SELLING LUMBER 



369 



that are sent out today were then unknown as messengers; there 

 was no such thing in certain prescribed territories as wholesale 

 dealers or commission men, reaching the buyers at an hour's notice 

 by mail, automobile or telephone. When the salesmen called 

 upon the trade, the buyer did not know when thexnext salesman 

 was coming; he knew if he delayed placing an order it might 

 seriously inconvenience him in taking care of his trade, so he 

 generally acted promptly when the salesman called. There was 

 a sort of obligation, when the traveling man called, that the re- 

 tailer must make up an order for him. In reality a salesman in 

 those days was merely an order-taker. Compare that, gentlemen, 

 with your experience today. I wish to be very charitable in any 

 censure I may place upon you, as I have had a wider experience in 

 selling lumber, and am therefore able to judge with reason and in 

 a kindly way, the conditions now confronting you, and to compare 

 them with those of thirty-five years ago. I have occupied for this 

 period of time, a continuous selling job. While I do not have 

 the opportunity of calling on as many dealers -as formerly, I 

 frequently call upon those located in the larger cities, where 

 keener competition exists, and several times a year make a trip 

 fro '11 Chicago to New York City, calling at the various lake ports. 

 While my efforts are usually directed to selling lumber in larger 

 quantities, I am always glad to take an order for even a carload. 



In many places you are received in an ante-room, where there 

 is usually a sign reading in substance, "Salesmen received from 

 10 to 12 a. m." You are obliged to send in your card and await 

 your opportunity. One good thing is that you always have com- 

 pany in the ante-room; some salesman will introduce himself to 

 you and in turn introduce you to two or three other good fellows 

 so that you have the enjoyment and pleasure of good company 

 while waiting. It is almost like waiting your turn in a barber 

 shop. When you are ushered in to the buyer, he usually feels 

 he is doing you a favor and showing a courtesy, to see you at all, 

 and you appreciate that you can take but a very few minutes of 

 his time, to obtain his attention and serious consideration. 



I maintain that specialization in salesmanship is indispensable 

 today, not because I am quixotic and enjoy the selection of an 

 arduous road, but for the cold matter-of-fact reason that in 

 modern business there is no other road. The one road to suc- 

 cessful selling that does exist, difficult as it may be, is continually 



Some Selling 

 Difficulties 

 of Today 



Specialization 

 in Salesman- 

 ship Essential 

 Now 



