Wausau pilot. [volume] (Wausau, Wis.) 1896-1940, 1912-01-09
Perpetual Process of Testing,
Grading ard Classifying the
Talents of Men.
HOW SALESMAN WAS FOUND
Quite Often Genius Hangs Out rs
Advertisement in an Exploit
That Speaks Louder Than
Any Verbal Request
for Advancement.

he was working in the stockroom
for S11 week" declared the proprle-
tor of large jobbing house in telling
how he discovered a salesman 10
whom he now pays $4,000 year
He came to my office one day and
said he would like to try his hand at
selling TO small dealers after hours.
The manager of our city department
had already declined the proposition,
maintaining quite rightly that we
weren't looking for that class of or
ders. But the request was so unique
that ! overruled the objection and had
line OF samples and prices prepa red
for him.
lie went among the little stores of
the foreign districts and of the sub
urbs, and came back with his hands
full OF orders, some of them so small
that they were hardly worth the trou-
Die of filling. In a month his com
missions amounted to more than mis-
regular wages The next vacancy on
he road was given him. and It was
not long before he was making $4,000
year Now. as | said. be gets dou-
BILE that amount"
The proprietor made one mistake
IN telling this story. lie did not dis
cover the salesman. The salesman
discovered" himself But quite often
genuine worth hangs out its advertise
ment In an exploit that speaks louder
than any verbal request for advance
ment. Here is one instance
John Doe was a sewing machine
agent who made such a poor showing
IN the small town where he was To-
Gated that be was ordered to close
up the store and deliver all the ma
chimes at neighboring large city.
The goods were to be hauled by
wagon, and as there were two loads
John arranged for one load TO be driv-
en- by his younger brother, Robert,
stenographer. who spent his unoccu-
Died hours about the store. They
started off one morning for their all
day drive. John leading the way.
As Robert trailed behind it came
TO him that il was sin TO haul all
those sewing machines past so many
prosperous farms where some sewing
machines were doubtless needed. So,
choosing a moment when John was
out of sight around turn in the road.
Robert invaded a promising looking
house. He told with enthusiasm and
conviction the story he had so often
heard John tell in a perfunctory and
futile way. and he won leaving a ma
chine and taking away with him
first installment on the purchase price
and contract
When. at the close of the day, John
arrived at the city Office. he explained
rest of the goods. and nobody was
worried at the delay. But when next
morning came with no Robert and no
machines, there was wonderment
which changed to anxiety as the day
wore on. Late i'll the afternoon John
was standing at the door, looking
down the street for his missing broth
err When he saw Robert in the ais
lance he shouted the glad news to the
manager
The wagon was loaded with baskets
Of eggs and vegetables. barrels OF APP
pies and crates of bewildered hens,
while believing calf was lowed at
the end of a rope. Roberts pockets
bulged with copper and silver coins.
a roll OF bank notes, and a wad of con-
tracts written on miscellaneous slips
of paper
There was council of war and a
reversal of orders. The two wagons
went back next day loaded with sew
ing machines This time Robert
drove the first wagon and John trailed
The store opened up again with John
still there. as assistant to the new
manager Robert. when he told the
story. was district manager
There is no moral ID she story The
lesson it teaches is that as a general
proposition there is {. perpetual proc
ess OF testing. classifying and perma-
nently grading the talents of men. hut
II is done in the rough and not with
mathematical accuracy. 1t is like
grading wheat