No one learns quicker than he that one pebble does
not make a whole beach.
Another way in which a house can handle its salesmen badly is by not
treating his trade right. Many firms that carry good strong lines
persistently dog the customer after the goods have been shipped.
Whenever a house abuses its customers it also does a wrong to its
salesmen. I know of one firm, I will not say just where, that has had
several men quit--and good salesmen, too--in the last two or three
years, because this firm did not treat its salesmen's customers right.
For this reason, and this reason only, the salesmen went to other
firms, that knew how to handle them and their customers as men. With
their new houses they are succeeding.
Too many heads of wholesale firms get "stuck on themselves" when they
see orders rolling in to them. They fail to realize the hard work
their _salesmen_ do in getting these orders. I know of one firm
that almost drove one of the best salesmen in the United States away
from it for the reasons that I have given.
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