The Detroit times., 1915-08-19
Tact in Business.
BY n. AppINcToN BRUCE,
Author OF The Riddle Of Personality"
Psychology and Parenthood," etc.

smoke certain brand or pipe tobacco. TX Is
popular" brand. and by no means expensive.
One day, wishing to replenish my supply. /
asked for this brand at the tobacco counter Of
one Of Boston's largest grocery stores. ! re-
ceived the reply:
Sorry, but we don't keep thai can give
you some tobacco. though. that is much better.
We keep only the best kinds.
II was said civilly enough. There was no
thought OF insult. But instantly the thought
flashed into my mind
IL wonder If all the clerks in this place are az
tactless as this fellow.
II they were, I could readily understand why.
large though the store was, there were very few
customers in IL.
Tact Is in truth business asset OF the irst
importance. II is so important that all business
establishments should make il point 10 train
their employees to HANDLE CUSTOMERS AND
PROSPECTIVE CUSTOMERS TACTFULLY.
Some firms already do this very thing have
especially in mind colossal New York trading
corporation. with stores located In many cities.
BE tactful" is virtually the slogan Of this cor.
poration. and the financial success il is enjoying
testifes convincngy that tact pays.
+ To be tactful does not mean that one should
be cringng fawning. II means simply that
care should always be taken TO AVOID
WOUNDING THE SUSCEPTIBILITIES OF
THOSE WITH WHOM ONE IS DEALING.
Even seemingly small matter as uncon-
sciously calling in question customers judg
ment on a hat. a shirt. or necktie, may mean
the ending of all business relations with that
customer.
Yet there should be abject, dfferential
slayishness-no obsequious eagerness to sell a
man the thing be wants just because he wants IT.
II his choice be really poor. IL he is trying 10
buy something which he eventually will discov-
does not suit him, il is just as poor business
TO sell II TO him as II would be 10 criticize his
selection by word. look or gesture.
The proper course Is to try--always tactfully
Ito turn his attention and his desire to some
thing really more suitable. and to rouse in him a
conviction that. after all. this other article Is
what he wanted all the time.
IL Is thus. and only thus. that lasting good
will Is established between customer and sales.
man. whether the salesman be working behind
the counter the road.
Tact. accordingly, is one OF the prime essen
tails OF all firstclass salesmanship. When we
hear IL said OF a man that he is a born sales
man." IL IL equivalent to hearing him described
man pre-eminenty blessed with tact
Nor Is IL only regards craftsmanship that
tact is a business asset. The doctor the lawyer,
the banker, the broker-every man. in short
who is dependent on the goodwill OF others
ought 10 make IL a point 10 develop the habit
OF being tactful.
This implies. Of course. the cultivation OF self
control. No man who is not habitually self.
controlled can be habitually tactful.
He Is sure at times 10 feel fatigued worried
or impatient. Unless he can keep these feelings
under firm control. he may be hurried into words
or acts that are the reverse OF tactful
Consequently. the development of tact involves
a mental and moral discipline that has a ire
mendous benehcent effect not only on n mans
business ability, but on his life as a whole.
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