Perth Amboy evening news., 1922-04-13

Ellen Young sat down quietly In
the hotel lounge to discuss with tho
young embroidery and lace sales
man. Bert Roth. the problem that
he presented.
"Gou sec. Miss Young" he point.
ed out. to-day buyers are interested
in only one thing. Most of 'em only
want goods at a price. You'd be
~astounded at the number of high
grade houses that will offer me an
order at prices lower than the one
I quote. Now. yesterday. I showed
man my line. He was interested
in certain goods which cost $3.50
apiece. Yet he said to me. If you
want to give me ten dozen pieces at
$3.50 I'll take en-" A fellow doesn't
want to turn down any orders these
days, yet here | was up against It."
I'm other words. he said. take it
or leave it, Is that the idea? !"
Yes. Now, there's no use wiring
my once. because $3.50 is bot
tom price on that pattern. Yet, here
I was-almost with an order in my
hand. because he'd have bought
some other goods at the same time.
What's a fellow to do in that case,
Miss Young?" The young salesman
was YER seriously worried.
"All ] can say, Mr.. Roth. Is that It
takes both courage and resolution In
q salesman to refuse al order. But,
by adhering to your price. and by
assuring your prospect that your
house doesn't have two prices, you
certainly you should give that man
confidence in your house. PERSONAL
ly. I would infinitely prefer to buy
from a concern with n price than
to feel that perhaps some n down
the street might get the same goods
for lower than what I paid"
But suppose that, IL / accept this
order at the low price he wants. ]
open up an account that will bring
me further orders later, further Or
ders at regular prices?"
II think much OF that Is a delu-
sion. Because, IL you cut a price for
q buyer n time. he will expect yor
to do the same forever after. Don't
! be too sure about opening up new
business for yourself. Sometimes it
with q concession to a new concern
with whom you haven't done busi-
ness before, but / must say. as q
specialist in salesmanship, that ]
think any 'come-dowu' on o price,
either retail or wholesale, Is a con.
fession of weakness" .
That's what l think. Makes the
buyer think I'm an easy-mark."
Young Roth spoke grimly. Hell
want to do it again. anyhow. IsaI-
ways feel it's kind of a test"
Look here. Mr.. Roth" began
Ellen Young. Every salesman
meets this problem, and he needs an
intelligent method of handling 1t.
/ HI ret he Vn,.of he rfoht H. hts rr;nac
He must be ready to meet fair CON-
petition on staple goods. Now, II
he sticks to his price when a buyer
offers less. and makes 1t known that
he has only one fair price, he car
not help but instill confidence"
But what would you say when a
buyer offers you less? i mean, how
could you turn him-down and still
try to get the order?"
You might say: Mr.. Brown. /
should certainly like to have your
order. I'm afraid. however, that !
can take it only at the price l gave
you first. Our house has only one
price to all. and It Ia In fairness to
you and to our other customers that
We have this policy. Suppose ! sold
you this line at the reduced price
you ask for. What would there be
to prevent me selling it to your
competitor at an even lower price, so
that he might undersell you? Now,
when l tell you that We have one
price, you may be sure that your
competitors will get the same price,
and that they won't be able to offer
the goods at a lower price than you
will. Perhaps you won't give me
your order because l cannot meet
your price but tell me would you have
much confidence in me or in my
house If l were to come down on
my price? Wouldn't you always have
the feeling that perhaps IL you had
insisted hard enough you would have
gotten it at a lower price,"
You see, Mr.. Roth" Ellen Young
pointed out to this young salesman,
IF statesmen and business houses
were to adhere to this one-price
policy, business would be on q far
more honest, dependable basis. Buy
ers wouldn't expect concessions
then"
Here's another problem in SELL
ing that We men were talking over
last night. Miss Young" Bert Roth
leaned forward earnestly. what
should a salesman do when . Gus
toner will give him an order only
on condition that he won't sell any
one else in the same town."
This problem ia q frequent in
salesmanship. You'll find the answer
In tOmOrrOw's paper.
Let Miss Leigh answer your bust
ness questions on buying, selling, ad-
vertising, employment, etc. Ask your
questions clearly and give all the
facts. Questions requiring techni-
cal answers will be replied to by
mail. Enclose stamped addressed
envelope). Others will be answered
in this column.
Business Questions Answered
DO you think 1t is possible to look
for a new position while you are
holding another? Or. do you con-
slider it hest TO leave first and then
look for a new job? HARRY b.
Dill you eve hear the old, IL inele-
gan Expression: Don't throw away
dirty water until you have cleanf"
That should answer your question. I
never believe in giving up one posi-
ton until you have a better. This
applies particularly to conditions to-
day when work is not always easy
to get. l do not think it is honor
able to take the time of the concern
that is paying you to look for a new
position, but if you can do it out
side of your paid time. you are JUS