SEARCH FOR SALESMEN.

New Zealand Herald, Volume LXIX, Issue 21116, 25 February 1932, Page 14

SEARCH FOR SALESMEN.

Sir, —I have read with interest your article on tho search for good salesmen contributed by two sales managers. Holding a similar position myself, perhaps I am qualified to reply that I have no hesitation in saying that there are salesmen in Auckland now equal to any in the world, but apparently your informant is not, prepared to pay the price for them. Good salesmen, like anything else, command a good price. The whole difficulty of your contributors seems to hinge on tho commission system of remuneration. The commission system has been abused so much that salesmen are very sceptical when it is offered to them. The system is quite good under ideal conditions. but I have not found them existing in New Zealand except in a very few cases. It means, in effect, that a firm says to the salesman, "We stand the importing expense and you stand the selling expense," and as this virtually means that, the salesman is giving capital to his firm, he must expect some security from the firm in tho shape of territorial rights, a period agreement, or a retainer. A salesman cannot afford to build up goodwill and business on a return that is problematical, even though it be of their own efforts when they hold only a weekly tenure of the position. I am sure that vour contributors must look elsewhere for the fault, when nearly 100 men turn down their proposition. If they have any faith in their judgment to select the right men, then I would think that they would be. prepared to back that judgment "P hy giving a retainer or opening a drawing account. I would never appoint a man who is just prepared to "give anything a go." Apparently your contributors are trying to bring the professional salesman down to the level of the hawker or pedlar, as it is quite evident that he has not, met any of the former type, of whom I know many, who would consider a good offer on a proper basis backed by a sound firm. I would suggest that they look at it from the salesman's or the ctistomer's point of view. Sales Organiser.