New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1917-02-18
By c. E. T. SCHARPS

tending motor car buyer thing of the first Importance The
way the salesman speaks and makes not only the
present sale but has great effect business yet to come
Courtesy consideration therefore ought to be the rule with the
man the floor
Unfortunately the business has trained only few real
retail aesmen the prospect has discovered 1t IS
condition typical industry still experiencing demand not
met by the supply The only too likely to have his
intelligence nsulted by the manners-and selling
talk" of the customary salesman.
Not all dealers are short-sghted neglect this highly
important part their business Many OF them realize that upon
The way statesmen the customer depends the latter
decision whether the right place for him to trade They
know that neglect real statesmen its punishment
in the shape of the loss not only of sales but of goodwill
Such realize that the condition of more customers than
cars the condition which has bred and perpeuated this generation
of poor statesmen last forever They know that supply
must one day demand and automobile selling become really
competitive business They not among the dealers who
deserve sharp for toeatng the Indifferent unuthfu
pe of salesman who takes business comes hm IN his faith
that the supply of will out no matter what
the courtesy standards Of the house
Don't think this is recently condiuon
the automobile business heritage from the bad old days
of the industry 1t directly down from that PERIOD OF
loose methods.
know man who twelve years went into the sales
room for foreign prepared to buy machine Tor SoooV
The salesman who talked to him not sufficiently IN
terested to accompany him floor to look at
When he came downstairs alone the had decided that any
husn VIII
sy with good be overlooked by any one with Dust
enough at least to be the public while
evng of money He didn't buy that day Instead ne
into the for himself and he has made big money since
Of course that exaggerated and happened dozen
wears ago OF course who treated with
Indifference automobile saesroom out and enter the
business himself by of But just that same sort OF
indifference varying degree being shown these days by some OF
the statesmen of automobiles in this CITY
They may think they statesmen because they get customer
t;ou'ts its
sell onv when be prevented from buying
The automobile buyer may safely form his judgment of the
car and that keeps from the manner and actions
Of the salesman have said 1t fair warning to him that there
m something fundamentally wrong with the factory or with the
dealer Is Ioy9rade statesmen selling the automobile He ought
not to deal that has pride in itself than
continue employ poor sort of to meet directly with the
public
That why the question Of statesmen important to the car
buyer enough that who going to spend money
with house deserves into the very
vitaIs of the after-pmchase standards of the house
Its fair assumption that house which stands tor dawdins
nh methods and sharp practice its saesroom floor can
not reasonably depended its other relations with the
The salesman the bread and butter of the business
His acts ought be the object of the closest scrutiny by the head
of the And automobile businesses are not so vast that
The himself OF this important
knowledge Any dealer who fails to know what IS gong on IN MS
place does deserve the public patronage
The salesman oafs the customer perhaps not even
boherng throw his cigarette IS only too familiar type
He answers questions and recites his selling talk he gives the
the prospect wants to buy that privilege will be
accorded But going him. because he doesn
want the car there are plenty of others who do
prominent dealer told the other day he thought that
very high percentage the receives deliberate
rnoation important points The weak salesman IS always
afraid TO tell the truth He will say twenty miles to the gallon
even if he the will hardly do than twelve miles on
gasoline consumption He doesn't to realize that ii ne sells
b ,,on and dstr Immediately engenderd when the
finds his car perform anywhere well he
was told it would
Yet such unfortunate state OF affairs in too sales
rooms that the man who puts over the applause and all
o often the appreciation OF his employer The dealer must be
sighted who thinks he building for public confidence in that
way /, is not a resale policy to say the least
Here what one salesman know calls his best put
IN call him Mr. x He had customer for in line that
vas being closed out His live prospect who needed only
LILLE rushing to make him buy The deal still pending when
another man. prospect Of Mr. T. another salesman of the house
H. M