New Britain herald., 1921-02-10
MANI BIG FACTOR
 IN SALESMANSHIP
So Thomas Henderson Tells
 Members Of Rotary Club

The man in salesmanShip is the biggest ia ctor in the game," ac- cording 10 Thomas r. l.. Henderson. business counsellor at IaSallc Fix tension University in Chicago. who spoke at the meeting of the Rotary club at the Elks' club this noon.
 On starting the discussion of his topic, '"The saleSmanship that wins today" MT. Henderson said that the majority of things done in business ten years ago are taboo today, while a great many things that are done to- day would not have been permissible in those days. Quoting MT. Henderson in part: 'The average salesman today is conceited and in my opinion has a right to be. but the best salesman is the one who is known to be green to many of his friends. A green man is like child. he grows. The sales man who is right and of the kind that can never be told anything is as good as worthless. A man in the final analysis is hko tack and will go as his head will let him.
 His Conception of SaIesmanship
 My conception of Salesmanship leads to the conclusion of four inn portant factors. There are CD the salesman. CD customer, t3) goods and CD sale. The strong arm method of doing business has no place in the business world of today. The really good salesman is the fellow who has the power of making the other fellow see his position. This is the big thing to salesmanship and nothing else. The man fs the biggest factor in salesman ship for without him a sale cannot be made
 Drawbacks to Trade.
 Like all other trades. there is a drawback to the game of salesman ship. There are some men who do not see the need of becoming ac- qnainted with up to date mea sures. There are other negatives which are hard for the ordinary salesman to the greatest of which Is laziness. Go into any hotel in the larger cities aod you will see many men loafing anout in the Hobbies. Ask them their trade and they will say I sm q salesman. Ask him why he Is loafing and he win say that he doesn't know.
 Another big drawback for the salesman is cold feet. which I consid- CT horrible thing to be afflicted with. Many man has made a fail ure of life because of this. One of the greatest essentials in the business Is keen sense of initiative Do not follow the steps of your predecessor but 20 ahead and bring in new trade. work up a new beat and best of all have original ideas.
 One Can Do Much.
 Oftentinnes one lone salesman might disorganize an entire sales orce due to his inefhciency, negli- renee, and lack of morale. It is 1nown that the morale of the Amer can army won the late war. Morale IS applied to the war heroes consist Id of three things: Interest. confi- fence and satisfa ction. Without them 'ou can do nothing. If a salesman s interested in his work, knows his goods and is satisfied with his po- ltion there is nothing to hinder him rom being successful
 Character Analysis.
 Another great feature is chara cter Inalysis which is solely responsible or the success of many men. Know the other fellow, more often 'al1ed the customer, and the goods you Ire selling"
 NIT. Henderson to Return.
 At the conclusion of his talk. MT. Henderson was asked if he would re- urn at a later date to deliver an- other speech, and he said he would. At the meeting this noon the Alpha orchestra furnished music before iinner and f"' th" singing. Rev. Dr. ieorge ". C. Till said grace. and [. SpraGuc introduced the speaker. ,