The Accumulated Value of Sales Effort

In 1706, a certain Ancient Law case was heard in the Eng- lish Courts. This case reveals the startling results of things that are left to the process of accumulation and vividly illus- trates what I propose to discuss in this chapter: "The Ac- cumulated Value of Sales Effort."

The case in question is that of Thornbarrow vs. Whitacre (2Ld. Raymond 1164). And the facts, according to the de- fendant's counsel, were that his client had agreed, in con- sideration of a small sum of money, to deliver to the plaintiff two grains of rye corn on a certain Monday, four on the fol- lowing Monday, eight on the Monday after, and so on in geometric progression for a period of one year. In other words, the number of grains was to be doubled each week, and this was to be continued for a period of 52 weeks. With- out doubt, the defendant thought he had contracted to de- liver only a small quantity of grain, but it was said at the trial that all the rye in the world was not too much to sat- isfy the obligation. The quantity amounted to 524,288,000 quarters—a quarter being eight bushels or a fourth of a ton. It would have taken over four billion bushels of rye corn to satisfy the obligation!

In order to appreciate the full value of accumulated ef-

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106 ACCUMULATED VALUE OF SALES EFFORT

fort, it may be wise to inquire into its significance. Accumu- lated effort is gathering or throwing into a heap all past performances and experiences. It may be illustrated by a snowball. The snowball does not roll itself, but when effort is applied it not only rolls, it also gathers snow as it rolls. In other words, it requires effort to roll the ball.

In selling, you have been storing up and rolling up a heap of experience, and you have paid a definite price for this experience. It represents an exertion of both physical and mental power which you have expended in the direction of obtaining results in the field of selling. It is worth money to you, and therefore you want to make every effort to uti- lize it. The three methods that follow will show you how to utilize your accumulated selling experience to its best ad- vantage.