248 



SELLING LUMBER 



Common 

 Sense in Sell- 

 ing Lumber 



The Sales- 

 man's First 

 Asset Is 

 Confidence 



Office-Made 

 Route Sheet 

 Hampers 

 Salesman 



Keeping Sales- 

 men Posted 

 on Corres- 

 pondence 



This might be very aptly applied to the selling of lumber, 

 especially that portion which refers to the use of "common sense." 

 Not that it is unnecessary to have general rules for the guidance 

 of the man on the road, but he should not be burdened with a lot 

 of "red tape" and receive so many bulletins and instructions that 

 he hesitates when a question confronts him and proceeds only after 

 he has referred to "Hoyle" to ascertain whether or not there is 

 a precedent. Give him all the necessary information in the way 

 of lists of stocks you have to offer, price lists, etc., but do not 

 lead him to feel that you have no confidence in his judgment and 

 ability to cope with problems which arise from time to- time and 

 for which no fixed rule will apply. 



The first great asset of a man who is trying to sell your wares 

 is confidence, not alone confidence of his own ability, but the 

 knowledge that he has the full backing of the general office. At 

 one time, some of the lumber firms even went so far, in depriv- 

 ing their road men of their identity, as to make out their route 

 sheets and write letters to their trade, saying "our Mr. Jenkins 

 will call on you" at a stated time. This creates the impression 

 with the retail dealers that you haven't confidence enough in your 

 man or he hasn't the ability to even figure out a route sheet. 



The second greatest co-operation the s'u.sman can have from 

 the main office is the feeling among his customers that you have 

 confidence in him, and the route sheet is mentioned as one of the 

 many things which subtract rather than add to this belief. To 

 the average customer, the man who calls at his office and solicits 

 his business is the firm, as it is the only part with which he comes 

 in actual contact, and you are largely judged by the impression 

 he creates. I saw recently where someone suggested the idea of 

 writing to his customers to ascertain what they thought of your 

 man. In the first place, if he stands well with them, you will soon 

 find your answer in the orders brought before you, and if he isn't 

 making the proper impression, the effect will soon be apparent, 

 and your letter would only arouse distrust and accomplish no good. 



A salesman should be furnished with copies of all correspond- 

 ence which emanates from the general office to his customers, 

 whether it is a quotation in regard to an unshipped order, tracing 

 a car, a grade claim, a question as to discount or what not, for this 

 enables him to form an intelligent idea of what a customer is 

 talking about when he visits the purchasing office and is asked when 

 car 76857 will arrive. The salesman says "this car passed Cairo 



