The problem, then, is largely one of human nature, and whenever this is true the solution cannot be found by a resort to any merely mechanical methods. The function of system in business is to secure the greatest results with the least expenditure of time and energy. BLit 110 system, no matter how well planned or how carefully installed, can be effective unless all who are concerned in its operation cooperate to the full extent of their ability. Human nature must always be con sidered, and mere mechanical system will never take the place of tact in the equipment of the successful sales manager. There are too many sales managers who, tho tactful in handling their men and in dealing with executives, often throw diplomacy to the winds in dealing with other department heads and inside em ployes. Such men, also, often allow a harmful spirit of antagonism toward other departments to exist in those under them. Whatever other methods may be employed to secure departmental cooperation, they must always be made effective by the exercise of tact on the part of the sales manager.
In addition to establishing systems that will keep him closely in touch with the progress of orders film the office and with any delays, complaints, or disagree ments that may occur, the sales manager should make it a point to secure the loyalty of the other department heads and of the general body of. office einployes, to such a degree that they, as well as the men in the field, will accord him their hearty cooperation.
The sales manager who does not succeed in securing such cooperation from the various departments will be fighting against heavy odds and will get but a frac tion of the business to which the ability of his selling force entitles him. While salesmanship counts for much, and an efficient selling organization is essential to the success of any concern, good salesmanship must be reenforced by prompt shipments, high quality and satisfactmy service to the customer.