The Detroit times., 1916-07-11

picked you out as an EMPLOYER. and
you were about selecting him as a
rrospective employe.
The right man can give you the
JOB. II h. had no parpos. az all
he can't fake one. Cross-examine
the candidate until you are sure you
have all he knows. Unless he knows
the start Is wrong / don't mean by
that that he should hs-- schemed
out hts whole future with you. May
be b "a he 60 came ne, 70 you on short notice
Maybe he 10 Just experimenting Per
starting TO work. ana he feels IL.
true ali this may Ss. get to the man
and learn him
You will do another thing. too.
the applicant. You will prove wheth-
tv y09 you 's ssns a as.sS SF 2. n s.seH IN
the candidate you don't measure up
TO what the right man expects OF
you, YoY have to understand each
that you do. u you are TO work to-
gether successfully. He'll learn from
your talk TO him as man whether
you are the sort OF man he wants
to stick by as his boss.
Now start asking him those aues-
tions the answers of which win be
his self-analysis. Do not accept any
,rTsn You r: ar: nov &c, doing the mos.
.al e.Tn' Sou ar. q, ss.,sna . x %or
tives. Determine whether they are
worthy, sound motives Discover his
:g.. +. l @ss .ss '' Hna |. aSo ~:
everything else make sur. that he
will be awkward with his words.
.n Gee may BUT b + s Hnd Of ss aa
no possibility Of his working on a
counterfeit man on you.
I've heard many executives say
statesmen who as applicants seemed
guard against tina, disappointment Il
he takes the right precautions 10
take tho evidence. and ali the evi-
dence. The candidate has the evil
dence and you can get IL IL you are
in your questioning. He can't frame
UP anything because he won't know
what you are after. The next time
you select a salesman. make your
ability to sell: Judge him by all the
ole rules. Then. when he feels he
has passed hne examination. start
all over on him as man. He may
of his smooth talk may be a tramp
make up. Inside his 'foaters" clothes
may be a selling soul II he has the
right sort OF man in him. IL will show
somewhere in his past as you review
IL. We cannot Judge by the body of
the man. II is what his eyes have
seen. not their color, and IL is where
he has worn his clothes. not their
plaid. and II is at what his lips
smile. not their hrmness that counts.
Did he have an education handed
70 him or did he plug for IL! What
has life cost him so far Has the
blunders? Did ne get experience that
paid the cost Every year OF life
he has invested should have returned
him something. What did he get!
II you are the right sort OF an ex-
ecutive you can turn that man inside
out and see all the works II he
Is liar hell show the yellow streak.
II he Is hghter he'll show the steel
blue All his real qualities are dis
coverable-but you've got TO dig TO
get them.
have referred to this investiga-
his sales ability was established. But
which comes first Is immaterial The
important thing is 20 make certain
OF both before you tie VI 20 the two
and employ him as a salesman.
As for myself in the selection Of
portance TO the man behind the sales
" the man Is OF the right stun SELL
Ing ability can be developed.
man is his development Of efricfency.
Development means growth. The
applicant has been chosen for his
promtsr-cf growth tot-rf-tt1-
world could not make a pussy willow
grow into an oak. And you can't
grow big man unless you have a
man to start with. II you have Just
sales smartness you may raise a
smart Aleck." But II YOU begin with
a man and develop him both in sales
ability and in manhood youll grow a
salesman. Brain growth alone is not
enough. somehow the brain by IL
self has always seemed 10 me a cold
blooded piece OF human mechanism.
nected directly with the heart by
arteries full OF warm red blood I
want a salesman TO put both brains
and heart into his work. Both are
will be developed best IL the sales
man does most OF the growing on
his own hook.
In the development or n salesman.
the hrst thing is TO help him learn
how 20 harness his brain and his
partly what sales executives are for
But II takes genius, more than mag
nettsm,
We hear a great deal about mag
netic personalities One man inspires
other men 10 DO miracles Fine Ru,
when that magnetic man goes away
when he leaves his territory and
starts maGnetising somewhere else
how long does the effect last on the
FIRST fellows7 Genius n really sim
pie thing. Greatness IL never COM
plsxity. Anything 10 be great must
be easily understood Especially Ia
sales genius simple. II consists real
ly In thinking something that any
body should have been able 10 think
for himself A sales plan originated
by an executive wouldn't be worth
two whoops In Mexico II the sales
man couldn't understand H.
II Is astonishing how we let our
brains lie failow. The ordinary man
viii cape wide-eyed while the En-
traordinary man tells him something
he knew all the time but never took
the trouble TO think OF before Take
Billy Sunday as a salesman preacher
illustration. He has q sermon on
Booze" I read a description Of how
he sells that sermon 20 his audience
One OF his best methods was this
Booze" he says requires a million
boys q year. new drinkers, 70 keep
the saloons open" etronR state.