The Detroit times., 1916-07-11
Man Is the Important Element in Craftsmanship,
NorDI H. HaUkins Declares to Worlds Congress

God they couid make their trisS
IN. SSs s'iir sns s u H X. p:1ad s
OF salosmAnship that the man and
every time they exchange letters
by the executive. But u n like driv-
r.fn: y. :R1: :po h0r *. s sSS, Of the
| thoroughbred to win a race.
The principal f1netion or direction
Of Sssdl:nc., b. but ne lnsaio.t'on Of
manager will direct men as men. And
they'n DO their best TO carry out his
wishes; because he nrst will make
them understand what he wants and
will leave 10 them Independence OF
action. He will ask results.
Loyalty. faithfulness. dependaSil-
ity-aii the things An executive
srst on real rssp.et Tor Il. boss
That can be assured only u the boss
has nrst respect for himeeif and then
for the man In his salesman he
saiesmcn must be convinced he has
brsina And he must have heart,
and use that. too. sometimes the
ss must w ss st ;s. p;. sy ':1rny
res.ntment at the time. but II viii
| not rankle II the reproof In spoken TO
man. man viii take his medi-
cine from q man.
The big executive will fax. INTO
| consideration the natural indcpend-
| ence OF statesmen. II is n basic quail
ity Of their manhood. He will not
only -cquir. tact from the statesmen
he will use II, In hts dealings with
the men he directs. And the most
that the executive should develop
| body else.
| Direction Of saiesmen 10 something
nobody but the right KIND OF sales
manage can d, effectively.
man working under my direction. has
hts eyes on my job. Ike 10 think
| that every man who wins thinks he
| is ntttnr himself for a bigger place.
| territory vherS prospects are few. TO
use his victory in competition with
other statesmen In similar territories
as proof that he deserves a bigger
Keep doing better VIII tr0r rem ,Ss IL, tn;
statesmen. n Is always important 70
nov goal Just ahead lest he become
shortsighted In straininF toward the
! immediate victory. believe, too.
! tnaf no rear man VIII rall 10 Apr NNl-
ate the interest Of AN executive who
| takes q friendly interest In showing
him how 20 get the most out 81 his
! fob. hy laying before him new oppor-
/ tunities. 49,.
Today all up-to-date executives
! nre pleading not FOR men--hut for
! more man, more mAnlin~ss. mor-
I manhood More 81 that IMAGINABLE
( force which acts directly nv its very
/ presence. which commands attention.
I inspires onhdence md created the
desire 90 be dealt with More OF that
subtle Influence az whose approach
II were. by nature itself. Because
| manhood Is nature in the highest
| form.
The manhood ~ Christ. and not his
| divinity. suhdu-d PLATE
A dash OF the pirate. even in a
prNlate. does not disausliry.
Bad boys often make good men. j..
such men are the geniuses OF
| patient and endurc--destined To win
! anyhow and always Look upon
| them snd YOU will know as readily
why they succeed as ~. looking a.
| Napoleon. Won should comprehend his
pre-ordainment OF power.
We are born believers In this type
OF man.
ability in advance OF its demonstra-
q ton. ....
I We instinctively sense his power
| TO make hts capacity trusted
To see him Is 20 believe In him
We promptly convict him OF man
hood hy the overwhelming evidence
OF his crrdtbility.
And the secret 81 our belief IN him
in his own belief In himself
He believes In himself and in the
goods that he sells
/ ". believes in the firm for which
- ne works. ---------------------- --------
: He believes in the man who directs
his efforts
He believes In everyone OF his
I business associates
He believes In truthtulness and In
/ LOYALTY md In perseverance,.
! He believes In work and he believes
! In play.
! Hc believes in good cheer and In
! good health
! He believes IN sunshine. fresh air
: sohriety AID su1irienry.
( He believes that the square deal
Is the only deak
! He believes in tho satisfaction Of
: service
He gives as he goes and grows as
! he gives
We are drawn 10 him. and cry
aloud In salutation. behold the mani