THE LONG ROAD

Press, Volume LXXIII, Issue 22201, 18 September 1937, Page 2

THE LONG ROAD

DAYS IN THE LIFE OF A SALESWOMAN (srxciAixt wiwttt.k »on tht. phkss.) [ByA.W.I VI There is a splendid opportunity, in fact, it is a crying need, for some one to open a school where coaching is given to the would-be salesman or woman. A new kind of awareness has arisen that calls for exports to meet it. Never would I teach sales talk; I take it for granted the victim (that is, pupil) has a tongue. No—my training would include development on other lines. On the wall of the classroom I would have a bell and a knocker. No, vou don’t just push, or tap. Don’t forget you first have opened tire gate, and walked the path either correctly or otherwise. A dozen things can happen here. Avoid discreet kicks at the dog, if it shows you are not wanted. Don’t trump on the children’s toys left on path and porch. Remember the windows, or windows across the street where you are to call later. Didn’t think of that! I thought not. Now, this bell business:— From the moment of pushing, don’t fidget with your tie or wearing apparel. Stand easy. Don’t lean anywhere, no matter how tired, in case the door opens suddenly. A timid touch on the bell brings its answer; so docs a too-confidcnt one. As a sideline I will brielly touch on how to detect from the way they walk the hall to open the door what type of person you are to meet. No sound detecting machine, to bo carried in your pocket, is required, a? by now your senses are pamluliy acute. The door opens (I here give a few illustrations) —snatched open, half opened, swung open, cautiously opened. You have gathered a hundred facts by now—general lay-out. including indication of the wealth of the owner, type of mind, fussy, irritable, thrifty, generous, lazy, or garden-and-dogs-before-housj type. The last-named are also detected before the door opens. Don’t think I am insinuating you are something between a Conan Doyle type and a black tracker. I am sincerely pointing out details that you might knock your against if not warned. Now both sides subject each other to the sharpest scrutiny. Just a second here; you do not reveal it. being polite and prepared. The customer, being somewhat at a disadvantage, allows her thoughts to ripple over her face You have your next cue here. Easy, lightning speed is required m introduction. The Crucial Moment This is the crucial moment. Please don’t think it is due to any cleverness on your part if you are invited in. Quite unknown to the customer, many facts have contributed on her side of the door to the Invitation—an easy hour, husband in excellent spirits, dinner well on the way. You still may be invited in if conditions are in reverse gear. This being so. this is where the wonderful gift of sympathy comes in, nothing slushy, mind you—just a word or two in the right tone of voice. And don’t, don’t add any experienccs of your own, which come under the heading of similar. Just give her rein; it is an outlet that is required. You understand things have become slightly out of proport'on, through being alone in the house. This type wriggles out of buying nine times out of 12, after tha mental quake or upheaval has subsided. Deftly handled, between sitting-room and front door, you may be asked to reopen, and still make the sale. I especially must make this point clear. Before the day is out, you have had a marvellous education about your opinion of yourself and how you appear to them. For they tell you. You are never loft hugging impressions of yourself. This is where poise develops, after the first few shocks. In one day I have been charmingly told I was everything I thought I wasn’t. Just say, for instance, I cherished secret hopes I was on the moderately slim side. I was brutally told I was the reverse. “Oh, but now. a big, stout figure like you—.’’ And the very next one will say something nearer to your desire, but the sting remains, and you find you are quietly deciding on some form of diet. It has simply got to be. I have even been told I look “foreign”—that puzzled me. Within a hundred yards I’ve been referred to as old, and, yet again, my youthful and fresh appearance has been spoken of. I find they are putting on to you what they feel, or fear, for themselves. So it is necessary you must become a human clothes peg. There is a lack of reticence in the business world to-day which is echoed in the customer. Very little thrill of anticipation is left. Everything the world over is displayed with large tickets. This lack of intrigue leads to a spirit of comparison and demand m the customer. Even the smallest town to-day has this sense developed. So the one right step to keep with the times in this selling business is: be original, never descend or slide backward into “patter”; break fresh ground at every contact. Far from being exhausting, it is refreshing. MAH JONG PARTY ST. SAVIOUR’S MARKET A pleasing feature about St. Saviour’s Market, to be held next month, is the interest that is being taken in it by younger members of the community, many of whom are developing a fine spirit of service and goodwill towards others. Amongst those who are working hard for the market is Nancy Buchanan, who will be in charge of the sweets stall, and her assistants j —Misses Nora Firth, Anne Morrow, i Shirley Buchanan. Janet Cooke, and Barbara Lawrence —who arranged a very pleasant and profitable mah jong party, which was held at Mrs J. F. Buchanan’s home in Fendalton. Prizes given by Mrs A. K. Firth were won by Misses Lyndsey Thomson, Joan Whitcombe, and Shirley Buchanan, and donations were received from Misses Joan and Anne Hay. Janet Williams and June Foster, who were unable to be present. The guests were Mesdames C. Newton, H. Turner Jennings, Misses Mar.garet Williams. Ann Cooper, Agatha and Pauline Upham, Relda Duncan. Helen and Lyndsey Thomson, Joan Rawnsley, Laura Loughnan. Helen Buchanan, Judith Firth, Joan and Margot Brown. Brownie Freeman, Joan Cuningham. Mary Thomas. Peggy Hall, Margaret Sims. Kathleen Newton. Eleanor Denniston. Joan Anderson, Patricia Powrie, Joan Whitcombe. June Wright. Molly Maling. Sally WynnWilliams, Jocelyn Francis. Patricia Foster. Gabriello Woods, Barbara and Alison McKillon. June Robinson. Pauline Turnbull. Anne Chapman, Jill Barker, Quita Cordner. Margaret McLean, and Katherine Hay. AFRAID TO EAT. “1 was getting so fat 1 was afraid to eat,’’ writes Miss E. M. G., of Wellington. “But starving did more harm than good. Not till I tried Naturettes did I begin to feel well. To-day I’m f and slim 5 ever." 17 days’ treatment 7s 6d. Money-Lack guarantee. E. Cameron Smith, Ltd., Chemists, Cathedral square. * —I