il ietaeceehmamasnassscieamenann’ prenavns j Project No. Three TO ACCOMPANY ie | tt : we! ; if 4 Pay it 4 Hi i iM fh i} ‘| | tra at) ; 43] ; ‘i ij | ‘ ty ii | { ) } BOOK III THE UNITED Y.M.C.A. SCHOOLS STANDARD COURSE IN SALESMANSHIP ASSOCIATION PRESS New York: 347 MapDIsON AVENUE 1922 » pre, nh oe Avi fat) é rer ; A A . | ‘ ‘ i ie : iRAR CoryricHt, 1920, By Tue INTERNATIONAL COMMITTE Younc MeEn’s Curistian As: 4 r *@ . A . i i pv ae t | a i Pawn ; el deal P as a Had Pa - - eg thea a ¥8 7 VV >“ P.PROJECT 3 OUR local Y. M. C. A... let us say, has placed you in the field as one of its representatives to sell this Course in Salesmanship. You are thoroughly familiar with the first twelve lessons of the course and are, therefore, qualified to sell it. Your-object is to enroll groups of salesmen who can get together once a week. You must first sell the idea of the course to the logical man or oficial of the company, and get him to agree to assemble his salesmen so that you may address them for enrolment. The company should pay for the courses and permit its men to refund half the-cost. During your first day in the territory you call on four types of men as follows: y C33 \ 1. The Acme Tool Company manufactures a special line of machine tools. It also carries, as jobber, a general line of factory tools and special equipment. It has forty salesmen, twenty-two of whom get into the home office on Satur- days, as a rule. Mark Hopkins is general man- ager of the business, and he is an autocrat. He, and not the sales manager, is the logical man to see. He is forty-eight years old, five feet seven inches tall, solidly built, without fat. He rates about thirty on the Taylor grading. He has a slow forehead, a slow chin, and a medium nose. Head is short, fairly broad, and of average height. His temperament is motive-mental. He 1 is very conservative but is willing to spend money when he can see profits therefrom. His company has to meet stiff competition and fight for its busi- ness. Hopkins is not easy to get at. He is methodical and plans his work and engagements well ahead; for he is really busy. A well-trained information clerk presides at the telephone switch- board in the outer office. 2. Minter and Wallace arepartnensmaue wholesale coffee and tea business. Eighteen of their forty salesmen are in the home office on Saturdays. Wallace takes care of the selling, while Minter looks after the buying and manu- facturing end of the business. Both, however, would have to agree on your proposition. Wal- lace is forty years old, five feet eight inches tall, and growing stout. He rates eighty on the Taylor grading. His profile shows a quick forehead, medium quick chin, and large Roman nose. He is vital-motive in temperament. He has made his. way to the top by hard work and has won his suc- cess, as he thinks, solely by his innate ability and fighting spirit. His head is broad, medium long, and a little above average height. Competition ts keen in their staple lines, but their special brands hold a fine trade. You can walk right into Wal- lace’s office; but, unless you head him off, he will tell you that he isn’t interested in “modern theo- retical salesmanship courses.” He still believes in the “born’’ salesman, though he keeps his business up to date in other respects. 2 3. Adam White is an automobile sales agent, having secured the agency about eight months ago. Prior to that, after graduating from college, he sold bonds, with good success. He has not been so successful in selling cars or in getting sales through the five men employed on commission. His name has been given to you by a mutual friend who thinks that White needs the course himself. . He rates fifty in the Taylor scale; and has a slow forehead, quick chin, and good Greek nose. He is thirty-five years old and six feet tall. His temperament is motive-vital. He has a long head, medium wide and of average height. White is a thorough gentleman and he thinks a great deal of himself. He believes that his experiences in selling bonds amply qualify him to sell automo- biles. He is ambitious and wants to make money. He can be gotten at on the floor of his salesroom. 4. G. W. Murphy is district agent for a manu- facturer of jewelry and silverware. He has twelve salesmen who come in on Saturdays. He ranks sixty on the Taylor grades. He is forty-five years old, five feet five inches tall, and mental-motive in temperament. He has a quick forehead and chin. His head is rather narrow, long, and low. He has been only fairly successful in holding trade and salesmen. He is somewhat pessimistic and over- bearing, but wants business. He has a small office off the showroom. His stenographer has a desk in the latter and meets all comers. f 3 What You Are to Do Your Project is to work out a way of dealing with the four types of men in an effort to gain an Audience, secure Attention, and arouse Inter- est. You will therefore write a plan of procedure adapted to each case and covering the following points : a. Tell how you got at the prospect; what you did and why, what you said to everybody con- nected with the incident, and what they said to you. b. Tell how you got the prospect’s attention, what method you used in each case, what he said or did, and what you said and did. c. [ell how you aroused the prospect’s interest, what you said or did and why. d. ‘Tell what motive you played upon in each prospect in getting attention and arousing interest, and how you shaped your talk to suit each char- acter type. Instructions Review Book III, and the two accompanying Lectures before writing out the project. Write a complete paper on each prospect, re- porting all that was said and done by everyone associated in getting an Audience, securing Atten- tion, and arousing Interest—nothing more. Read again the Instructions of Project 1 and apply them, as far as are required, in solving this project. 4