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SALESMANSHIP.
By Frank Crane.
Famous Editorial Writer.
(Copyright 1913)
Every young man should some time
in his life have experience in sales
manship. Selling goods is the best known cure
for those elements in a man that tend
to make him a failure.
The art of success consists in making
people change their minds. It is thi.i
power that makes the efficient lawyer,
grocer, politician, or preacher.
There are two classes of men; one
seeks employment in a position where
he merely obeys the rules and carries
out the desires of his employer. There
is little or no opportunity for advance
ment in this work. You get to a eer-
tain point and there you stick.
Such posts are a clerkship in a bank,
a government job, such as letter car
rier, a place on the police force, or
any other routine employment requir
ing no initiative. These kinds of work
are entirely honorable and necessary.
The difficulty is, they are cramping,
limiting.
Some day you may have to take a
nosition of this sort : but first try your
hand at selling things.
T?p a book acent, peddle washing
machines, sell life insurance, automo
biles, agricultural implements or pea
nuts. Vou shrink from it because it is
hard, it goes against the grain, as you
re not a pushing sort of fellow. And
tJt is the very reason you need it.
Salesmanship is strong medicine.
You have to go out and wrestle with a
cold and hostile world. You are con
fronted with indifference, often con
tempt. You are considered a nuisance.
That is the time for you to buck up,
take off your coat, and go in and win.
For the youth that proposes even to
enter the ministry, a year's drill as
canvasser for an encyclopedia is of
more value than two years in the
monastic seclusion of a theological
seminary.
A young lawyer will gain more use
ful knowledge of men and affairs by
selling real estate or fire insurance
than by law school.
I have just read a letter from an
office man fifty-seven years old. He
has lodged at $1,600 a year for twenty
years, while two of the salesmen who
entered the business about the time he
did own the concern.
Get out and sell goods. Hustle.
Fisrht, Don't get fastened in one hold.
Take chances. Come up smilins. So
the best and biggest prizes in America
are open to you.
Selling things, commercialism, busi
ness, is not a law affair ; it is a great
big, bully game. It is a thoroughly
American game, and the most sterling
qualities of Americanism are developed
by it, when it is carried on fairly and
humanely.
There is incitement in it for all your
best self, for your honesty, persever
ance, optimism, courage, loyalty and
religion. Nowhere does a man mean
so much.
I mean to cast no slurs upon faithful
occupants of posts of routine. They
have their reward.
Rut son, don't look for a "safe" place.
Don't depend upon an organization to
fiold your job for you. Don't scheme
knd wirepull for influence and help
and privilege.
Get out and peddle maps. Make 1
people buy your chickens or your es- I
tays. Get in the game. It beats foot-
ball. j
"A successful man acts while the j
other fellow thinks about it." J
THE YOUNG MEN'S CHRISTIAN
ASSOCIATION, OF LINCOLN, NEBR.
April 5th, 1919.
My Dear Mr. Hosford:
It has been my pleasure and good fortune to conduct two
groups of men through a series of lessons iu Salesmanship, be
fore going out for the Ii. C. Barnum Company.
They are one of the most generous companies that I have
ever known in the matter of equipping and training their men
and in boosting and helping each man to make a "go" of it.
Not many companies have so few failures and I know of none
with a smaller per cent failing to make good.
In my personal dealings, both with the Home office ami
their representatives in several capacities, I have never found
a single questionable act. They employ only men of high moral
qualities and soon weed out any others that may have strayed in.
They have a wonderful capacity of enthusing and "pepping" up
their men.
Some of the records made by young men sent out from the
Lincoln office, without an hour of previous experience, sound
like fairy tales, but they are on file in the office and may be
inspected. I have seen some of them, and have talked with the
men who made them.
Yours sincerely,
(Signed) Fred W. Park,
Educational Secy.,
Y. M. C A.
These are the men University of Minnesota students
whom our new Lincoln managers contracted and trained last
year. These records were made during the summer of 1918
without the war book to sell and with war time conditions to
overcome. Only six of the men named had previous selling experience.
"Barnum's Success Depends Upon Making
College Men Successful Barnum
Trained Men Make Good!"
