Selling

“ The company were to be enabled to purchase lands, &c., and to exercise all the usual powers of bodies corporate; but were not to trade in the buying or selling of any goods or merchandise, except that they might deal in bills of exchange, and in buying and selling of bullion, gold, or silver, and in selling of any goods or merchandise which should be pledged to them for money lent thereon, and might also sell the produce of their own lands. ”

“ Retail dealers, selling the merchandise of others at prices prevailing at particular localities and times shall hand over to the wholesale dealers as much of the sale proceeds and profit as is realised by them. ”

“ Do you know the individuals who are so connected with the larger shops?-Yes. If I go west to Stenness I find a man selling there, and if I ask him who he is selling for, he says, 'I am not the merchant, I am selling for so and so.' I go to another one who is apparently selling for himself, whereas it is well known that in reality he is not selling for himself, but for another party. ”

“ This is accomplished by a species of middlemen or factors, persons possessing some capital, who, whenever the price of any of the articles in which they deal is greatly reduced, purchase it on their own account, in the hopes of selling at a profit when the market is better. These persons, in ordinary times, act as salesmen or agents, and make up assortments of goods at the market price, for the use of the home or foreign dealer. ”

“ That will enable you to meet both real and imaginary competition. By this we mean, be familiar with the intrinsic merits of the goods you are selling, and know the market conditions which surround the trade. Read very carefully all the literature and advertisements put out by your house. Nothing will destroy a buyer’s confidence more quickly than to find a salesman ignorant of the claims made by his own house, or of the specific qualities of the goods offered for sale. ”

“ Some make a speciality of buying, washing, and sorting empty bottles, which they afterwards re-sell with profit; others, of course, buy up old clothes, or, with a capacious wooden box slung over their back, go about selling all those little articles which are indispensable to ladies. ”

“ In a mercantile concern, business is conducted for the purpose of selling merchandise. Profit arises through the purchase of merchandise at one price and its sale at a price sufficiently higher to pay for all operating expenses and leave a margin. ”

“ But it is more than probable that a large part of the world of trade and commerce will continue to buy and sell by the dozen, the gross, or some multiple or fraction of the one or the other, as long as buying and selling shall continue. ”

“ One week a staple article would soar 200 per cent. above its original selling price. The following week perhaps the same article could not be sold at any price because of a glutted market."—California: Men and Events. By George H. Tinkham. Stockton. 1915. p. 116.
"Great quantities of goods were piled up in the open air, for want of a place to store them ."—Taylor's El Dorado, p. 55.
"Men dart hither and thither, as if possessed of a never resting spirit. You speak to an acquaintance—a merchant perhaps. ”

“ Then, again, she bears you children, who also work for you, and you sell the females. It really amounts to selling, although it is very bad manners to speak of the transaction as such. Marriage they call it, and dowry they call the price paid. ”

“ When buying by the pound, see that you get full weight; when buying by the yard or peck, see that you get full measure. The principal thing in buying is to get all that you pay for. In selling, the principal thing is to give full value for the money that you receive. ”

“ The selling of the goods is beneficial to the store-keeper because he makes his profit. The trader has a large variety to select from and having made a voluntary selection is satisfied, because he or she may secure exactly what the city cousin gets. ”

“ Coöperative selling has been undertaken and found profitable. In some cases, especially in localities frequented by the summer boarder or the automobile tourist, sales are made direct to customers who come to the salesrooms of the organizations or to their special sales ”

“ From the orange-boy and the retailer of seals, razors, glass and other wares, in the public streets, or the collector of
“Old rags, old jags, old bonnets, old bags,”
to the shop-keeper, dealer in wearing apparel, or in silver and gold, the same principles of conduct too generally prevail.
“The itinerants utter base money, to enable them by selling cheap, to dispose of their goods; while those who are stationary, with very few exceptions, receive and purchase at an under price whatever is brought them, [311] without asking questions ”

“ A little while ago I heard a salesman say to a friend, “I don’t care whether a man sells my goods or not, I sell him every dollar’s worth I can, just the same. If he is overstocking the store, that is his business. I push my sales just as far as I can.” ”

“ It has become a certainty now that if you will only advertise sufficiently you may make a fortune by selling anything. ”

“ Every one lives by selling something, whatever be his right to it. ”

“ Buying and selling is good and necessary; it is very necessary, and may, possibly, be very good; but it cannot be the noblest work of man; and let us hope that it may not in our time be esteemed the noblest work of an Englishman. ”

“ According to our ideas, buying and selling is essentially anti-social in all its tendencies. ”

“ We should not be content to have the salesman stand between us—the salesman who knows nothing of what he is selling save that he is charging a great deal too much for it. ”

“ What a country wants to make it richer, is never consumption, but production. Where there is the latter, we may be sure that there is no want of the former. To produce, implies that the producer desires to consume; why else should he give himself useless labour? He may not wish to consume what he himself produces, but his motive for producing and selling is the desire to buy. Therefore, if the producers generally produce and sell more and more, they certainly also buy more and more. ”

“ Their stock in trade consists, not only in the books they have for sale, but in their knowledge. This may be at your disposal, if you use them after your own honor and dignity; but to live, they must sell books at a profit, and the delightful talk about books which you so much enjoy must, at least occasionally, result in a sale. ”

“ In such a market every purchase is made with the most thorough acquaintance with the conditions involved. Each dealer, each broker, each speculator, strives to obtain the best knowledge7 of the supply and demand, and the earliest news that may affect it, and each buyer or seller has an equal and a fair opportunity to profit by the resultant effect on the market of all these various agencies. The larger the body of brokers and traders, then, the more accurate the standards of value thus created. ”

