Yes, the old type of salesman is a big man. Unfortunately for commerce in general, he has his own way in many cases. Many jobbers and manufacturers are really afraid of him and do not interfere. Many such manufacturers spend hours and hours, and much money, reducing the “cost-to-make,” while they permit the “cost-to-sell” to rest in the palm of the inefficient old type of salesman.

They are strong for Scientific Management in the shop and in the office, but in the sales force — ” Well, you see we do not care to oppose Jones, who has traveled for us for forty years. He has a strong trade—they all like him and, if he left us, he would take all of his customers to our big competitor.”

“Besides,” they say, “Jones really makes us a lot of money. We might try it on our new men, but never on Jones.”

— Charles Wilson Hoyt, 1913, in his Scientific Sales Manangement, one of the earliest modern books on the art of the sale