PETE CROWTHER, SALESMAN BY ELMER E. FERRIS It Here is presented the first article in the new series about Pete Crowther the Salesman. will be followed by three others. In all Pete Crowther has confidential talks with his fellowsalesmen about business and personal affairs, and, in his easy-going and humorous manner, gives them advice in a kindly spirit. The next article, entitled " Business and Femininity," will appear in the issue of January 24, 1914. GET "I ON GOOD TERMS WITH YOUR JOB WITH DRAWINGS BY G. C. WIDNEY AM much obliged, Griffith," said Pete Crowther, as he placed his order book back into his pocket. "Believe me, when a store like this connects up with our line of goods, there's going to be something doing. Well, so long." "Wait a moment, Pete," said Griffith. "Our sales manager wishes to see you about another matter. I promised to introduce you. He has got a scheme." "All right, trot him out," and Pete set his sample-case back upon the counter. Griffith stepped out, and presently returned accompanied by Mr. Dixon, the sales manager. "Mr. Dixon, shake hands with Mr. Crowther." "Glad to meet you, Crowther," greeted Dixon. "I have heard of you. Now I'll come right to the point. We are having a meeting of our sales force once a month and are giving them some addresses. We've had a manufacturer talk to them, and a merchant, and a sales manager. Now we want a commercial traveler right off the road. We want you to do it. How about it ?" just now. We want a man who knows what he is talking about and who has enthusiasm and personality. We want something practical. You can do it all right; you can sell goods." 66 Sure, but it's like this: It's one thing to do a job, but when you try to tell how to do it, why, that's something else again, see? Did you ever read the speeches that John D. makes to Sunday-schools where he tells them how he made his money? He says he saved his pennies. Wow !" and Pete burst into a roar of laughter. "Talking through his hat, see, and doesn't know it!" he gasped. "Perhaps John D. isn't so far off, after all," smiled Dixon. "Economy is the keynote of Standard Oil." "Yes. But just as if John D. made his pile by saving it! Oh, mamma!" 66 Well, coming back to our matter: You have ideas and you can talk. I can prove that by Griffith here-and we pay fifty dollars for each address." "How many clerks are there in the bunch?" asked Pete. "About twelve hundred." "Great Scott! That mob would give me cold feet. They would guy me." "I am willing to take chances on that. You can do it nicely if you look at it right, and our company will appreciate it. Let me know within ten days," and Dixon bade Pete good-by. "You see, Jen," said Pete that evening as he talked the matter over with his wife, "when a man goes outside of his specialty he generally makes a show of himself. I can sell goods all right, but when I try to see myself up on a platform-nit !" "But Pete, dear," protested his wife, “you have plenty of ideas that would be good for those clerks to think about, and I'm sure you could interest them. A man is always interesting when he talks about something he understands and which interests him. I would do it if I were you." "Say, Jen, your birthday comes next month, doesn't it?" "Yes. Why?" "Oh, nothing; only I'd like to take that fifty dollars and blow it into a birthday present." "Don't make the engagement on that account, dear. Do it because you want to help those clerks see business the way you see it. I am sure that you would give them fifty dollars' worth." That evening Pete wrote to Mr. Dixon and agreed to deliver an address the following month. pictures of Henry Clay-and gets away with "But public men, Pete, have lots of experience in making speeches. I wish you would just think out a good talk in your own way and let that manuscript go." You see," he explained, somewhat apologetically, to his wife, "the clerks in these big department stores are a pretty intelligent bunch. They go to theaters and big public meetings, and they know when a thing is done up in style. A man has got to come across with the goods, so I thought I'd write it all out." Why not? That's about what it's going to be. They have a big auditorium in the store, and I have to stand up on the platform. Believe me, I am going to hand out some oratorical chin-chin that will make those people sit up and take notice." That evening after Pete went down town his wife looked over his manuscript, and her inspection only served to increase her uneasiness. Upon his return she broached the matter again, but Pete was obdurate. "Don't you think that you will feel uneasy if you try to deliver a set speech?" persisted Mrs. Crowther. "I should think it would be much better to talk to them in a natural way." "It's like this, Jen," said he; "they are paying me fifty dollars for this, and I'm not going to get up there and blow off a lot of hot air. I am going to put fifty dollars' worth of work on that speech, and it's going to be solid stuff. I'll deliver the goods all right; don't you fret." "You leave that to me," replied Pete, confidently. "What does a woman know about making a speech? When I was East some time ago I heard a Governor deliver a speech, and, say, there is the boy that can come across with the language. He puts up a great chest-looks just like the He did promise her, however, that he would tabulate his points upon a separate sheet of paper and have it upon the table when he should deliver the address. The night before the meeting Pete entered his house carrying a large pasteboard box. He opened it and produced a dress suit. "You see," he explained to his wife, “I have wanted one of these suits for a long time, and I thought it would be the proper caper to rag up a little for that spiel to-mor row night." "Don't you think," said she, "that you would feel more comfortable if you should wear that nice double-breasted sack coat? You might feel a little awkward in the dress suit, dear, and it might not seem just the appropriate thing to your audience." Why, about two-thirds of those clerks "AM I GOING TO STAND UP THERE LOOKING LIKE A CHEAP SKATE? NOT ON YOUR LIFE!" are girls, and they will be dolled up to beat the band. Am I going to stand up there looking like a cheap skate? Not on your life! This affair is going to be pulled off strictly according to Hoyle. You watch my smoke." The following evening, when Pete took his departure, Mrs. Crowther prevailed upon him to take his sack coat along in a suit-case. "You might change your mind," said she, "and then you would be glad to have it." There were about a thousand employees in the audience. Mr. Dixon, in introducing Pete, paid him a compliment as a successful and prominent commercial traveler; but when Pete, arrayed in his dress suit, stepped up before them and placed his manuscript upon the table, he was obviously ill at ease. "Ladies and gentlemen," he began, "this subject of salesmanship, to which I invite. your consideration this evening, is a very broad and comprehensive subject. In fact, it includes almost every branch of human endeavor. The fundamental principles of salesmanship are of importance not alone to those who are engaged in the busy marts of trade, but also to people engaged in almost every occupation. Emerson has well said, 'To every man his task,' but the salesman has occasion to call into exercise certain principles of conduct and efficiency that are involved in more different tasks than you could shake a stick at." At this point Pete had intended to make a sweeping gesture. He did make one, but it was somewhat belated and awkward, so much so that a number of salesgirls down near the front began to giggle. This flustrated Pete, and he forgot his speech. "As I was about to say-" he continued, trying in vain to recall the connection. "As I was going to say-" he repeated, but was unable to go on. He stepped over to the table and began nervously to examine his manuscript. He caught a glimpse of Mr. Dixon, who was regarding him with a surprised and quizzical look. The girls in the audience began to whisper 4 and smile in evident enjoyment over the learn patience and courtesy and how to man- "Now I am going to tell you how to make "Now then, boys and girls," said he, "this A few hands went up, then more, and then "That's right," smiled Pete; "nothing like being honest about it. Well, I can't do much for you personally, because I'm a married man myself, but I can give you some good pointers, and one is this: The best kind of preparation for married life is to be a saleswoman, because in selling goods you He "Do you know why so many clerks don't succeed better? It's this: They are on bad terms with their job. They dislike their work. They are always wanting to beat it and go at something else. On the other hand, I can tell you about dozens of clerks "here Pete gave a number of illustrations arising out of his personal experience and observation where clerks by cultivating a deep interest in their work had reached success in salesmanship. "Mr. Crowther," interrupted a young man in the audience as he arose to his feet, "you invited us to ask questions." |