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 4] Man interviewing another at door of home, leaving, making notes - close-up of ‘Canvass Call Report.’ “A prospect is one who has use for your product and the means to obtain it.” Canvasser talking to man working on car in driveway. “The dealer now prepares a carefully worded newspaper ad for one more selling representative.” Dealer at desk, writing - close-up of ad in paper, ‘Wanted -- a young man for position in Sales Department…” “In answer to the dealer’s ad -- the next morning.” Several men in anteroom. “The dealer finally makes a selection after very careful questioning of all applicants.” Two men in office talking. “‘Mr. Sellman, before you will be of any value to yourself or us you must learn what is beneath the Model A hood.’” “‘First you must spend a few days in the parts dept. and then a few days in the shop.’” “‘If you prove apt we will then send you to the branch service school.’” “‘You will get a weekly salary during your training period -- after that you will receive a salary and commission.’” “Sellman picks up some valuable information in the shop.” Shop, man working on car, another supervising. “The new man learns about parts, accessories and prices in the parts dept.” Man looking over list, helping customer. “At the branch service school the new man learns about the Model A.” Classroom shop, instructor, students, auto parts being examined, taken apart, etc. “Part three will follow immediately.” “After his training is completed the dealer takes the new man in hand.” Two men in dealer’s office. “Personal neatness is an assistance to sales.” “The dealer then explains the ‘Four Step Method’ of selling…” “Step No. 1. Presentation of new Ford booklet.” Two men looking over booklet. “Step No. 2. Road demonstration.” Conversation in office. “Step No. 3. Prospect shown dealer’s stock and service department.” Conversation. “Step No. 4. Personal presentation of current literature.” Two men looking at brochures. “The dealer also furnishes the new sales representatives with a list of prospects.” “‘This prospect list was obtained by analysis of the Model T service records, several satisfied owners being included.’” [1928]
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