Business Marketing Advertising

In an address before the Chicago Association of Commerce, an executive of the American Lady Corset Company told of the manner in which all sales person who came to work for that company automatically classify themselves in one of three groups within a short time.
First, there is the group which complains about prices. Every time a competitor undersells them, they write to the company about reducing prices. They do not keep up to date on how to sell quality. It never occurs to them that when the buyer says the price is too high, he is leading into the best selling talk the salesman possesses.

Second, there is the “attractive group.” They are always writing to inform the company that the line is ?not snappy enough.? They have much to say as to what the company ought to do to make the line more attractive. Usually, all their ideas have been previously considered and discarded.

Then, there is the “optimistic group.” Everything is satisfactory to them. They go right ahead selling and have no time for faultfinding. They find plenty of reason to be enthusiastic about the proposition and it is correspondingly easy for them to interest others in the line. They avoid stirring up things. They are the desirable salesmen.