120 



The Florists' Review 



JuNB 15. 1922 



NEW SALES PLAN ADOPTED. 



(ContliiuoU from page 114.) 

 Ill iiuying all or at least tweiitj-tive per ceut of 

 his order. 



You are under boiid and tills letter eonflrms 

 lustniotioiis already given you to collect money 

 in advance on orders. If customer prefers, he 

 can make remittance direct to us and secure the 

 bonus nursery stock. He will find that we have 

 a aplendld rating in Dun's and Uradstreet's and 

 we can also refer him to our local bank. 



Almost all of your customers are familiar with 

 the fact that we have carried on the practice of 

 coUectinE deposits with orders during the past 

 several years, furthermore, they know that this 

 is the practice in many other established lines 

 of Industry. Consequently, your customers will 

 not hesitate to take advantage of the generous 

 bonus offer we make them for the iiuymenl of 

 cash at time you take orders. 



The customer can hand his clieck to 

 the salesman, made payable to the prin- 

 cipal, or he can mail it to the principal 

 himself, if lie so desires. If the cus- 

 tomer is .still unconvinced that he 

 should make ii deposit on the order, the 

 order can be taken without the deposit, 

 and the salesman can leave a card with 

 the customer, explaining to him the ad- 

 vantafjes to be obtained by making the 

 deposit on the order. All refunds and 

 advances on sales can be made direct 

 througli the office of the firm, and the 

 salesman would receive his credit ac- 

 cordingly. A good plan for the firm 

 to follow would be to mail a card to 

 the customer stating the amount of 

 the order, the amount of the deposit 

 paid, etc. This would be a check on 

 the salesman, who would be required 

 to send in all orders promptly. 



Premium to Salesman. 



The salesman could be given pre- 

 miums for collecting the most money 

 as an incentive to give the plan 

 a thorough trial. The salesman will 

 soon recognize that the amount of 

 money he collects will act as a barome- 

 ter as to his worth to the firm and will 

 induce him to make as good a showing 

 as possible. If the salesman is on a 

 twenty-five per cent commission con- 

 tract, all payable at time orders are 

 taken, or if he is on a straight salary, 

 it is suggested by the committee that 

 a three per cent bonus of all cash col- 

 lected in advance be paid him each 

 week on the amount of cash collected 

 in advance for that particular week. 

 This will mean more money to the sales- 

 man and encourage collecting as much 

 as possible. If the salesman is on a 

 reserve commission contract, in which 



'('iiiii-liiileil on page ILIM 



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