Show TALKS i I. I TO y M. M HU G. G A. A CLASS GLASS v Veteran Salesman Gives Sage Advice to Young V Beginners j t r. r TELLS THEM TO BE SQUARE r Old Time 1 of the lie theL L' L t jj 4 Principle Honesty v i Bet Best t Policy Is Ts UI Ur-cd Ur cd By fly Noted r- r rf f Traveling Man Inn Charles N. N Crewdson on probably tho the known In In Inthe the best known traveling man yr r I United d States Stales talked to tho the salesmanship salesmanship salesman salesman- ale manship man man- ship class at the Y M. M C C. A A. A last I evening The Tle round table circle 4 unusually largo large to welcome the ChIcago Chicago Chi ChI- cago man inane were given an au hour of or en- en and anti good advice the advice ad ad- ld- ld the road vice iCe gleaned from years on w as ns a n knight of the grip q I Summed up UT in two words the ad adIce advice advice ad- ad vice Ice of or Mr Ir Crewdson to lo the young u salesmen and prospective e traveling men Inen was be square lIe He declared p that this policy would win out in the long Jong run and that the energetic young S. S fellow who begins on this basis and keeps it up UJ through his career on j r the road will have established a n record i. i b. b that would be Invaluable to him all through II life c. c First get et the prices ri ht and then Ihen treat all your our customers the same said Mr 11 It If your our customers cus cus- th the retail merchants In your youri i t territory kick territory kick against the prices get et house th where t your to pul put the prices they should be Fight the old man and have the hou house come down to the tho rc- rc right level le Then go ItO out and get tho the business Take An JIL t F A fellow should nut nol only bo be ener- ener I and tactful hut but he should watch the stock stoel of oC tho man with I whom hom he is lI trading If Ie a fellow tellow 1 t takes lakes Int Interest in a merchants merchant's business bustness bust busi I ness and shoys shows that he wants to help him beyond tho the mere extent of or sellIng sellIng sellIng sell- sell Ing hip him goods he will get gel el that mans man's respect cl and his tI-ad tI trade II Hero 10 Is an Instance in instance In- In stance There were three of oC us traveling traveling trav tray eling cling men selling goods to the same man though i lr different lines All of ot the stun stuff was carried b by each of our houses but the merchant wanted to give each of or us some oner orders One Onetime time ho lie gave hn me an order for or an nn article I had looked over 1 his stock and found that he did not need It ft So SoI I J refused ed to sell It to him and showed him where he had enough h of or that line to run Iun him for fOl six months And I showed him some seine om other lines which S should be replenished simply replenished d simply be- be 1 1 cau cause e I hall hail taken in his stock I did S. S not go back to see sec him and ask him n to bu buy anything from Crom m me for Cor a year car d because I knew he had enough to run S him Then when wen T I did dill go CO around he lie bought from l' l m me a and Ill did business i c is 18 with tn me alone lIe He knew that I took tool S personal interest in his business f u U tl try 3 to sell a man some seine of ot your yom S simply because he will buy ti tm m unless he needs what you ou have right yourself when you are arc hC road and you OU will do the Iho rt h thing tiLing If your prices are not and you ou can not gel get th tho house to P put them he there thele get u a job with an- an uthel house A salesman Is In demand de- de mand And if iC you are ure the right kind kindS S you ou will ill willke take ke your trade with you And hou house o will be bo willing willing- willingto to pay y yi u lI to io come conic over o S That nt tAlC Lie S 'S You O eit often oen see SOO advertisements In SS papers and and and elsewhere where suits S or other othel things tl arc are advertised forr for 01 r r. r 1250 l UjO or some other outrageous re reS ro- ro S S No ninety nine cas cases out f of ot u a hundred that Na that merchant is lying S to the public for Vor Ol things can not nol be besold t sold old like that A 25 5 2 suit sull can not be he sold for tor 1 12 iJO 0 and the house live 5 Of course there thele arc aie some somo lines bt styles change and where big bIg- reductions I I t LiOns ns have to be m made Jc to get ret the stock out of the wa way before the new stuff L h Is shown But generally speaking i th these advertisements ore are not the truth lruth S I was riding along along- In lU a train one time I In Chicago and saw sa a sign S 'S 25 j suits for 25 25 40 suits for Cor 10 40 10 and It me that those people were tellIng telling telling tell tell- ing the truth and had the rl right ht goods tc i A firm ma may mav profit for tor awhile b by lying 1 t I t to the public but hut it il will not be he lasting r J 5 Tell the hc truth and you will win out in inthe the tho long run rtin S.-S S. I IJ jJ J j Mr 1 r declared that business busi busl- j ness methods are tit steadily growing betS bettor bet bet- S tot tor e especially in America And the tho 1 t. t cause C for 01 the Improvement ement he placed S at itt the door of oC the public which demanded doS de do- it H Members of or the class listened lis us- S 1 t ned for or more than an hour to tho the t interesting talk and many questions It vore Cere wore a asked Jed The rhe sc session lon was one of oft t the must interesting interesting- of oC the series The rho second cries erles of or the salesmanship class t. t 5 will begin January 16 16 and will vill conJ continue con con- i J S for six weeks Owing to the In Increased In- In 1 1 creased Interest taken in this cla class s y it Is us believed that thal a n much larger larg-er number Hum num t S t her ber will assemble at Kl the beginning of ot I IJ J S the new series |