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 Project No. One 
 
 TO ACCOMPANY 
 
 BOOK I 
 
 THE UNITED Y.M.C.A. SCHOOLS 
 STANDARD COURSE 
 
 IN 
 
 SALESMANSHIP 
 
 
 
 ASSOCIATION PRESS 
 New York: 347 MapDIsoON AVENUE 
 1922 
 
 
 
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 CopyRIGHT, 1921, By 
 THE INTERNATIONAL COMMITTEE OF 
 Younc Mewn’s CHRISTIAN ASSOCIATIONS 
 
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 PROJECT 1 
 Instructions 
 
 In order to get uniformity in the papers which 
 contain solutions of the project, and so to assist 
 the instructor in examining and grading the 
 papers, you will please follow these instructions 
 carefully: 
 
 1. Write your solution of the project on paper 
 of commercial letter size, 81% x 11 inches. Write 
 on one side of the paper only, and allow a margin 
 of 1% inches on each side of the written matter 
 for the instructor’s use in making corrections. 
 
 2. Number each sheet of paper consecutively, 
 and write at the top of the first sheet information 
 corresponding to the following: 
 ieee cor No. 1, Salesmanship, Date o> 22... 
 @entral Y. M. C.A., Chicago, Ill. 
 
 (Group you are in) (City) 
 Wiliam B. Merchant, 
 
 (Your name) 
 
 (Your address) 
 At the top of all sheets except the first, write 
 your name only. 
 
 3. Solve this project as soon as Textbook I 
 is completed and hand or mail your papers to the 
 instructor within a week, or as quickly as possible. 
 They will be returned to you with corrections. 
 
 1 
 
Data for the Project 
 
 ape purpose of these projects is to furnish 
 
 the groundwork for the student of salesman- 
 ship so that he can utilize the information given in 
 the textbook in working out imaginary cases in 
 marketing or selling goods. Necessarily, the 
 project must deal with a specialty of some sort, 
 because the principles of salesmanship are prac- 
 ticed in fullest measure in specialty selling. 
 
 For the first project you are to imagine that 
 you have been made sales agent of a company 
 just beginning the manufacture of a newly pat- 
 ented appliance, to be attached to the grate of a 
 stove or furnace for the purpose of using crude 
 oil as fuel instead of coal or wood. 
 
 There are already on the market several appli- 
 ances designed to utilize kerosene for the purpose 
 of heating and cooking. ‘These appliances are, 
 like this one which you are to market, placed in- 
 side of the stove or furnace. 
 
 The advantages of your appliance are as 
 follows: 
 
 1. It can be installed by any man with a mon- 
 key wrench and a screw driver, in any coal or 
 wood stove or furnace. It can also be attached 
 to a gas stove for baking purposes, but a plumber 
 will have to attach it. 
 
 2. The cost to you of the burners, F. O. B. 
 Detroit, Mich., where they are manufactured, in- 
 
 2 
 
 f 
 
cluding oil tank and the necessary piping, is as 
 follows: 
 
 $7.50 for the No. 1 size 
 $9.50 for the No. 2 size 
 Su 0eror the No; .3.Size 
 $15.00 for the No. 10 size 
 $20.00 for the No. 12 size 
 $30.00 for the No. 14 size 
 
 The sizes from 1 to 3 are designed for cooking 
 or heating stoves. ‘The sizes from 10 upward 
 are for furnaces in cottages. 
 
 You will have to pay freight charges from 
 Detroit to your points of delivery, cartage charges 
 from railroad station to your warehouse, and 
 delivery charges to place of installation; and you 
 are under contract to buy a minimum of 300 
 burners per month and pay cash for them. 
 
 3. Each appliance costs for operation about 
 half as much as the average coal bill for the stove 
 or furnace in which it is to be placed. 
 
 4. Your sales territory contains 1,000,000 in- 
 habitants, and it will have its normal growth each 
 year. The city in which you now live is to be your 
 headquarters, as the centre of your territory. 
 
 What You Are to Do 
 
 With the foregoing data in mind, this 1s what 
 you are to do: 
 
 1. Assuming that your appliance works per- 
 fectly and that it is covered by basic patents, 
 
 3 
 
insuring a monopoly for the present, determine 
 how many appliances of the various sizes should 
 be sold in the territory mentioned during the next 
 five years. 
 
 2. Determine the progressive rate of sales for 
 each six months’ period of the five years, begin- 
 ning with the sale of 10 appliances a day within 
 one month from today. 
 
 3. Fix the selling price, installed, for each size 
 after calculating your overhead—that is, your own 
 ofhice expenses and any other expenses which you 
 decide are necessary. 
 
 4. Which method of marketing the appliance, 
 or which combination of methods, should you use? 
 In answering this question, give the number of 
 salesmen you will employ from time to time dur- 
 ing the five years. Whatever method you adopt, 
 give full reasons for choosing it, the way you pro- 
 
 pose to conduct your sales campaign, and the 
 
 commission, or salary, or discounts allowed to 
 salesmen, jobbers, or retailers. 
 
 5. Name the obstacles which you anticipate as 
 likely to arise in marketing the appliance, and 
 how you plan to overcome them. 
 
 6. To what faculty or faculties of man’s mind 
 will you make your appeal in selling this appliance? 
 
 7. What traits of character do you look for 
 in the salesmen you need for this particular spe- 
 cialty ? 
 
 S 
 
8. Now write out your program of marketing 
 the burners so as to cover the points outlined in 
 the 7 foregoing paragraphs. ‘This will be your 
 plan of selling, and it should be complete. Get 
 all the facts you can from all possible sources in 
 order to make your report complete and con- 
 clusive. Read page | again before you begin 
 writing. 2 
 
 An Optional Specialty 
 
 If you prefer to substitute some other specialty 
 for the appliance mentioned, you may do so; but 
 you must answer questions concerning it similar 
 to those given in the 8 preceding paragraphs. 
 
UNIVERSITY OF ILLINOIS— URBANA 
 
 N36112165465816A