THREE “P’S” OF TRADE

Hokitika Guardian, 7 December 1929, Page 6

THREE “P’S” OF TRADE

PRINCIPLE, POLICY, AND PERSONNEL. LONDON, Oct. 18. Salesmanship, said Air Francis W. Goodenough, president of the Incorporated Sales Managers’ Association, at a luncheon of the American Chamber of Commerce, at the Hotel Cecil, was a matter of principle, policy, and personnel. If all three were sound they resulted in satisfactory service, which alone was the basis of enduring goodwill and permanent profit. “Gone are the days,” he continued, “when we could rely upon the quality of British goods and the integrity of British merchants to defeat the competition of younger industrial nations. The days have come when the best of goods must be skilfully marketed if they are to find purchasers.” “AVe have to forget the phrase, ‘Good wine needs no bush,’ the modern version of which was in the States. The speakeasy needs no loud speaker. Selling policy must be based on tlie principle of the square deal. Business must not be regarded as a eontest between men out to beat each other, but as a form of mutual service for mutual profit. “In England we are, I hope, rapidly learning that the recognition by every business house in this country of the vital importance of scientific salesmanship. and the need of skilled salesmen, to the full extent of its recognition in America, is essential to our future progress as an industrial and commercial nation.”