AVERAGE
NAME DAYS PROFITS PER DAY
Amundson, B. C 60.4 $ 484.65 $ 8.02
Anderson, Minton M 62.0 443.50 9.29
Bergh, Earl G 62.3 1,178.35 19.07
Bliven, Ransom 60.4 481.80 7.97
Boman, Paul G 69.0 812.45 11.77
Busch, John S 60.1 371.85 6.31
Crolley, William F 60.5 643.65 11.63
Dillan, James A 60.2 523.45 8.70
Dixon, Kenneth R 60.2 679.00 11.11
Dolce, Paul R 17.5 435.00 24.86
Gjesdahl, Maurice S 61.0 497.00 8.48
Henry, Arthur C 61.6 493.95 8.01
Houghton, Raymond 32.0 210.00 6.56
Howell, Frederick M 60.1 545.80 9.08
Kolda, Anton G 60.0 695.80 12.12
Larson, Frans A 48.4 1,604.00 30.78
Lavold, L. 0 61.6 642.50 7.50
Joachim, Jerome 60.4 1,737.00 28.75
Lilja, Paul G 61.8 533.20 8.62
Nelson, Anthony A 58.2 413.15 7.09
Ouellette, Ernest H 53.2 860.00 15.90
Peterson, Miss Anna 62.0 1,692.65 27.30
Rimer, Mrs. Marion 84.2 619.00 7.35
Rudolph. Joseph 30.7 334.75 10.90
Schey, William 54.7 418.85 7.67
Sederstrom. Elmer G 60.0 1,884.00 30.93
Selander, Arthur 96.7 1.873.00 19.35
Stewart, Rolla I 69.0 2,457.55 35.61
Westin, Erik 46.6 602.60 12.93
Wick. Milton 60.1 1,846.00 30.75
These are the University of Nebraska men in school today,
whom the R. C. Barnum Company has employed during their col
lege vacations. Ask them how much money they have made.
Ask them what the experience was worth. t Ask them if they
think that YOU can make good with us next summer. If they
answer "Yes," ask them to introduce you to our Lincoln Man
agers. John Burley Leonard W. Kline
Ray E. Koken J. S. Marten
Harley McCoid F. M. McKenney
D. P. Sprecher G. J. Leuck
Dwight E. Slater O. B. Ziggafros
Milton I. Wick K. S. Slothower
Homer Barron H. J. Wing
Harry P. Troendly L. H. Mayes
For Interview Write Us Today
One of our salesmen, a University of
Nebraska student, remarked the other
day: "Last summer, man after man
said to me: 'Is your company going
to put out a history of the war after
the wart Like everybody else, I want
a reliable history, one that is absolute
ly authentic. If I am sure that it is
really good, I would be willing to pay
almost any price for it.' "
Your parents and friends feel the
same way; so does every patriotic,
progressive American citizen.
The Barnum Corporations, of
which the R. C. Barnum Company is
the largest are meeting this demand.
They are publishing a History of the
World War so authoritative that Gen.
eral Peyton C. March, highest officer in
the American Army, has consented to
write the Introduction. General Per
shing has written the story of Amer
ica's participation in the war. And
such men as Secretary Baker and Sec
retary Daniels are among tin; thou
sands of America's prominent men
who have purchased copies of it. A
Barnum Book is a Quality Book. Sell
ing our books, you can be absolutely
sure that you are selling reliable, au
thentic, and up-to-date works.
We are going to employ 50 Uni
versity Men next summer to sell our
History of the World War. We are
going to contract these men immedi
ately, spend between $50.00 and $60.00
on each of them, give them the most
thorough training course in salesman
ship and personal efficiency ever of
fered University Men, and send them
to the field prepared for a big success.
Barnum-Trained Men 90 of them
college students average from $7.00
to over $40.00 a day in profits, and
from $400.00 to $3,000.00 in a single
summer vacation of three months. The
Barnum Motto is famous "Barnum's
Success depends upon making' College
Men Successful."
You must be interested in securing
a job for next summer; otherwise the
headlines of this advertisement would
not have attracted your attention. You
must be interested in the position we
have to offer; otherwise you would
not have read as far as you have. We
shall be glad to invest ourt time and
money to train you thoroughly for this
work providing first that you your
self believe that you have "The Three
Success Eessentials." .
First, Ambition of such quality and
quantity as will make you tackle a
hard job and carry it through.
Second, Willingness to learn to
throw yourself 100 into the training
course which we offer, take it thor
oughly, and spend at least thirty min
utes every day studying our work.
Third, Hard Work the determina
tion and the sticking qualities to put
in a full summer of concentrated effort
selling at the rate of ten hours a day
six days a week for ten weeks.
Tflne IFL Co IBaimraini Company
Southwest Branch-Lincoln, 804 Terminal Building
