Organizing for Increased Business

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M. A. Donohue Company, 1921 - Business
 

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Page 167 - SYSTEM'S investigations to give the averages for the ten standard types shown in the following list. The turnovers are for the complete stocks and have no reference to either the character or the number of the lines carried. Average Number of Turnovers Obtained Type of Store Annually Grocery 10 Department 7 Variety goods 6 Drug 4.5 Dry goods 4 Hardware 3.5 Furniture 3 Shoe 2.1 Clothing 2 Jewelry 1.5 From the books of several hundred stores carrying departmentalized stocks averages for twelve standard...
Page 118 - He fills out one of these every day and mails it to the office. On it, in the convenient spaces it provides, he shows the number of calls he made during the day, the number of orders he obtained and the value of these orders. When the cards are received at the office, the information each carries is transferred to the salesman's individual summary and at the end of each month the figures on this form are totaled and the averages figured. The whole routine in connection with keeping this chart does...
Page 118 - To secure the information which goes on the chart, each salesman is provided with a supply of post cards. He fills out one of these every day and mails it to the office. On it, in the convenient spaces it provides, he shows the number of calls he made during the day, the number of orders he obtained and the value of these orders.
Page 166 - Furniture 3.65 Jewelry, toilet goods, bags, belts 3.45 Linens 3.4 Trunks and bags 3.39 Hair goods 3.22 Muslin underwear 3.20 Table linen and towels 3.09 Ribbons 3.01 Gloves and veilings 2.96 Silks 2.91 Dress goods 2.9 Knit underwear 2.89 Wall paper and decorations 2.88 Men's furnishings 2.73 Boys...
Page 96 - The cleverest salesman in the world, the best writer of advertisements in the world, cannot, alone, continue to make sales of anything which has not in itself selling merit; and, on the other hand, the worst salesman in the universe, supplemented by the worst copy-writer in the universe, cannot avoid making sales of something which has in it the selling idea Real selling begins with the conception of the article, goes through every branch of the business, and the salesman should be not a mere individual...
Page 198 - Early in this investigation it was observed that the characteristics of the woolen and worsted industries are determined, not so much by problems of raw material supply, or of cloth-production, as by the problems involved in marketing the finished fabrics. It became evident, for example, that the present relative importance of the output of worsteds, as compared with woolens, is not due to the greater number of sheep being grown which produce wool suitable for such fabrics.
Page 168 - ... goods 6 Drug 4.5 Dry goods 4 Hardware 3.5 Furniture 3 Shoe 2.1 Clothing 2 Jewelry 1.5 From the books of several hundred stores carrying departmentalized stocks, averages for 12 standard lines were obtained as shown in the table on the following page.
Page 97 - ... advertisements in the world, cannot, alone, continue to make sales of anything which has not in itself selling merit; and, on the other hand, the worst salesman in the universe, supplemented by the worst copy-writer in the universe, cannot avoid making sales of something which has in it the selling idea Real selling begins with the conception of the article, goes through every branch of the business, and the salesman should be not a mere individual but the interpreter to the buyer — Real selling...
Page 105 - So strongly do I feel the truth of this," says the same man — he is president of his company, by the way — "that when one of my men falls down, I take it as a personal defeat for myself and not for him. I know perfectly well that I have omitted to do something which I should have done, for if I had done my part that man could not have failed.
Page 167 - Departments City Stores Country Stores Books 4 1.5 Candy 15 9 Clocks 2.5 i Embroideries 3.5 3 Furs 5 3 Infants' clothing 5 3 Laces 4 2 Linens 3.5 2 Men's hats 7 4 Pianos 9 4 Ribbons 6 2 Stationery 5 2 Umbrellas and canes n 3 Trunks 5 1.5 Veilings 5.5 2 Wash goods and flannels 5 3.2 1 Compiled by Wheeler Sammons of System.

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