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Show WHAT SUEME1 IE 10 00 "While the war. has caused 'about face' jn salos methods in practically overy lino of business and profession, perhaps there has been no calling that ; has had lo readjust its viewpoint and methods more, as that of the automobile au-tomobile and motor truck salesman," says L. D. Foreman of the Kissel-, Kissel-, ; Kar. "Up to five or six years ago, tho I ; avcrago automobile salesman had to I convince tho prospect that ho should I; , first own an automobile; that It would I , foon pay for ilsolf in the time and labor it saved him; that it would In- I crease his efficiency and enable him to do twice the amount of work in uo same length of time; that It would be a health producer, not only for himzelf but for his family, otc. In other words at that time he had to sell the functions func-tions of the automobile He had to first educate the people up to its uses. "Several years ago, this salesman had to 'about face' and instead of pointing out the advantages of owning a car, which the public had by that time become thoroughly familiar with, ho had to prove the superiority of his make of car over that or his competitors; com-petitors; that the passenger car he was selling was manufactured of the beet materials and by reputable manufacturers; that the motor in sured speed to keep ahead of hi neighbor's dust; that It would climb hills like a mountain goat, and had brakes with the strength of those on a locomotive; its riding comfort made your bed at night seem like a hardwood hard-wood floor. "Today, he has again 'about faced' and has now become the family adviser ad-viser for those car buyers, who eitli-cr eitli-cr think they need a car when they do not, or who believe they can do without a car when thty should not. 'Likewise, the present country-wide use of the motor truck, and its increasing in-creasing adoption by practically every branch and twig of the manufacturing, retail or industrial business world is duo, to a large extent, to the hard work and untiring efforjs of the motor truck salesmen. Years back, when the motor truck was first introduced, the salesman had a hard row to hoe, because motor trucks were looked upon with skepticism. At that time it was thought that the horse-drawn method of transportation could not be improved upon and the early efforts ot motor truck manufacturers did nothing noth-ing to help better the situation. "But as the problems of corrrect truck design and durable construction were gradually solved by the manufacturers, manu-facturers, and as now records of long distanco haulage, of adaptability to different haulage problems, etc., wore made, the business world's antagonism gradually became less and less. "From that time on, tho motor truck sa-'esnian had to change I1S3 sales activities and selling arguments, according ac-cording to the design of the truck and the policy of the manufacturer his firm represented. He, too, had to make his solicitations half educational and half salesmanship. "Today, the motor truck has become be-come recognized as the onepractical 1 solution of the nation's transportation problems. The government has ordained or-dained that it is tho patriotic duty for every concern that hauls or delivers goods, to use the motor truck so as to relieve the railroads of short hauls. "It was the motor truck salesman who jumped into tho breach, and placed plac-ed himself in the front cn Industrial America's Transportation Lino, and by dint of hard work among those firms still using the old-fashioned horsso equipment, has gradually helped to mako America the home cf motorized transportation enabling tho railroads to take care of shipments for tho gov-crnment gov-crnment and at tho same time, assuring assur-ing tho peoplo of the United States an uninterrupted haulage and delivery of the necessities every community depeiK upon to continue Us efforts towaB winning the war.' nn |