Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1919-08-25
THE BUSINESS DOCTOR
4 Ne,U Idea of Salesr,ur,Ship
By HAROLD WHITEHEAD
Flint
Solver OF Business Problems"

IF YOU happen to be one who be
L leves that salesmanship is merely
the art of selling things, let me unde-
ceive you.
Everybody is n salesman, and every
body who makes good successfully
applies salesmanship to his. everyday
work.
Salesmanship is the ability to sell
something to somebody. 1t may be an
automobile. or an idea; it may be
hardware or happiness. 1t may be
anvils or ideals. 1t isn't necessary to
receive money in exchange. For in
stance, suppose "sell' you the idea
that success is not just obtaining money,
but attaining happiness. You don't
pay me anything, although you are
"sold'' on the idea. See what l mean
Let's lake few examples and see
how it works out. -
When youngster first wants Job
he has to sell his services to some con-
cern-and he begins his business car
eer by salesmanship. OF course, after
getting the order" he has to deliver
the goods in service and time. and so
long as he delivers the goods to speci-
fications his boss will continue to buy
services from him.
The young lover who wants some
sweet young thing to share his pay
envelope and his troubles has to "sell
her the idea that her happiness is best
conserved by marrying him." If she
agrees, he's sold her on the PROPOSE
ton land it sometimes happens, more's
the pity, that it turns out that she
has been "sold.")
Is the bookkeeper a salesman? If
he's good one he is. He has sold
his fellow workers the idea of co oper-
alton. He has demonstrated to them
that he is good fellow by helping
them when the occasion demands it,
Elbert Hubbard once sad that every
business requires an optimist, a pessi-
mist and crouch. That may be true.
but | advise people to let others be
the pessimist and the crouch. The sue
cessful bookkeeper salesman is the
optimist.
How does that help him? 1t puts
him in line for promotion. The boss
will prefer to have as an executive
some one who knows his work, delivers
the goods and is liked by his fellow
workers.
The minister has the finest line of
goods on earth to seli-and I say this
with all reverence. When he gets into
the pulpit, or on the platform, he is
really giving a sales, talk (Which he calls
sermon or an address,. He wants to
sell his people the, same conviction that
true happiness, real success and con
structive citizenship must be the out :.
come of morality and spirituality.
/ Some ministers are such poor sales
men that they merely put their con
gregation to sleep. Others are such
good statesmen that they inspire their
hearers to make the best of themselves
| The difference between the successful
and unsuccessful preached is merely a
question of salesmanship.
Whenever walk along road and
see little baby in a carriage, ! in =
variably havesto stop and smile. And
when the little blossom puts up a sweet
tiny hand with chubby little fingers out
stretched, just have to put my finger
in it and enjoy the feeling of those
little fingers clutching at it. Even in
the baby carriage that little rascal is
innocently selling me the thought that
! must love her = and do buy
Yon bet do and SO do you. Everybody