Part 52 (1/2)
_(Saturday Evening Post)_
One large illustration, a wash drawing, made by a staff artist
SALES WITHOUT SALESMANshi+P
BY JAMES H COLLINS
”Say, you're a funny salesman!” exclaimed the business man ”Here I make up my own mind that I need two motor trucks and decide to buy 'em from your company Then I send for a sales into my horse delivery, and now you tell me to keep my horses
What kind of a salesman do you call yourself anyway?”
”What made you think you needed motor trucks?” was the counterquestion of the serious, thick-spectacled young chap
”Everyone else seeasoline delivery I want to be up to date”
”Your delivery probleasoline field,” said the salese of ninety stops each trip They cli at the curb asoline equipon under such conditions If you had loads of several tons to be kept lad to sell you two trucks”
”Suppose I wanted to buy them anyway?”
”We could not accept your order”
”But you'd make your commission and the company its profit”
”Yes; but you'd make a loss, and within a year your experience would react unfavorably upon us”
So no sale was effected Facts learned during his investigation of this business estions that elis
About a year later, however, this business ain He conte for another company of which he was the president After two days' study the salesman reported that motor trucks were practicable and that he needed about five of theht--fill out the contract,” directed the businessto make you money?”
asked the salesman
”No; if you say I need five trucks, then I know that's just what I need!”
A new kind of sales developed inof sales organizationsof the war and return to peace production
”Study your goods,” was the salesman's axiom yesterday ”Study your customer's proble the salesman and sales methods
Indeed, the word salesanization which was once charged largely with disposing of goods may now be so intimately involved in technical studies of the custo is a secondary part of its work The Sales Depart renamed, and known as the Advisory Department or the Research Staff; while the sales Adviser
Cae? No; simply better expression of broader functions