South Bend news-times. (South Bend, Ind.) 1913-1938, 1921-07-04
NEWCOMERS SHOW
UP WELL IN RACE
FOR Big AWARDS
First Period of Salesmanship
Campaign Ends Next
Saturday Night.
CONTINUED from Page one.)


10 percent commission. But who
wants 20 be tail ender2 with
prizes worth a small fortune at
stake IL IL well worth everyone
while 20 exert every effort 20 be one
OF the leaders. Members should not
on1y want 70 be among the highest
prize winners because OF the profit
20 them, but FOR the satisfaction Of
being a leader as well The very
best way 20 be a leader and con-
sequently to be a biz prize winner
IN this campaign is 10 make "a big
showing this week.
The $4,000 extra credits and extra
cash award offer ends at 10 p. "a.
Saturday. July o. The Office OF the
Salesmanship cub viii be open un-
tiI that hour. All members who eX-
pect 70 report their results In per-
son must be present when the clock
strikes ten 90 no one viii be ad-
mitted after that time. Those who
are present but who have not had
an opportunity 20 be waited upon
viii be given time 20 make their re-
ports. but positively no one Will be
allowed TO enter after 10 o'clock.
Subscriptions mailed so as 20 show
postmark prior TO 10 p. N. July O..
Will be counted on the offer even
though they do not arrive until a
day or two later In this way those
living outside OF the city have an
equal opportunity % work right up
until the close OF the offer.
g. one can enter the Campaign by
. calling a. the office. by telephone or
by letter. Every member is given
5000 credits as a starter.
Firth sales Talk.
The fifth article by the master
salesman eJllows:
SalesmaUs may be defined rs
the art Of presenting the advantag 9
OF an offec iu way that arouses Tire
desire 20 profit By it and leads in
promp. action
= II all goods were standardized and
aif they were made only in quantity
10 fiji an existing demand. there
would be little or no need for sales
+ manship. But commodities ara fire.
queutIy produced in greater guam
Z. tity than is needed TO fiji the exist
ing demand Moreover. they vary
: in price and utility. II becomes nee
{ essary 90 exr lain the reasons for
these variations or to make clear
the utility of a new product.
When typewriters were first intro
duced the customer had 10 be
shown the many advantages of using
such a machine. He had TO be
taught how they save time. energy
and money This aroused the desire
TO profit from their use and SO a de
mand for typewritcrs was created.
When naphtha soap was first sold
the housewife had 20 be taught THAT
the soap would wash clothes in cold
water with very little rubbing. The
utility. convenience and money
saving possibilities of an new arti-
cles has TO be clearly shown before
a demand for them can be created.
This is especially true of "A name
and identity of It's own. as distin-
guished from an article termed a
staple, the identity of which is lost
in the bulk If "A new article. say
for the repairing Of shoes. were
placed on the market. il would be
given special name and salesman
= ship would be called upon TO make
clear the advantages and usefulness
OF this article and thus a demand
would be created.
A newspaper that has first class
/. news service. attractive appearance,
interesting and instructive features.
like The News-Times, almost sells
itself and therefore. does not re-
quire thoroughly trained statesmen.
Any who are interested in joining
the Salesmanship club should lose
no time TN communicating with that
department OF The News-Times.