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 Project No. Two 
 
 TO ACCOMPANY 
 
 BOOK II 
 
 THE UNITED Y.M.C.A. SCHOOLS 
 STANDARD COURSE 
 
 IN 
 
 at ee SALESMANSHIP 
 
 
 
 ASSOCIATION PRESS 
 New York: 347 MADISON AVENUE 
 1922 
 

 
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 YounGc Men’s CuristTiaAn ASSOCIAT 
 
 
 
Su p, PROJECT 2 
 
 by UR project for Book II carries you into the 
 
 study of the goods and the preparation of a 
 
 selling-talk. You are, let us say, in the employ of 
 The International Drug Company. . The com- 
 pany has developed a new tooth paste, after sev- 
 eral years of investigation and experiment in its 
 chemical department. The salesmen have been 
 called in for a conference in order to work out the 
 best possible selling-talk for the tooth paste. 
 _ The company has not hitherto manufactured a 
 tooth paste, but has gained a splendid reputation 
 for its drugs which are sold only to drug stores, 
 and to jobbers of drugs and allied lines. The 
 tooth paste, however, is to be sold by you, as a 
 salesman, not only to the retail drug stores, but to 
 all stores carrying toilet preparations. ‘That 
 would include all department stores, general stores 
 in small towns, and’a great many small dry goods 
 stores in the cities. 
 
 The principal points of value and interest about 
 the new tooth paste are as follows: 
 
 1. It is much more than a tooth cleanser. 
 Many tooth pastes and some powders are nothing 
 more than a mixture of soap with a flavoring me- 
 dium. Some contain, in addition, inert substances 
 like chalk or pulverized orris root. Some pastes 
 and powders also contain substances which neu- 
 tralize the acids of the mouth and harden the 
 gums. 
 
2. Your tooth paste has those properties and_ 
 
 more. Its chief value lies in its power to dissolve 
 the film which gathers on the teeth, causing them 
 to appear yellow, and to prevent tartar. It is anti- 
 septic—counteracting or preventing putrefaction 
 of the food particles left between the teeth. 
 It is a disinfectant and deodorant. It is astringent 
 and relieves pyorrhea and other diseases of the 
 gums. 
 
 3. The company has had the tooth paste tested 
 by some fifty people over a period of six months, 
 and has had dentists make observations of the 
 teeth and mouths of these people once a week. 
 The testimonials of the dentists and of the test 
 squad (the fifty people) amply justify the claims 
 mentioned in Paragraph 2. These claims are con- 
 servative, for the company believes in the policy 
 of understating rather than overstating the merits 
 of its products. 
 
 4. Because of the ingredients in this paste and 
 the care necessary in compounding it, the retail 
 selling price for a 2%4 ounce tube must be around 
 60c. The wholesale price to the dealer must, 
 therefore, be higher than that of your competitors 
 (granting that you have any) ; but the dealer will 
 make a slightly larger profit than he now receives 
 on other and less efficacious tooth pastes. 
 
 5. Your company plans a national publicity 
 campaign to advertise the paste, and will supply 
 the dealer with unique and artistic advertising 
 matter. 
 
 v 
 
 < 
 
What You Are to Do 
 
 Your sales manager has supplied you with the 
 foregoing facts and has asked you to post your- 
 self thoroughly on tooth pastes, for you will have 
 to compete with several makes. In order to get 
 the facts about competing lines, drop a letter to 
 each of the following companies and ask them to 
 send you a sample of the tooth paste mentioned, 
 together with literature about it: 
 
 The Pepsodent Company (Pepsodent Paste) 
 1104 South Wabash Avenue, Chicago. 
 McKesson & Robbins, Inc. (Calox Paste) 
 91 Fulton Street, New York City 
 Lehn & Fink, Inc. (Pebeco Paste) 
 Greenwich and Morton Streets, 
 New York City. 
 Colgate & Company (Ribbon Dental Cream) 
 199 Fulton Street, New York City. 
 The Kolynos Company (Kolynos Paste) 
 New Haven, Conn. 
 Forhan Company (Forhan’s for the Gums) 
 200 Sixth Ave., New York City. 
 
 Read all the literature which you receive and. 
 study carefully the subject of tooth paste from 
 every angle. 
 
 Then work out your project along two lines: 
 
 1. Using the Hawkins Chart as a guide, chart 
 the facts about your tooth paste. Be sure to in- 
 clude every possible point about your own goods 
 
 3 
 
and the various competing pastes. You will prob- - 
 
 ably be able to cover several pages with data ex- 
 tended out under subordinate headings. Make 
 the chart so plain and complete that when you 
 hand it to your sales manager he will know exactly 
 what you mean, 
 
 2. Taking your points from the chart write 
 out a selling-talk that will be logical, convincing, 
 and appealing, according to the requirements in 
 Lessons 6, 7, and 8. As a supplement to the 
 selling-talk compare your paste with your nearest 
 competitor’s. 
 
 Instructions 
 
 1. Write your chart and your selling-talk on 
 paper 814 x 11 inches, with ink. Do not include 
 in your chart any of the Hawkins points not neces- 
 sary for your goods. The selling-talk should be 
 written in paragraphs and sections, and it should 
 be written just about as you would talk to a pros- 
 pect. Make it complete. 
 
 2. Read again the instructions on page 1 of: 
 
 Project 1, and follow them as far as they apply 
 to this project. But, in order that the examiner 
 of your papers may be able to standardize the 
 analyses and sales talks, you are to confine your- 
 self to the one article given in the project—tooth 
 paste. 
 
 This project covers only a chart and a selling- 
 talk; the latter is to include what you would say 
 to a prospect after you have secured an audience. 
 
 4 
 
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UNIVERSITY OF ILLINOIS— URBANA 
 
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