The Fargo forum and daily republican., 1909-12-25
some POINTERS
FOR statesmen
SALES MANAGER or BIG STEEL
AND WIRE COMPANY GIVES
TRAVELLING statesmen WHAT
TO DO AND WHAT NOT TO 20
TO BE SUCCESSFUL.

VIM. c. Collins, sales manager OF the
keystone Steel & Wire Co., In writing
in the Sample Case tells travelling men
of few necessary points to observe
in their profession. He says:
Never be guilty of being malicious
knocker.
A voice well cultivated is an import
ant factor in a salesman's equipment
A salesman should train his memory
to remember names and faces
A vivid imagination, properly por-
trayed, is a winner In making a deal.
Never try to impress upon a custo-
mer that you or your house is better
than he is,
A salesman should always be careful
TO see that the buyer does noe switch
him from the main line of his arugu-
ment when he is working up to the
closing, of a deal.
While / am perfectly willing to give
the average salesman the credit of be-
ing up to date in. most matters, yer
about third of them are somewhat
passe.l IF you feel that you are in
the latter class, it is up to you to
change your tactics quickly.
Never lose time in discussing with
the house their faults, but study care
fully your advantages: it is more easy
to criticise than to commend; no man
or company is perfect. ..
| If a salesman will consider all points
which come up in his vocation from the
other fellows point OF view, he will find
it helpful.
Too many statesmen look upon their
success or failure as luck. This is not
true; it depends upon their natural and
developed qualities, coupled with hard
conscientious work.
A salesman who is tactful enough "a
compliment a buyer, his house or his
goods, never makes a mistake in doing
so, but be careful and not overdo it.
The personality of a salesman wins
or loses him as many orders as the
quality or price Of his goods.
Statesmen who are amIbitiously selfish
never touch the home plate as often as
Of humanity at large
A salesman should have the ability to
create a desire for his goods in the face
OF absolute uncertainty.
Many statesmen, on account of their
territory and line, seldom see their Gus
toners over three times a year. This
fact alone should impress upon you the
necessity of making each visit one that
your customer will remember to your
mutual interests.
You often hear statesmen say that
they they never meet anyone who is in
the market, but in the next breath tell
you of what great orders they are TAX
| ing. The inference is obvious.
The salesman who has the initiative
to beat out a new path in the field oi
salesmanship is the man who will be
the manager later.
Some statesmen will take suggestions
from a customer more readily than they
will from their employer. You should
guard against this.
There is sentiment in business, and
the salesman who realizes this fact in
impressing himself upon the buyer will
always have an advantage over any
competitor who does not.
A strong point to cultivate is to take
real interest in the welfare of your Gus
toner and the city or town in which
he is located.
If you are permitted to participate
in the social life of customer, don't
Overdo it.
Buyers are always laying pitfalls for
the salesman. If you happen to catch
on before you fall, don't make any point
against him from 1t.
A salesman is often placed in posi-
ton where he is compelled to talk
against time. Make this conversation
as entertaining and instructive as pos