The Paducah evening sun. [volume] (Paducah, Ky.) 1906-1929, 1907-06-01
To Be a Good Salesman

Don't forget that the old customer
Is one of the most valuable.
Don't misrepresent your gods.
Don't dodge the cranky" Gus.
toner; he can teach you.
Don't say, 81 wear that kind of a
shoe myself"
Don't try to bully the Office boy.
Don't think no one else can fill
your place.
Don't forget to push your goods.
All these things anticipate that
your honesty as a salesman is your
chief capital on which to work. II
you can't believe in these goods. find
another job where you can believe IN
them. Your lack of faith in the
goods you sell will undermine you.
Having the goods in which you be.
,lieve, stand by them. Learn all You
can about them-about their manu-.
facture, their quality, fit, lasting ma
ture and pleasing possession. Hav-
ing this pride in those things which
you sell, you can't help showing IL
both to employer and customer in
your handling of them, replacing
them neatly and keeping things shir
shape. Your manner in speaking oil
them Will carry conviction to the ex.
tent that you know about them.
Out of this condition you will hear
your customer asking, "Now, what
do you think as between this and
this?" When you hear that question
1t is tribute to your craftsmanship
Store those things in your recollec-
tions-they are invaluable as slim
illus to confidence.
But beware of overconfidence
There's something wrong with you
when you begin to feel that you are
it. 1t is a weakness in yourself
and unfair to your fellows. 1t be-
gets feeling finally that your
chances lie in your ability to over
shadow others.
Cultivate the ability to remember
faces and to call the customer by his
right name. Remember his address
If you can. These may seem small
things, but they are vital; human
nature never will be above the i'm
piled compliment.
Your tactfulness will come of your
own education of yourself In dealing
with all kinds of people. You will
have learned more when you can
send the cranky person home salts
fed than you could have learned OF
scores of easily pleased customers.
There is distinction to be made
here and a difference to be recognized
when you meet the purchaser who
knows exactly what he wants. Sell
him that thing that he insists upon
having. There is nothing inconsist-
ent with honesty in doing so. If you
have had a chance to express your
self as you feel, it will have been in
favor of something else; you need no
argument in letting the person have
the thing he insists upon buying. II
he should return with apostolic COM
plant, 1t will be well If you have had
chance to say something when the
sale was made. Recall your speech,
tactfully, and your next sale will be
likely the gods of your own choice.
Keep track of the advertising mat
ter OF your store. Nothing is more
irritating to a customer than to call
for an advertised line and discover
that you never heard of it. Concen-
tration Is one of your greatest as
SETS Be part of the organization
which is furnishing you employment
and opportunity. Remember, too,
that the store gives you the employ
ment; you must find your own oppor-
tunity. You can be half-salesman
with great deal less effort than is
required in being whole one. You
can get out OF position a great deal
easier than you can get into It.
Courage" says Emerson, 'perse-
verance, patience, are the great for
tune finders. If man has these
qualities he will find himself too lib
orally endowed to be overlooked by
her.
Sitting under a cherry tree With