The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12
Lee Anderson Says Co.
operation Is a Bust
ness Essential
UNITY OF ACTION
is NECESSARY
Man On Road Should
Be In Perfect Accord
With Home Office
BY LEE ANDERSON
Commercial Manager, Hupp Motor
Car Corn, Detroit. Mich.

Car Corp, Detroit Mich.
Cooperation as it applies 10 the
travelling salesman seems 10 me to
be OF three forms
First, cooperation between the
salesman and the house
Second, cooperation between the
salesman and his customer.
Third. cooperation between one
salesman and another.
The first OF these IT, beyond
doubt, the most important OF the
three. do not believe il Is pos
sible for any house TO build up
successful sales organization with
out the full cooperation OF every
member OF the road force. Nor Is
II any more possible for any sales
man 10 make the most of the pol
icies and reputation OF his firm,
the most OF the value and sales ad-
vantages OF his goods. unless he be
In perfect accord with the house
and give il at all times his tulles'
cooperation.
On the face OF il. cooperation be-
tween the salesman and his firm ap-
pears so obviously necessary that
one finds IL hard TO believe such
close unity OF action does not al
ways exist where there can only be
the closest unity OF interest. Yet II
is a fact that very great many
men on the road are a large part of
the time. or In a great part OF their
activity, against the government.
This Is perhaps due In the main to
two things: The infrequency with
which the salesman Is in personal
touch with the home office, and his
natural inclination, If he knows his
trade at all well, first 10 look at all
home office Developments from the
viewpoint Of the customer
/ have in mind particularly that
salesman who always raises his
voice against any change of policy,
or design, or price. or quality. We
all know his type The day a.bulle-
tin il received from the house he
starts for headquarters. Or, II he
stays in the territory, he writes
unanimously. criticising everything
which Is proposed and detailing why
the changes can never be successful
in his district.
From the sales managers view
point, know OF nothing more dis
\ couraging than 10 find a man who
can see only harm In a policy which
| has been long thought over and con
| sidered from every angle before go
ing into effect. II seems TO me the
salesman's viewpoint should be al
ways 10 line up with the house. Jus
what | mean Is perhaps best ex
pressed in a boast | heard at 2
large banquet when II appeared
probable the United States Nigh
become involved in a grave inter
national crisis. The toast was
"Our Country. May she always b
in the right, but right or wrong
Our Country"
The firm Is the salesman's coun
try-he must be for II. right o
wrong, all the time II he and tn
firm are 10 win.
II becomes necessary 10 exaggei
ate the necessity OF perfect loyalt
TO the house properly TO illustrate tn
| importance ! attach 10 this form o
! cooperation. would sooner dis
charge a travelling man for lack O
cooperation, which is merely
form OF treason. than would 10
criminal padding Of the expense az
count
Nor do ! mean for one instant Z
convey the impression that clos
cooperation between the salesman
and the firm need signify any antae
onlsm TO the interests of the Gus
toner. Lack OF proper cooperation
Is evidenced much OF the time u
things which in no way affect tn
customer.
Take the matter OF route cards
How frequently does the man oI
the road fail TO supply the hom'
office with his route! The routing
information reaches headquarters
late. or IL Is indefinite, or the route
has been carelessly prepared. witt
the salesmans full knowledge thai
he would not follow H.
Now return for an instant 70 the
sales office. The sales manager
has an important message for you
There is no route card. He must
wire or write your headquarters ir
the territory, taking a chance or
reaching you. and perhaps delayInr
the getting Of important Information
} TO you by several days.
Then there lie the daily report Of
I the weekly report. as the case ma,
me. That report In some form o.
J other hangs over the head OF ever,
man on the road like the sword O
Damocles. used 10 fill out thes
reports, three each night-som
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