. The Kodak Salesman. acted asthough he loved the thing he hadfor sale. Tf it were a farm light-ing plant, he could liardly wait totell you its good points, and beforeyou knew it you were fioruring outways and means to adopt it toyour usage, and he was enthusias-ticaly agreeing with you that itwould do all that you mentionedand more, and everytime he agreedhe probably tacked on an ad-ditional selling point or two, witha thought that would make themachine that much more useful toyou; and within a short time youtwo Avere going over the specifi-cations and making out an orderas enthusiastically a
. The Kodak Salesman. acted asthough he loved the thing he hadfor sale. Tf it were a farm light-ing plant, he could liardly wait totell you its good points, and beforeyou knew it you were fioruring outways and means to adopt it toyour usage, and he was enthusias-ticaly agreeing with you that itwould do all that you mentionedand more, and everytime he agreedhe probably tacked on an ad-ditional selling point or two, witha thought that would make themachine that much more useful toyou; and within a short time youtwo Avere going over the specifi-cations and making out an orderas enthusiastically as though youwere plannino: a vacation trip. You left tliat salesman pleasedwith vourself for havingmadesuch 15 S/ie KODAK SALESMAN a wise purchase, and gTateful tohim for his assistance. You assumed full responsibilityfor buying the machine—you didnot feel that he had sold it to vou. lie was a master salesman. He hadheli)ed you buy, and in doing so heliad made a friend for himself andliis firm. ?—Tick Talk XWf^. Its often helpful, Sammy, be-gan Mr. Clark, to boil a proposi-tion down to its essentials and tolook at it stripped. I dont see what the advantagewould be in looking at it thatway, remonstrated Sam. to whomthe opportunity was too good tobe missed, except perhaps a re-lief from the heat. ^Ir. Clark grinned. The propo-sition stripped—not you, he ex-plained. I heard an interesting speechthe other day made by a represent-ative of one of the biggest papermiUs in the country. This partic-ular company has been trying tostandardize its product as to size,weight, surface etc., and with thisin mind analyzed 1,000 supposedlydifferent kinds of rag contentpaper. The result was these 1,000 grades, the paperexperts after analysis discoveredthat there were actually only sevendistinguishable brands—one thou- Ten JKinuteswith the Boss sand boiled down made seven—andwhat had been a problem practic-ally solved itself. Yes, analysis of this kind isoften very helpful
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