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Show GREATTALK I GIVEN LOGAN I BUSINESS MEN 1 ' M John D. Sponcer Sets Forth Essen- JH tin Is to (;0(i Sales- , JH lH H Tho talk on "salesmanship" given I Monday evening by Mr. John D. ! H Spencer at the Commercial club din- j M nor was a most excellent ono and M tho only regrottnblo feature Is that ' M moro of tho business men and clerks M did not hoar It. It would havo boon j M a good Investment for nny omployer M to havo hnd his omployoes present. J H Mr. Spencer stated that salesman- 1 f H ship Involved nil other profosalons ' I M and businesses and for that reason ' j M was brondor nnd moro Important 11 than nny other. Formerly It wns do- 1 1 H fined ns tho business of selling or ' 1 H selling goods nt a profit. Tho truo j H definition Is tho combination of qual- j I H Itles, both natural and ncqulred, in 1 1 H a man, which enables him, acting for H himself or ns nn agent, to nogotlato tho transfer of something of vnluo fi H for a consideration on tho basis that all parties to tho transaction must bo ' I H benefitted. In this definition tho ' M Golden Rulo Is Involved nnd thcro ' nro moral limitations as all parties I must bo benefitted. H Ho declared that ninety per cent 1 of nil tho men sell their sorvlco In H somo form or other nnd that tho samo fundamental rules that apply H to the snlosmnn bohlnd tho counter H apply to tho doctor, lawyer, and any H other profession. This Is an nge of self-analysis and tho moro wo ana- H lyze ourselves tho grcator will bo our development. H Mr. Spencer illustrated his talk by ' M charts which were very Instructive and showed tho steps in a sale and tho qualities of a strong nnd weak B personality. The first requisites fl listed on tho chart for a salo woro I H attention, insplro confidence, and B create desire. Othor necossary stops ' HJ woro Introduction, attention, interost, i VBJ conviction, desire, rosolve, and salo. kH To proceed with tho salo and bring , IS It to n successful conclusion required ?fl appoarance, approach, arrangomont Ml of selling Btock, knowlcdgo of nrtlclo, HJ loyalty to hou3o, treatment of com- IJ petition, cnthuslnsni, tnctfulnesa, per- V M slstoncy, and get away. In ovory ,fl boIo thoso principles aro involved, ;HJ nnd tho better they nro applied tho B moro easy tho salo will bo. aU For a strong personality, which is iteM positive, tho chart showed tho fol- 11 lowing qualifications: cheerfulness, H confidence courage, enthusiasm, lion- 11 csty, persistency, noatnoss, optimism, iBJ morality, knowlcdgo, temperance, 9J usefulness, toachfulness, punctuality, jJHJ and energy. A weak personality, kHJ which Is negatlvo, has the following tffl traits: laziness, tardiness, tactless-,. J SB ness, selfishness, Intemperance, ig- RH noranco, pessimism, slothfulness, va- j fl dilation, dishonesty, Indifference, tK cowardlco, fear, and grouchlness. jwj Mr. Spencer remarked that an In- H stltutlon Is judgod by tho quality of M service, or It is measured by tho HJ weakest link. Many largo establish- IJ ments spend hundreds of dollars in HJ advertising and building up their IJ buslnoss nnd thon on tho othor hand HJ they nllow themselves to bo repre- HJ sented by somo substandard omployco HJ who will shnttor tho business moro HJ than tho compotent manager can 1 HJ build It up. Thoreforo to get 100 per cent efficiency thero must be no H substandard employees or weak links. H This principle applies In any form of M business or profession. All em- H ployeos of a firm aro Its walking ad- H vortUoraents. Ninety per cent of tho H reputation of nn Institution rests up- H on tho weakest link. H There aro too mnny "yes men" In B tho world, In other words, men who H tako no initiative and do merely what HJ thoy are told to do. Thoy don't think and must bo told what to do. Tho usefulness of an omployco to a ' H firm Is determined by tho amount of j H supervision which must bo given him. I 'iHH Tho moro lnltlatlvo dovelopod In tho H interest of tho institution, tho less H supervision. M After tho talk a numbor of ques- tlons wero asked by tho mombers, j rH and Mr, Sponcer answored them vory , H satisfactorily. Mr, S. S. Reynolds Jh presldod and did very well. .1 11 i-lH |