Study your own firm’s advertising

A sales rep should familiarize himself with the advertising policy of his house. He should know what his employers are trying to accomplish, the class of customers they are aiming to reach, the kind of goods they wish to sell. He should make a careful study of every piece of printed matter or advertisement issued. Especially should he study the important features of each advertisement, so that when calls are made for the goods advertised he will know all about them, what they do, how they do it, the prices and the advantages.