Sellins Talk

The first step in salesmanship is to know your goods. Skid there and you hit the toboggan. Put a note on your tickler that you must also know yourself. The mug you meet in the mirror is a part of every sale you make.

No matter how brilliant and fuent a talker a man may be, he cannot talk convincingly until he is thoroughly acquainted with the proposition or subject upon which he is to talk.

A gift of gab without the backing of brass tack information is about as useful as a South Sea Islander on a switchboard !

This doesn't put a bar on the windjammer, God bless him ! There are a lot of them in the selling game. It just means that those who stay with it have the goods to back up their jazz.

Appointed Plqnt Monoger

B. A. Wilson has been appointed plant manager of the Emeryville, Calif., factory of Pabco Products Inc. Formerly he was division production engineer for United States Gypsum Co., and has been with Pabco for one year. He is a graduate chemical engineer from the University of Colorado.

The new plant manager succeeds D. J. I}lack who has resigned. Mr. Black had been with Pabco for 12 years. F. A. Nordstrom has been named production supervisor of roofing, paint and asbestos-cement products, replacing Mr. Wilson.

Have all agreements written plainly in the order, make no special promise that you know cannot be taken care of by those filling the order. The fellow who slips up on this will skin his shins from his big toe to his waistband.

A good salesman is the most valuable asset a house can have. He is the house in the field, the man that comes in contact with the trade, and by him, by his actions, by his talk, the house and its merchandise are judged.

Healthy men are the finest assets any sales force can have, for it takes a live fish to buck the current of commerce. Any old dead one can foat down.

Orders are not taken today at midnight suppers or wine parties, but are given out and sold on the market in the keenest kind of competitive selling, which takes place in the office or place of business of the prospect.

Molorkey R.esigns from M qnd M

Thomas B. Malarkey has resigned the presidency of M and M Wood Working Company, huge plywood and door firm, of Portland, Oregon. He had held the office for three years. He is a son of the late Dan J. Malarkey. The firm is now being operated by S. Il. Thompson, executive vice president, and an executive committee composed of R. L. Sabin, NI. L. Bingham, Grant Robertson, and Herbert Malarkey. NIr. Thompson is president of the Douglas Fir Plywood Association.

Hobbs Woll hove been shipping Redwood lumber to retoil Deqlers since | 865