The Daily Missoulian. [volume] (Missoula, Mont.) 1904-1961, 1917-07-01
Vice president and General Manager
American Rsfraetoriss Co.

Vice president and General Manager
American Rsfraetoriss Co.
salesman is supposed to have a
thorough knowledge of his business to
his finger tips. and. II he stops and
thinks, he must realize what n big ad-
vantage he has over the buyer who
buys hundreds OF different lines. So
that, when a salesman goes into a
buyers office. the odds are greatly in
his favor. and the odds are heightened
| il the buyer comes to him; SO why
should any salesman lack confidence
the necessary foundation OF sales
manship?
| To overcome this disadvantage--the
first thing n buyer does is to try. by
some move. to cqualize his disadvan-
itage. sucn as keeping the salesman
waiting, sarcasm. complaints, etc. The
buyer is not using this equalizing plan
very much at the present time. but II
he does. and same is not justified,
make him pay for 1t while you can.
The salesman must bear in mind
that the buyer is Il human being. and
in most cases good man, or he would
not be in his position. The salesman
should go in believing this. anyway.
, and go in liking him.. for his shell of
GOODNESS in most cases is easily melted.
for it is only assumed for protection.
So try and do business with the GUS
toner, that he will not feel called upon
to try his equalizing methods on you.
We must always remember that the
buyer has many people to see each
day, so do not take up more OF his
time than is necessary. He learns Ia
know the salesman he can depend on,
who keep him advised OF conditions
8 in their particular line, and II worked
right, the buyer may lean upon you
> as one of his assistants. and this works
, both ways. so why not make hin, one
Of your assistants? He expects square
treatment. and to get this It demands
. that he give square treatment to thu
d seller.
The salesman must have health,
: body and healthy mind. He mus
keep himself well groomed. and re-
n member first impressions are yer,
lasting. The man who IL pleasant ant
\ affable Is more welcome than tn
crouch. Never forget how to smil,
and. as your time Is short, have you
: visit all mapped out, the approach, tn.
ARGUMENT dAsu luc SOuStuNAuH Acs~Aoe
!. close.
The old fashioned hand. shaking
coarse story telling, drinking sales
mans day is past. Today in his plac
!" we have the alert. keen minded younl
q man, with a sharp pencil, who know
his business. attends to it and thel
goes about his business. Many a sal
o has been made; then the salesman ha
e fallen In love with, his, voice and talke
r him out Of the sale. Never do that.
Never overlook a chance to help tn
buyer and make your visits such tina
the buyer Is always glad to see yot
n because you stand for straightforward
% business methods. Know what your
/. talking about, talk 1t. and. above al
. know when you are finished. II
- straight. Or. to sum 1t all up. pu
II yourself In the buyers place. the
% treat him rs you would like to b
1t treated under the same circumstances
;. Each evening. or at least each Sat
= urday. give your day or weeks wor
le a critical going over" Take an in
Of ventory Of yourself. see your ow
shortcomings and improve on SAM
of and never be satisfied" II