Hired! (1940)

[Music] Jimmy you ought to make a big success selling Chevrolets I think you got what it takes you joined us with a fine reputation as a Salesman in other lines gee thanks Mr Warren of course I've never sold chevr before but I believe I can do it I'm sure you can Jimmy and I want you to know that I picked you as the most likely to succeed out of a number of young men we've been considering to fill this opening in our sales organization That's mighty flattery Mr Warren I'm going to do everything I can to try to prove you're right I want to get started just as soon as I can too do I start selling right away well first you got to know your product I hear some things you want to do before you even think about [Music] contacting [Music] [Applause] [Music] la [Music] [Applause] none of these prospects seem much good good well they're the best I've got so I'll stay with [Music] [Music] them yeah I thought I knew something about trucks but there were three different models that seem to fit his job I didn't know which one to concentrate on oh well you can't sell them all no but I'd hate to think that sale I made to om man Simmons day before yesterday is going to have to last me all month I don't know what's the matter I I just don't seem to get the hang of this [Music] business but you see Mr Brooks the Chevrolet NE action assembly is different than the Plymouth unit I understand the Plymouth has the most expensive construction of any car what's the difference in the two KN actions well I I don't know the difference but I do know that Chevrolet is [Music] better [Music] didn't do so well there and as I call on Beacon Street it's way over the other side of town well might just as well go after it right now [Music] but Mr Harrington $390 is just the absolute best we can do on your car and that's exactly the reason why I w't buy you're too far out of the line but Jimmy we've got 5394 two doors on a lot now we just can't go another Cent hire on an appraisal we don't need 39 to doors okay I see your side of [Music] [Music] it [Music] oh [Music] [Applause] [Music] [Applause] [Music] [Applause] [Music] [Applause] [Music] I thought you two boys might like some refreshments so here's a picture of nice cold lemonade thanks [Music] [Music] Mother got something Mighty important on your mind these days haven't you son oh not especially just the usual things business you know sales problems salesman n don't try to fool your old dad there's something extra special worrying you or I miss my guess you know I was just one thing take the average young fell today he won't get out and work the way we used to when I started to sell what makes you think think that well take this young fellow Jimmy Hill for example last month when I was looking for another new car salesman he looked at me to have twice as much on the ball as anybody else I could find he looked like a pretty good boy to me too isn't he working out oh yes he makes a sale now and then but that isn't the kind of a man I need or want hasn't the N learned the neck of selling I suppose well I guess not or else he'd be doing a great deal better don't you know what he's doing wrong I can see enough from his sales reports pretty much on his own then yes but he's had a good thorough basic training I haven't got the time to play nursemate any of the salesman maybe not son but I wouldn't know about that that isn't what Harry Carpenter told me when you started out to work for him 11 years ago but I got out and worked hard and that's what I'm concerned about about right now young fellas today won't work the way we did 11 years ago maybe not son and then again maybe they're working harder than you think today you may feel that you were a pretty good man when you first started in this business and you probably were but you owe a lot of your success to the way Harry Carpenter worked with you got you started straight he used to tell me about the mistakes you made you made may not have known it but you really served an apprenticeship every man does has to in every business yeah I suppose so remember how closely he worked with you the first year he used to tell me about it yeah I remember how he used to talk to me about my prospects and how I was to handle some of them but you know I always thought that that was because he knew you so well maybe he had more of a personal interest in me nonsense not Harry he worked that hard with every man he ever hired and he was smart enough to realize that he knew more about selling cars than any man on his sales force and that it took his Direction and Leadership to get the most out of his men and I don't believe men have changed much since then how about this Jimmy doesn't he work doesn't he get in for the morning sales meetings oh yeah he's always punctual he never misses but take his prospects for example well I looked them over the other day and it's just about the poorest list I've ever seen I remember one of the first things that Harry drilled into me was the importance of having a good list of prospects yes then he showed me how to go about getting it how to keep it up how to cover the list and how often why I had the importance of prospects drilled into me from the