Salt Lake Tribune | 1908-07-15 | Page 12 | Underwriters Told How to Sell Goods

OMOERWRITEBS TOLD HIV 10 III GOODS H. M. ToIIes of Sheldon School j Delivers Address; Delegates ! fo Los Angeles. i t The need of studying one's customer, of knowing what to say, how to gaiu his attention, and when to stop talking, talk-ing, wore somo of tho recommendations made by H. M. Tolles, Philadelphia manager of tho Sheldon School of Scientific Sci-entific Salesmanship, in his address i Tuesdaj' ovoning at the quarterly meet- ing of tho Utah Lifo Underwriters' as-hociation as-hociation at tho Commercial club. His , intention was to show some of tho , things required in expert salesmanship, regarded from tho standpoint of tho lifo underwriter. Tho talk was full of good suggestions and was heartily appreciated ap-preciated by the thirty or moro members mem-bers of tho association who were present. pres-ent. Following the address a voto of thanks was extended to Mr. Tolles. At tho business moeting, which occurred oc-curred qarlier in tho ovoning, delegates to the national convention of life underwriters, un-derwriters, to bo held in Los Angeles August IS to 22, were elected as follows: fol-lows: Will G. Farrell of tho Tonn Mutual; Mu-tual; John D. Spencor and D. II. Livingston Liv-ingston of tho New Tork Life; M. L. Ifobinson of the Homo Life; Leo A, Bird of the Metropolitan and John .James of the Travelers. Alternates j Were elected as follows: Rudolph Kon- J old of the Phcouix Mutual; E. D. .Tones i of tho Metropolitan; J. Frod Ander- ' son of the Homo Life; Rulon S. Wells of tho Mutual Lifo: A. G. Allen ol tho Aetna and Lorenzo Jensen of the Bene- ; fieial Life. !