Evening journal., 1908-01-30
SCHOOL FOR COMMERCIAL TRAVELLERS

Fl EAR all ye jolly commercial travellers an" anu
i 4 "drummers" You may be required IN the
not distant future il you want to be top hnei
in your business, 20 present certheate saying
that YOU have pursued regular course IN ule
"Science of Selling Goods and Business Ira
matcs" A New York university has such a
course of instruction. which is being attended py
hundreds of young men desirous OF becoming
travelling statesmen.
The practice OF selling goods" is 70 be reduced
10 science" Professors are instruehng young
men how TO approach the business man, how 20
win his confidence how to set large or9er Hota y.
him The professors declare that 'SalesmanShip
is different from what it once was. Men, TO De
successful as statesmen, must be traind.
Pointers BY one of the professors may be OF IN
terest to those statesmen who cannot take the unit
versity course. One suggestion IS that all drum
mers should wear plain, black, derby hats What
an important part the hat plays in life Soft hats
and hieh silk hats should be barred by travelling
statesmen. Ii has been found, the professors say,
BY actual experience. that when drummer wear
ing a hat other than a derby approaches Gus
toner, the prospective purchaser notices the
salesman's hat instead OF listening to what the
visitor has to saw Time is therefore lost This
is a little "pointer" in psychology. Eceenuieiues
in dress for the same reason are barred. Cay at
tire OF drummers is tabooed The drummers 5
business. not himself, is the vital point.
The commercial traveller must study-mentaly
grasp as it Wcrc-hiS customer. The professors
give warning that the drummer who entertaius
his customer BY telling stories" IS in danger OF
not making a sale. Some men don't want 20 hear
stories, say the professors. And this is probably
true but think OF what a Shatterng Of idols is a
solemn. sedate commercial traveller without a
fund Of stories
The student of business dramaticS-the would
be commercial traveler--is taught how 70 APP
proaeh the eussoner-the busy man. The trav-
eler must stand erect 70 show that he believes in
himself He must have auency OF speech. choice
language and "line Of what is commonly called
ton to the customer The student also is drilled
ia the pre.approach. the approach and the arsu-
mept stage The would-be statesmen are pnt
through this instruction. Then they are sent oat
to ser business and TO test the worth of their uri
verSity training.
The experiment Of the New York university 10
teaching. commercial saleSfnanship will be watch
ed with Interest. Other universities may start
similar courses of instruction should this one
prove successful The 0ld-time drummer NAV
eventually pass out. But is there nor danger that
men with such Instruction viii become uere
machines, lacking that originality ami charm that
often make the man a successful drummera
Who. for Instance, has not been bored bv the
drilled book agent as he relates his rnonotonous
tale, without variation. to every prospective Dur.
chaser, and who Is thrown into discontinue when
Piled with questions that take him ont Of he
story he is taught % recite to anvoae who
might buy book2 Often were he himself and
not the product Of the dril he would favorabf,
inpresS his prospective customer and Be more
successful IN his vccasioa Naturalness IS not
without power as business help.