Electrical news and engineering . onstrator is best for this. A dealerfriend tells us he employs a woman demonstratorentirely to go out to the homes. She has the house-wifes viewpoint; can answer her questions andappreciate her difficulties. While the washing is actually under way is a fine opportunity to win the house-wife over. Hereshe is, free to talk and rest while the washing isbeing done. Its what might be called a grandand glorious feeling, and the wise saleswomantakes fullest advantage of it to ingratiate herselfin the ladys good graces. One Dealers Experience This is the story of an e
Electrical news and engineering . onstrator is best for this. A dealerfriend tells us he employs a woman demonstratorentirely to go out to the homes. She has the house-wifes viewpoint; can answer her questions andappreciate her difficulties. While the washing is actually under way is a fine opportunity to win the house-wife over. Hereshe is, free to talk and rest while the washing isbeing done. Its what might be called a grandand glorious feeling, and the wise saleswomantakes fullest advantage of it to ingratiate herselfin the ladys good graces. One Dealers Experience This is the story of an electrical store that hadan income of about $125,000 last year, and is show-ing an increase for every month this year. On anaverage, one washing machine a day is sold—themanagers ultimate aim is 100 washing machines amonth. A good deal of this firms success resultsfrom the managers policy. Here is an outline of itin his own words:— I believe in selling on durability and serviceand in taking great pains to make the customer un-. derstand thoroughly just what the machine does,how to operate it, what it costs and how it is sometimes tell me that they enjoy trad-ing here because everything is explained so a customer is familiar with the construction andoperation of the machine she buys, she is not likelyto become dissatisfied. We make a point of demonstrating every ma-chine right here in the shop. Then our lady demon-strator goes out to the home and sees that it isproperly installed and that everything is in perfectcondition. She makes sure that the customer under-stands the operation of the machine. I never let our service department slacken answering calls, the service man dropsaround and looks at all our machines in the neigh-borhood. This sort of service pays. We have very little trouble with dissatisfiedcustomers, but when a complaint does come in, Ialways go out to the home myself and investigatethe cause of the trouble. And we always
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