316 



SELLING LUMBER 



Preventive 

 Measures for 

 the Salesman 



Urge Use of 

 Association 

 Grades 



Liability of misunderstanding between customer and sales- 

 man, in the descriptions of lumber or prices, in soliciting and ac- 

 cepting orders over the telephone. 



Claims from the above causes could be minimized or prac- 

 tically eliminated if the salesman would pay very close attention 

 to the following: 



All salesmen should have a standard and uniform method for 

 writing up the order. This order should include all instructions, 

 special routings, correct rate, and any other information, rather 

 than to put same in an accompanying letter. 



Salesmen should also be familiar with the routings and rates 

 applying to their territory. In case the customer desires special 

 routing the salesman should be very careful to see that the routing 

 specified will not increase the rate to the point of destination. 



Make no special agreements with customers as to the class of 

 stock to be furnished, unless you advise the mill thoroughly and 

 specifically regarding same. 



All special stock should be investigated carefully and the 

 grade and complete specifications as agreed on between the cus- 

 tomer and the salesman should be written into the order. Do not 

 fail to advise the mill wherever it is possible, the use for which 

 the material is intended. If the stock is worked special, accom- 

 pany the order whenever possible with a blue print showing the 

 correct working. 



Lumber should not be sold on comparison with stock manu- 

 factured by other mills, for, in the event of a claim there is no 

 mutual ground for settlement, or an arbitrator on whom you can 

 call. 



All salesmen should be familiar with the conditions at the 

 sawmill. 



When an order is accepted over telephone be sure a confirma- 

 tion is immediately sent you, and compare same with the order sent 

 the mill. 



Endeavor to educate your customer to use Southern Pine 

 Association grades whenever it is possible. This, however, does not 

 mean for you to pass up an order or to discourage the use of spe- 

 cial grades wanted if they are best suited for the purposes in- 

 tended. 



Sell regular yard and shed stock only on the grades and spe- 

 cifications of the Southern Pine Association. 



