Daily Kennebec journal. [microfilm reel] (Augusta, Me.) 1870-1975, 1921-12-30


meeting in Elks(hall in the afternoon
and closing with a banquet and ad-
dresses at the Elmwood hotel in the
evening.
The business meeting was presided
oyer by the vice president, Thomas
Smiley Of Portland, vice president of
| the association in the absence OF
James II. Howes Of Belfast, presi-
dent of the association, who is i'll.
The problems Of the dry goods mer-
chant, both as to national and State
conditions were fully discussed and
the prospective tariff legislation as
reprcsented by the Fordney tariff
hill was unalterably opposed. This
tariff would be paid by the American
dealers on the value of the product
\ rs il arrived on American soil and
not at the lesser price at which the
foods were bought. The plan Of the
retailer is to meet the popular de-
mand for lower prices, but they
would be unable to do so should the
\ Fordney bill be passed. it was ar
erad. To illustrate, it was pointed
out that importers may buy a con-
eicnment of linen in Ireland months
before It is shipped He wants to
Mace its price, but he cannot do SO,
as he does not know how it will be
adiudged when it reaches America.
Also it was argued that if appraisers
must pass upon the value of goods it
opens wide the door for a large
amount Of graft.
At the close of the business meet
ing the entire delegation went to the
Elmwood hotel for d banquet and for
the addresses of the evening. The
banquet was attended by a number
Of the clerks from the Emery Brown
store in addition to the members of
the association.
The banquet over the meeting was
called to order by Vice President
Smiley, who introduced Leon o. Teb-
belts, president of the Waterville-
Winslow Chamber of Commerce, who
extended the greetings of the city
and extended a cordial welcome to
the association any time it should
come to Waterville.
The committee on resolutions re-
ported the following resolution,
which was unanimously adopted:
Resolved. that we, the members
If tho Maine Retail Dry Goods asso-
cation in convention assembled do
hereby express positively and en-
phatically our disapproval of the
American valuation plan as pro-
posed in section 402 of the Fordney
tariff bill now before Congress and
that We urge our senators and repre-
seutativcs to use their strongest eff
forts TO prevent it's adoption. BY
w. D. TALBOT
HARRY r. BROWN
Committee on Resolutions.
William 3. Fuller, superintendent
II schools in Portland. was then in
uoduced and gave an excellent talk
on Psychology of Salesmanship"
Mr.. Fuller said that he found it very
difficult to describe the many varia-
tons of the human element involved
in sale of goods. The goods on the
shelf and the mon in hand are cold.
inanmate things, he said. but as
soon as they We're moved from the
shelf they became involved with the
human element.
The relation Of craftsmanship to
ownership was first touched on and
Mr.. Fuller reverted to the Indians
Who buried the personal property
with their dead. Then came the
time that someone else possessed and
thus came trade.
There are certain underlying prin-
clplcs Mr.. Fuller said, to salesman
ship. which are coming to be studied
50 that the younger people may be
trained IN the principles and ac-
uuire the art of craftsmanship.
Coursos IN craftsmanship in schools
and colleges are looked upon with
favor and is now acknowledged as
science.
Mr.. Fuller called the buying of
necessities as exchanges. but he di-
rected his talk to the kind of sales
made when goods are not necessary,
which represents about 20 per cent.
Of trade One big thing in trade is
10 increase desires.
IN spcaking of the psychology Of
sal" he said the beginning of sale
j. when the two minds arrive at a
meeting point. He used the term
mental set as applied to ones
mind when he goes to buy and som &
tunes this must be upset before< a
sale IS made The saleswoman mtlst
nave u pleasing mental set to meet
ler customers and the customer
must tie on her guard lest she be sold
too rsv. She makes the sajeswo-
ma prove her value and creVte the
d, to own the coat. A. seller
IL. he attractive and a;Aive. A
pa. seller, who finds IL difficult
70 up to wait on q customer is
'' successful.
The problem of the SALESMAN is to
create the will to GUY, ftr the buyer
! IS often repulsive. Some of the psy-
GEOLOGY principles involved in a sale
IS attention, preceptioH, interest, APP
teais to Judgment, sextiment. credu-
Aly. belief and the will to act and
then comes the response. The speak
. or also said that the instincts in
vowed in a sale INCLUDES a derise for
summation, and Ydornment, owner
N'1p or possessio1, and parental love,
90 nave the chilAren have. Mr.. Full
.' 'old Of the psychological moment
90 oSe sale and said that the
G rteristic7 of a good salesman
,-',uded sekies of humor, self con-
r''' alertM SIS, good judgment.
N''o"ledgc Of the thing to be sold,
.Pe"ranc1 good manners and in
'',meuVe ability to seize up buyer.
IN, ne nfEt speaker was p. H. r.
- l'f'en bof Boston, superintendent of