What it rneans to you to handle Masonite Products

(In a word it means PROFITS!)

In a few more words it means QUALITY PRODUCTS, make sure the product will perform once it is in " nationally advertised and promoted to pre-sell your the market. Then we price it so our dealers can prospects; tailor-made LOCAL HELP to bring your make a fair profit without having to worry about -r, prospects into your place; powerful SELLING AIDS customer complaints. ',; to help your sales people change prospects into customers when they come in to shop.

No hardboard manufacturer invests more to support '-,,' dealers than does Masonite Corporation. you can 'i.:. Masonite Corporation produces many specialty setl with confidence because our products are ,{,i hardboard products. (There are many other hard- backed by the most dependable name in the busi- .: board products that are not made by Masonite even ness. ,.i though they may be passed off by some that way.) .",:, And Masonite Corporation stands behind its prod- Drop us a line, Masonite Corporation, Box 177, .:,' ucb in your behalf. lf it doesn't say "Mbsonite" on Chicago, 111.60606, Dept. W-10. We'llbepleasedtofill the back it isn't a Masonite product! you in on famous Royalcote Interior Paneling, the ,; we,re proud or our products because we have invested heavily in research and de- 4=-r sories. iMasonite, Royalcote, x-go are velopment to make sure there is a market f f I registered trademarks of Uasonite Cor- tr need for the products we make and to f f lo pontion.)

DERSONAL selling offers retailers f a strong competitive tool. ManY use it, for example, to offset the ap' peal of lower price which some com' petitors offer.

However, some merchants throw away this opportunity. They let in' efficient or discoulteous personal sell' ing drive away customers.

The first step in revitalizing per' sonal selling is checking the quality of personal selling in your store. Is it helping to build repeat business? Observe your salespeople to see how their personal selling measures uP against the following questions:

Are your salespeople prompt in greeting the customer? fue they in' terested in the customer's problems? Are they courteous throughout the sale?

Are your salespeople eager to get the merchandise into the customer'b hands? Are they enthusiastic in suggesting related goods? Do they know the facts about the products they sell?

Keep in mind that face-to-face selling is becoming more and more a task oI informing and explaining. The efiective salesperson has to be a consultant to customers because they want to know how the products will meet their needs.

tinding Their lleak Points

When you exarqine personal selling in your store, you probably find things which can be improved. One salesperson, for example, may be slow in greeting customers. Another may fail to get merchandise into the customer's hands.

Perhaps you thought, "Our sales would increase if only I could hire some well-qualified people." Unfortunately efficient sales applicants are often not available, and the small retailer particularly has to do his best to develop his present people.

In trying to upgrade your salespeople, the best starting point is findout their weaknesses and strengths.

Look for a few moments at some of the personal eharaeteristics which help an individual to become a good salesman. By analyzing countless sales situations, experts have been able to list the qualitiee which are cpmmon