SELLINGLUMBER 377 



ceptance of the term moist evenings and "sea-going" cabs are 

 no longer deemed to be potential factors for success in the selling 

 game and play no stellar part in the closing of large contracts. 

 Old-fashioned methods of selling merchandise, have succumbed 

 to the invasion of Twentieth Century forces, generating maximum 

 velocity with modern high-power methods. Inspirational sales- 

 manship rests largely upon knowledge buttressed and reinforced 

 by the spirit of DOING things. All obstacles are surmounted; 

 every resistance vanishes, before the intelligent constructive analy- 

 sis of present-day selling ideas. A closer and more intimate 

 acquaintance with the subject; the keen spirit of competition and' 

 the determination to beat the other fellow to the "punch," kindle 

 the fires of ambition and supply the fuel for the high-speed motors 

 of human endeavor. 



Of the many recognized essentials for successful salesman- 

 ship today, none stand out so clearly as intelligence, perseverance, 

 initiative and courtesy. And the greatest of these is courtesy. 

 If in every business institution, as much real appreciation, as full Courtesy 

 credit and consideration were given the employee who radiates Selling^ 6 ' 

 sunshine and good cheer with unfailing patience and intelligent Essential 

 sympathy, as to the one who masters severe technical difficulties, 

 the business would be decidedly better, the spirit of loyalty firmly 

 implanted in the heart and soul of every employee and the esprit 

 de corps infinitely benefited. 



You can't achieve what you don't believe. If you don't be- 

 lieve in your goods, it is hard to sell them to another. Conviction 

 convinces earnestness compels confidence. Training alone may 

 produce efficient soldiers, but not effective armies hired warriors 

 never yet won a kingdom. Besides weapons, every fighter must 

 carry his soul into action. Sincerity, an abiding faith in your own 

 self, honesty and industry, all combine in a rare degree to render Earnestness 



you an effective, compelling unit in the organization to which ori lPf ls 



T- r Commence 



you belong. Power of expression and the right choice and selec- 

 tion of words in your conversation are complements of no mean 

 importance. The euphony of language coupled with a finer 

 mental poise are elements you must cultivate with care and pre- 

 cision. Put smiles in your conversation; avoid giving impressions 

 that impart a chill to your listener, and keep always before you 

 the need for a closer observation of the finer sensibilities of those 

 with whom you come in contact. 



