A house I have in mind which, ten years
ago, was one of the top notchers in this country, has gone almost to
the foot of the class because the "old man" who hired and handled the
salesmen in that house died and was succeeded by younger heads not
nearly so wise.
The _still hunt_ was the old man's method. When he needed a salesman
for a territory he would go out somewhere in that territory himself
and feel about for a man. He would usually make friends with the
merchants and find out from them the names of the best men on the
road and his chances for getting one of them. The merchants, you know,
can always spot the bright salesmen. When they rub up against them a
few times they know the sort of mettle they are made of. The merchant
appreciates the bright salesman whether he does business with him or
not and the salesman who is a man will always find welcome under the
merchant's roof. Salesmen are the teachers of the merchant, and the
merchant knows this. Whenever he is planning to change locations,
build a new store, move to some other town, put in a new department,
or make any business change whatsoever, it is with traveling men that
he consults.
Pages:
368
369
370
371
372
373
374
375
376
377
378
379
380
381
382
383
384
385
386
387
388
389
390
391
392