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Chapter Nine
The Specialty Salesman


100 SALES SUGGESTIONS—The specialty salesman or agent is his own boss. He can work an hour a day or twelve hours a day. There is no one to tell him how long he must work except his own conscience or his needs. And the opportunities and rewards in this kind of work have always been greater than in almost any other occupation.

At the present time, because of depleted purchasing power, lower consumer cost has become an all-important factor in selling. And selling direct from manufacturer to consumer is the most economical method ever used.

Most products before they reach the ultimate consumer go through a very elaborate chain of middlemen—manufacturer's representative, traveling men, brokers, jobbers, retailers. These middlemen in turn have to pay salaries, traveling expenses, incur loss from bad debts, office salaries, cost of warehousing, insurance, delivery equipment, rents, etc. As a result, merchandise generally costs the consumer two hundred to five hundred per cent more than the actual cost of manufacture.

Under the direct selling system the manufacturer sells direct to the salesman. The salesman in turn sells directly to the consumer. All middlemen, with their middlemen's profits, are eliminated.

In other words, the specialty salesman is a retail dealer who has no store, but who depends upon personal solicitation for his sales.

He can make even more money than the retailer because he does not have the expenses of the storekeeper. He can sell a single specialty or several specialties which appeal to the same buyer.

Since the article which he sells is placed in his prospect's hands for examination, and since the agent is present at the demonstration to present every sales argument possible, it is not absolutely necessary that he be selling a nationally advertised product in order to convince the prospect of the quality or the utility of the specialty which he is selling. The goods speak for themselves, aided by the agent's explanations and suggestions.

And it is not necessary that one be a "born" salesman to make a success in this kind of work. None of the so-called "high pressure" methods are necessary. If the price is right, if your prospective customer needs the product and can save money or leisure or comfort or entertainment and enjoyment through the purchase of your product, it does not matter so much if your trousers are not perfectly creased or your dress is not one of the latest Parisian styles. If you like people, if you can smile genuinely, you will find that people will be willing to meet you half way and give you the opportunity of showing them how you can be of service to them.

Tons upon tons of literature have been written on the subject of salesmanship. You will undoubtedly find a number of books on the subject at your public library. Read one or two good ones. There is no harm in reading about the experience of others. They may help you overcome some difficulties which will confront you in your sales work.

If you can get a copy of Tested Selling Sentences, by Elmer Wheeler, published by John Murphy, Baltimore, Maryland, do so. You will find a number of helpful suggestions.

The following is a list of more than one hundred products which are now being sold profitably:

SPECIALTIES
for home
air perfumers                  cord holders
bathtub mats                   coat hangers
beverage dispensers            coat hangers for auto
bluings                        disinfectants
broom duster                   deodorants
brushes                        door checks
cigarette holder               dusters
cleaning machines              coffee-urn—(drip)
clothes cleaners               fire starter
clothes racks                  furniture cleaner
clothes dryers                 garment container
clothes line reels
for personal use
Christmas greeting cards       hair curler
jewelry                        golf ball markers
sanitary garments              coat hangers
shoe repair substance          cigarette case
for auto
headlight devices              arm rests
tires                          cigar lighters
tire menders                   garage smocks
radiator cements               oils and greases
seat covers                    patches and tubes
gasoline theft protector       horns
automatic cleaner              tire re-tread material
gas sover                      tire protectors
lubricants                     tools
garage heaters                 traffic signals
auto maps
WEARING APPAREL
for men
belts and buckles              suits, coats
caps and hats                  trousers
mufflers and neckwear          underwear
overalls                       work clothes
shirts
for women
dresses, dress goods           lingerie
hosiery                        sanitary garments
for children
playsuits                      wash dresses
boys' suits                    blouses
FOODS, DRUGS, TOILET
soft drink powders             shaving creams
counter card merchandise:      perfumes
  aspirin, chewing laxatives,  soap and toilet goods
  shoe laces, combs, perfumes, tooth brushes
  soda mints, nuts             tooth paste
cosmetics                      bromo-mint
ELECTRICAL CONTRIVANCES
wiener roasting machines       clocks
grills, sandwich and steak     irons, lamps
water heaters                  heating pads
trouser pressers
KITCHEN SPECIALTIES
canning sets                   knives, knife sharpeners
can openers                    openers
cookers                        mixers
flour sifter, fruit squeezers  orange juice machine
bottle top                     peeler and slicer for veg.
doughnut irons                 steel wool
gas lighters                   utensils
gas savers                     waffle irons
kitchen ware                   whippers
ADVERTISING SPECIALTIES
book matches                   gasoline price charts
clips                          menu covers
calendars                      maps
cigarette pack protectors      thermometers
electric clocks (neon)         toothpick dispensers
golf tees                      work uniforms and suits
BUSINESS OPPORTUNITIES
crispette machines             rug and furniture cleaning
candy making                     machines
doughnut making machines       hotel training
weiner roasters                potato chip machine
popcorn machines
FOR OFFICE AND STORES
adding machines                printing
adding pencils                 rubber stamps
bookkeeping system             show cards
sales stimulators              signs, neon
check protectors               changeable electric
chewing gum                      suction sign holders
collection systems             telephone noise abaters
cigarette vendor               typewriters
labels                         uniforms
memo pads                      vending machines
news picture service           fire extinguishers
pen, pencil sets
MISCELLANEOUS
Christmas cards, seals         Mexican jumping beans
crucifix                       nursery
fire extinguishers             photos, portraits
foot soothers                  shoe resole preparations
garden preparations, tools     shave, do away with
golf tees                        preparations
greeting cards

