Municipal Engineering Volume 53
This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1917 edition. Excerpt: ...to tell the truth when it hurts. He must everlastingly present the main issues; the decision must be hammered through on principles. It is desirable that he should know enough about other lines of work, so that he can, without being officious, offer advice wisely on matters concerning the business of the prospective client. After making a man's acquaintance the steps which follow are easier to determine upon. They consist in part of getting his friends to write or see him in your behalf. He is affected most by successful competitors in his own line of business who write or see him and endorse your company. Induce him to write to ten or more of your own recent clients so as to get disinterested opinion from those who have had recent experience with you as to your worthiness. If they come from men respected in the business world they will frequently land the job. Backing Up the Selling Force. This leads again to the question, What has a construction company got to sell under the cost plus a fixed sum type of contract? Its service, that is, its ability to construct a given piece of work quickly, economically and safely to the complete satisfaction of the owner and his engineer, so that he will be satisfied or more than satisfied with the final result, and can be relied upon as a salesman to help you sell subsequent work on account of his enthusiastic endorsement of the service he has received. It is certain that a company doing this type of business must give better service than the ordinary run of contractors in order to make it worth the owner's while to employ the company to do its work rather than another contractor as the result of competitive bids. The construction company must, therefore, have a most efficient organization to back up...
- 189 x 246 x 14mm | 485g
- 13 Sep 2013
- United States
- black & white illustrations