The Detroit times., 1916-07-10
WORLDS SALESMANSHIP
CONGRESS, FIRST OF ITS
KIND, OPENS IN ARCADIA

|
task so thoroughly himself that he
VIII De ready 10 prove the soundness
| OF MS policy. He must anticipate
the objections 20 that policy. He
~ before the salesman has time to
| formulate those arguments and TO
adopt them as convictions. The sales
executive must sell himself and his
| policy to his statesmen.
| 1t Is important too. that directions
should not be spasmodic. Too many
executives are OF the grasshoppper
VARIETY. The salesman gets letter
| and he wonders where the boss has
Jumped over night The fault goes
back to the fundamental trouble OF
not having reason for everything
| that Is done.
Nothing makes the salesman sorer
| than TO get an order that he feels
Is Just a notion. Half the time ne
| thinks he'd be fool TO obey II, for
i Is likely to be changed the next
II Is a fact. which we need to In
vestigate. that in very large pro-
portion OF cases letters from the ex-
eoutiv. are received with resentment
have heard men say they wished to
| God they could make their trips
! without getting any mail at all from
| OF salcsmanship that the man and
his boss are apt to get into a scrap
every time they exchange letters.
the Sssys Bat K Il Hse drS
| Ing a spirited horse. A fool at the
reIns will spoil the chances Of a
thoroughbred to win race.
should be. after all. not the teaching
OF obedience, but the incubation OF
| Independence in statesmen. A sales
| manager will direct men as men. And
Wishes: because he fE win make Ike
| them understand what he wants and
why. And as much as possible ne
will leave to them Independence Of
action. He will ask results.
Loyalty. faithfulness. dependable
ity-all the. things an executive
wants In statesmen must be based
nr.t on real respect for the he. boss BOSS:
has first respect for himself and then
for the man In his salesman. He
must have brains--and use them. The
brains. And he must have q heart.
and use that. too. Sometimes the
executive will need to speak sternly.
Sa; IT. Il pc tho timo bsi sro %
a. man. A man Will take his medi-
cine from a man.
The big executive Will take into
| enoe Of statesmen. 1t Is a basic quail
fly. OF their manhood. He will not
only require tact from the statesmen
'
ne will use It. In his dealings with
! the men he directs. And the most
/ important principle OF direction 10
the rs Sstoys s soS Sa.o snS
| body else.
Direction Of saiesmen 10 something
| nobody but the right kind OF sales
/ manager can do effectively.
man working under my direction has
his eyes on my job. like TO think
that every man who wins thinks he
want nsn Finn nm II 4. sr worR ns'T in ss.
use his victory I'm oompetition with
other rn sale ;n in simiSr Si9ass
chance. That constant incentive TO
dangers OF a slump from the best
show the man in salesmanship the
new goal Just ahead; lest he become
shortsighted in straininS toward the
iSse So I.. msn Will f. 10 sS
ate the interest Of an executives who
takes a friendly interest In showing
him how to get the most out of his
Job. by laying before him new oppor-
Today all up-to-date executives
are pleading not for men--but for
more man. more manliness, more
oros %cn MS et: Ss sns by Il.
presence, which commands attention.
Inspires confidence and created the
desire TO be dealt with; More OF that
| trade In stimulated and sanctioned. as
It were. by nature itself Because
manhood Is nature in the highest
| The manhood Of Christ. and not his
divinity. subdued PLATE.
A dash of the pirate, even In
prclate, does not disqualify.
IN nft A IN n IN
Such men are the geniuses OF
trade. trained by suffering, to be
patient and endure-destined 10 win
/ them and you will know as readily
| why they succeed as ". looking at
Napoleon. you should comprehend his
| pre-ordainment OF power.
We are born believers I'm this type
OF man.
| lie b~sets an expectation OF his
ability in advance OF It's demonstra-
We instinct,vely sense his power
to make his capacity trusted
| To see him IL 10 believe In him.
hood by the overwhelming evidence
of his credibility.
And the secret OF our better In him
IN his own belief IN himself
He believes in himself and in the
He believes in tho firm for which
Tie believes in tho man who directs
HIS efforts.
| He believes IN everyone OF his
| business associates
lie believes in truthfUlness and in
LOYALTY and In perseverance,.
| He believes In work and he believes
in play.
| Hc believes I'm good cheer and in
| good health,
| He believes IN sunshine, fresh air.
| sohriety AID sufrlciency
| He believes that the square deal
! Is the only deal
He believes In the satisfact OF
| service.
| He gives as he goes and grows as
| ne gives.
We are drawn 10 him. and cry
| aloud in salutation. behold, the mani