| Show irwin gives va valuable leable lectures in IR better business BU institute 1 essentials tu to successful salesmanship described by retail counselor Coura clor and investigator gives merchants something tangible to work on in future DEICE RICE merchants their tle clerks ks and heads of departments and ot hem A who have heard one or more mire of pr or lr ins better business talks in price this week arc are loud m their praise of the retail merchants institute being conducted by ii 31 r arii anun in here this u eck under the au aus 8 inces of the price chamber of commerce the program as announced by tho the news advocate last week will ivill continue friday and saturday special attention is called to the open meeting friday evening for merchants and farmers beginning at nt 8 no admission will bo be charged for this meeting and everyone is urged to attend those in charge hae liae announced a change in tho the meeting mooting elie dule tot for arday evening when mr air irwin ie is sched selled alti ulti 1 to lecture on I 1 I 1 the salesman put rait iu in building business thie this will be I 1 eld at the savoy hotel at 8 sat arday morning the five day lecture course on busl ness 11 if anch nth of the retail experts exper tse Is talk day morning with mr invin irwin using for his ills subject planning for more busl ness much of the retail experts talk wae was illustrated by notes and reminder reminders rn ca a blackboard he ile diagramed and ex the practical method of mer chant and any business concern in planning for more business busl nees emphasizing the underlying point in blind mind as profit mr irwin outlined the subject on business in the process of profitable profi tallo I 1 rodi tion stressing his point plan to make a profit in your business and ion inn t just jope you will vill 11 he ile said there are t tro kinds of profit rece benfary seary in e 0 cry ory business 1 pro fit ti to jhb customer 2 profit to the eitore lie ile the following plan fr successful manag management mana gemen emeal of a retail business outlines plan for business I 1 d 1 plan pales sales quotas stock limit limits rd equate margin and expense budget 2 act crying display advertising and ad personal telling selling 3 Control Assets liabilities in ome and expense cooperation per or 01 was ras the subject of mr imae lecta d rt t the regular chamber of commerce luncheon tuesday noon when a number of business us iness and professional people were invited in as is special guests lie ile devel kopea his topic by comparing it with the stages in the development develop went of A plant lie ile drew an analogy between the preparing of the soil soa and the break ing down of hard feeling and prejudice of customers ana inspective customers I 1 as the first point plaiting plating of tho the eced seed was likened to letting the comrett tor tot prosper and helpio business bui ineis ia in a r way and going after the bugi bud ness riess was declared to be b the third stage or that of cultivation in connect connection io with this lecture a splendid musical program was rende by a ladles quartet composed of mrs ora om B harding mrs carl hy bulo rulo bryno and miss moneta shiner accompanied bv by william 11 toy the talk at the rotary meeting tuesday evening on the measure of a Il merchant erchant is given elsewhere in this issue sture evAry factors which go to make a success ful ud ua saleswoman were dis cussed tuesday night at t the agh ro ua hool by mr irwin in an address on tue ba sal amen of today todar 11 he ile declared the function of salespeople is to create a demand and desire for various commodo ties in this connection he drew at antion to the steady growth of mer met cSan chan dising due to public publicity ity itself a highly specialized form for of salesmanship in that it a demand to buy the need for foy an attractive 0 exterior gerior of a store was voiced as a means of draw ing jog strangers to lo the city while mr irwin also drew attention to desirability of a 9 neat and proper arrangement lie ile the fact that salesmen continued on page 5 VALUABLE TALKS GIVEN BY IRWIN continued from froia pace race one must kno v where merchandise Is to in piro confidence in ilk the customer salesmen Bal must be ready to greet eus he be aid said they must be alert anil and at least pretend to hae balio some life ile prompt to strict anc he advised bo be courteous quick to respond to a customers lin intran trAnce tf and learn the cut cus tomer i a name if possible 11 tho the aptak r stressed the importance of creating sales instead of merely waiting on cui cus tomer lowers he ile alao mentioned the import ance of doting closing bales advising met chants not to how show too much mer berchall chall disc but enough to ghe gle sufficient ie it to satisfy the de value of persa toua the flypaper days of bus incas 1 ire over oer declared mr ur irin morning lu in his hi address on meeting to days day competition I 1 the oil day days when a customer went to a toro store and stuck arc are gone former business Bus lne today be longi longs to hocier gets it and to tie to that a merchant Merell gilt must get got out and fi ait for it jjr M irwin pointed out the thre thres bin big reasons for changing buil ness condi condl lions baling upon cheso hil his discussion d of how bow to meet the rw rew condition conditions tho the first factor he eaid i young A amar tea lea the cu of tomorrow toTi orrow rho who greatly influence tre buying of today present day mail mitt facilities facil itic which ell elim anje ina 41 distance stance and put the met thant in eom competition petition with thoe those in dil dis tant tint aice wab named as the second and he the modem transportation bushara ai as t tie Is third I 1 I 1 the best way to mitt the home 1 li is to work with wit him and educates him the speaker al its seated in to counteract the in fluence of the mail ail jat u use the personal pers osal toucin with his hi avice chain otohei lore city department stores the peddler and cooperative were mentioned ai as other form forms of corn com petition speaks at kiwanis meet the tin tendency deney today is toward in of business which in the end proves dangerous if not disastrous eald said mr irwin at the regular kiwanis club luncheon lunch pon last evening the necessity of living with oms clots means meet li ht abd sving s ving something for the future tore vero pointed cut to in a forceful way 1 I am not sure it Is i the trade territory that makes business nor the kind of merchandise that ie is sold the biggest side of business today is the humin haman hum in side 10 when a man ana blyzes himself and the human sido side of his business bus ineis and gets this factor under control he is on the way to success mr irwin asserted asier ted the text of pryor irmas talk al at the high school last was the tile winning salesman he showed where saleam vas not only an art but a science he ile extolled the merit of the salesman told what good a consists 11 is of and gave valuable pol pointers n ter upon the idea that whatever one is try ing to do in order to do it success fulla one blust learn to love his work wild nd 0 lo 10 o do it because he wants to do it for the joy there is in it as well as is for the profit or reward we w e may way hoj hol to make this talk furnished food for thought and inspiration for many an idea that will later bo to capitalized qualifications of salespeople a to be classed as a winning salesman a person must hart banot a few ne cessy qualifications which are as till follows mr iram stated he ile must appreciate the value of time strive constantly to keep physically 14 ii a pleasing per sonai locality lona lity ity w up act tact und end possess the abil ity fly to remember faces and names mr ur irwina irwins talk atthe high school this morning was on retail credits how to bontia font them in which he discussed in helpful detail credit ques lions of vital ital importance in to the retail business A plea pits for harmony cooperation and community boosting was made by ir it win thi evening in an excellent ad drees dress given at the banquet at new castle inn under the auspices of the tile flu and professional club price So borosic rollis and womans club of iture he ile took for his sur act mak ing your community prosper three enjoyable selections were giva givot t by the star theadare thea tare orchestra orchestra iv as rl lows we Selet selection tion from blo romberg hungarian dance no 5 brahams Brah Brab amr and I 1 little grey home HOMO la IA the west lohr lahr mrs ora D If harding arding wig mug a yolo polo love lore I 1 ha hae e won you U 19 by h jr blargdon ronald the musical program for the luncheon at noon Satur saturday daw given ivan as follows by william 11 to toy 0 so o but hi charge of the music march good luck woods selection babes iu in to tcolar alara I 1 I 1 il etbert ballad sm rf und you penn dance grotesque cossack Td chakoff I 1 pox 3 x trot moonlight in mandalay Ife herscher racher 0 |
