Excerpt from Selling Lumber: Being the Full and Complete Report of the First School of Salesmanship Held at St. Louis, Missouri, June 26, 27, and 28, 1916
It is impossible to estimate the value to the Southern Pine industry of the School of Salesmanship, which held its first convention at St. Louis June 26, 27 and 28, 1916. The School would have been worth its trouble and cost if it had accomplished nothing beyond familiarizing lumber salesmen with the aims and activities of the Southern Pine Association, and bringing to each of them an appreciation of the intimate relation of Association work to his individual interests. The wealth of material assembled in the three days" programs constituted a liberal education, not only in methods of salesmanship, but in technical facts concerning the manufacture and use of Southern Yellow Pine. This educational matter is of tremendous importance to the entire industry, and here assembled and published in permanent form serves as an extremely useful handbook and guide for all time to come.
Another important feature of the School of Salesmanship was that its unique character attracted much friendly comment from the daily press, adding materially to that publicity that is doing so much to restore Lumber to its rightful place in the public esteem.
There was ample evidence at the School that those in attendance not only were intensely interested, but that the spirit and intent of the School had given the salesmen a new and broader appreciation of their relation to the Southern Yellow Pine industry and their power to promote a better knowledge of Yellow Pine and its more extended and intelligent use.
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