South Bend news-times. (South Bend, Ind.) 1913-1938, 1921-06-27

ID. NJ Barrett. secretary of the
World Salesmanship Congress, said
at its meeting at Detroit: 1T is
commonly believed that every man
is a salesman all Of the time. From
the moment that the tiny arms OF
the babe in the cradle stretch out in
an appeal TO its mother for what l.
most needs up until the moment
when the same human being just as
earnestly makes his last aIpeal for
mercy. on his death bed. the individ-
ual is continuously attempting 20
sell himself or herself into a greater
and greater growth Those in every
department OF human activity, who
have accurately appraised the uni
versatility Of this principle or growth.
have become the master salesman of
the world. whom business and pro-
/ fessional men are endeavoring TO
initiate"
A series OF articles by a master
salesman viii appear in these col
umns at intervals. These will un-
I doubtedIy be read not only by mem-
\ bers of the Salesmanship Club but
\ by an readers of this newspaper for
they have many points worth
studying and contain much valuable
advice
Article No. 1 Follows.
To begin with. have always
made it a point 10 represent good
house This the members Of your
u club are doing, for YOU are Publish
/ ing a real newspaper. Your news
/ paper - progressive. up to the min
I ute and a real moneys worth. That
I journalism and that IL spares no ex-
pense iu giving its readers the best
there is - readily realized by a close
/ perusal of its columns.
II I were a member of your Sales
manship club I would point out 10
every person with whom 1 came in
contact the following facts. The
daily newspaper is a necessity in
every household. Paving a subscrlp-
ton in advance leaves the head OF
the household free from the bother
Of small collections. No man or
woman is too poor 20 be without
newspaper in these times. No per
son is too busy too read. We are
living in one of the naost momen-
tous times of an history time
when no one can afford 10 neglect
reading the newspapers.
The - i'm salesmanship is In hav-
ing your prospect listen 20 your ar
cument and not 20 listen 10 his You
should know that The Times
is a living force In this community
and should make YOUR prospect
know IT, The News Times is for
South Bend FIRST; Il Is first with the
news. first IN every movement that
makes for the prosperity OF the city.
state and community. Il stands for
all that Is good and progressive in
the clv'c. public and home life OF
this community.
News Service Complete.
It's news service and its features
are complete and the best that
money can buy. II prints news
while 10 is new. It's fiction is written
10y The most famous authors of the
DAY and is really worth reading It's
pictures are worth printing and are
printed while i'm the public eve. Its
various special departments. such as
sporting page, womans page, chind-
rens department and others are the
hest 60 be had anywhere.
In giving YOU a subscription for
year or two they will be guaranteed
prompt and regular service. The
regular delivery service covers all
parts OF the city and surrounding
towns and frst-class service is as
sured
When YOU start out 20 sell sub
scrip,ion 90 your friend and neigh
bors always try TO be in the most
cheerful possible mood.
Do YOU realize that your mood is
always felt and reflected 20 a certain
extent by the prospect 10 whom YOU
are talkiug2
DO YOU realize that il YOU ap-
proach a man when YOU are feeling
blue YOU are going 20 depress him
and spoil your chances OF making
the salee
DO YOU realize that the successful
salesman Is the man or woman who
looks successful talks successful and
feels successful7
Do YOU realize that you have the
power Co control your moods-to
keep your courage and hope-or 10
let both ooze at your finger tips?
II Personality Factor.
: DO YOU realize that the hrst inter
view and the impression that YOU
make at that time counts largely IN
ultimately closing the safe? DO YOU
know that the principle thing 20 do
is 20 keep eternany busy. work in