South Bend news-times. (South Bend, Ind.) 1913-1938, 1921-07-08
RACE TIGHTENS
AMONG WORKERS
FOR $4,000 HOME
Biggest Extra Credit Offer
Ends Tomorrow Night
Campaign, Aug. Is.


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member In South Bend or Misha-
waka and the other % a member in
the outside territory. With sub
scriptions now counting toward two
awards. there IS every reason for all
members TO do their best today and
tomorrow.
The office Of the Salesmanshlr
Club department Of The Nevvs-Tinnes
VIII be open until 10 o'clock Satur-
day night. Any subscriptions turned
IN before that hour will count on the
extra credit and extra award offer.
Any subscriptions mailed so az 20
show postmark prior 10 10 p. m.
Saturday. July Q. will be counted on
the extra offers even though they
do not arrive until Mondfty. This
gives out-of-tOwn members the
same opportunity 10 work up until
the close OF the offer and have their
results count.
Another article on Salesmanship
follows:
There are ways OF attracting at
tention. some Of them uncommon
and even bizarre. but IL Is no part OF
salesmanship 70 adopt unusual meth
DDS merely for the sale OF attract
ing attention. Moreover, such meth
DDS usually fail in their effect be-
cause Of their crudity or inapproLri-
ateness.
When prospective customer Is
first approached. the aim should
simply be to turn him from his in
difference or antagonistic attitude
into the non-committal one OF at
least being willing to listen 70 the
proposition. This transformation
may be effected by means of the
opening sentence or merely by the
approach Of the salesman himself
If he is so fortunate as 10 be
equipped with a particularly pleas
inS personality and come forward
with a smile that Gisarms suspicion
because Of its frank geniality, he may
a . once secure the kind Of attention
he is seeking. Not all statesmen,
however. are equipped In this happy
way. SO, assuming merely that
there is nothing unpleasing IN voice,
bearing. or address which will
create a feeling OF antagonism in
the customers mind everything de-
ponds upon the effect made by the
opening sentence.
The cash register salesman, for In
stance, when he first introduces him
self to a customer. does not open
with a commonplace introduction
such as II represent 80 and So" or
II have called 10 sell you a register"
or ct should like TO talk 10 YOU
about our register; he puts Il
rather in this way: 81 want TO in
terest you in our new methods for
taking care Of transactions with Gus
toners in your store" The store
keeper is not interested in a regis
ter, as a register, nor in the com
pany that sells them. but he Is in
terested in the proper handling Of
his customers.
Having thus secured attention, TO
some extent interest, the salesman
proceeds to transform this interest
into desire by explaining in how
many ways such a cash register
would enable better care to be taken
Of the stores TRANSACTIONS informa-
ton which has been obtained by a
previous diagnosis OF the dealers
needs.
The same methods OF gaining at
tention will prove beneficial 10 mem
bers OF the "Salesrnanship Club"
Among the new members who APP
pear Cor the first time in the active
list today are Miss Lillian Aigner,
District 1 Miss Marjorie Herbster,
District a: Miss Ruth Aldrich. Dis
trict Z. and Mrs. Carrie RosenbergeT,
District 7.
Following IS the list Of active
members and the credits accepted
for publication: