New-York tribune., 1909-11-07

pany physician 20 discover and correct
the physical cause. or 70 report that the
patient Is wilfulIy smileless and GUM In
the latter case the CLERK is at liberty %
look for Job where he can keep his face
TO suit himself. He won't do for the re-
tail trade
THANK YOU" WATCHWORD.
Other features OF efficiency are provided
for with the same microscopic care. There
is a school Of salesmanship and a store for
beginners in which nake-beIieve customers
test the patience. knowledge and courtesy
of the employees. The grand watchword OF
the educational system is Thank you
Every customer must get a smile and a
Thank you" An inspector in plain
clothes goes about visiting stores and max
ing small purchases. He reports every
case 81 omission OF thanks and also in
stances Of exceptiC I dividend paying
courtesy. The clerk who distinguishes him
self is likely 70 receive a red letter OF
thanks in a red envelope from the head OF
the corporation. All employees are discour-
aged from asking a raise in salary, yet IL
Is said they are never discontented, be-
cause their salaries are based on a per-
centage of the stores business and by in
ereasing the business they 'tOost'' their
pay themselves. Fac of the six hundred
stores is in charge of chief clerk. himself
on a percentage salary basis, and he en-
ploys the ether clerks. figuring about per
cent of the gross receipts for all wages
However. in order to prevent the chief
clerk from apportioning too much wages TO
himself and too little 20 his assistants. he
is required to submit his pay schedule to
the corporation
series OF lectures the fine art OF
selling over the counter is delivered In the
clerks by word Of mouth and through the
medium OF phOnograph Here are some
OF the subtle lessons given to the EMPLOYEES.
Salesmen must on receipt OF money
from customers call out the denomination
OF the bill or coin received and the snaoupt
OF the purchase This will usually obviatA
mistakes as TO the amount to be deducted
and the money In hand
Especial care should be taken in r,aIr
ing change from bills Of large denomfna-
tions. such as s. and upward. inasnurb -,
most claims OF short change arise from,
these cases Remember that when tbss.
claims are made suspicious always rest.
against the store and the salesman
"Change must be handed to the rrz+or,e-
or should the customers hands be enqaga5
II must be placed on the mat m front -
MIN Never lay change on the showcase
often mispronouucs
names Statesmen are cautioneI apainst
SO'IeS'lis THESE mistakes unless asked 70
u' So ana then they should be sure they
are r'sht- Unless YOU know don't pretend
% snow. IL ~ Is not possible immedisteIv
81 tue information from an associate
be sure to seek IL elsewhere
Tho salesman who fsmiIfarizes bf.,,.
With the names OF the regular eustor,-rs
and greets them IN a friendly but 49,
trusive way viii not 90 far wro,, So.
ask customer bluntly what his rsn,o a.
Play no favorites The salesman ~
drops one customer to take I'D another he
cause the latter is one that he csUs IT.
own - not building q business f,~ ~
store.
LOOK the customer straight in The 60
when You address him show hin, a..
he Is your sole concern for the time -
ms. Be most careful about trying IN ,ar-
Suade a customer to take son,etbi,,g a,
place OF that for which he INQUIRIES. A cu.-
toner asking for something ,ot q, 60,
should never be told in so MANY v-o,5,
that there Is a substitute lust a. GOOD
Cut out that phrase. Earnestly recon-
mend as possibly acceptable vhatevar ,o,,
think VIII satisfy. but leave the impression
always that the customer better knovv-
what he wants than you do
know your stock as you know vour
way home.
Iry 10 remember just what YOUR cuz-
toner wants He will appreciate th- fact
that his preferences are kept In mind.
Read the trade journals at home and
keep yourself posted IN the details OF vour
business
step forward to meet YOUR customer
Never make him come 70 YOU
Never ask a customer 70 follow Won IN
another part OF the store % see auvtbfp,
for which he has inquired or which YOU
have suggested showing him Bring the
article 10 him and make him feel perfectly
aware that this Is what you are there Tor.
In showing goods endeavor 10 make
your customer take in his own hands the
article you wish 10 sell You VIII and IL
easier 10 make the sale than IL You Kept
possession Of H.
DO not handle goods with Your anSers
any more than Is necessary. People do
not want goods paved over.
Talk with your customer. not at or 10
him The pleasantsr you look. the pleas
anteT you win be. Treat him as YOU would
Ike % be treated aud keep thinking what
he viii say when be gets cut OF the store
T. Sc the word We IN taking about the