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THE
V O L . LI. N o . 12 Published Every Saturday by Edward Lyman Bill at 1 Madison Ave., New York, Sept. 17, 1910
$2.00
PER YEAR.
Salesmen and Clerks—A Difference
G
OOD salesmen are a necessary part—in truth, a vital part—of the equipment of every business
house, and their intelligence and tactfulness furnish an important part of the service which the
merchant renders to his customers.
What a difference in salesmen!
Some men view salesmanship in its true light, as a profession, and they are constantly fitting
themselves by study and intense mental thought to advance along lines which are harmonious and which
they can see are open to them.
Sometimes I wonder how many merchants really take the trouble to find out whether they have
salesmen behind their counters or merely clerks.
And I hold that there is a material difference between a salesman and a clerk.
After one of the receive sweltering days I dropped into a haberdashery to purchase a fresh collar.
The clerk, perfectly courteous, and I may say perfectly indifferent, sold me a collar—one collar, that was
all!
He was a clerk, not a salesman.
I went into the same store another day on a similar errand. A bright, red-blooded salesman waited
on me.
First, he found a collar that thoroughly suited me. Then he had my welfare so much at heart that
he impressed on me that I could save forty cents by taking a half-dozen. I was influenced by the charm
of his argument, and took the half-dozen quick, and counted myself the gainer of forty cents.
Meantime, he figured that he "had me," so to speak, and actually before my change came back, he
had me interested in some new ties that had just come in.
He called my attention to two or three of the best patterns, and hypnotized me into coughing up
a couple of dollars for two ties.
I went in to spend a quarter, and before I got out I had spent three dollars and fifty cents and had
in my possession merchandise the equivalent of my money.
Furthermore, I was feeling pleased with myself that I had spent the money, and, still better, I am
rather inclined to think that I shall patronize the same young man when [ visit the store again. He is a
salesman!
Now, am I not right in saying that there are clerks and salesmen?
How many young men are merely clerks!
A good many, I'm thinking, and they are the ones who never climb up the business ladder, because
they never make the most of their opportunities, and they never attempt to develop ideas or show a sell-
ing strength along trade lines.
I claim that the salesman of my story was worth a round dozen of mere clerks.
Certain as fate, that young man will either be at the head of a department or the head of a business
in a few years. He possesses the right conception of salesmanship, and he will advance.
So can anyone by intelligently improving the possibilities which lie all about. There are plenty of
them.
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