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: [part3] “He tries another address.” Salesman ringing doorbell, door opening. “‘Good morning! You wouldn’t want a new Ford would you, Ma’am? It is the gr…’” Door shutting in salesman’s face. “The salesman finally succeeds in interesting a man.” Salesman and customer with car, customer getting into driver’s seat, struggling with wheel. “‘Guess I’ll have to buy another car -- everything is too far away to be convenient.’” Two men talking. “The dealer’s representative loses a sale because he does not know how to reverse the front seat supports to bring the driver closer to the wheel.” Close-up of hand removing nut, reversing support, re-attaching nut. “Next morning the new representative reports to the Ford dealer.” Salesman entering office. “‘Well, how did you make out? Any sales?’” Dealer and salesman talking. “The dealer does not attempt to analyze his calls or give him much needed advice.” “‘Better luck next time.’” Salesman leaving office. “The representative has no success the second day either.” Salesman talking to prospect outside store. “He is not well enough posted to answer this prospect’s questions.” Two men talking. “‘I’ll see you again sometime, I’ll have to think this over.’” Prospect re-entering store. “And so the dealer’s representative spends a profitless day -- due to lack of training and proper supervision.” Salesman getting into car, driving away from in front of house. “Errors of the past should be avoided.” “The right way.” “Dealer A.C. Work decides to put on several new representatives.” Two men in office, looking at newspaper. “Ford Production now is 7,000 a day.” The two men talking - mechanic working on car in shop - parts salesman writing up slip - the two men talking in office. “‘Send in Young from the shop and Smart from the parts department. I’m going to give those boys an opportunity to increase their earnings.’” Two men in office - man working on car in shop, another approaching. “‘The boss wants to talk to you.’” Mechanic wiping hands - man approaching parts salesman - mechanic leaving shop - mechanic and parts salesman in office talking to dealer. “‘Boys we are going to build up our sales force. How would both of you like to enter the retail end of this business?’” Conversation in office. “‘Young, you have had training in the branch school and our shop and should be familiar enough with our product. Take this sales manual -- brush up on the various selling features and report at our sales meeting next Monday.’” Conversation. “‘Smart, you take Young’s place in the shop for a while. Learn all you can about the car and then report to me.’” “Dealer instructs two canvassers.” Conversation in office. “Inexperienced canvassers result in loss of salesman’s time.” Three men consulting chart on wall. “They must analyze and properly classify prospects. Reporting fully on each call.” [1928]
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