Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-09-12
BUSINESS CAREER
OF PETER FLINT
A Story Of Salesmanship BY
Harold Whitehead b
'fCopyrtoht)

CxCI
AIOw, I'll try to write down what
~ Jethro Jones, the salesmanship in.
structor, told us last night. OF course.
can't put II down in his line Of talk,
for never was good at high-brow lingo.
wish I could use some Of the toney
language that Jones does. for It has a
kick to 1t, even II It isn't slangy.
Francis said that "the most vigorous
thoughts can be expressed in perfect
English" and after hearing "Jonesy," as
I nicknamed him, kind of agreed
Well, this is what old "Jonesy" said--as
near as can remember.
Before we commence to discuss the
art of selling we must first satisfy our
ability. and that salesmanship can be
taught.
"Salesmanship may be termed as the
art of SO presenting ideas tor goods
which represent ideas) that other people
agree with us.
AT once you perceive that 1t does not
mean merely to sell goods for money.
but Is much broader in its scope. for
everybody. all day long, Is passing ideas
to others and trying to get them to back
these ideas up.
Consider a few varied occupations
and notice how salesmanship is an es-
sential part Of the requirements for Sue
cess.
why, before you even begin to work.
you have to get a Job. and what is that
il not selling your service to some one
else? Salesmanship
Does a doctor need salesmanship you
may ask? Imagine two doctors OF equal
ability, SO far as 1t Is possible to Judge.
located in the same own. One succeeds
while the other barely makes living.
Why is it?
Its because the successful doctor is
a salesman; he knows how to meet peo-
pie in way that impresses them favor
ably. He joins the local lodge; he's a
church member and is a regular at the
church suppers. He's always glad to
meet people and shows It by his manner
People say: 4 like Doctor Jones he's
always 80 bright and CHEEKY If ! were
sick, he's the one, I'd want. l hear he's
very clever ...-
HE is clever-more clever as a sales
man than as a doctor. SO he succeeds.
while his equally skillful fellow-doctor
fails. through not knowing how to sci!
himself.
The lawyer. of course, needs sales
manship, just in the same way the doc
tor does. And in defending or prescott
| ing for his clients. ne must SELL the
justice of his case to Judge and jury.
| "Why, even the little baby uncon.
sciously exercises salesmanship when she
holds out chubby little hand to YOU
and gives you a bright, innocent smile
She is selling you the thought Of loving
| her-and you buy If you are human.
The politician. of course, needs sales.
1 manship, for every public talk he gives
is selling talk. If up for some Of.
flee, the politician tries to sell to the
public his services for the particular of.
fee he seeks. If he's a good salesman
and can offer a good line Of samples In
the shape Of his last record and general
reputation, he is elected. In other words
| he makes a sale.
THE bookkeeper needs to exercise
salesmanship. for he must SELL his fell
| low-workers the thought that he is a
decent fellow to work with.
THE minister sells the value of lead.
| ing a good Christian life. Some min
listers are poor statesmen and then people
say oh! there's nothing in religion,
while the truth of the case Is that the
salesman has the finest line of goods
on earth to SELL but II he's poor sales
man he can't make the sales. e..
"One more example: The lover
surely he needs to exercise salesmanship
of high order, for he must SELL him
| self to some sweet miss. He must be