East Oregonian : E.O. (Pendleton, OR) 1888-current, 1916-11-07
SALESPEOPLE CLASSES
TO OPEN ON MONDAY
q. X. McAuslan, RetaiI SpecAalist
From University OF Oregon VIII
Hold Sessions Five Nights Week
For a FOTtnight-COurse Is Entire
IL Free,

G. r. McAuslan. retail specialist in
the department Of commerce of the
University Of Oregon, has made his
preparations or opening night classes
for. Pendleton salespsople beginning
next Monday evening. Classes will be
held in the Commercial club rooms
five nights a week for two weeks, and
the course will be offered absolutely
without charge.
Mr.. MeAuslan Is no theorist. He Is
a practical man first of all and gain
ed his knowledge of efficiency meth
ods of salesmanship by actual exper-
ience In every department OF big
store. He has been with such firms
as John Wannamaker OF New York,
Chemnitz Hosiery Co. and Calendar
McAuslan and Troup of Providence,
n l. He was formerly connected
with the Economists Training School
of New York. One of the most val
liable testimonies of his ability as an
instructor in retail salesmanship is
the fact that Meier & Frank of Port
land employed him at big salary last
summer to give his course to their
sales force.
The following is an outline of his
first ten lessons:
Lesson / A Vision of Salesmanship.
Treating its history and progress. Re-
failing today. Need of training for the
work. Elements of trade. Demands
more exacting. Six essentials OF
salesmanship. The will to succeed.
Aim of this lesson. Profit VS. service.
Problems of retail selling. Building
business.
Lesson 2. The Salesman's Physical
and Mental Requirements, Physlcai
conditions. Store conditions. How
to keep healthy. Cleanliness. How
appearance counts. Objectionable
mannerlsms. Bearing. Form OF
speech General education. Busi-
ness education. Personality Charac-
ter Reputation. Courtesy. Tact
Initiative. Open mindedness. cur
age. Confidence. Application. Indus
try. optimism. Enthusiasm.
Lesson 3. Requirements of Sales
manshlp. The ambitious salesman
object. Detailed knowledge. Wha'
business men should know. Techni'
cal knowledge Sources OF knowledge
Knowledge of competition. Othel
considerations. Chart Of SELLING
points. Tests for quality. Value o.
brands and trademarks.
Lesson 4. Psychology of Salesman
ship. What psychology is. Its appl
cation to salesmanship. How reason
able and suggestion work in the mind
Definition Of thought. Sources o
thought. Three kinds Of suggestion
Blocks in the way principles Of sug
gestion. Thought 'of the customer
Lesson &. knowledge of Human
nature Essentials for the salesman
Habits Ornament. Fads. Posses
sion. Curiosity. COnstructivenesS
Imitation. Leadership. Mother love
Friendship. Fear. Glasses Of custom
ers. What customers expect
Lesson 6. The Sale. Summary &
conditions. What constitutes a sale
The customers mental attitude IN
, sale. The one hundred points
= salesmanship. The seven Steps
t When most sales break down,
1 Lesson Z, 8, 9, 10. These lesson
: consist of actual sales Of merchandls
: before the clas, in which members
e the class act as salemen and custom
= ers with discussion and criticism
= order to bring sharply before IN
e minds OF all, the vital points OF goo
salesmanship