Amarillo daily news. [volume] (Amarillo, Tex.) 19??-current, 1921-03-02

Tor him Ia serve both. honestly, loyalty,
md zealously. II he liz To succeed In his
calling. His failure 10 give anything
',ss To either hi customer NJ his en-.
pluyor brings his downfall.
The firs, requisite II u thorough un.
dcrslandlng and trust ON the part ~
the employer and salesman. How many
II the customers ~ any house are per.
sonally known to the management and
howe many dealers personally kaow the
principals ~ the houses with whom they
DO business?
Go Ia any ~ the exhibitions or trade
hpnquots. where the chief" consents
Ia 60 and look In" for little while
You will find the travelling man stand
Ing alongside him and introducing the
customers ~ the house of years stand
ing. The travelling man lis the house"
Ia the man whom he sells. and u II "a
well known fact that II the salesman
makes change 10 some other house
selling the same class 81 goods. the
customer changes too. and the chief"
himself. could not go out and hold him
In most cases. II II, therefore. import.
ant that the house. In sending man
out. should have him truly a repr, sen.
tntivc. with the power to make dccis'
ions In the name II the house and an
interest IN the progress and profits of
the business.
This gives the salesman real stand.
ing with the customer and permits him
% be- ~ great assistance In keeping
satisfactory relations. My experience
III that YOU can serve n man perfectly
Tor generation and lose his business
! hy sharp letter that may question
his honesty ~ to n shortage claimed.
his ability 10 pay. or his assertion of "a
lower price. In very few II these eases
can the matter be successfully handled
from the office. In every case II can
Ice satisfactorily handled by the sales
man who has the authority 90 do ~ by
his house and who II loyalty serving
with equal justice. both the house and
customer In my experience az TWEEN
IS years | have never known dealer
tn make n dishonest claim ~ an an
| lust one. that h. would not settle
against himself when shown II was un'
lust. and have settled many of them.
have had men claim shortage when
our records were clear ~ to shipment
and We have allowed credit only tn be-
Maid later when the goods were discov'
cred ur unseen place. Many times a
customer has told me ~ receiving goods
for which he was never billed and re-
uucsling one and this. To my mind. Is
To the everlasting credit Of the hard
ware" men among whom my entire
business life has been spent.
| wonder II Il II true of any other
line of business under the sum
Being given the confidence and au
thnrity ~ his house. and with deer
desire tn he II real value to the man
who IL buying his line. the salesman
confidently takes his grip and makes
his calls.
The first man We call on II trying Ia
wait ON four people at once and his
clerk has failed to come In that morn
ing "a he " shorihnudcd. The telephone
lis ringing furiously. We pick M the
lrcceIycr aud find that some one N try
ing to order lbs putty. 10 lbs. nails
and % lbs. white lead
We take a note OF the name and or
der put It ON the desk. then take of
our hat and ask man what you can
help him get This man wants | gross
NJ screws 1910. MIR. Dealer hears the
request and says. SAY, all that size IN
the house are IN that case which has
Just come In and l. unopened" We take
an opener and find the screws. deliver
10 the customer and complete the sale
BY this time the clerk comes In and Mr
Dealer says. "Wcll. Sears. where Is
your catalog?" And we 40 at Il.