Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1919-01-18
Business Career of Peter Flint
Il Story of Salesmanship by Harold Whitelead

any further. that am seventeen years old:
schooi hoof Il, neen eoinE to an evening preparatory
Which course | hope complete in June
don't know whether TO take up the study
OF law or accountanCy after that I will
continue In business while I am studying
either Of them. However. / would like to
export business, If I decide not 10 make
2 speciality of either of the studies after
second SyS Rndy t% SGf 2f %e then iS name, Of
schools, that, teach the training of the mem
orE, r,, also , what kind of study it is.
. Ihlrd This is question that am asking
f for friend of mine. He is in the foreign
iorWardlns business. is the same age | am
busnc So His folks are moving out West'
either tc Denver or California but not until
startlng at the bottom. but with an oppor-
tIgty mriiG t., to @ learn the business. He wants to
know how to go about it. What would YOU
MdXlSG NIX him to do; he would like to get in
cry or wire and metal goods
appreciate the value of your time and
letter; you boyax wa pardon my writing such long
would like settled and YOU are. in nv
OPINION the man that can do it for me-
H. r. r.
First. I think a study of accounting
would be of most use to you, especially
as every G. p. A, has to know CONNER
cial law.
second. ] have answered this under
separate, cover
Third, Tell your friend IN ask bis own
questions, What's the matter with him
mat he can't do it? Incidently. if is
necessary for me 20 see what kind
OF letter he writes before | can give
nm nm lhe best kind of advice--as you
may realize the style of a mans letter
ake-up and phraseology help me to
KNOW What kind of "a man he is and
merely give him suggestions which +
o'''e'e VIII most help him individually.
STAY 9a my IN aGrya anad here few weeks ago from
since then | have been a r.9,,I.r ,et"r r tiint'
enrb On b some ne slsht years of selling expert
be- a on , ,ne road realize that in order ,n
t}ons tPms viewpoint. hence the following 'r oues is,
por,I r1r number of years have hoon soI,,,.
and cement to building material deanr;
gained In c6s, AZ of this experience was
tSrrtorgg ttiiWt,ng' Now nave accepted anntbct mai
The problem rnn /, am am unknown to the trade.
9Ti"rn ali nak quick results? You see, in o,,r raIi h
specfcatioS are beurm made to pass standard
bra,nJik b nike. Then. again. the prices I'D for aT1 m
back that fP the 6EenfraLy dday the same The come
,hoWS We are now carrying five brands an,
whn should add another brand 'rhntHI' hti' s., :"
turn. cThiH cTThhiEthSr lot Of empty bags TO r.,
trouble and less of money 70 ,ba a source source 1T
rhn arHmrer only allows for good bagsG
above IS persistent calling on ni the aFdsns, daa th9
can civ" hi n e''rhssi%inS t,n;,%inS the fact that ""
hnni' Ih"W process to get his name on tn" ordcr
might beIU in "hat pa would YOU suggest that
rhHs" our brand? ~ pur'
som9t m9Ti tEirr have an ambition to specialize ON
study accountancy. | am a grainmnE are a,J I'd
~ II 8.
,cr position. As | am on the road ID a a ron5
rost'Gh rost ,ho OF my time, what would YOU sus
cation? " sam more cdu'
a. What do you think of accountancyo Does
~ "EtraSe accountant earn more monev
man. iiHian he average. salesman? Would Wo,,
looks on % tho me oownsm 5RS names Of SONG good
nonni ""T"tmsins' cost keeping and elementary ac.
vii you also kindly advise me as 70 tho
and Iu1E ot bSSiGm bsr You use for your newspaper
add G PfbcffGy bef6GTyo OBLIGED 70 you would like to
a." ' ARG nTi"rT closing that in my line (cemenU
ear IIotisS IoisS 10 samples and all orders are in
Let's list up the things which n might
induce some one to buy cement: =
personality.
second, Lower price for the same
Ihird. Better quality for same price
Fourth. No cost or return for bags
Flfth. Unusual interest sounded in
saIesman's proposition. ~
,hnyo nou know how you stand on all OF
aaneSe' excepting the last one Can yol
ma new angle of approach? ''N
Have you ever thought of having a
IMMATURE wall made of your cement
say about twelve inches by four inches
SO as TO show the prospect how it makes
up Are there any tricks that YOU could
superiority? u "S
! don't know that there is any differ.
ehce between the average salary of an
howe,in hhoU"untaht and salesman assume
however mat you don't want to be the
average, but above it. You know how
tar you can get in your own business
a. a. ,on "a, II "A. can get from three to SIX
depends ON the breadth of his knSwl
edge, his skill in applying il and his
general personality S
Under separate cover, send YOU the
iha.ti'S ien,s OF some sood books on the sub
My, own, filing system Is somewba,
complicated, for ! use both a card in.
oiiNr GEH ior pook references and a file for
cllpplilss, winch are also card indexed
so from my index | can refer to any
particular subject in 1t, on my some
what large library of business books
Tor any clippings which nv seCretaries
have taken from newspapers, or Other
periodicals. '
take a subject, say "salesmanship
ana then that subject is subdivided into
me various kinds of salesmanship, n
want TO refer to say selling in china
ship, then under "W" for worid9 9wide
then under 90" for China. "'Ne
Hope this will help you.
~, Would would w please teil me IL could bu,
prefer to buy from tho manufacturer TTorn Topn
VIII buy In large lots. as IT is my intentio,
10 go INTO this line of business In the nesi
IIIscas' nIauas' A., p you happen to know differen