The Guthrie daily leader. [volume] (Guthrie, Okla.) 1893-1996, 1908-12-10
ED|J(jjATE:R
ADVANCES
NOVEL :
THEORY

Are YOU successful salesman? DO
not try TO Dc 7ge tails question by
saying that YOU are not a salesman at
all-that ,ou never sell anything
! that YOU have never stood behind a
counter in your lie and certainly
woulsnt consider q canvassing or
agency eneagemont for moment.
These things m.,y all be literally true;
bpt Mr.. Ar lur r. SheldCn of Chicago.
VINO is widely known as a writer and
lecture on commercial subjects. says
that you are q salesman Just the
s2mc. an that he can prove 4.
According TO this weE-Snown elu-
Gator every active member of the
community. whether man or woman.
has lchnite function TO perform in
the mechanism OF tle business wo-ll.
This functlcu consists In the sale OF
goods or services. or both: and the
gdccessful salesman is the man or
2bman who by intelligent and per.
s., tent effort. renders himself of real
value , the community. llercby iem-
on5iratng In h.s own case at least
that the w1fll owes him living.
This view of the situation would
make every professional man. every
public official. every bookkeepec or
s'enoF'ipher, ever housekeener even.
a salesman or saleswoman. from the
simple fact tlat whenever there Is
service rendered or gainful occupa-
tlon engage In. the same brings back
-r shoull bring back, its definite re-
turn In the shape OF fool, clothing.
shelter ana the necessities and pleas.
ures Of existence
a Form Of salesmanship.
The view mQte llll non come T.
be , genera.'y accepted among well.
Informed business people tdat the
question II. tlrally arises. TO what ex-
tent can the worlds salesmen benefit
by the .ecent rupid advances In the
theory aud practice OF scientific adj
vertisng? Keeping always In mini
the definition of the salesman as In
Gliding every active worker In the
community, the conclusion follows
that Advertising n benefits tAe buyer as
well as the seller For the simple rea
son that every business transaction
deliberately entered into In good faith
on the part OF both parties Is or ough
to be Of mutual advantage aud profit
Therefore. since II Is the alvertls
| AhE ~ N+AANNl Aait hhf u anu ANAt aNAA1
| are brought together and enablei t
Do business on 8 basis OF mutual pro
IL II becomes ev lent that all G1verti:
lne Is mel 7ly a form OF aalesmanshll
"A methcd Among many others EN-
pl,yed l.l ne salesman 70 attract th'
attention of the customer an "a pei
suade him that here is an oppo-tunit
to purchase advantageously tina
which the salesman aas TO sell.
Tfe world nas seen very slow [
recognise the fact that there can be
science of nloney making as well as
science 9s botany. ct-iclty or pollt
cal lnrniN. Yet tAis t. he fact
few nctably successful men, lik
Rockefeller Carnegie. Morgan an
the Vunderhllts. have demonstrate
the LARGO possibilities of this scienc
| in prlc, cal way Others, inclniin
great mnrCAant princes Ike Marsha
Field ar Iohn u. Wanamaher. hay
| ~ thci- carcors callcl special after
! lion u the Fart that can be piaye
glyeri sing In the work Of scient
nc business building; and hll hay
I dem9usi'lted that business success
mrrcymaking success-so far fro
/ being J natter OF luck or chance, Is
goal 10 be deliberately and patient
wciked f.r an at length reached /
the following Oi certain well-triC
prnch l7s that lie at the root OF a
worthy achievement.
= How Advertising Helps.
+. IS cwicAs 10 oh teprve how quick
: .ome has T., etr. pc PIE will "ihl
o tfe wement that the theo- tlcal ,
T. 70 f.H .h .ffI.f.t.f o.