If you think you could handle any of the above products and you want to get he names and addresses of the direct selling firms who will supply you, write to any of the following publications:

Independent Salesman, 122 East 12th St., Cincinnati, Ohio.
Opportunity, 919 No. Michigan Avenue, Chicago, Illinois.
Specialty Salesman, 307 N. Michigan Avenue, Chicago, Illinois.

Also scan the advertising pages of any of the numerous magazines at your public library and you will find hundreds of ads which will give you a good many leads.

MONEY MAKING IN MAGAZINE SUBSCRIPTIONS—Thousands of men, women and boys are devoting their time and every effort very profitably by taking magazine subscriptions. Each year several thousand students earn enough money during the summer vacation soliciting magazine subscriptions to enable them to pay their expenses through college.

In order to become a subscription agent, all you have to do is to write to the subscription manager of the publications you may be interested in, or communicate with he following subscription agencies:

Periodical Sales Co., Chicago, Illinois.
American Circulation Co., Los Angeles, California.
Cyclopedia Sales Corp., Wurlitzer Bldg., New York City.
Turner Subscription Agency, 30 Irving Place, New York City.

CORRESPONDENCE SCHOOL AGENT—It is estimated that there are several million students enrolled in the various correspondence courses. These students are enrolled through leads obtained as a result of coupon magazine and newspaper advertising. Each year finds millions of new students.

You can become the town agent for any of the correspondence schools listed below, if you qualify. Communicate with them. Suggest that they forward a supply of descriptive literature to you; also leads and inquiries that may reach them from your town. Agents can earn from 15 to 20 per cent commissions on the amounts paid by the students which they are instrumental in enrolling. Some correspondence schools charge as high as $100 for a complete course. Even three or four sales a month will bring you a good yearly income.

Alexander Hamilton Institute, Astor Pl., New York City.
La Salle Extension Institute, Chicago, Illinois.
International Correspondence School, Scranton, Pa.

SUBSCRIPTION BOOK AGENT—A number of publishing houses who sell sets of books and encyclopedia will always welcome new agents who want to represent them. Like the correspondence schools, they create a demand by considerable magazine advertising, and they obtain thousands of leads by offering to send inquirers free descriptive literature. Communicate with the following publishing houses, offering to represent them in your community. Even without leads submitted to you by these publishing houses you will find many customers by your own solicitation. Every mother with young children is a potential customer for any of the children's sets. Every high school boy or girl could use an encyclopedia to advantage.

The following is a partial list of some of the subscription book houses:

Encyclopedia Britannica, 342 Madison Ave., New York
Encyclopedia Americana Corp., 27 William St., New York City.
Grolier Society (Book of Knowledge), 2 West 45th St., New York City.
Macfadden Publications (Physical Culture Encyclopedia), New York City.
Thos. Nelson & Sons, 381 Fourth Ave., New York City.
Personality Press (Pelmanism), 71 W. 45th St., New York City.
World Syndicate, Inc., 200 Fifth Ave., New York City.
Funk & Wagnalls Co., 353 Fourth Ave., New York City.
William Wise & Co., 50 West 47th St., New York City.
The Book House for Children, 360 N. Michigan Ave., Chicago, Ill.
F. E. Compton & Co., 1002 N. Dearborn St., Chicago, Ill.
John C. Winston Co., Philadelphia, Pa.

BOOK CLUB AGENTS—Every community in this country contains a number of book loving people who make excellent prospective customers for any of the following book clubs. Communicate with, these book clubs. Obtain a number of prospectuses and other literature and go out after your share of business. Go after teachers, professional men and women. In fact, there is hardly a home where English is read that does not contain one person who could be interested in subscribing to one of the following book clubs:

BOOK CLUBS

Book-of-the-Month Club, 386 Fourth Ave., New York City.
Book League of America, 100 Fifth Ave., New York City.
Business Book League, 160 Fifth Ave., New York City.
Catholic Book Club, 441 Lexington Ave., New York City.
Children's Book Club of America, Chicago, Illinois.
Free Thought Book Club, 250 West 54th St., New York City.
Junior Literary Guild, 55 Fifth Ave., New York City.
Literary Guild of America, 55 Fifth Ave., New York City.
Religious Book Club, 80 Lafayette St., New York City.
Scientific Book Club, 22 Oxford St., Cambridge, Mass.

Note: To account for inflation, multiply prices by 8 to 10.










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