When it comes to boiling down a story to a man’s size moral—leave it to T. Kettle. He needs no introduction to “HOW-I-DID-ITS.” Read his story for a fine slant on selling and when you finish commit to memory the ante-penultimate* sentence of his moral.
*See Webster
*Given the second award of $10.00 for the month of May.
This isn’t a HOW-I-DID-IT story. Instead Mr. Hart tells HOW-SKILSON-DID-IT—how he took over the gas consumers on a profitable basis—and how he handed his company a 20% investment.
Nice clean selling, Mr. Hart—a good story of good thinking—well told.
*Given the first award of $15.00 for the month of May.
The night-watchman isn’t enough of a shining light in his community to properly safeguard the manufacturing plants at night.
And besides the additional watchman costs more than floodlights.
Mr. Rhodes tells us just how much more he costs and how he gave ocular demonstration that floodlights increase the efficiency of a single man to give better protection than two men working in the dark.
“Then why don’t all plants use them?” one asks. Answer: They do in Mr. Rhodes’ town. Read why!
There could profitably be a place created in every central station for a man whose duty it would be to bring every knocker into the booster class.
Or, in other words, to do the work that Mr. Atchick here describes.
An unfriendly attitude is only a condition of the mind and it isn’t such a hard job to change one’s mind.
In these days, when they are pinning efficiency on every workable thing, Mr. Jeffirs comes across with a means of speeding up the hen.
Read how he laid a foundation for better laying.
HOW-I-DID-IT will have to change its subtitle: “Short Stories of Lamp Sales told by Salesmen to Salesmen” because here is a story by a salesLADY to salesMEN.
Watch your laurels, men, and don’t say “it can’t be done” in Miss Walker’s hearing.
The man who put an ocean liner’s whistle on his little steam launch and exhausted the boiler every time the whistle was blown, may have called his engine inefficient.
Mr. McGrail tells of an analogous case when the purchasing agent pronounced the lamps inefficient. Mr. McGrail’s engineering found the trouble, got the P.A.’s confidence and order, proving that a little knowledge is a mighty handy thing.
*Given the first award of $15.00 for the month of April.
We all have eyes to see—but not so many of us have minds to observe. There’s a difference—and Mr. Horn aptly tosses us an interesting example of how the latter helps sales when judiciously used.
It’s another means of tempering the frigidity experienced in the first several calls.
If you suspect that salesmanship is always a matter of mental denomination—read this story a couple of times.
M. Shelley proves that sometimes you need a little darkness in your heart in order to spread the light! We legally cannot condone these actions, but this tale shows that someone’s (dark) heart is in the right place! Wink, wink!
Verily the salesman’s role (not roll) is a heavy one. Mr. Parrish adds another change of make-up for the modern salesman.
By playing this character he jumped a $300.00 contract to $1200.00.
That proves the idea sound.
Nearly every town has its quota of lamps suspended on the old twisted lamp cord, faded green, which flies have turned to brown.
Mr. Moore tells his method of removing this eyesore and possible trouble-maker.
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