Perth Amboy evening news., 1922-04-08
ELLEN YOUNG
DOCTOR OF SALES
BY Ruth Leigh
Author OF The Human side Of Re-
tail Selling" The a B g Of Retail.
ing" etc.

hear from you, representing a mer-
chants viewpoint, Mr.. Daniman,"
said Ellen Young. Doctor Of Sales. to
the proprietor of q progressive wo-
mems ready-to-wear store In Ohio,
what qualities in a travelling sales
man you like. It's not often that q
salesman is allowed to see himself
through the eyes Of the buyer, his
prospect"
well" Kit Daniman pulled his
pipe thoughtfully, there's a combi-
nation Of many qualities that I
think any buyer looks for in a good
salesman; first OF all. the fellow
who's a good loser. Now, you might
say that IL he loses an order he's
not a good salesman, but often a
buyer doesn't place an order. not be-
cause the fellow hasn't convinced
him, but for certain reasons that
prevent his buying right then and
there. 1 like a salesman who can
take a final and definite mo" with a
smile: who doesn't sulk. or threaten
or get angry at time wasted: the
salesman who takes a turn down
ch~eerfully, and who comes up smil-
ing the next time, not discouraged.
but with something new to tell me
about his line"
Ellen Young made q note in her
little black book Apparently. she
planned to pass along some of these
pointers to the next group OF sales
men she addressed.
Then" continued Kit Daniman,
Il like to buy from a salesman who
tries to know OF understand some
thing about my business and my
problems, ! have some statesmen who
H. a. AH Ill hax mani
Is to talk about their goods and to
sell me their merchandise. Whether
I need IL or not, whether 1t would
be appropriate for my store, wheth-
err it would pay men good profits
oh, those aren't concerns of theirs.
All they want 10 to sell their goods
and to get my signature on the dot
ted line"
Ellen Young nodded appreciative-
ly.
ITS such q relief to have an in
telligent salesman come in my ONCE
sometimes, Miss Young" Daniman
the merchant. pointed out, land to
find that that fellow 10 sincerely try
ing to understand my problems or
has made a study of my store and
my merchandise difficulties. It's
worth the time spent to talk to a
salesman who comes in and talks
about my business before he talks
about his own-who has logical,
convincing reasons why 1t Will pay
me to buy his goods. All that most
salesmen can tell is why their goods
are satisfactory. They never think
Of whether they will suit my store.
In other words. they don't try TO
sell from my side of the fence, as
they should. They don't try to un-
derstand my problems.
another thing I like in a sales
man, Miss Young, Is a fellow VINO
doesn't forget all about me and my
troubles az soon as he gets my sign
son, this jewelry salesman I've men
toned, isn't like that. When he
comes to see me, we talk over diff
ferent merchandising problems.
Last time / was telling him ! wanted
a good bonus system for my sales
people. A week later, ] got a big
envelope from his Arm containing
suggestions for a bonus system. This
fellow Robinson reads the trade pa
pers and newspapers carefully, and
is constantly sending me little clip
pings and news items that he thinks
will interest me. Just pastes 'em
OH d PlC(C VI 1OtSA PoPSAp P~
sheet, and puts a little comment on
with his name. Gosh! I tell you,
Miss Young, it's a pleasure to &c,
them. Shows that this young fellow
has an interest in his customers,
doesn't just care about getting Or
ders. OF course, we know it's bust
ness at the bottom. that he does It
az a matter of service. But it's
pleasant; makes q man feel that he's
dealing with a livewire salesman
who IL able to do something else
than Just write orders. Why, this
young Robinson tells me that he
keeps up little personal services like
this with all his accounts. Means
staying home from the movies occa-
sionally. he says, but believe me. Il
the other buyers feel as I do
think It pays him."
Ellen Young made quite an ex-
tended note at this point. Appar-
emily. this suggestion struck her
right.
Monday Mr.. Daniman. . success
full merchant will tell why he pre-
fers to place his orders with certain
statesmen. The talk Will be a. help.
full a. today's.
Let Miss Leigh answer your bust-
ness questions on buying, selling, ad-
vertising. employment. etc. Ask your
questions c1ea rIy and giV9 all the