W L n
D o D r y ^JJ-ardeit
One of Napoleon’s generals
had scored a notable victory.
About it he was naturally puffed
up and proud. He called on his
emperor, explained in detail how
he routed the enemy. He ex
pected praise. But Napoleon
turned on him with this ques
tion :
“What did you do the next
day?”
Napoleon wasn’t satisfied with
one victory. He wanted many.
He himself wouldn’t rest on his
own laurels. He would go from
one good day to a better one.
He wanted his generals to do
likewise.
There’s a moral for salesmen
here, and maybe you have al
ready picked it out, but a sales
man who stopped in to see me
yesterday hadn’t, I am sorry to
say.
He was celebrating.
Perfectly Reconditioned /
VENDING
CIGARETTE MACHINES ■N
A ll le a d in g m akes— R O W E , D u G R E N IE R ,
U -N E E D -A -P A K and N A T IO N A L . R e c o n d i
tioned like new! N O W is the time to buy these
STEA D Y Money-Makers! Also 5c Candy Ma
chines. W rite or wire for illustrated catalog!
D. ROBBINS & CO.
503 W . 41st St.
NEW YO RK C IT Y
CASH PAID
for Slots, Music, Cigarette, or
Arcade Machines.
T E L .— 577
O’BRIEN
89 T h a m e s S t r e e t
N e w p o rt, Rhode Isla n d
MRT| Ml"
M O D E L 'L /
E
V
E
N
T
U
A
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EASTERN
350 M u lb e rry
N e w a rk , N. J .
“Why should I work today?”
he asked me. “I had my biggest
day in business yesterday. To
day I celebrate.”
I told him the Napoleon story,
told him also that the very best
time in a salesman’s life to sell
a big order is immediately after
he has sold one. It’s the psy
chology of success working in
his favor that makes it easier to
follow one victory with another
one.
But he didn’t see it. I hope
you do.
C^onlcictinc} ^Jlid lAJay. Ijjf}
It didn’t dawn on me for three
months after I had talked to the
top salesman in a large retail
organization why he was so suc
cessful.
He sold an expensive appli
ance in a retail store, and I
called for a demonstration. I
wasn’t quite ready to buy. His
salesmanship was competent,
but I didn’t see anything un
usual about it; nothing to re
member, at any rate. I did not
buy, went away. I put the mat
ter out of mind— one of those
things I would take up again
someday— maybe.
In the most natural way in
the world, I began receiving let
ters from this salesman, letters
and an occasional ’phone call.
He passed me on the street one
day, recognized me, stopped,
shook my hand, called to mind
a slight honor which had re
cently come to me. Later when
a similar honor came he wrote
me about it.
Inside of three months I had
the feeling I had known him all
my life, and I had complete con
fidence in him, although we had
talked business altogether only
once.
I bought the appliance from
him and commended him for his
effective technique. In the course
of the conversation I learned the
secret of his selling power.
It is contacts.
10
© International Arcade Museum
AUTOMATIC AGE
“Numerous contacts certainly
build confidence,” he told me,
“and we do business with those
in whom we have confidence,
you know. All I do is see my
prospects often, write them of
ten, keep in close contact with
them. It seems to help them feel
more confidence in me and in
what I sell.”
MEMBER MAKES USE
O F A O L A C BULLETINS
Fortunate, indeed, are oper
ators who are “association-
minded.” The following letter
from an appreciative member to
Curley Robinson, managing di
rector of the Associated Oper
ators of Los Angeles County,
Inc., gives an insight into one of
the values of membership in a
live-wire association:
“I read with keen personal in
terest the photostat copies of
numerous letters you have re
ceived from various patriotic,
fraternal and service organiza
tions in which they acknowledge
contributions a n d assistance
given their welfare activities by
you.
You are certainly doing a
splendid work in this regard and
I want to add my voice to the
many expressions of apprecia
tion— such thoughtful and gen
erous support of the charitable
work being done by lodges, le
gion posts, service clubs and
similar groups cannot help but
be pleasing to all members of
Associated Operators associa
tion.
“As a member of Santa Mon
ica Elks Lodge No. 906, I noted
particularly the letter from the
Huntington Park Lodge No.
1415 and have shown it to a
number of friends in the Santa
Monica Lodge, proud to show
what you are doing in behalf of
our group.
“You are setting an example
which others can follow and
once more, let me congratulate
you upon your fine work.”
September, 1942
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