Video Parts (2)
This clip is Part 1 of a 2-part film.
Developing a Sales Organization Part 1
Description
The original catalog description provided by the Ford Motor Company reads as follows: [part 2] “In that case you had better get a man by advertising.” Two men sitting in office talking. “The wrong way to select a salesman.” Close-up of classified ad, ‘Automobile Salesman to sell Ford cars. No limit to earnings. Apply James Motor Co.’ “Mistake No. 1. This dealer’s crude ad attracts an undesirable class of men.” Man at streetcar stop, crossing street, asking policeman for directions - men lined up outside door, being let into building - men in waiting room - clock hands moving from eight to nine. “Finally the dealer arrives.” Dealer entering office - impatient men waiting. “Twenty minutes later he calls in first applicant. Some are about to leave in disgust.” Dealer talking to applicants. “Questioning develops that all of the applicants have been in the automobile business a long time but not very long with any dealer.” Dealer talking to applicant. “The dealer is told of their success, but neglects to check up on why they are looking for a job.” “The dealer finally selects one man and delves immediately into the subject of compensation.” Dealer talking to man, they shake hands, dealer getting out pile of pamphlets - close-up of retail buyer’s order. “Mistake No. 2. The dealer neglects to train the man before he sends him out.” Secretary entering office, picking out prospective customer cards for salesman. “‘Be sure to write something on the card on the line reading ‘The reasons not obtained’ as the Ford man always asks about it.’” Close-up of card - salesman taking cards, talking to dealer. ‘“We can’t afford to give you a new car, but you can use the house car.’” Salesman and dealer looking at car - close-up of odometer showing 15,108 miles - salesman getting into car - salesman walking up to house, knocking, old man with cane answering door. “‘Eh! I can’t hear.’” Salesman talking to old man. “‘Pears like most everybody’s got their machines already. No, we don’t want one -- our son takes us riding.’” Salesman leaving. [1928]
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