The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10

great deal Of stock In the man wh'
ON the first interview pulled out {;
number Of letters Of recommends
ton. because II has been my expert
ence that men who have the great
est number Of letters OF recommen
dalton usually need the creates
number.
would like 70 see this congress
In some definite way. either through
committee for the purpose or Il
be done In this convention, work on
some plan which will be the com
posite Judgment OF the convention
on some rules 20 follow In the EN-
ployment of statesmen.
will give briefly some OF me
things l have tried TO find out II
talking with men before employing
them as statesmen:
The question that put down as
No. 1 on this list is--Can he give Q
surety company bond? You car
dodge this question al you like and
make excuse for certain men who
cannot give this kind OF bond
but In 80 cases out OF 100 there is
something wrong with a man VINO
can't give q surety company bond
The next thing. has be reason
or an excuse for leaving his last
employer! Can he give his last
employer a. we'll as his previous
employers as references?
Did he work as a boy, or was ne
brought up in complete idleness IN
til he was OF age!
Did he learn to overcome oosts-
Giles In his youth. or did ne oegin
to tackle the problems Of the world
as q full grown man?
The next thing, Of course. Is a
perfectly obvious one and may seem
like q foolish one. but are bis hao-
its good? I don't mean by this Is
he 100 per cent good. but Is he q
decent sort OF fellow?
Does he over-indulge In things
which he should mott
Would he impress you favoraoly
IL he were trying to sell you some
thing instead of applying for JOB!
Has he saved any money! IL not,
why not?
Can he get to the point quickly,
or is he one Of those fellows who
takes a circuitous route?
Can he answer objections quick
ly! Try him out by asking him to
tell you three reasons why he thinks
he can sell your goods, and In this
way test him on his ability to think
quickly and to give logical answers
to questions when put to him quick
ly
Is he quick-tempered? A little
hard to determine this. but as a rule
quick-tempered men do not make
the best af statesmen, because every
man weakens himself in the eyes OF
another when he loses his temper.
Is his vuice pleasing or rasping?
A silly question you may think, but
one OF great importance to the man
who is seeking an opportunity to
sell your goods.
Has he respect for the opinions
of others!
DO his voice and manner impress
you as carrying conviction when he
makes a point?
Has he got enthusiasm in his ma
ture. Does he know when to stop
talking? II you don't know what
terminal facilities" mean, ask a
railroad man. Men. as well as rail-
roads. require terminal facilities.
Is he easily discouraged when
told he can't have the job or that
you don't think he can sell the
goods?
Is he willing To undergo course
Of training before he begins to sell
goods, or does he think he knows
enough about craftsmanship TO sell
anything?
am a great believer in the sys-
tematic and careful training OF men.
I have no patience with the man
who says you can't talk 10 any two
men alike, because this is simply
his way of saying his methods are
better than any other.
cannot understand why so many
people are willing to put up with in
competency and with mediocrity
when the establishment OF train
ing school and the proper teaching
OF all their salespeople would bring
about an immediate improvement II
their business.
And. gentlemen. the very first
thing would teach in any school
would be the necessity for cour
tesy. The great prevailing fault
among American statesmen and
saleswomen is the fault OF disoour
tesy. Deny 1t II you wish. but
thorough test will convince you o.
its existence. Allow me 10 lay
stress upon this for a moment. be
cause II ia 80 important In al
branches OF business and In al
walks of life. Courtesy costs moth
ing and yet 1t pays bigger dividendi
to the man or woman who possesses
II than any other requisite thel
have.
I sincerely hope that every one
OF us attending this meeting vii
get some real practical benefit from
II. and that we will be able TO &c