New-York tribune., 1921-01-09

in which the calls numbered 1,243, de-
ferrcd prospects 1862 and live prospects
9S But tho average holds good as
stated
Thirteen men are selling commercial
cars. They are making an average OF
l95 calls day, half OF them on new
prospects, the other half on persons
previously seen. They are turning up
an average OF twenty-five deferred
prospects and FIVE live prospects a day
The result il present business--sales
and deliveries exceeding those Of last
ycar-and foundation for future bust
ness. the live prospects being those who
probably can be sold within sixty days,
the deferred prospects those who may
be sold after sixty days.
For some time Stratton Bliss hos
been 2oning its sales work. All that
Was necessary when conditions sup
planted a sellers with buyers mar
ket WAS 10 intensity the work under
the zone plan
Selling Of commercial cars is zoned
by industries salesman canvasses
all the bakers, another all the florsts
and 50 on along the line. This de-
velops salesmen as specialists on the
transportation problems Of the types Of
business which they canvass.
Under the toulouse canvass
plan inaugurated to meet present con
dltions there are nine zones, with q
zone director in charge Of each. v hlle
the number OF salesmen assigned to
each director varies with the type Of
territory, the average is four. The
salesmen do the canvassing and report
does the actual selling. The salesmen
n
men, working on salary, with bonuses
Tor sales made by the director on pros
poets which they report. Each sales
man also has q day a week on the
floor. with larger bonus for sales
made there. The general plan is cX-
pected 10 develop among the statesmen II
MATERIALS for additional zone directors,
which services Will be needed in the
huge task of canvassing, house to house,
the millions Of dwellers in Manhattan.
Tho statesmen probably see more Wom-
en- than thoy do men in their calls, buc
tney learn where cars can be sold and
tAc zone director does the rest. The
statesmen are making an average Of
twenty-five calls day, they are getting
business and they are training them
selves As future assets TO Bliss
and to automotive craftsmanship.
Heads Of Stratton- Bliss declare they
arc young, many Of them quite young,
the house toulouse canvass isn't
done" They saw long before the pres
cnt period of Gales resistance set in
that there was going to be such pc
rod. They determined then that they
must sell right through this period
and aftorward. Enlargement Of the
sales force and adoption OF the inten-
sive plan Of selling is the result-and
- result is results
Supporting the canvassing campaign
is an intensive advertising campaign.
Newspaper space has been doubled, in
some papers trebled. Direct by-mail
cilort has been sextupIed. Sales let
.ers, finn and factory literature arc
going out more frequently than ever
before and TO more people--to the
thousands Of live and deferred pros
ects turned up by the canvassers.
Nor is service forgotten. Right
charges, advance estimates, good work
manshiD and courtesy are cardinal
features OF The Stratton- Bliss plan,
and these are supported BY persistent
contact with car and truck owners.
The company has list OF Dodge own
ers who do and don't patronize the
service station A courtesy man call
on tho former shortly after each job
is done to ascertain whether it is CIV
car De brought back il Il isn't.
In the Stratton-Bliss place one hear
10 talk Of sales that may be made; it,
all Of sales that are going to I've made
IN one OF the private Offices is a man
Of New York q big white map spotted
With bio red squares and rectangles
Nnnre the red spots are the house-to-
house canvass Of passenger car pros