"What made you think you needed motor trucks?" was the counterquestion of the serious, thick-spectacled young chap.
"Everyone else seems to be turning to gasoline delivery. I want to be up to date."
"Your delivery problem lies outside the gasoline field," said the salesman. "Your drivers make an average of ninety stops each trip. They climb stairs and wait for receipts. Their rigs are standing at the curb more than half the time. Nothing in gasoline equipment can compete with the horse and wagon under such conditions. If you had loads of several tons to be kept moving steadily I'd be glad to sell you two trucks."
"Suppose I wanted to buy them anyway?"
"We could not accept your order."
"But you'd make your commission and the company its profit."
"Yes; but you'd make a loss, and within a year your experience would react unfavorably upon us."
So no sale was effected. Facts learned during his investigation of this business man's delivery problem led the salesman to make suggestions that eliminated waste and increased the effectiveness of his horse rigs.
About a year later, however, this business man sent for the salesman again. He contemplated motorized hauling for another company of which he was the president. After two days' study the salesman reported that motor trucks were practicable and that he needed about five of them.
"All right—fill out the contract," directed the business man.