The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10
Delegates Occupy Local Pulpits
As Lay Ministers, Preaching
On 1.-THE Ethics of Craftsmanship


Delegates 10 the hrst worlds
salesmanship congress now IN ses-
sion here. occupied pulpits in many
Detroit churches. Sunday. delivering,
as lay preachers. sermons on The
Ethics OF Salesmanship."
| ]. s. Knox, president OF the Knox
| School OF Salesmanship, Cleveland,
10. spoke in the Woodward-ave.
| Presbyterian church lie said In
part:
LET Il be forever understood that
salesmauship Is not question OF
putting something over. II Is a
question OF telling the truth. telling
II effectively and showing the indi-
vidual bow your proposition is adapt
ed 10 his needs. The greatest COM
pliment any salesman can pay 10
the goods he is selling Is &c tell the
truth about them and tell II effec-
lively.
When q salesman meets man
who would profit by his goods and
that man indicates hb Lack OF In
terest, the business Of the salesman
is 70 change his mind and bring It
around 20 agree with his. A sales
man is a teacher. He 10 moro than
that. He is the advance agent OF
civilization. II was the salesman.
the trader who first penetrated Hud-
son Bay. The lawyer. the doctor,
the preacher and the teacher fol-
lowed.
III Is the salesman who marketed
the sewing machine, the windmill.
the telephone. the telegraph. and
modern breakfast foods. Salesman
ship is the power of human infiu-
ence, the influence which one man
has over another, either In the
schoolroom. the courtroom. the sam
pleroom, or while preaching the Cos
pei in farthest Asia or darkest
Africa.
THE salesman who attempts TO
make a sale regardless Of whether
or not the buyer has need is neither
shrewd nor good. The only lesiti-
mate salesman today is the econom-
ist who sells TO a man in proportion
10 his need or refuses TO sell him
IL he has no need"
VIM. r. Mulone. president Of the
Postal Life Insurance Co.. New
York. in First Congregational
church:
confidence men have had their
day. Pooling the unwory is a cheap
game and attempting TO fool the
most wary is no. worth while. That
which has a false bottom would bet
ter not have been displayed for sale.
Takers and taking are disappearing.
Selling bad stun Of any sort is found
to be mighty bad dealing.
Advertising IL the great aid TO
salesmanship. and its high notes
ringing round the world are whole
ness, integrity, truth.
The informing press, the adver-
Using announcement, and the sales
man have a close relationship. AT
least they are in active alliance. The
principles that are now being put
behind them and are effectively
actuating them constitute a high
ethical standard. They DO not con-
stltute finished product, stable
thing stored away. but something in
the making. something that is never
finished but always being improved"
Bentley P. Neff secretary and
GALES manager of F. A. Patrick &
Co. Duluth. in North Woodward
Methodist:
| you can't put a salesman in a
other kinds OF advertising Sales
men are economic factors. and what
would the country do without them?
They are the pathfinders OF modern
that keep thousands OF manufacture
ers busy, the dispensers Of JOY and
happiness, the daily newspaper for
thousands OF small hamlets. and the
A salesman's facial expression Is a
better indiction OF business condl-
tons than any editorial in the New
York daily financial newspapers.
Fwo-thirds OF the successful bust.
ness men Of this country were train.
ed on the road. and there !s no
other training equal 10 it,"
s. Dewitt Cloggh. president Of the
Chicago Advertising club. in tho
Christian church:
while the majority OF the pres
ent-day statesmen may not wish To
acknowledge the fact, they are awar,
that there has been sor1e upliftins
influence at work which has raised
the standard OF sslesmanship and o
business in general. The time ha,
come | believe for the church 10 pa,
even more attention 10 business ant
for tile business man TO acknowl
edge his debt TO the church"
| II. ID. w. English, general agent o
the Berkshire Life Insurance Co.. o
Pittsburgh, Pa, in the Beulah Bap
fist church:
| What appeals 10 me in salesman
ship is that Il gives every man en-
gagged In II an audience and a messag,
Through his work his personality
which may be small in itself &C
quires al ownership Of fruitful soil
II is possible for him to enrich hi