The Detroit times., 1916-07-11

| TO fire them!
Personally. I have never taken a
great deal OF stock In the man who
on the nrst interview pulled out a
number OF letters OF recommends
ton. because II has been my expert
ence that men who have the great
est number OF letters OF recommen.
dation usually need the greatest
number.
7 would like 20 see this congress
In some definite way, either through
a committee for the purpose or to
be done In this convention. work out
some plan which will be the com
posite Judgment OF the convention
on some rules 70 follow in the en-
ployment OF statesmen.
will give briefly some OF The
things l have tried 20 And out In
taking with men before employing
them as statesmen:
The question that put down as
No. 1 on this list is--Can he give n
surety company bond? You can
dodge this question all you Ike and
make excuse for certain men who
cannot give this kind OF a bond.
but In 90 cases out OF 100 there is
something wrong with a man who
can't give a surety company bond
rhe next thing, has he a reason
or an excuse for leaving his last
employer? Can he give his last
employer as we'll as his previous
employers as references
Did he work az boy, or was he
brought up in complete idleness I'M
I'll he was OF age?
Did he learn 10 overcome oosta-
cles in his youth. or did he begin
to tackle the problems OF the world
as q full grown man?
The next thing. OF course, Is
perfectly obvious one and may seem
like q foolish one. but are his hao-
it's good! / don't mean by this Is
he 100 per cent good. but Is he a
decent sort of fellow!
Does he over-indulge in things
which he should mott
Would he impress you favorsoly
II he were trying to sell you some
thing instead et applying for Job!
Has he saved euy money? II not.
why not?
Can he get to the poict quickly.
or Is he one OF those fellows who
takes a circuitous route!
Can he answer objections quick
ly? Try him out by asking him TO
tell you three reasons why he thinks
he can sell your goods. and In this
way test him on his ability TO think
quickly and to give logical answers
to questions when put to him quick
ly
Is he quick-tempered? A little
hard to determine this. but as a rule
quick.tempered men do not make
the best Of statesmen, because every
man weakens himself In the eyes OF
another when he loses his temper.
Is his ,u,ce pleasing or rasping
A silly question you may think. but
one Of great importance to the man
who is seeking an opportunity &c
sell your goods.
Has he respect for the opinions
of others?
do his voice and manner impress
you as carrying conviction when he
makes a point?
Has he got enthusiasm In his ma
ture?- Does he know when to step
talking! II you don't know what
terminal facilities" mean. ask a
railroad man. Men, as we'll as rail-
roads, require terminal facilities.
Is he easily discouraged when
told he can't have the job or that
you don't think he can sell the
goods?
Is he willing tn undergo a course
of training before he begins to sell
goods, or does he think he knows
enough about salesmanship TO sell
anything?
am a great believer In the sys-
tematic and careful training Of men.
I have no patience with the man
who says you can't talk to any two
men alike. because this is simply
his way Of saying his methods are
better than any other.
cannot understand why so many
people are willing to put up with In
competency and with mediocrity
when the establishment OF a train
ing school and the proper teaching
Of all their salespeople would bring
about an immediate improvement In
their business.
And, gentlemen, the very nrst
thing I would teach in any school
would be the necessity for cour-
tesy. The great prevailing fault
among American statesmen and
saleswomen Ia the fault OF discour'
tesy. Deny II II you wish. but a
thorough test will convince you OF
its existence. Allow me 10 lay
stress upon this for a moment. be-
cause II IL 90 important In all
branches OF business and In all
walks Of life. Courtesy costs moth
ing and yet It pays bigger dividends
TO the man or woman who possesses
q, 49, arv ofber Yeoiitsite they