any methods or modes of conducting his business, of which he may not approve, and to tactfully endeavor to have them corrected, or, if credit is not granted, to so refuse it that no ill-will is borne towards the house. In his per- sonal interviews he should be able to sell the customer credit, to impress upon him, to have him visualize, the im- portance of credit and the part it plays in present day business.
Selling Credit through Salesmen.
The house who has its travelers making towns periodi- cally, has an opportunity of selling credit through its Tepresentatives. Selling the firm’s merchandise should not be the one aim of the salesmen, for sales alone do not con- stitute the successful business.
It would seem rather unwise to carry any men on the road entirely on a commission basis, unless they are known to be responsible salesmen. Where commissions are paid on sales, it is only natural that goods be sold to every merchant who will buy them, to the largest amount that he will order, so as to receive the commissions. Frequently travelers working on a straight salary basis, have sales dinned into their ears to such an extent that in order to secure results they too sell to any one who will buy in order to make sales.
The salesmen should be developed along the lines of selling credit as well as merchandise. Without a doubt, the failure of debtors to make settlement for purchases when due, in the majority of cases is caused by their un- familiarity with business and the manner in which it
