Ramblins Sales Talk

BY JACK DIONNE

Tbe rnug whose lcrce you shqve ever]| morning is crn inportcmt part oI eyer1l scrle you mcfte. So put cr note oD your tic}er to get well crcgucrinted with two things; your SELF cmd your GOODS.

No mqtler how lluent or erren brillicmt a tqlker s mcn mcrl' be, he ccrnnot talk convincingly ol c product until he is thoroughly lonilicr wifh it cmd con' pletely sold oa it

The gift ol gcb without the brcss tsck inlormation ol ever11 sort that the prospective buyer mcry wcmt or should hcrve, is cbout cs vqlucrble qnd lse' ful as c South Se<r Islander on cr switchbocnd.

Thig doesn't put c bca cgcrinst tha scles windi<uuner, God bless him. There cre plentl'ol him in the selling gcme, crnd there is c big plcrce for hin.' But the windiconrners who stcy with the selling gcnre nruEt hcrve the substcsr' tial stufl to bcrck up their iszz.

See that crll crgreements are stqted plcrinly in the order, cmd mcrke no apecicl prourise thcrt cannot be hcrndled by tbe lellow who lills the order.', The scrlesncm who gets into the bcrd hqbit ol giving the buyer verbal promirsee or gutrrcmtees not shown in the order ilseU, is slipping on c bcacurn peel thcrt will eventucrlly sldn his shins lrom his big toe to his wdist line.

A recrlly good sclesurcrn is cr kovidenticrl gilt to ihe house lhcrt employrs him, qnd dort't ever doubt it. Out there in the selling lield he IS the house,lor by him cnrd his cctions and his wor& will the house crnd its merchqadise be iudged-prcised or condemned-understood or misunderstood.

A good sclesurcm muet be c mcn ol good hqbitst cmd one of the very best htrbits cr scrle$ncn ccn hcrrre is the habit of good health. It tckes tr strong curd heclthy mcm to buck the tides oI industry in these d<rys; it tckes cr live fish to buck the currents oI cornrnerce.

Orders cte no longer given in Diarnond lim Brcdy lcshion" ct midnight suppers or lcvigh pcrtie* They cre hcmded out via the nerit system, in the office or plcrce ol business, and in the l<rce oI the keenest kind ol competition

Mcrny creeds cnrd mcncinrs lor scrlesmen lind their wcry to this writer's desl& some good, aome bcrd, but the lollowing short one iE worth printing and memorizing: "I believe in working-not wcriting; in lcrughing-not grriping; cmd in the plecrsure ol selling goods I befieve in courtesy, in generosity, cmd in good cheer."

And mcrybe there is c grin or two in the story thrrt's lcickirng around crbout the sale$nan who wclked into the Scles Mcrrcrger's office, crnd when he ccrne out rem<rrked to cmother scrlesmcrn: '"Ulfell, I went in cmd told the boss that if I didn't get cr rcrise I wcs going to quit" The other lellow wcmted to know whcrt the boss said. "Oh" scrid the olher, "he relered me to the second line ol the old song that stcrts-'Hdll Hail! The gcng's cll herel"'

Going Home For Christmas

He was seated in his desk chair, with a tirne card in his hand,

And a smile upon his features that I could not understand;

When I found him in the office, after hours and all alone, The lamps had long been lighted and the whistle long had blown.

"Well old chapr" said I, "why linger when your busy mates have gone

Don't you know it's past the hour, and you still working on?"

But he reached out for a letter just as though he didn't hear,

Just opened it and read a part, and smiled from ear to ear. "Why, I'm going home for Christmas, going home for Christmas Day,

I am going to see my mother, many, many miles away; Here's a letter she has written, asking that her boy come home,

The family is scattered, and she's living there alone. f can't resist her letteq let me read you just a line, 'Come home and I will feed you on those mincemeat pies of mine;

I'U lEt you try my new preserves, and sample all my jell, And bake some of the cookies that you used to love so weu.t

Then, at the end, she says 'please come, I'm getting old, you know'

You've been away for serren years, I want to see you so.' So I'm going home for Christmas, for I can't resist the call, ft's the only place one ought to be on Christmas, after all."

Good Fellowghip Christmas Fund

For the tenth time lumbermen of the San Francisco Bay district are being given the opportunity to subscribe for "Shares of Happiness" in the East Bay Hoo-Hoo Club's Good Fellowship Christmas Fund.

The Fund has made it possible to bring encouragement to many in the past 10 years who needed a helping hand. The disbursement committee's activities are limited only by the number of shares subscribed for. Thos. T. Branson, president of the Club, is also president of the Fund's Administration and Disbursement Committee.

This year, as in the past, Shares of Happiness are offered at $1.50 each. Make checks payable to Hoo-Hoo Club No. 39 and mail to the Fund Committee chairman, George Clayberg, Boorman Lumber Company, 10035 East l4th Street, Oakland, Calif.