New Britain herald., 1929-04-12
>NIi>Ail.N WHO ( bhE.. WITH! iHI. GOODS

>AlE>AHtN WHO tONE
 WITH IRE GOODS
 Schools for the training Of sales mon have become as common of late vars as schools for writing movie scenarios CT schools for uarlers. Not even bootly-g.ng has attracted more .yes to the possibilities Of getting rich quick All that is necessary. ac- cordin= 10 rae ads. is to provide ones St" Nica a "grip.' d Ing of ssmp,.s. and know the ias-aal-outs of 5h. trade as Aamrlt0ad in the coar~e o. sat.#aanSlip pro.ura}l~ upon .', Ya1.a.a, oe SO maah down and sa much q wreck, or month. wn.o tae usorayt" of ~aI.eman~aip can Go out a.o tho co!l world ard s.u anything from white obphants 10 bool.s-uo~tIy the latnr,
 A'. oe wl.rh is g:4llnG 10 ra- ''#l -...suuu ~eo Ha~ devoted a lE.'u. 10 learning how 10 approach people v4.how laI.tr- 'l.m lao.a: oa .o" to talh muIu-.r..@ Tn a l.u.s t''-oo. entertain L.as a.<- lim a G.w trs t.a, ray for H.. -"o. cnH-n-o3 .a dlscaa-.@ tl.ae-. and Hn.sh.n- hy z,uln@ a s.suaur. or Inc dotted me, ThIs Lind Of s1zman~htp cannot .o l.aru.d la schools. e>r.p' in inc -.uool Of -Suniencn. In rt1s s.aoo. H.. first II years ar so .rc the most dI05oa,t.
 Now comes a report from ar 'u- aluu.ro4 corporation On sa.es".aa- saJp it. neral; and 10 mako '." report ,ugre rapses-Htat.Ta of the conclusions oc enbatt.a4 minds and he.a iu,el,.ets bule prints ar- at tachrd. It looked so lneeh like an .n2:n.-r.uE product that ali first Nc though, lt came from Pro5ldont Hoover Iut investigation showed that -Is w#zh'g document oris.ust- Il in Boston.
 The burden Q. thu plain, is hat there gre an czrasstee number Of Different types Of commodities to a aum1.m4 r"m@"r Of outlets and with a Iess.u.rg amount cs sales per
 call. From which wo judge that
 there ar~ 100 many amateur sales
 men in inc world. Indeed, one TO-
 taller declared that ra.re are !;
 per caut more s1asmen ealing oE
 eotallrrs than are needed to get tho
 <oluaa C. business ti.n tailor j." 10 -.ev. Ia :4l- day ot ~aaall-.ot buy nq. t sc.ms that each salesman .oa.roua1 a:h th- possibility C -..rH.@ cruuu- from inc tal1r wA~r .nruauv # #.s TO great trn, i. .aty .rss d '.amy m.H aad 'l E sHs-s.....
 ,lm. -u.s calls are necessary f .-,l a given tulome Of goods "whic o..a .ouI H. aispo+rd o. with ! rru.Jou Q. it,. Hing rao:r." say 'b a @ra.- .r@iu- rs. For 5o year ~ .as-.s n production hae" 1c. - steadily .mmnarea. Now v-. aro cor f eroa--4 with vy@-af1I dia'rianttof ,. #,o. aI,a- tn Ike engineers. aad th Is profits ot .ba small and njddr-sl2 ,- mmuar,air4 rnt~rprizos have ,aI ,r er of. So ~. find tHa, in tnr f.r ' of a r.a. -aa .u th. eos, os man' is r4c.urre ,a-. .H has com" aa jr l. crea-. js. .ae eos. os di~ttau"ae ~s What o do about it. Hat is Il lo question inc engineers have s ]: themeeltes to find out.
 ol But inc divergence CT orinjc ]; among retailers th-ma.Nus is 2rea .h Although they do not liHo 10 doyc se loo much time 10 interviews wi as saleamen. a fair percentage Of the lg realize that much good is likely
 come from an interview with an i  ys taTigcut salesman. O@n hatIwa r. dealer Was qaot-3 as follows: in 'Iuplica'iou Of sale-mon Is .a great cx3enso and one C. rao Li gest problems in busiurs-. W" h 'a carefully and often. w. go 10 | he markets. Of course, We get lois lie good ideas from saIos1uen and a that way they arc helpful. Most
 the duplication in the hardware bu IT. ness is from manufacturers sal' he men"
 Another in inc radio trade
 quoted as follows;
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