PREPARATION OF TFIE SALESMAN

of your own ability if you think you know more than the great world-renowned financiers.

It is only the little fellow who has nothing more to learn. That big head of yours is costing you a lot of money. How much will you have to lose before you wake up?

Necessity for Organization in Salesmanship. By V. A. Young.

This government successfully floated five bond issues. Of course there was back of all of it the patriotic impulse on the part of the people to do their utmost to win the conflict in which we were engaged, but if the Secretary of the Treasury had sent a notice to the Post Office department to have the carriers throughout the country receive subscriptions for these Liberty Loans, do you think they would have over subscribed with no selling effort on the part of the people themselves?

Certainly not. While every man who bought a bond, though he did so because his conscience urged him to do it, did it very largely because some neighbor came along and reminded him forcefully of his duty.

And this neighbor did not happen along by chance. It was assigned to him as his task to see Mr. Brown, and Mr. Jones, and Mrs. Smith and to sell them Liberty Bonds.

Do not overlook this phase of the Liberty Bond sales.

Do not forget that they were actually sold through the exercise of a high type of salesmanship.

To start with, every town and every hamlet, every country, every state, and every district in the United States was thoroughly organized for the purpose of selling bonds. Advertising plans were made and put into operation long in advance of the actual selling. People began to talk about bonds and to figure buying possibilities. The newspapers discussed bond-buying as a duty and as a necessity. Orators talked about our obligations to our soldiers abroad, to our allies, and to the world.

The result of it all was the over-subscription of every bond issue.

Precisely the same selling plans have been used in many other campaigns involving the raising of funds for various charitable purposes and occasionally for a purpose not charitable, and al-ways the organization plan has won

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