"THE DOTTED LINE."

Auckland Star, Volume LXI, Issue 21, 25 January 1930, Page 8

"THE DOTTED LINE."

Not long since a man called on me with a certain proposition, and, as is my habit, I turned him down. He .persisted, for which I did not blame him.' 6pod luck to all salesmen—they have a hard row to hoe as a rule and are entitled to a reasonable hearing. However, this member of >the prof essiori weiit so far as to declare that he wduld get my signature on the "dotted line'' before he left the office. He didn't. He wai otie Of those "live wires" who swallow text books on salesmanship at a gulp. We all know the type. He knocks at your door, enters with an air of perfect assurance—the cpniplete. salesman. "Good morning, Mr. Prospect," and before you know what has blown in your hand is gi-aaped in his and he is reciting i Paragraph One of Chapter One of Book: One. He pauses/ either for breath or to give you a chance to say your piece, as prescribed in the course. i Perhaps you are too bewildered to react as. you are supposed to do, and simply remark that you are not interested, or something equally absurd. You as well keep quiet, however, for,, like Tennyson's 1 brook, the one-hufldred-per-Cent salesman chatters away-heedless Of any minor attempt to-stop himr So,: if you are a wise person and able to work in the face.of all difficulties, such as passing fire engines,: invitations to look at the, flood in Queen. Street,; wrong telephone calls, or hammering Workmen, you will allow your present visitor to recite the formula of things to be said, as laid down by professors of the.art of making people buy what they don't want to buy. And when the hundred percenter has run the gamut of the course and; pulls but his ordei; book with its dotted line all ready for your signature, you haveionly to thank him courteously for the entertainment and wish him God speed. He may persist and' in the heat of, the moment' forget the rules, which.lapse from grace proves his undoing, and he 'retires rather crestfallen. The inimitable Kai Lung lias a word of advice'for such. Hear him: "Wisdom lies in an intelligent perception of great principles and not, in a .slavish imitation Of details.": The true salesman .sizes you up as 'soon, as he v 'enterS your office . and. adapts his approach: accordingly. If you, are. a .dour Scotsman, and greet him with a stony stare, he won't rush forward and clasp your band in an ecstasy of make-believe good, fellowship. .No., he'll prob-. ably em'se you whole heartedly to himself as he looks upon the blank wall of your e'xpression, and present his case in a cool,' business-like way, answering your: gruffness,quietly* but "effectively, and making yoti feel just a wee bit ashamed of yourself—that, is if you are. among those who possess a sense of shame. If an average typey approachable and fair, he won't bore you With a long-winded dftsef tation, but will etate.his business, and, after having listened- to your comments': and arguments, he will. probably go away with your'order, willingly given. "The wise man can, adapt hiniself to circumstances as water takes the shape of the vase that contains it," s.aid Kai Lung.- , • — R.H.'- '*■