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' A TALK ON SELLING
By Wm. Browning, Manager Uomestio Sales
Selling—that's the magic word in business, and no sub-title is needed to an article on that all important subject.
The ambition of every commercial man ought to be to become a successful salesman- mind you, I don't mean an order taker.
Between these two classes of men there is a distinction with a difference—and one of the main points in that difference is salary—the thing that impels all of us to action.
The selling business is a great game—a fascinating game, too. In it there isn't much of the thing called luck—that factor belongs mainly to the "Society of Order Takers."
It is the knowing, steady, hard fighting individual who gives every atom of his energy and every bit of his time to the game of selling, that, in the end, wins out.
Selling is the sustaining element of the International Harvester Company of America —and of any company—and the men who furnish this element are the men who will grow and prosper. ; ,
There is no fixed rule to govern a salesman. The fact of the matter is, a salesman does not need a rule by which to do business. Suggestions, however, are usually accept¬ able, and I am going to offer a few to our men for their guidance in making sales. These suggestions constitute the seven steps in securing an order, and are as follow:
1st. Finding the customer.
2d. Learning his needs. ^
3d. Awakening his interests.
4th. Developing his desires.
5th. Making your demonstration.
6th. Presenting your argument.
7th. Securing the order.
If you are a student of human nature and of the lines you represent, and of trade con¬ ditions, you can figure out for yourself how to take all these steps without wabbling, or stumbling—and if you are on to your job, you won't fail many times in your efforts if the prospect has the slightest need for the article you are representing.
Keep your eyes and ears open always, and your mouth shut—part of the time.
Remember that it is the few words after much thinking that start a customer in the
direction you would have him go.
^ . ¦ - ¦ ^- . ¦
Aim before you fire—but fire! ,
Object Description
| Title | The Harvester World: Volume 1, number 7, April 1910 |
| Object Type | Periodical |
| Language | English |
| Source | McCormick Mss 6z |
| Electronic Publisher | Wisconsin Historical Society |
| Physical Description | 5.75 x 8.5 inches |
| Electronic Publication Date | 2008 |
| Year | 1910 |
| Volume | 001 |
| Issue | 07 |
| Date | 1910-04 |
| Rights | © Copyright 2008 by the Wisconsin Historical Society (Madison, Wisconsin) |
| Series | The Harvester World ; v. 1, no. 7 |
| Format | TIF |
| Description | Harvester World magazine was first published by International Harvester Company in October of 1909. From 1909 to 1946, Harvester World functioned primarily as an employee magazine, carrying news from various factories, branch houses and dealerships around the world. The magazine included biographical sketches of employees; notices of retirements and promotions; announcements regarding new company initiatives or building projects; and a variety of other news relating to nearly every facet of the company’s world wide operations. The magazine was published by the company’s Advertising Department, and also functioned as a way for headquarters to communicate with dealerships. In 1946, the magazine was redesigned and eventually shifted from an employee magazine to a more customer-oriented focus. By the 1950s, most Harvester Articles were human interest stories centering on the people and organizations who used International Harvester products. At the same time, photography became an increasingly important element in the content and presentation of the magazine. The magazine was discontinued in 1969. |
| CONTENTdm file name | 7488.cpd |
| Date created | 2018-11-20 |
| Date modified | 2018-11-20 |
Description
| Title | page 1 |
| Object Type | Periodical |
| Source | The Harvester World, April 1910 |
| Page Number | 1 |
| Electronic Publisher | Wisconsin Historical Society |
| Physical Description | 5.75 x 8.5 inches |
| Electronic Publication Date | 2008 |
| Year | 1910 |
| Volume | 001 |
| Issue | 07 |
| Date | 1910-04 |
| Rights | © Copyright 2008 by the Wisconsin Historical Society (Madison, Wisconsin) |
| Series | The Harvester World ; v. 1, no. 7 |
| Full Text | ' A TALK ON SELLING By Wm. Browning, Manager Uomestio Sales Selling—that's the magic word in business, and no sub-title is needed to an article on that all important subject. The ambition of every commercial man ought to be to become a successful salesman- mind you, I don't mean an order taker. Between these two classes of men there is a distinction with a difference—and one of the main points in that difference is salary—the thing that impels all of us to action. The selling business is a great game—a fascinating game, too. In it there isn't much of the thing called luck—that factor belongs mainly to the "Society of Order Takers." It is the knowing, steady, hard fighting individual who gives every atom of his energy and every bit of his time to the game of selling, that, in the end, wins out. Selling is the sustaining element of the International Harvester Company of America —and of any company—and the men who furnish this element are the men who will grow and prosper. ; , There is no fixed rule to govern a salesman. The fact of the matter is, a salesman does not need a rule by which to do business. Suggestions, however, are usually accept¬ able, and I am going to offer a few to our men for their guidance in making sales. These suggestions constitute the seven steps in securing an order, and are as follow: 1st. Finding the customer. 2d. Learning his needs. ^ 3d. Awakening his interests. 4th. Developing his desires. 5th. Making your demonstration. 6th. Presenting your argument. 7th. Securing the order. If you are a student of human nature and of the lines you represent, and of trade con¬ ditions, you can figure out for yourself how to take all these steps without wabbling, or stumbling—and if you are on to your job, you won't fail many times in your efforts if the prospect has the slightest need for the article you are representing. Keep your eyes and ears open always, and your mouth shut—part of the time. Remember that it is the few words after much thinking that start a customer in the direction you would have him go. ^ . ¦ - ¦ ^- . ¦ Aim before you fire—but fire! , |
| Format | TIF |
| Full resolution | Volume571\IH160187.tif |
| CONTENTdm file name | 7458.jpg |
| Date created | 2018-11-20 |
| Date modified | 2018-11-20 |