Who do you represent?

The ideal salesman is more than a salesman. He should be a representative not only in name, but in fact, for when he enters the customer’s store he represents not only the sales department, but also the advertising department, the manufacturing department, the financial department, the accounting department and the executive department. He represents the house. He should know these departments well enough to carry out the policy governing them and to co-operate with the house and the customer in all that relates to them. Selling, while a very important part of his work, is not all of it. Only a systematic and continuous method of training will fit him for the position of an all-around representative. -W. H. COTTINGHAM