The Manitowoc pilot. [volume] (Manitowoc, Wis.) 1859-1932, 1905-06-01
A LECTURE ON SCIENTIFIC
SALESMANSHIP.

0HLLSMHN0nIf,
The lecture given by L c. Hitchcock
at the Saenger hall last Thursday even
ing, on the subject of Scientific Sales
manship,' was we'll attended, the audi
ence numbering about eighty, the
majority of whom We're members of the
merchants association, under the auspi.
ces of which organization the discourse
was delivered
While Mr.. Hitchcock talked enter
tainingly and held the undivided atten
tion of the audience for about an hour
ard half, he did not advance anything
new, rs far rs facts and principles are
concerned. lie eXpounded the we'll
known cardinal business principles and
pointed out the qualities and conditions
that make for success in the business of
selling goods
Part of the lecture was substantially
rs follows:
The art of saesmanship is very old.
The science of salesmanehip underlies
that art and is Twentieth century
product Science is simply organized
knowledge and the science of salesman
| ship was first formulated 10y A. +. SHIELD
on founder and president of he Sheldon
School Of Chicago, which school rep
resent His was not the work of day.
but the patient and toilsome research Of
years, marked by ceaseless test and ex-
pertinent But it resulted in the science
That means not only success in salesman
ship but in every station and pursuit in
life. The welcome once given il by the
leaders of American commerce, is cher.
ished by Mr. Sheldon a. his exceeding
great reward.
Those who practice science are
professional men, hence business men
who are students Of the science of sales
manship are properly classed ~ profes-
sional men.
"AIl successful trade relations. indeed
all negotiations between man and man.
must rest upon confidence, which il
obtained and rests upon personality.
first Of the house, and second of the salel-
man. The personality of the house is
composite one; it is the blending of the
personalities of all connected with it.
Personalities spring from character
and health and by these terms mean
much more than being good and having
the ability to eat three square meals n
day without calling in the doctor
Beneath the foundation stones of
character and health we find the bedrock
of true education, which consists of two
processes namely, the drawing ont or
developing of the natural faculties and
qualities supplemented 10y II filling in
process of useful facts and information
We must all be graduates Of the college
of hard knocks and all successful bust
ness men take post graduate courses in
that college.
1T il this true education which the
Sheldon school aims To give students,
who include all classes from milionaires
| X
in II sale First, the salesman second,
the customer, third, the article to be
shown; fourth, the sale itself The
salesman is fitted for his work by being
trained in character building, in health
building, in character reading and in
the ability To analyze aud bring out the
] gnl Af ha ortt la
proposition which he is persuading the
customer 10 purchase He is also taught
the psychology Of selling and instructed
in the great law Of suggestion in sales
manship, most potential factor, In
addition to this, instruction is given in
cost in relation to selling price, window
trimming, buying, credits, insurance,
system, all matters pertaining to retail
ing whoesaliug and promotion of bust
ness
This involves the great principle of
man building by pointing ont basic fac
ultie4 and qualities Of mind, soul and
body, some fifty in all. showing the
individual how TO develop these along
positive lines, overcoming the negatives
ana 80 developing strong character
"One of the great secrets of salesman.
ship is the power of persuasion, which
can be developed only through the de-
velopment of the positive qualities and
faculties, which exist in greater or
less degree in all men