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

Charles ". Hoyt president OF
Hoyt's Service Inc. New York City
Disciples OF Christ church:
Statesmen no longer spend their
spare time In dissipation. To be Al
Is the thing now. II Is necessary
and il Is good policy. II is no long
or ethical 10 try TO buy sales by
treating. The old-time salesman
while he might outwardly be clean
and dressy. could not hide his habits
The merchant might to quote Elmer
son. say TO salesman of bad hab
its, IL can't hear what you say fos
hearing what you ara
Winslow Russell. Of tho rhoenix
Mutual Life Insurance o.. Hartford.
Conn. IN the First NJ. z. church.
Highland Park:
The ethics Of salesuanship de.
mand, frst: higher thinking on the
part Of all OF us, especially upon the
things of life. both material and
spiritual which ars given In ex-
change TO each other. Second. q
clear conception OF tho fact that
there are two people involved and
that officially both must profit BY
the exchange. Third. that We are
all servants Of someone and that the
greater number OF people to whom
we are servants, establishes our real
basis Of power In tho world Of
salesmanship. which IL really life In
its largest terms. We are al sales
men, for every minute exchanges
are going on between rs. usually 1t
q profit to both OF u.s."
n. o. Shively. president Of the
Shively Salesmanship bureau. San
Francisco, Cal. in the TrumbullAvs,
Presbyterian:
Modern business Is largely dyna'
mic. not static. Aggressiveness ID
the keynote which charscterizes
Americas most successful business
men. The desire for wealth. the
love Of leadership. the clamor for
glory, induce many a man TO do
things which under normal condi-
tons he would not do.
"The clever salesman 10 tho one
who can meet men and through his
power Of attraction make them more
than a mere incident IN his life. To
be successful he must serve as a
protector TO his customers; he must
be an adviser; he must use his
knowledge as a means for rendering
human service; his sense OF values
must be at the disposal OF his Gus
TONERS; he must make his business
a business Of human service. This
can only be done when once he has
made friends or has acquired the
knack of winning and retaining the
confidence OF those about him"
Robert c. Fay. OF the Chicago Pa
per Co, in the Fourteenth-ave. Bap
fist church:
Christ used the salesman's great
est asset IN selling the gospel to
the people OF His time. refer TO
the power Of suggestion.
"A lot OF people associate "domi-
nation" with the loud. pompous man
who tries 10 bluff and bulldoze men
giving his orders In a loud, harsh
voice.
Such a plan may force obedience.
but II will never mould mems minds
to your WILT represents better
than any other illustration, however,
the evolution OF salesmanship.
To-day the men who are getting
the business-who are the 100 per
cent men OF the selling organiza-
tions-fnd that they can sell their
products or merchandise as Christ
sold the world religion. by being
well-mannered, quiet but positive
and without making any particular
noise about II.
How often do we find the Lord
using in His quiet way the power OF
suggestion which, today, as II did
then, constitutes domination IN the
highest degree?"
J. J. Jackson, general agent OF the
Aetna Life Insurance Co, Cleveland,
in the West Grand-blvd. NJ. z.
church:
THE basis OF every sale Is conf
dence. You cannot win your Gus
toner without II. BY your manner,
your tone, your line Of thought, you
should aim 10 build up in his mind
that feeling OF confidence which 10
the foundation Of every clean sale
The salesman gathers strength By
I doing. He must be a man who
/ thinks for himself and who thinks
good thoughts and Is capable OF
thinking hard and long. He must
be clean morally and intellectually.
To be resourceful. he must Be q
reader OF good books"
Courtenay Barber, general agent
OF the Equitable Life Assurance so
ciety. Chicago, in the Forrest Con.
gregational church:
I'VE are living in an age when
God has permitted mon 10 achieve
beyond the dreams OF every previous
age. Our economic enterprises have
developed abilities never before
touched. but with all these wonder
ful changes the fundamental truth
has never changed-9od made the
world--God made man. Man must
return 10 God and account for his