Business Marketing Advertising

Howard A. Cory, a topnotch Louden Machinery Company salesman who is known for his ability to go out with other salesmen on orders running into the thousands and close the sale, once made a sale in Cleveland that is interesting.

The prospective buyer, whose hobby was a scientifically developed farm east of Cleveland, was exceptionally well informed on modern farming methods and equipment. He was often consulted as an authority on the subject.

Cory phoned the buyer that he wanted to see him about barn equipment and was invited to come directly to the farm. The architect, handling the actual building contract, was there with the buyer when Cory arrived.
The salesman was no sooner seated than the buyer began to ask him questions. It was plain to see that this prospective purchaser intended to put the salesman through a test that would determine just what he knew about the problems of selecting the buyer’s barn equipment.

One question after another was fired at the visitor. “How wide should be the foundation?” “What distance should the eaves extend?” “What base should be used for the watering arrangement?” “What is the comparative effect of equipment on various classes of stock?” For two hours the questioning continued.

Then the test began to slacken and Cory was told that he would get the order because it was felt that he would make satisfactory recommendations for the big equipment needed.