Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-10-19
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T DIDN'T go to the salesmSlship class
: L last Thursday for Yarnold wanted me
10 go with him TO sec Susie and Flossie'
I phoned to Francis to the Republic
Cutlery Company and told him ! ex-
pected to be late to the class. He asked
Inc not to miss it.
IF you do" he said, you'll surely
miss something good, and once begin
missing classes. you will be robbng
yourself of something you've paid for"
; I'm sorry Francis" ! began. when
click, up went the receiver, My, he
4 does get snippy sometimes i
Flossie was harpng on the pearl neck
! hce again and ] got rather fed up on
/ il. so we had a bit of tiff. Wish I'd
/ gone to the class after all. especially as
Francis told me they had dandy time.
lie refused to tell me anything about
1 Il at first but after Id promised to at
tend regular he opened up
/ Jetbro Jones, the instructor, spoke
about some problems of the retail sales
man So far as can gather from what
Francis told me he spoke along these
lines:
Last week we discussed the mental
attitude of the buyers toward the sales
men. You remember that we said that
retail buyers were in a receptive mood
toward spending money when they enter
II retail store.
we will further consider that state
ment this evening.
Some people enter stores to buy
goods. Others enter them to look around
some few might enter to complain
but, OF course, that never happens in
New York
"The salesmans task is to play up
to that inclination TO buy by selling as
much as he can.
His plan of doing this is first to let
the customer buy what she wants and
then begin TO sell her something else,
for preference something associated with
what she has already bought.
You observe that say First let the
customer buy then attempt to sell.
There's a whole lot OF difference be-
tween the two. An automatic machine
can supply demand, but it needs a real
salesman to create demand.
by selling associated articles. I mean
this: IL a customer enters a hardware
store for a hammer sell him some nails.
II he comes for paint, find out what he
wants It for-if he says it is to paint
his barn, he probably can do with some
new door hinges and screws and brushes.
ut doesn't matter what is wanted.
the salesman can offer something TO 90
with n.
THAT doesn't mean, however. that We
should hold a customer in the store and
squeeze every cent out of him before
letting him go, nor does II mean we
should make ourselves nuisances.
For instance, II a man went into a
drug store and asked In feverish tones
for some paregoric, It would be foolish
for the salesman to try TO sell feeding
bottles or baby talcum to that distracted
person Rather. he should serve the
customer as quickly as possible and let
him speed on.
How often you see salesman. while
waiting for change. say to a customer
Nice day, isn't IL" Now. II he were sell
ing weather that would be all right To
boost IT, but II not, it's a waste Of
vauable opportunity. How much better
>, to say, Nice pocketknife. isn't ~? or
Nice stationery, isn't itY There's a
chance of selling those articles and thus
turn the spare moments into cash"
That's about all the dope ! eot from
Francis. but It's sufficient 10 mRae l4v
mad II myself for missing Il