments, and health, that harmoniou
condition of body, mind and soul, a
Prof. Sheldon defined character ant
health in their broadest senses. In
IuilAoIl lbs SICdC uOoi w w W.
the success of a salesman and on
reason for the rise of women lately i
that women s intuition is keener thai
mems. A salesman must not be
talking machine, the day of talkin,
machines is past He must be logi
cal speaker and man who say
something when he speaks. A sales
man must arouse knowledge of the ar
ticle, interest, desire and resolve t.
buy that article in the minds of Gus
toners. These are the four menta
processes through which the min
travels in purchasing goods. An
last, if salesman has these qualitie
of logical speaking and consequen
abilities to arouse resolve to bu,
he can not be kept down by any in
justice of his employer.