CHAPTER X 



SELLING METHODS 



THERE are various ways by which exchanges do the 

 selling of fruit, depending largely upon the size of the 

 exchange, kind of fruit to be sold, methods of distribu- 

 tion, etc. Among the more important ways may be men- 

 tioned the following: (1) Special salesmen under the 

 management of the organization. (2) Track sales. (3) 

 F. 0. B. sales. (4) On consignment. (5) Shipment, 

 bill of lading attached. (6) Auctions. (7) Special re- 

 tail of private markets. (8) Other agencies which in- 

 clude the commission houses, jobbers, selling exchanges 

 and fruit-distributing companies. 



The first method in which special salesmen are em- 

 ployed is supposed to be the best because regular sal- 

 aried agents of the company call upon the trade from 

 time to time and solicit their business for the fruit they 

 have to sell. As a matter of fact the special salesmen 

 are becoming less and less and, as time goes on, will 

 probably be superseded by some of the other methods. 



As exchanges begin to multiply and grow more numer- 

 ous the commission house business will gradually fall 

 off. A conservative estimate, which was recently made, 

 states that the amount of fruit handled by the commis- 

 sion men has decreased 50% during the past five or six 

 years. The special salesmen have been partly responsi- 



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