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A Racine Rubber Company salesman, a topnotcher in this organization, also using the study plan, says :
“I have studied the Racine tire proposition like a lawyer would study a million-dollar case. I never call on a prospective buyer without having something definite to present that fits his particular problem.” It takes a lot of study to be able to do this, but that is what makes this salesman a topnotcher.

Many salesmen who pride themselves on being successful and are satisfied with that attainment, could easily add another 25 per cent to their earning power by a little extra, acquired knowledge. Frequently a hobby will accomplish the desired result.

For example, one salesman likes clay-modeling work. While he is talking with a buyer, he gets undivided attention by pulling a piece of clay out of his pocket and making tiny models to illustrate what he is talking about. A salesman of small electric motors used on vacuum cleaners, office devices, etc., always studies the business of a prospect before endeavoring to sell him motors. In this way he has at his finger tips the experiences of hundreds of concerns which have made tests of all types of motors.

In the morning, on the train, in the evening ? some time, we all have opportunity to not only study our own business, but to broaden our general knowledge and cash in on others’ experience. Study along any line will help us turn latent ability into a profit?able direction. A Mazda Lamp salesman studied accountancy and as a result he was made manager of an important branch.