“ People, you know, who are on the lookout for custom strive to present as smart an appearance as possible. Most of the goods merchants keep they expect to sell, but there are articles in every stock for which there is little or no demand or profit in the handling. These the merchant keeps to gratify his pride of proprietorship. Perhaps I have such a weakness, but with which face do you think I seek preferment, my son? ”

“ He has capital invested also in the raw material which he intends to convert into some article of utility. He works up his raw material; he makes advances for the labour required in working it up. The article is at length ready for the market. The wholesale dealer, who purchases of the manufacturer, sells to a retailer, who is in the habit of buying upon credit, long or short, because the article remains a certain time in his hands before it reaches the consumer, who ultimately pays for it. ”

“ If there happen to be such plenty in the market on any market day that they cannot sell [Pg 39] at their own price, then will they set it up in some friend’s house, against another on the third day, and not bring it forth till they like of the sale. If they sell any at home, beside harder measure, it shall be dearer to the poor man that buyeth it by twopence or a groat in a bushel than they may sell it in the market. ”

“ We are offering some of the stock of the 'Heart Talks' concern upon the market, and in order that the distribution may be as wide as possible, and in order also that we can furnish a living, concrete, flesh-and-blood example of what salesmanship is, or rather what it may be, we're going to give those of you who are the real thing a chance to sell that stock. ”

“ Those who lived near a town were permitted to sell their products in the market place within the walls on condition that they sold directly to the consumers. They might not dispose of their whole stock to one dealer, for fear that if he had all there was of a commodity he might raise the price above a just one. ”

“ I purposely abstain from classing with the sales of explicit or professed private properties those, which, as season succeeds season, are dedicated by the trade everywhere to the object of converting their surplus or unrealised stock into money. ”

“ The general retail merchant is compelled to transact business with a great number of wholesale dealers, to whom he pays cash in hand, or agrees to pay it at some future period, say, in four, six, nine, or twelve months. ”

“ Here is more poor stuff; for when I know the current prices of my Wares, both here and beyond the Seas, I may easily conjecture whether the profit of the Exchange or the gain which I expect upon my Wares will be greater. And again, as every Merchant knows well what he gains upon the Wares he buyeth and selleth, so may any other man do the like that can tell how the said Merchant hath proceeded: But what is all this to make us admire the Exchange? ”

“ Then the merchants came and opened the gate of bidding for the wood and bid against one another till its price reached a thousand dinars, when they left bidding and my host said to me, “Hear, O my son, this is the current price of thy goods in hard times like these: wilt thou sell them for this or shall I lay them up for thee in my storehouses, till such time as prices rise?” “O my lord,” answered I, “the business is in thy hands: do as thou wilt.” Then asked he, “Wilt thou sell the wood to me, O my son, for an hundred gold pieces over and above what the merchants have bidden for it?” ”

“ If a merchant advertises a special sale, and gives you a yard of calico for three cents which cost him five, does he not throw out a leader to lure you into his store so that he can sell you something else at a profit? I remember once, walking down a business street in a large city, I saw twenty dummies in front of a clothing store, each of them cased in an overcoat of extra fine material. Hung to each one was a large placard:
“Special Sale of Overcoats Today. ”

“ We draw such fine distinctions between the wholesale and retail traders that our cotton-spinners, calico-makers, and general merchants seem to think that they belong to a totally different sphere, from which they look down on the lady who has had sufficient brains, capital, and courage to open a shop. ”

“ The seller, with silken manners and brazen countenance, will always name a price four times as large as it should be. Then the real business begins. The buyer offers one half or one fourth of what he finally expects to pay ”

“ On every article sold there is first of all the profit of the manufacturer, then of the wholesale dealer, and finally of the retailer. There is commonly a fourth, that of the freighter. If you keep a retail store, you must pay the man who makes the goods, the man who transports the goods, and the man who keeps the goods in large stock, and all this leaves you only a small margin of profit. ”

“ The last quality of a merchant I shall advert to is the taking care to be properly prepared, in cash or goods in the ordinary course of sale, for the bills which are drawn on them. Now I ask, whether they have ever calculated the clear produce of any given sales, to make them tally with the four million of bills which are come and coming upon them, so as at the proper periods to enable the one to liquidate the other. ”

“ Yes! what great business have you at the market?
O! you do not know: I have much to do? Why, sister, a quarter of the folks in the town have given their thread to me to sell. I have got all that thread to sell. Besides, I have no salt, nor oil in the house. I must buy some of each. Fish and greens also must be got. ”

“ The merchant or manufacturer protects himself against his risk of loss by making another addition to the price of the goods he sells. Usually the goods pass through several hands; those of the jobber, the Western or Southern wholesale dealer, and the retailer, before they reach the consumer. ”

“ But every branch of trade in which the merchant can sell his goods for a price which replaces to him, with the ordinary profits of stock, the whole capital employed in preparing and sending them to market, can be carried on without a bounty. ”

“ Do you make many purchases of soft goods and wearing apparel over your counter?-Of wearing apparel, but not of hosiery.
15,472. Do you sometimes purchase articles which are not made up, such as cotton?-Yes, and new articles too. If a man buys an article that does not fit him, and he comes back to me with it, I will take it from him and sell him another, or give him the cash. ”

“ The modern buyer, on the other hand, is for the most part the mere puppet of the dealer. He buys at the top price of the market because he believes the market will maintain its price, and with a prudence that the dealer is careful to foster he makes his choice from among those{132} older pictures whereof the market value has been appraised by time. ”

“ No trouble with publishers or booksellers, entirely a ready-money trade, done over the counter in one's own drawing-room."
"Then all these books are your own work?" I asked.
"Of course; you don't suppose I'm fool enough to sell other people's goods? Of course I keep a large ready-made stock, and turn out others to order as required. And, as you're here, do just buy——" At this point I fled. ”