Electrical news and engineering . s a rule requires little expense, or effort. Class (d) represents no expense on the part of thecompany, and is almost invariably profitable. The paper draws the conclusion that the place wherediscrimination can be most profitably used is in class (a),that is, in the canvassing of entirely new business. Withthis question is involved the method of payment of the so-licitor. If the solicitor is out to bring in business for hiscompany, of whatever kind, he will often sign businesswhich will turn out unprofitable. The greatest discrimin-ation is necessarj. The writ
Electrical news and engineering . s a rule requires little expense, or effort. Class (d) represents no expense on the part of thecompany, and is almost invariably profitable. The paper draws the conclusion that the place wherediscrimination can be most profitably used is in class (a),that is, in the canvassing of entirely new business. Withthis question is involved the method of payment of the so-licitor. If the solicitor is out to bring in business for hiscompany, of whatever kind, he will often sign businesswhich will turn out unprofitable. The greatest discrimin-ation is necessarj. The writer believed that exactly thesame laws may be applied to the getting of business underclass (a) as in any manufacturing business, where the pro-?luct manufactured is intended to be sold. In saying thisthe author wished it to be understood that the educativevalue of getting service into a customer, even in very smallquantities, cannot be overlooked, but that in very manjcases what is overlooked is that there is no possible chance. 5f THE E L 1-: C 1 R I C A L NEWS for many of the customers to expaml ami licccnm- iiureasing-iy profitable to the company. The paper emphasized the necessity for the salesmanhaving a thorough knowledge of his district. He shouldknow its needs and the needs of every particular industryrepresented in it. He should have a personal acquaintancewith the business mens association.^, and even with thepolitical situation. In this way he not only knows what ishappening, hut gains a fair idea of what is going to hap-pen in his district. He forsees coming business for hiscompany and avoids pit-falls in the way of bad accounts. It was also emphasized that the greatest care shouldbe exercised in making preliminary statements to the cus-tomer as to the capabilities or probable cost of sometimes makes it more difficult to sign up custom-ers, but an easier matter to please them afterwards. A newcustomer should receive careful attention to see that hisserv
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Keywords: ., bo, bookcentury1800, bookdecade1890, bookidelectricalnewsen20donm
