Tulsa daily world. [volume] (Tulsa, Indian Territory [Okla.]) 1905-1919, 1918-08-11
Proposition Backed Up by
Plain Figures Wins in
Nest Cases.
PLEASURE CAR DIFFERENT
Not Hunting for Dividend
Producer and Can Let
Others Pass.
CBy ROLAND l. owEN)

OLnerS faSS,
ny ROLAND l. pWEN)
life IL made up ~ changes but 10
few places does this truth manifest
itself more forcibly than In the sell
ing Of motor trucks lIoro methods
change over night sometimes dur
ing a aingIo day and the live truck
saiesman must make 70 study 0f the
.tituatlon such ns re required in u0
other branch uf the automobile iu-
duHry.
Selling a passenger car iH u rol1.
tively simple proposition along with
placing motor truck A passenger
car ia sold--and hought.-ou entire
" different grounds. and for entirely
different reasons than motor truck.
man knows when he invests iu
passenger car that 10 is somewhat
OF a luxury. however constant may
he his use Of IL In busincsr v.r"
lie is content 20 let II pass on that
basis, II cost of operation scc... o.
bit high at times he dismtsscs the
thought with the knowledge that hc
Is getting II all back, and more too,
I'm the way Of enjoyment and health
lie enters a alegroom. and with
a wave 81 his hand toward the
street, whore stands his old car. hc
says:
what will you give me Tor She
boat on a trade 90
II the offer is right the deal Is
closed. II not he probably will go
elsewhere.
srA ............. ... .... t........,,, al
lntcs at length 10 a prospect on the
beautiful lines OF n model, the grace.
ful sweep uf the Tenders, the up-
holNery, the luxurious cushions
case Of control, the manner I'm which
Il accelcrates. the comfortable rld
ing qualities. the light consumption
Of gasoline sells car largely
because of its appearance, and The
appeal he makes 10 the pride Of the
prospect.
Uscs Different Argument
Does the truck salesman proceed
slong the same line of argument
lie does not II he did he would
last Just about one Day provided
ne did not start too early In the
morning g.
The truck salesman deals In facts
and figures. principally the latter.
Tho prospective purchaser OF a
.S1tor truck doesn't care whether
'hsre are seventeen coats OF paint
on tho chasAis. whether IL has the
most graceful lines OF any machine
on the market lie isn't Interested
IN It's easy riding qualities-bccause
he isn't going 60 run e.
He wants 10 know what that par
ticulRr truck will do for him as a
hNNlnRnH
the front end and go right back
through every unlt-and you've goi
Go be backed up by facts and fix
ures, because the truck buyer these
days is motor wise as he was not "A
few years ago. II he doesn't own a
truck he has friend or competitor
who does, and he II posted ON just
about what ne ought to expect In
the way OF results,
what's your horsepower hc
fires at the salesman.
Forty i've"
axle"
Twelve to one"
What's the gear reduction In tho
transmission p"
The answer ls Forthcoming.
Does Mental stunt.
The prospect figures for q minute
then announces.
That's not as fast n truck rs the
Speedrlte. They have 10 lO.I To-
J."
Then the salesman must be IN
position 10 eluCidatc the principle of
n slowly revolving wheel under this
particular schedule OF reduction
giving greater traction greater pun.
Ing capacity than truck which
might travel faster on good going
but which, with iis rapidly revolving
wheel. would only dig itself I'm where
the roads we're soft He must Doe
able 10 do this not only mathcmat.
ically but Ro must be- capable OF
telling u In undorsta ndable terms
lie must combat every argument
every question: with facts whose
preparation calls for hard study ana
n familiarity with the product hy
handles that leaves no loopfolr
The truck buyer wants 10 know
about every detail motor. transmits
SION rear axle How FAR should
certain set of tires run before thpy
mus, be discarded How much
gasoline. how much OH. docs the
motor rcQulrc7 what is the COS,
OF operation per tom milc7 Those
ars not Idle questions They are OF
vital importance TO the prospect. be
cause on them no must base his
haulage charges II he is engaged Boo
general trucking n he proposes
using trucks m handling his own
product 10 gives him knowledge
~ what ne can expect in the way OF
results
Might Take Gamblers Chance.
Otherwise ha must take "a gam
hl"r's chance. and depend Ou what
may Doc produced hy u driver who
may hc a mechanical marvel or
plain dub
N is not enough To- deal m rrner-
aNu's while trying 90 sell a truck
'fures must boz Nupplied and they
must he sufficiently conservative $50
,hai th're can be no reasonable come
uack later. That ig where tho motor
truck got a black eye Inc the early
oASN ENtr,tN1gant claims ARE the
worst sort ot selling agrumout. Doe.
. cause The purchaser is always slow
20 admit the merits of a truck and
Nu'ok to single out any vices that 10
may possess, however slight
Truck Is dividend Garner pure
and simple. Every minute It IS out
4t commission means annoyance and
financial loss, and naturally pro
eN' 10 mode, regardless of who may
be at fault
AZ ! said NJ the outset. acuirr
AFnfNN lH AuVA w.NN