South Bend news-times. (South Bend, Ind.) 1913-1938, 1921-07-02
SALES CLUB RACE
WILL SHOW MORE
SPEED NEXT WEEK
Campaign Ends Aug. Is But
Big Extra Offer Expires
Next Saturday.
CONTINUED from Page one)

new subscriptions Every time one
OF the $4,000 extra credit vouchers
IS earned. it means that the mem Der
earning II is putting himself or her
self in a position that - be over
taken later viii mean that the com
petitor will have 20 turn in more
subscriptions 10 earn the same num-
Der OF credits. This offer figures out
several times the regular credit
schedule and those in the race who
really mean business and who are out
with a determination 10 capture one
OF the bigger awards will take ad-
vantage OF it TO the very best Of
their ability
Expect Big Results.
The winners OF tho two $oO0. 90
extra cash awards will be decided
by the work done up 10 1000 p. NJ.
next Saturday. one of these goes
TO tho member in South Bend and
N1ishawaka who earns the most
credits up TO next Saturday and tho
other goes 10 the member outside
Of South Bend and Mishawaka who
does the hest during the same time.
With subscriptions counting to-
ward two awards. as they do. all OF
the coming week, il is 10 be expected
that there will be some surprising
results. Some OF those at the bottom
Of the list will very likely forge
their way 10 the top. Newly entered
members are very apt 10 be found
among the highest standing con-
tenders. Those who are now in hiSh
positions will have 20 make up their
minds 70 do some real hustling il
they expect 10 hold them.
IL is now that the Campaign starts
in earnest. Up 20 this time the Sales
manship Club has been lining up its
forces ready for the real competition
which viii be in evidence from now
on. With awards Of such value at
stake there Will certainly be SUI
preme effort on the part of every
active member. for it may be that
there will never again be such an
opportunity TO make spare time ef-
fort count for so much.
The list OF members will be pub
lished again Oh Sunday but this list
viii include only those who have
turned i'm one or more subscriptions.
Any whose name have been dropped
can be reinstated upon making a
subscription report.
Talk on Sales.
The most liberal part Of the CAM
paign is the provision whereby there
will be no losers. Every member
who fails TO win one Of the fifty-four
awards Will be paid a cash COM
mission Of 10 percent on all the
subscription money he or she turns
in. This makes IL possible for every
members 70 compete for the $4,000
home. one of the four automobiles
and other awards, any one Of which
are worth many times the amount
OF effort that Will be expended, and
at the same time be assured thar
regardless Of how many workers
there may be. or how little result
they may be able 20 show they vi.
still be rewarded for thier effort
The size Of the award will. Of course
depend upon the showing made but
there is something for every one
regardless OF their accomplishments
Article four on Salesmanship fol-
lows:
Salesmanship is a mental process
You cannot force buyer. You car
neither hypnotic him nor coax hin,
10 buy against his will. Conviction
OF the advantage Of an offer Is the
basis OF every sale only after this
conviction is established. first i'm the
mind OF the salesman. and second
in the mind Of the buyer. Will ar
agreement be reached or the ordel
secured. To convince yourself you
must have thorough knowledge OF
your goods and the technical fact:
Of the business. supported by con.
fidenCe i'm the value OF your offer
whether this relates 10 goods or q
service.
To carry conviction 20 the mind
Of the buyer YOU need TO be equip
ped with arguments in favor of the
offer and with arguments for profit.
ing from the offer. and these argu-
ments must be sufficiently varied q
appeal to every type Of mind. YOU
also need 10 have at your command
an apt answer 10 numberless obiec.
tions. any of which may be advance
as reason for not buying. ever
though remotely If al all connected
with the goods YOU offer.
Student Of Nature.
Finally. 10 carry this conviction Z,
the buyers mind with the least ef.
fort and the maximum success In
the largest possible number Of cases
YOU must have personality This j:
an all-inclusive term which com,
prises manner. appearance, address
tact, argumentative still and the
force and strength OF your character
as a whole. Your personality must
be that il dominates where leader.
ship is needed or reduces 70 calm
reasonableness where irritation end
prejudice are present or gives back
bone where hesitation or procrastina-
ton are revealed. Your manner ant
methods as a CAPABLE salesman must
be such as insensibly attract almost
every type Of buyer and in no cas-
irritate or offend
Thus. besides having an exhaust
i've knowledge Of your goods which
is based on careful, analysis YOU
need 70 be q keen student Of human
nature and 70 have the retrospective
faculty Of dissecting and analyzing
yourself. Unless YOU develop i'm this
three-fold way YOU cannot make the
most as a salesman OF any natural
ability you may posse -.
The experience that you can gain
by being an active member Of The