Simplicity in Salesmanship

By Jack Dionne

I heard a very clever salee talker recently make THIS statement!

ttl used to thinl t{rat the fundamental rule of salesmanship-the A.B-C of selling-was (Always Be Cleverr' but I have decided that this A-B-C stands for tAlways Be Simple'instead."

And he went on to say that he believed tte three most impottant fundamentals of ssl[ing arF BE SIMPLE BE COIYVINCING BE CONCLUSIVE.

Bccause in fact, evetyday salesmanship in its practical application is NOT an art, NOT a science, NOT a modern -.gic of any eort, but io rimply the ability to do the following very commonplace things: l-Call on arr many prospective buyeru as possible.

2-Know what you have to sell in terms of FIIS needs and desires.

3-Meet each prospec smiling, and with dignity, shake hands firmly, look him square in the eye, and tell your story of what you want to do for him, directln interestingln convincingly, conclusivelp

The FIRST of these three fundamentals is equd in importance to BOTH of the otfiers. There is no substitute for hard work in salesmanship. Abaolutely none. More salesmen fail of succe$ becauce they fail to t'expooe themselvestt to a sufrcient number of orders, than fail for any other particular reason. They lac& the enthusiasm to keep on going, keep on calling keep on smiling, and keep on telling that interesting story of theirs to a sufrcient number of people who might reasonably be expected to buy.

The history of every big corporation that has given the problem a genuine test, shows that beyond a doubt, regardless of who you are or what you are rying to sell, THE MORE PEOPLE YOU OFFER YOUR PROPOSITION TO THE LARGER NUMBER OF SALES YOU WILL MAKE. No doubt on earth about it. There is somet{ring in the idea of esiling a man on a golf courEe. Most of us have done it. There is more than one method of selling, and all the good roads must be followed. But when it comes right down to the business of. evetyday selling of goods, commodities, or services, t{re three fundamentals here mentioned may well be followed:

BE SIMPLE-BE CONVINCING-BE CONCLUSIVE.

And BE those three things to just as many prospects as possible.

Lumber Freight Rate Increased 5 Per Cent

The Interstate Commerce Commission granted the railroads a 5 pe rcent increase in freight rates on lumber, shingles, lath and other articles taking lumber rates on March 8.

The Commission granted a general increase of 10 per cent with these exceptions: agricultural products other than tropical fruit, animals and animal products (horses and mules not included), lumber, shingles, lath and other articles taking lumber rates, cotton seed oil and vegetable oils, linseed oil. An increase of 5 per cent was granted on these commodities.

Anthracite coal, an increase of 10 cents per ton.

Bituminous coal, lignite, coke and iron ore were exempted from any increase.

The Commission said the railroads could apply the new rates on ten days' notice, but must put them into effect by July 1.

The railroads had asked for a general 15 per cent freight increase.

Appointed Sales Manager

P. J. Van Oosting was recently made sales manager of E. J. Stanton & Son, Los Angeles. He has been with this firm in various capacities for 15 years.

Congratulations

Mr. and Mrs. H. A. Browning are receiving congratulations on the birth of a daughter, Brenda Lou, born on Febraary fr. Mr. Browning is president of the Browning Lumber Co., Los Angeles.

State Directors to Meet

The annual business meeting of the rnembers of the California Retail Lumbermen's Association will be held in connection with the meeting of the board of directors of the Association, scheduled to be held at the Hotel Californian, Fresno, at luncheon on Saturday, March 26, at noon.

New officers will be elected at the meeting, as provided by the new constitution and by-laws; progress of the Association in tlre past year u'ill be reviewed and plans will be made for the {uture. Activities of the National Association will be reported upon by F. Dean Prescott, California member of the executive committee.

Reservations should be sent to the acting secretary, A. D. Davis, 326 West Third Street, Los Angeles.

Club No. 39 to Hear About Housing Act

J. O. Davis, newly appointed District Federal Housing Administrator for Northern California, will be the guest speaker at the dinner meeting of East Bay Hoo Hoo Club to be held at the Athens Athletic Club, Oakland, on Monday, IVIarch ?l at 6:j0 p:m.

Mr. Davis has just returned from Washington, D. C., with all the latest information on the Housing Act. His topic will be "The New FHA 90 Per cent Insured Mortgage Plan." Any and all questions will be fully answered by an expert who will accompany the speaker.