The talking machine world (Jan-Dec 1910)

NOVELTY V SIDE LINE NEW YORK, MARCH 15, 1910 EDUCATING THE^ SALESMAN. The Time to Train Him Is When He Is Young, But, After All, the Successful Record of Business Men Is the Result of Years of Hard Work and Study of the Goods They Are Handling — Initiative Counts Here as Everywhere. Often In newspapers and magazines Is observed methods that tell of how to become a successful salesman, how to sell goods, don'ts for salesmen, etc.; but there seldom appears an account of how to educate a man to become a salesman. Salesmen are not born with that talent, but are educated after years of hard work and study; not the study from books on salesmanship, but from the study of the goods which they are selling and from studying men's natures and hobbies. Not many years ago this country had very few manufacturers, few large commercial houses, and the margin of profit was much larger than in modern times. Business is a battle royal to-day, and the engagements are sharp. Thousands are engaged in the struggle of strong and unyielding competition for the commercial honors of the country. Each year large business houses go into bankruptcy — business houses which the trade looked upon as without parallel in their particular line. In tracing back the cause of their failure, it is invariably proven that the selling end was Insufficient. A successful salesman is the most independent man in the commercial world, says a writer. He is not affected by changes in prices nor harassed by growing obligations. He Is indispensable to the business; he knows the goods, the field and the customers, and this asset is invaluable. He can carry these qualifications into the general market and easily find someone who, In return for the use of his possessions, will very handsomely recompense him. The making of a salesman begins with the boy entering a mercantile business. He must start at the bottom, for those who begin at the bottom and gradually work themselves up are the kind that count. A boy starting out in this life should begin at the bottom. When you first attend school you enter in the primary, and as your learning develops you are gradually advanced. If you are desirous of pursuing a professional life, you are obliged to spend years at college before you are competent. You receive no favoritism, and are graduated only when you are qualified to go out in the world to practice. Should a boy choose the mercantile life he should begin his career, not with his relatives, where he is apt to receive individual advancement, but with strangers, where he will be paid and advanced according to his ability. A boy working for his relatives often becomes careless, knowing that there is little danger of losing his position. Undoubtedly the start is the most Important part in the business life of almost every man. A poor start will handicap one for life, as it is the foundation for the future. If the foundation of a building is well laid, the building, when completed, will stand the severest storms; the house with the weak foundation topples over. The same principle applies to a boy starting in life. He will not always have his relatives to provide for him, and unless he has built up a foundation by diligent work — the conscientious and faithful kind — and unless he has developed a strong character, which can only be acquired by honest, laborious work, he will bow his head when the first storm overtakes him. The young man who goes out and applies for a position and does not wait until somebody gets it for him, is the boy who starts right. Get a position where there is a chance for advancement should your efforts warrant it. Don't be ashamed to start at the bottom. If there Is a chance for advancement, get busy and do your work with a will, at the same time familiarizing yourself with the nature of work that those ahead of you are doing, so when the opportunity presents itself you will be qualified to fill higher positions. Always try to learn something new each day. Be polite to your superiors and courteous to cust omers you may have occasion to meet. Nowadays a man is paid for his knowledge and executive ability. When you are a young man you should consider the fact that you are learning, as well as earning, and that the learning end is the most important part. You must know your business in every detail, and the only way to know it is to learn it. The days of the flippant, talkative salesman have passed. It is the man who knows his goods and who presents them to the trade in the true light that convinces and gets the busi ness. If you are selling a $2 article, do not Insist that it is as good as your competitor's $10 one, when you know perfectly well that it is not. A man who is paid to buy goods for a concern generally knows his business, and when you talk to him in this manner you make a great mistake. If you have started from the bottom you have educated yourself to know your goods and believe in them. You will believe in the cheap goods, as well as the expensive ones; but in selling the cheap goods sell them as such, by doing which you will make a conscientious sale. The salesman who goes around with a rake-off for the buyer is a salesman of the past. An office boy can go around disposing of goods if he pays the buyer to buy them. Even the story-teller, who used to call upon a buyer and delight in sitting at his desk for hours telling funny stories, is a back number. Wise merchants value the good salesmen, and the good salesmen are the men who are some day taken in the firm. Get busy, young man, and hustle. Don't think that because your relatives do not own the business you are unfortunate, but thank your lucky stars that they do not. Build up yourself, by hard, honest work and honesty of purpose, a character that will carry you to the top; and always remember that it is within the reach of us all. Too many people look for trouble and when they find it, as a general rule, they don't know what to do with it. Hand Colored Local View Post Cards MADE TO ORDER Made from anyfair photo and delivered in 2 to 3 weeks. 7 .20 for 1000 The Best Made in America SEND FOR SAMPLES BlueDelft(c£s)$5-00^ Season, Floral, Comics, Greeting Cards, etc., ===== Direct from Factory ===== NATIONAL COLORTYPE COMPANY Department 9 CINCINNATI, OHIO