The second fundamental factor about your job as a salesperson is that you have a DUTY to your customers to give them a good service. The purpose as a salesperson is to represent your company in the fullest sense and to increase the turnover from your territory by satisfying the needs of your customers. And to do this, it is not sufficient merely to get business. No, your main aim instead is to build business permanent business, so that your customer will be happy to do business with you time and time again.

There is only one really way of achieving this, and that is to give unselfish service to your customers. Look after them, see that their needs are satisfied, and you will realize you are building up permanent business and at the same time representing your company properly. The way to do this is to approach each customer with the attitudethat you are there help them. Your job is to show them how your products will be of benefit. It is this attitude, this spirit of wanting to help your customers that you must adopt. For after all, it is really your customers that pay your salary, commission and other benefits.

If they are satisfied and happy with the products you have given them, they will continue buying from you. In turn your employer will prosper and will be able to pay you the salary your increasing turnover warrants.

At one time many people could not believe that service to your customers was worthwhile. Many though that a generous policy, in which the clients’ interests were always put first, was a waste of time. That was the view of narrow minded people. The broad-minded person of today, however, sees the position in its true perspective-seeing not merely the immediate future, but far ahead, aiming to build business, with the policy to secure permanent clients.

The need today is for business builders. When you go out as a salesperson, RESOLVE NOW that you will represent your company in a manner which shows that you are PROUD of them; and give real service to your customers, so that they are proud to do business with you.