very first day day I started to work has Jimmy has Jimmy what had the importance of prospects pounded into him since the first day he started to work well I've told him how important they are yeah but if you shown him how when and where to get them have you checked on him every day to see that he did it right Dad I've got other work to do Harry wasn't too busy to make a good man out of you huh say I think I'm beginning to see what you mean I wonder say maybe that's the reason I haven't had very much luck with Jimmy or with Henderson that other fellow I hired last year you know he looked pretty good to me too Dad when I first hired him certainly would be worth a try yes sir come to think of it the time I'm spending on other things right now might be costing me a whole lot more than I think men need leadership leadership is important oh I've always known that Dad but I never thought about it in connection with my own business but starting Monday morning I'm going to stir things up a bit I'm going to show these fellas what leadership really means and then we'll [Music] see sales are the most important thing in this business and we're going to work closer together than we have in the past in order to get more sales well that's all for this meeting but I want to check with each one of you personally before you go out this morning Jimmy I'll talk with you first the meeting's adjourned Jimmy from what you say i' put these two away for two weeks your time is too valuable to be spending on them right now and then I take these four in this order to conserve your time and covering them now have you got any others up in this end of town when you get up there uh no sir I don't believe I have all right I'll give you the names of three Chevrolet owners who live up that way and all three of them should be about ready to [Music] buy Harry I don't think you drove quite far enough with that Prospect before you let him take the wheel yes Mr War but he bought the car yes I know I know but I'm speaking about your demonstrations in general I noticed that you're inclined to turn the wheel over to your prospect pretty early in the demonstration ride now you know of course that when you drive first the prospect almost invariably drives back over the same route that you took yes then if you driven on to that rough stretch up on suit Avenue you wouldn't have to direct him over it later that would give you a chance to have him keep his mind more on the car than on the road you see it's usually best to I'll go along with you again this morning Jimmy on these first two calls gee that'll be swell Mr Warren I'll sure appreciate your help I always learn something too when we go out [Music] together [Music] [Applause] better see him again tomorrow and be sure to have Mrs Beck come into the showroom tonight with her husband okay hey I'll sure do it and thanks again for your help Mr [Music] Warren that's where your truck data book comes in you'll find the information you want on that special equipment right back here now show this information to your prospect too just don't keep glancing at it and then telling him about it let him read it very often the printed word is a big help in closing the [Music] sale just too many of them on hand now George that's the reason we couldn't afford to offer a higher appraisal yeah I can see your side of the picture yes but there's a good side too George for example right now we have an a single 39 Plymouth four door on the lot and that means we can afford to make somebody a pretty good offer say I've got got a prospect downtown with one of those not too hot but I was going to get to him again in the next few days fine get him in here today and I'm sure we can make him an offer that'll close a deal for you and besides we can use Mr Milton you can depend on what our Mr Hill here has just told you and I'll give you my own personal word too that if you have any trouble along that line we'll make it good well I don't know the last two cars I bought when I had trouble it was always my fault never the cars we want you to be just as satisfied with your new Chevrolet next year Mr Mr Milton as you will be next week that's exactly right you see we couldn't have afforded to make the investment we have here unless we gave the kind of satisfaction that make our customers come back to us year after year we want you to be a regular customer too Mr Milton in fact we hope you'll buy your next 10 cars from us that's why we'll give you the kind of service it takes on this one to bring you back for the next one and the next and the next so on you see that's the only way we can hope [Music] to [Music] [Applause] [Music] la [Music] believe me leadership pays first hire good men and then see that they're well trained on their own product and on competitive products second be sure they have all the equipment and selling helps they need and know how to use them third help them plan their work to make the most effective use of their time and fourth stay in close touch with every man know what each one is doing work with them and fifth keep up their enthusiasm encourage every man every day and never forget as I did that people who represent you need your help [Music] you