1. As a salesman, be honest with your customers.
2. Cultivate tact.
3. Cultivate a conscience.
4. Learn to avoid friction.
5. Acknowledge your mistakes.
6. Don't criticise.
7. Don't procrastinate.
8. Don't boast.
9. Don't buy your clothes on time.
10. Don't borrow from fellow clerks.
11. Don't think your employer can't see whether you are working.
12. Don't sell a merchant a larger order than he can move.
13. Study the duties of the man ahead of you.
14. New ideas count with your employer.
15. He can who thinks he can.
Exercise 272
Written
1. A request has come in from your territory for your automobile catalogue. Write a letter to accompany the catalogue, inviting the inspection of your cars. Make it as personal as possible.
2. You have just been talking with a prospective buyer. Drive home some of the strong points of your car in a letter exploiting strength, reliability, and speed. Use the following as a basis of your letter: The Up-to-the-minute car breaks the record from New York to San Francisco, making the trip in ten days, fifteen hours, and thirteen seconds.
3. You have just shown your motor truck to a business man. Strengthen the impression you made on him by writing him a letter summing up the important advantages of the motor truck. Use the following extract from a letter:
"It has not missed a single trip since I have had it, and it takes the place of three wagons and twelve horses. My route from Waltham is so long that a pair of horses going over it one day has to be laid off the next."
"This truck makes three trips each day. I have had it on the road nearly four months and have covered over four thousand (4,000) miles with no expense for repairs."
4. A prospective customer has lost interest. Try to arouse him once more by telling him of a particularly good sale recently made, or of a new model just received, or of a new device lately perfected. Your object is to get him to inspect your cars again.
5. Write a letter to a wealthy man who bought one of your cars two years ago, offering him half of what he paid for the car in exchange for a new model. Make him see that it would be to his advantage to accept the offer.
6. Write an advertisement to appear in a local newspaper asking for an automobile salesman.