"It's true. Take two men of equal selling force. On the year's business
the one who can drive mechanical superiority home because he knows
wherein it lies will show the biggest sales, and the most satisfied
customers. I believe six months' shop work would just about double the
efficiency of half our sales staff."
John P. gazed good-naturedly at his son.
"I know, Fred," he drawled. "I've heard those sentiments before. There's
some truth in it, of course. But Simons and Sam Eppel and Monk White are
products of _my_ method. You cannot deny their efficiency in sales.
What's the idea, anyway?"
Young Henderson grinned.
"The fact is," he said, "since I listened in on this conversation I have
come to the conclusion that you've good material here. I need a helper.
He'll get a thorough grounding. Whenever you and he decide that he has
absorbed sufficient mechanics he can join the sales end. I'd like to
train one man for you, properly."
"Well," John P. remarked judicially, "I can't waste the whole morning
discussing methods of training salesmen in the way they should go. I've
made Mr. Thompson a proposition. What do you say?"
He turned abruptly on Thompson.
"Or," young Henderson cut in.
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