Printers' Ink Volume 115

Printers' Ink Volume 115

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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. 1921 edition. Excerpt: get the business. It brings the element of play and sport and competition into the work. Properly conducted, the letters and bulletins on the contest act as a new vitalizing influence. Now let's look at it from the salesman's angle. Just what is the principal advantage of a contest to the salesman? The salesman works alone--a sort of a lone wolf hunting singly. This is especially true in the case of the man working away from headquarters--out in a country territory. Maybe he goes for weeks and months without having personal contact with a man from the home office. But every day he butts against obstacles. He is confronted by the objections of dealers who do not want to buy. He is made the target for all the grief and mistakes committed by the shipping department, the manufacturing department and the credit department. Every grievance which the prospective buyer can bring to his aid is heaped upon the salesman. If there are enough real orders to offset the discouragement of criticism and refusal to buy, the former acts as an antidote for the latter. But when there is a general slump and the end of the day finds the turndowns overshadowing the sales, then the salesman is truly in a mournful mood. The salesman who gets a good volume, even though he put? in a fourteen-hour day, is not so tired when night comes as the individual who has plodded all day long with hardly an order to reward his work. There is nothing so absolutely tiring and wearing upon a salesman as going day after day through a territory which is not buying well. Right now is a most trying Continued on page 48) Building Permits In Baltimore Exceeded $15,000,000.00 for the first four months of 1921. These figures are over two million dollars in excess of those of more

Product details

  • Paperback
  • 189 x 246 x 45mm | 1,583g
  • United States
  • English
  • black & white illustrations
  • 1236802810
  • 9781236802811