Honolulu star-bulletin. [volume] (Honolulu [Oahu, Hawaii]) 1912-2010, 1916-01-26
CHAPTER LXII.
HOW ADVERTISING HELPS SALESMAN.

The salesman who has advertising offer can
still increase his efficiency by the of advertising knowledge
of win the dealers through
the basis of the advertisably of his goods only
natural that salesman do better if he tells dealer
will bring people his how
as great big bar for Sc in that will
general Talking thus terms of the dealers
problems and bringing out the points that will make
for him to handle the dealer will be apt
OF your soap the next time his general stock low So
this indirect of advertising by your salesman will help him
both IN his present and repetitive selling. *..
The advertised article quite often, guaranteed article
guarantee after ALL only sort of advertising statement of
quality For the simply untechnca way
summary OF the virtues of the article When knitting mills
antee their hosiery they might tell at length how it made of
tain material certain kinds of machines under cond
lions and packed in certain that they afford to take
The risk of making good in said hosiery does last
should But instead of going all those details which would all
be their side of the fencehat
that they simply make advertising
goods don last Tor specified length OF time they will make good
In some fields this guarantee idea
worked So things have guaranteed longer
today often the best method by which present arguments
OF quality because the final convincing
the guarantee shifts the risk from the buyer
The guarantee advertising designed help
both the selling and the advertising of product 1t is
ito qualify at stroke but also positively in that
atmosphere of because talks
the interest of the prospect rather than of the who
SELL TINS not only energies the advertising reaching the
but also helps the sales force in reaching
Advertising increases the efficiency of the salesmans work
localized systemor instance with publicity
there influence the dealer He both the ad
paper himself therefore thinks your people
come IN and say: Il ad tOdays Give
bar of that This of tickling of the dealers interest
almost effective if the salesman call him by phone
each time and Don't forget to try to sell
cam"
So the salesman advertising behind him. has team
mate that works for him with the dealer even when the salesman
Likewise the advertising that done by the house direct
works for the salesman House and cir
letters tell the dealer by mail the which the sales
would him by of mouth Consequently such matter
dealers in the goods And these days of
competition it necessary keep eternay at the dealer For
salesman Pennsylvania who worked around Pitts
burg for Buffalo house, started off two weeks
vacation got after week and back to his
territory he just in time His competitors had been
ON the Job He his dealers for too long His
firm wanted Wisconsin to work territory there IN
experimental This would require only two weeks lie
the organization that could do and yet rather
than territory around Psburg consisting OF
popous counties obr had to let the whole State OF
Wisconsin from his market.
of advertising flowing into
he had advertising running those towns over
that salesman would not have been danger
territory for fortnight