El Paso herald. (El Paso, Tex.) 1901-1931, 1920-03-30
THE MAN WHO SELLS OWES BIG
DUTY TO THE MAN WHO BUYS


many men engaged in dispOsing Of wares for profit
are getting idea of their business The individual
salesman, especially the beginner who does not come IN
contact with others engaged N the kind Of activity
is inclined to regard selling proposition Of wishing
something somebody This, the salesman too often
believes consists mainly in praisng the good qualities Of
article without too close regard for the facts; Of
underseg somebody else, and Of putting the customer
into such position mentally that he takes the article to
get nd Of the salesman As result Of such tactics the
odte salesman did not expect to sell goods to the same
customer twice.
Today the wise salesman knows first and foremost that
he going to cater to pretty much the group Of
TONERS long periods He knows second that he must
give those customers excellent service good goods
they VIII continue buy. he also that upon
the reputation he achieves with customer depends the
extent Of his trade with such additional customers he
may hope to add to his list
As consequence of this the salesman must sell in the
customers interest He must help the customer to dscr
mate IN his buying to get the results The
salesman today must not cut prices Price has ceased to be
the most important item Quality more and moIe IS be
coming the desired element in any purchase together with
service And matter Of few dollars another
is Of If the difference in pTice made I'D
difference in quality and service But the price must be
standardized, well the g-ade Of article and other
clements than cut rates must be depended to goods
The finished salesman sees customers need He some
tines knows this need better than the buver and helps him
to buy. For exane the life Insurance AGENT sells rs some
thing all need and al better off for having bought
And as the result Of the life Insurance agens work
have many widows and orphans in comfortable ercum-
stances who would be county wards If their husbands
and fathers Rad been induced by life insurance
agent to look into the future.
The salesman helps to create wealth The production of
Gotten N Alabama for instance, n the RIO Grande val
ley would do the of Canada good cities
and towns Of Canada did not have saesen to DELIVER
the product Of the south to them The manufacture
Of farm machinery IN the Great Tegon would do the
western rancher no GOOD II t1e-e were no DISTRIBUTORS
IT hand to SELL this machinery. The element of
tbution is important that Of production in the value
Of an article Of commerce.
The whole Of LIES economic activities and the public
welfare depend as much selling as producing.
Among the nobility Of Europe what there IS left Of It.
selling things still looked down upon as pleban occu-
patton But i VII not Re long until the fact viii recog-
nzed over the entire world that the who sells things
vii rank with the who produces and the man who
plans.
To China with 4oooooooO population and civilization
50 centuries old we send minister. To Mexico with
population Of 100000, three centuries old we send an
ambassador.
One reason why the old guard Is opposed to primary
nominations is that if ali nominations were made BY
primaries there would be nothing for the old guard do
It may have been that those senators who baked at de-
eang war on Germany not unpatotc after all but
foTesaW how hard It would be to get out Of It.
The navy department Is pertUrbed because o s sub
marine sinks Isn't that Of the things submarine Is
expected to do7
The only doubt IS whether he wiz rdn for third term
There IS no doubt as to whether he VIII get third
If the price of rabbit skins continue to soar BABY Bunt
ing VIII have to be wrapped in something else.
-o
So far the supreme council nothing more than the old
triple entente. &