Perth Amboy evening news., 1922-05-04
ELLEN YOUNG
DOCTOR OF SALES
By Ruth Leigh
Author Of The Human side Of Re-
ing" etc

The affairs of the Mansfield Pub
fishing Company were all in a tur-
moil when Ellen Young visited its
Offices.
Reed, our sales manager. was
, taken suddenly ill.," explained Mr..
Dunkirk. president of the company.
Gosh. we're stumped; he's such
| a dandy executive"
In reply { o Ellen Young's blunt
statement that she thought Mr.. Reed
an exceedingly poor executive the
president of the company looked
amazed.
He is a poor executive" she in
sisted. IF he hasn't trained an un-
derstudy. You say half of your
weeks orders are not in: the adver-
Using and sales plans are nalf made;
Eothing's done; how's that? Reeds
away"
well. he was a one-maa manager
I'll admit. but -"
"Mr. Dunkirk, let me tell you
something. There is absolutely no
reason for this condition. 1t can be
traced directly to the weak manage
ment that exists in many Offices
the lack of vision, the inability to
appreciate the value of trained men
in minor positions. One OF the most
important duties hat / know of in an
office Is the training of IN assistant.
A big-visioned man need not be
afraid of his assistant. afraid that
he's going to supplant him. II he
is afraid, then he hasn't the breadth
of vision to make a valuable execu-
tive to your business"
But what's the remedy? Our prob
lem now is to get out OF this hole
49, n-.ls- L.---- L. wI.AA1 J.. n IN
While you're on the subject I'd like
to get your opinion" Dunkirk ask
ed in bewilderment.
II should say the most important
| thing in any organization is a sys-
tenn of promotion. If you began by
inaugurating a definite system of this
kind. whereby every man or woman
in the organization knows the job
ahead Of him. you'd never be in po-
sitions of this kind. An understudy
would have been able to step into
Mr.. Reeds chair temporarily. Train
each person fer the job ahead Of him
Any one who objects to a lesser
worker knowing his work should be
replaced"
'Um. Not so bad still"
"Well, what happens IL Mr.. Reed
is away long? You know that there
is some one in your employ who
has had his training under Mr.. Reed
and who can fill his place. / have
noticed that stores or Offices who do
not have a system of promotion of
this kind are obliged either to hire
a new man from the outside (and TO
pay that man much more than the
last one got at his period of great
est productiveness) or else to hire a
cheaper man on whom they cannot
depend"
you mean instead of getting peo-
pie from the outside. to promote
those in our Officer"
Exactly. 1t isn't fair to loyal
workers who are ambitious and try
ing to get ahead in your employ to
hire executives from the outside.
Why not give those with you a
chance? The only way to do this
Is to keep constantly preparing the
people in your employ for better
jobs, for promotion. Then, whe l
the opportunity presents itself they'll
be ready. BY establishing such a
policy you will add to the general
loyalty of every one in your office,
because 1t will show them the op-
portunity ahead"
Them there models you ordered
will be a pretty classy assortment"
Ellen Young heard a young sales
man of millinery say to the buyer Of
a store. She shook her head in de-
spair, as she caught the buyers eye.
Tho latter smiled.