The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1905-08-20
Ignorance of Business
Salesperson's GreatF ault
sss By g. u. Martin.

a department who knows tho stock. and the
rest have to ask him II he is there. and, II
not, let 1T 60. II d customer asks for some
thing not In plain sight she ia told that we
mover have much Gull for that and SO We
don't keep IT, Tho customer goes where
they do keep It. Sd
3 Lcss than Il week ago I went into depart
ment store to get u certain kind OF a cereal
cooker which has given satisfaction In our
household for several years. Three clerks
told mo that they had nothing In stock by
the name mentioned and nothing even
answering the dcscriptlon1 gave. The head
OF the department was jailed, and no said
they had nothlngyby that name, and did not
know where 1t could be obtained.
n On Il chair was q girl busting the tlnwnre
on high shelf. She had caught snntchcs
OF our conversation nnd got down TO hear
more. Turning TO the young woman who was
waiting upon me she said. Isn't that what
she wants over there on that shelf under tho
counter?" II was exactly what I wanted,
and she was the only one who even knew
they had 1t, although the name was stamped
plainly on tho top. ! lost half an hours
time, no end or patience, and almost left the
store In disgust--the girl who knew the stock
saved tho customer. y
Incidents OF this character could be given
without number. but every one has had sim
h liar experiences ana can drawtfrom his own
memory. Ss.E43F ~
Clerks Should Study.
Tho clerk who wants to succeed-who
wants to make himself conspicuously indds-
pcnsable to his depar tmcnt--and who Is am-
bilious 10 become a buyer should train HIM
self To- know by sight and touch each grade
OF goods he handles. lie should look every
where for information In regard to his llne,E
not only In the advertising columns OF his ana
other firms, but also In whatever printed mat.
ter comes to hand. Almost every manufacture
err does more or less advertising nowadays.
giving much information az to methods In
manufacture reasons why his product is su-
perIor, and suggestions for its use. AS to the
supcrIority OF the article II IL we'll to form q II
opinlon independent OF all statements made
therein. but as to information along other
lines much can be gained In this way. It
makes no difference where the information
IS obtained II 1t be accurate.
It is q point worthy OF note tina while only
high class men are employed TO take all pre-
alimnary steps leading up to the sale OF mer-
8chandise, when It comes TO The actual trans
action over the counter It is most often turned
over 10 those who are not even fairly well In
formed In regard 70 the goods they nave N
hand.
81 Employers are helpless 20 q great extent IN
this regard. Some try 10, hold 10 certain
standards, but most Of them are Obliged TO
take such help as Is ffcred.
Schools for Statesmen.
There are schools OF every kind In the
country today. Why not a school for clerks
4 correspondence school for example. could
give a general course Of instruction adapted
10 all lines OF salesmanship and follow5it up
with specializing courses IN linens emma
silks. pictures. hardware. or other lines car
rIed In a big store. The general course would
be the same for all and when completed i
could DO followed with as many specialties as
the ambition OF tho clerk might suggest,
Surely a course OF study OF this character
would be Endorsed By employers. It would
raise the standard Of clerks, and post-grnd-
yates would be entitled to better salaries
than they could otherwise command.