Business Marketing Advertising

I read the other day that the records of one hundred successful salesmen showed that a high percentage of them had previously been in business for themselves, and who had failed from lack of capital.
As a result of this discovery one of the largest employers of salesmen in the country is giving preference to men who have tried business for themselves to their sorrow. This company contends that these men, even though failures, have a better understanding of the objects of salesmanship than the man whose training has been confined to selling.
Now you may not agree with this theory. I do not say that I do. But you must admit that all too often a salesman overvalues the importance of getting an order, and undervalues the importance of getting the money for it.
The man who has been in business for himself and failed knows through bitter experience that an order is not a sale until the bill has been paid. He knows that a promise to buy some day won’t pay this month’s rent. He knows that a salesman can show a big billing and still be a liability to the business. In short, he is a business man as well as a salesman. This company is proud of its development during recent years. We feel that a good deal of our success is due to the fact that our salesmen are not only good salesmen but that they are good business men.