THE ARIZONA

By FRANK DAVIS executive vice president

ffN March 9, the association held a - "Selling Skills Workshop" from 9 a.m. to 3 p.m.

The event was held at Camelbaek Inn, Scottsdale and from the enthusiasm of those in attendance, it was very successful.

Somers White, manag'ement consultant, Phoenix, conducted the morning session on sales motivation. Some of the points he brougtrt out in his talk were:

(1) Putting yourself in the customers' place.

(2) Listen to what people are telling you.

(3) Turn into the positive.

(4) Fut extra effort in what you are doing.

(5) Feel important.

(6) Find out what people don't like.

The afternoon session was condu,cted by Paul Hershey, marketing rep. resentative, the Armstrong Cork Co., Los Angeles. H.is portion of the pro-

Order Filling Cqrts and Storqge Rqcks

The objective of these meetings was to intelligently inform the members of the industry as te what is transpiring within the lumber industry regarding forest management, By so doing, it was felt that each one of these people would better be able to cope with the comments, inquiries and misstatements made by the public in general. Furthermore, eaeh person in the industry would know of the availability of any number of items from films to press releases to envelope stufters, that he might use to tell the story of the lumber industry to the public.

Anyone who was not exposed to the program and would like some help with presentation to a service club or contractor group, just call us. We are here to be of help to the industry. If you need help, speak up! We look forward to hearing from you.

gram dealt with "Selling Skills," the practical approach to selling, and the audience participated in a group discussion on all as'pects of making the sale.

After the session, Hershey had the participants answer a questionnaire entitled, Factors Wlvich Moti,aate Me. The five factors considered by the group to be the best motivators were:

(1) Respect for me as a person,

(2) Chance for promotion.

(3) Feeling my job is important.

(4) Good pay.

(5) Opportunity for self development and improvement.

The workshop will be a yearly association program.

A full rundowr on our coming convention, being held May 18, lg, 20, will appear in a later issue of ?ft,e Merchant Magazine,