Albuquerque morning journal. [volume] (Albuquerque, N.M.) 1903-1926, 1920-05-19

Today the salesman who has any,
thing at all worth while to sell is
welcome visitor everywhere.
Business history repeats itself In
conditions similar to the good old
days when ''drummers' went
abroad in the land and production
formed the chief consideration.
once more production is the all
important factor-it is even bromi-
die to mention it. Yet when manu-
facturers catch up with orders and
supply exceeds demand will sales
men still receive the same courte-
Gus reception on all sides? Or will
the man handling a line" again be
/ forced to fight and manoeuyre for
a hearing?
Many a purchasing agent in the
past prided himself on being a
'hard nut for a salesman to crack"
Many buyer made it practice to
treat all statesmen as necessary
evils. Every salesman has expert
enced more than once the humilia-
tlon of cheerfully swallowing I'M
merited rebuffs and discourtesy.
VI course some men on the road
are oVerbearing, tactless and too
aggressive, However, the graduate
of present day salestraining
methods, as a rule, merits a courte-
Gus hearing and nine times out of
ten the man on whom he calls will
get something of value from the in
terview.
Salesman of New School.
a.
radically during the past decade
The old style salesman prospered
IN selling an article, often of doubt
tul worth, to someone who neither
desired nor needed it. He gloated
over the volume of his sales be-
cause they represented victory not
achievement. His vocation in life
consisted in outwitting the other
fellow.
The right kind of a salesman
does exactly the opposite. It is his
constant aim and effort to sell
something possessing real value to
someone who can use it to adyant-
age.
1t becomes necessary for him, on
occasions, to exercise his talents
and induce some people to huy
what they actually need. vet the
purchase of which they resist
Wheh he accomplishes this he feels
justly proud because he has rem
dered real service.
Vast Influence of Statesmen.
me sales representative many
uines is an expert in the knowledge
OF the goods he handles: thorough
~ Versed in every detail of manu-
lactufe and IN the employment of
the various products. He Is glad
10 help the prospective buyer an
alyze his needs. Some firms have
adopted the policy of training their
men to give a client a written re-
port on his requirements with
recommendation as to the articles
which will best serve his purpose.
IN iact salesman's most valua-
PIE work is of the educational kind. |
re connects the man who makes |
win the faraway man who uses. |
lie Is the apostle who spreads the |
message of good things, the use of |
which means the progress of ciyili- |
cation.
A century ago 1t was the usual
poorhouse. He was without honor
IN ms own generation and it took
tne world twenty-five or thirty
years after his death to reap the
oenefits OF his thought and toll.
ioday the inventor turns his
product over to the salesman---the
man who can show the public how
70 use IT, Soon, if it is of value, a
prosperous business has grown up
around the invention and the world
mas. been benefited by another
These various sides of the work
IF the salesman must be seen in
'rder that the Importance and dig
iity of his place in the business
world may be appreciated. He ex-
'rts a vital influence on commerce
md is entitled to the respect and
ourtesy corresponding to the serv-
&C be renders. = o'.