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Show SELLING PiETHODS ' TOLOjHOllOS PriVsmanpliin may bo fllviried into two rlnss'1?, ntvordinrf to Sales Man ant r VA monds of the Frowning Automobile om-p;uiv, om-p;uiv, lnrril Willys-Ovi-rland distributor. V ln Vxplalnitr.' litis mm ark lie savs: "rnt mm'I of .b-ynian.'-hiii is Hie kind that ' sells an ;.rtMr; as an article and v.hioi bold that pijis Is !;. just pU-Tho pU-Tho ot cv and mon; ad va ivc d mut 'nod Sfbfi t'.u: u.-K- of tb artnh; tliat irf, sells service. It tells what the article does anil represents, rather than the article as a i piece of merchandise. ' "When a selcsman sells an article he gets the narrow margin jof profit that competition allows. When he sells service ser-vice he gets the profit commensurate with the value of tho article to the buyer. "A salesman came into my ol'lice tot long ago to sell me an office appliance. I did not want the tiling and would not consider it. The salesman requested the privilege of going through the office and studying the system. Within the week he returned and placed before me figures I. mile to tbpf ;i ft'r service, Goodricl 7 Hl wouia mae tncnv"-i,.-- 5:' ciamy ana v.gy ai : ( "Creative salesmanship is uie unrig. . XTAtJ qUttrOiGpeCai) UP "Creative salesmanship studies condi- au tions and creates business. LUailtV 1' llSt. rUIC! "l "Creative salesmanship means pleased ' customers and friends for the house, and m tHC maiTd;.aCtun ' J the creative sort of salesmanship is a 0 r c"1w-,a !"' kind which we insist upon all of our OI OliVCi tOVnSJ cJl( sa.esmen studying and practicing." . . y |