SALESMEN'S meeting together from time to time of department heads and members of selling forces has resulted where tried in the greatest satisfaction, and there have been remarkably few excep tions to the rule. Here and there, a business may be of such a nature that it is better for the selling men in one department not to meet those of another especially if a.great variation in 'income exists, result mg in the possibility of envy and uncharitableness. Even such a difficulty is capable of solution.
As regards salesmen, the greatest value ^,onventions obtains whore they• are paid upon a commission basis, for then both enapioyers and employed are keenly interested in every move that will tend to sell more goods. It matters little whether the selling force numbers three or as many hundreds, the rule applies that time should be taken to hold a meeting once a week. Where the commission basis applies, the meeting can be held after the ordinary day's work is done; but where the basis is a salary one, the meeting has to be held in the firm's time to give satisfaction to all concerned.
A leading salesman who has his territory guaranteed to him is generally generous enough to give his newer brother just over the boundary a few hints for his guidance. In conven Lions presided over by a firm but genial chairman, selling soon find themselves relating experiences, bringing out difficulties for solution and telling of new methods of closing business.
The weekly or periodical meeting affords opportunities for the manage ment to discover the real state of feeling amongst the selling men, and many are the valuable suggestions made at such gatherings. A discussion of things which ought to be done to improve the business will bring out a great deal of valuable material where confidence exists between management and men, and where it is well known that a man is no worse off for having ventured upon a good-natured criticism of methods which need changing. To all parties benefit accrues, for if a young department head lets his youth get the better of him when dictating letters to customers, it is well for both the youth and the business that things should out.
A salesman acting on his own account, would scarcely write to head quarters about competition in his district, for fear it should be imagined there that the white feather was becoming visible ; but let such an one ask his fellow-salesmen in meeting what they know about the competitors' recent efforts, and a great deal of very telling information will be got together in a remarkably short time. In the metropolis or very large cities, several salesmen can generally be brought together weekly ; but where the force is greatly scattered, the meetings are less frequent but just as important.
Quoting from reports of such meetings between selling men and depart ment heads, presided over by the general manager, one finds the following subjects among others discussed :—" Does it pay to send personal letters to prospective customers ?" " How to work a London territory to the best advantage." " New lines now coining through the factory." "Difficulties
met with during the week." " What can the management do to increase the earnings of the salesmen ?" At all meetings, a box is used in which suggestions are placed, signed or unsigned, by the members present. These are afterwards discussed in full. If any complaints are due, they find their way into the box with a suggestion for improvement.
Ten men on the road are all familiar with many things which are common to them, but each one of the ten knows many things which are peculiar to him. In convention, such things, many of them valuable aids to selling, are thrown into the common stock for the good of all.
Men on the inside of a business, who have never sold goods on the road, make some bad blunders from time to time, and greatly hinder the men whom they are appointed to assist. The best thing for all heads of depart meats is to go on the road occasionally, but since such advice is not easily followed, the next best thing for them is to meet the men who are getting the business as often as they have the opportunity. On the inside of a large concern, one soon becomes buried in a roll-top desk, and loses touch with conditions in the field. The periodical meeting with the selling force removes much of this disability.
The advertising department derives great benefit from meeting the selling men in the presence of the management. Many a booklet has been foredoomed to failure because it contained some assertion which the selling men could not endorse, and which they consequently destroyed instead of using. Dummies are readily submitted to the meeting, and suggestions taken while there is still time.
In a number of commercial houses, heads of departments regularly meet the management at stated intervals to discuss details of the business. Such meetings bring out the best that is in a man, for each one who has a spark of ambition gsires to shine, and none can expect to rely upon laurels won in the past. Errors in running a department are speedily corrected in the meeting room, while the presence of a head of department for a couple of hours, without the need for excusing himself, is some indication that his department is well enough organised to run itself for a time.
In a few very large concerns, committees of heads of depart ments possessing the needful expert knowledge are appointed and made responsible for certain features. Thus the buying of now material for future requirements would be handled bylt committee which would include the treasurer, chief engineer, works manager, and others intimately connected with such material in the case of an engineer's shop. Such a means would prevent the buying by one man of material which the man who had to use it had found to be faulty in the past. Meetings of such committees usually take place once weekly, and the management naturally attends when possible.