White Farmall Demonstrator Tractor Advertising -- Selling the C

              SELLING THE C is BIG BUSINESS when you

1. Know Your Market
IH dealers, themselves, estimated the market potential for the Farmall "C". Their estimates point to the "C" as the Farmall with greatest sales potential, unit-wise, and dollar-wise. Part I of this booklet indicates the size of this tremendous market.
2. Know Your Product
"Get all the facts—and you'll get a Farmall" is a powerful slogan for selling the "C". When you add up all the advantages of the "C", it wins hands down over any other tractor in its power and price bracket. To tell that story with conviction, you've got to know the "C" and its equipment.. Part II of this booklet, starting on page 5, gives you the facts that sell the "C".
3. Know How to Sell the "C"
How do you go about finding prospects for the "C"? How do you size up your prospect's needs.' How do you put across the facts on the "C", so that your prospect understands that it is the tractor that best fits his purposes.' The answers to these questions are the answers that sell the "C". You'll find the answers in Part III of this booklet, starting on page 15.

The script and film in this booklet were taken from the IH slide film, "Selling the C". If you have viewed the film, this booklet will serve as a handy reminder containing the whole story in permanent form. If you have not been able to see the slide film, here is the entire story. Use this booklet as a sales training manual for selling the "C".

PART I
Know Your Market

The Farmall "C" is the tractor with perhaps the greatest market of any Farmall ModeL
1. Markets for the Farmall "C"

In a survey made in the summer of 1949, International Harvester dealers said that the Farmall "C" was to be recommended as the prime source of power—depending on the soil and the job to be done—for farms ranging from 20 to 199 acres.

In filling out the questionnaire, a majority of dealers voted for the "C" as the tractor in the 60 to 99 acre class.
No other tractor in the entire Farmall line was recommended for as wide a range of farms as waS the Farmall "C" . . . and in addition to this wide market for the "C" as a prime source of power, the "C" was also rated highest by dealers as the second tractor on larger farms.