New Do's and Don'ts for Lumber Salesmen

' The following list of things a lumber salesman should and should not do, are taken from a paper on the subject recentlv written bv a member of the Carolina Wholesale Lumber Salesment Association:

1. He should sell himself on his proposition and its usefulness.

2. He should believe in the policy of his house, its service, and its past, present and future success.

3. He should believe in his territory and his customers, the unlimited field for his line, and its usefulness to the community.

4. He should be a good listener, letting the customer do most of the talking.

5. He should be courteous to every one, for courtesy always pays good dividends.

6. He should study"his customer's problems, and be willing to offer suggestions whenever the opportunity affords itself.

7. He should be an inseparable part of the institution for which he works, and carry the weight of its power and prestige with him, and look the part.

8. He should be cheerful and optimistic; as optimism is necessary to success in any line of endeavor.

9. He should plan his calls and have something definite to offer his customer.

10. He should be a Booster of the territorv he serves: otherwise he would fail miserably.

1. Don't be pessimistic, for pessimism never gets you or anyone else anywhere.

2. Don't take too much of your customer's time for useless conversation.

3. Don't ever argue with your customer.

4. Don't ever call on your customer when you are mad.

5. Don't do things that would impair your health, because it is essential that a salesman be physically fit to do his best.

6. Don't talk about your competitor if possible, and if you have to talk, always say something pleasant.

7. Don't ever sell a customer something that you do not think would suit for the purpose for which it is io be used, because it is better to lose an order than to ship something that would be useless to your customer.

8. Don't ever make promises that you cannot fulfill, as nothing will hurt you more with a customer than to promise him something and not live up to what you have promised.

9. Don't. ever promise a grade that is as good or better than some.lrody else's, as that is not the way lumber should be sold. Ma.nufacturers have rules and regulations under which lumber is sold and shipped.

10. Don't ever knock your firm to a customer. Remember that you are a representative of the firm and therefore shoulcl be willing to live up to its policies.

It is planned to move the headquarters of the pacific Coast Buil_di1g Officials Conference- to Los Angeles about January 15, 1930. The present headquarters arJ located in the Heartwell Building, Long B,each.