The Detroit times., 1916-07-10

~. B. Knox, president o. inc hnoA
School Of Salesmanship. Cleveland.
20, spoke In the Woodward.aye.
A Presbyterian church lie said In
part:
LET IL be forever understood that
! saiesmanship is not question OF
putting something over. II is a
question Of telling the truth, telling
Il effectively and showing the indi-
vidual bow your proposition Is adapt
ed 10 his needs. The greatest COM
pliment any salesman can pay TO
the goods he is selling Is to tell the
truth about them and tell II effec-
lively.
"When a salesman meets man
who would profit by his goods and
that man indicates his lack OF in
;serest, the business Of the salesman
Is to change his mind and bring *
y around TO agree with his. A sales
man rs teacher. He is more than
athat. He Is the advance agent OF
& cfsilixation II was the salesman,
z the trader. who first penetrated Hud-
s0n Bay. The lawyer. the doctor,
the preacher and the teacher fol
\ lowed.
''If Is the salesman who marketed
q the sewing machine, the windmill,
d The telephone. the telegraph, and
l. modern breakfast foods. Salesman
! ship IL the power OF human :nhu-
epce. the influence which one man
I has over another, either in the
Y a 4hOolrcom. the courtroom, the sam
i pJ(foom, or while preaching the gcs-
ri In farthest Asia or darkest
4 Africa,
~ y. The salesman who attempts to
j kate y sale regardless Of whether
~ ncttthe buyer has need is neither
hnwu nor good, The only logiti-
Instc salesman today Is the econom-
8 Ut who sells to a man In proportion
!. 70 bis need or refuses TO sell him
kk ~ hAs no need"
u VIM r. Nnlone, president of the
q Postal Lite Insurance Co., New
4 York, In First Congregational
church:
= Coincidence men, have had their
|t11kS. Pooling the unwory is cheap
f1nune ,and attempting to fool the
nC0t wary Is no. worth while. That
&ith has q false bottom would bet
III net have been displayed for sale.
4 1Atsrs and taking are disappearing.
o1llug ID stun Of sny sort is found
~ miGhty bad dealing.
- advertising Is the great aid to
k111osmanship. and. Its high notes
pIGt1ne round the world are whole
noss, integrity. truth.
hrhe Informing press, the adver-
1C1ag etnoaacemepty and the sales
TN hote = close relationship. AT
ut they are IN active alliance. The
1llciples that are now being pu.
1h1nd them aid are effectively
(natkng them constitute high
Meal 'stendxrd. They DO not con-
k1kute6a Anished product. stable
fhlnG stored away, but something in
8 ~ maAing. something that Is never
q nfohe1t bu always being improved"
Dantley p. Neff secretary and
4<<oIee manager OF r. A. Patrick Il
%. Duluth. in North Woodward
e1lfhodist:
"Yo ucan't put salesman In a
waste paper basket, so he beats all
& olhef Kinds OF advertising Sales
& men re economic factors, and what
\ You'd the country do without them.
u They are the pathhnders OF modern
Industry. the creators Of demand
TINT keep thousands OF nanufactur-
!. m busy. the dispensers Of JOY and
happiness. the daily Newspaper for
4 thousands Of small hamlets. and the
s gfeat barometer OF trade conditions.
" A salesman's facial expression Is a
5sbetter indiction Of BUSINESS condl
! lions than any editorial in the New
York daily financial new spapers.
= sfwo-thirds Of the successful busi-
q ness men Of this country were train
} "a on the road, ard there Is no
4 ofher equal TO It."
8. Dewitt Clough. president Of the
\ A;htoogo Advertising cluD. In inc
Christian church:
4 "While the majority OF the pres
3 snt-1 ay statesmen may not wish to
Z sckuCwledge the fact. they are aware
that there has bern some uplifting
influsnce at work which has raised
4 he standard of sslesmanship ard of
4 business in general. The time has
Z come believe for the church topay
even more attention 10 business and
" for the business man to acknowi-
edge his debt to the church"
II. D. w. English, general agent of
\ the Berkshire Life Insurance Co. Of
a pittsbuIsh. Pa. in the Beulah Bap-
N fist church
What appeals TO me in salesman
!. ship n that Il gives every man en-
4 haged IN II an audience and message
y 3hrough his work his personality.
y Which may be small in itself. &C.
"a quirvs an ownership Of fruitful soil.
y ID possible for him to enrich his
personality through his job so to
ma Z congenial task where a man
can work IL to find real place in
n the world for Q real nan"
william Pethke. director OF the do
Cortment II business administration,
Lnoalle Extension university, Chica.
-. III. First United Presbyterian