Newspaper Page Text
Ex-Senator
Implicated
By 3 Co-eds
By SAM MARTINO
LANSING, Mich. (UPI) — i
Three Michigan State co-eds
Monday identified state Sen. j
Bernard F. O’Brien as the man
who asked them to co-star with i
handsome actors in “stag” !
movies.
O’Brien, 31, and a father of
four, sat with his wife in the
crowded courtroom and listened
the girls testified they were
promised up to SBOO a month
ior appearing in movies des
tined to be shown to European *
businessmen visiting New York |
0 Brien, who was arrested
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BONEY'S DRUG STORE Claxton, Ga.
last June on morals charges,
told newsmen later the allega
tions were false. His attorney
planned to have two sergeants
at arms- from the Capitol
testify in O’Brien’s defense as
character witnesses today.
John O’Connell, O’Brien’s
lawyer, declined to say whether
he would call other lawmakers
; from the Capitol.
। O'Brien is accused of ap
i preaching Marion L. Lukens,
22, of Santa Anna, Calif., on the
Michigan State campus and
। asking her to pose for nude
j pictures and to play alongside
; movie men in pornographic
I films. |
Linda Outcalt, 19, of Ann •
! Arbor, Mich., and Christine i
Legassey, 20, of Honolulu, ’
Hawaii, testified Monday that '
O’Brien made the same propo
sals to them while he sat in a
car on the Michigan State
campus.
Miss Lukens said O'Brien
' told her the “stag” movies
I would be shown to “big
executives who came in from,
Europe” to view them in New
York.
O'Brien told newsmen he met
Miss Lukens once but only to
interview her for a secretarial
job.
O’Connell told the Lansing
Township Justice Court jury of
three housewives and three j
retired men that the charge
was “engineering by the
insurance lobby” in the Michi- i
gan Legislature as a vendetta .!
' against O'Brien, the chairmar .
of the Senate Insurance Com
mittee. ;
O’Brien lost his Senate seat j
in a primary election last i
August, three months after ;
; allegedly approaching the girls.
’ Ingham County Prosecutor •
j Donald Resig asked the girls if
: they had been bribed by
lobbyists. They said no.
The 41,000-mile network of
super-highways called the Na
tional Interstate System now
under construction is estimated
to cost almost SSO billion.
THE PEMBROKE JOURNAL
Legislative
Forums
Scheduled
i
i Savannah is among 17 cities
where pre-legislative forums will
■ be held next month to discuss
issues slated to come before the
General Assembly, a spokesman
for the sponsoring Georgia State
> Chamber of Commerce said to
, day.
The Savannah session will get
under way at 12:30 p.m. Nov. 14.
The series of meetings will be
launched at Macon on Nov. 9,
the day after the general elec
tion determines whether Geor
gia’s next governor will be
Democrat Lester Maddox of At
lanta or Republican Howard H.
(Bo) Callaway of Pine Moun
tain.
The forums will feature as
speakers the newly elected lieu- I
tenant governor. House Speaker [
George T. Smith of Cairo, and J
an official spokesman for the r
governor-elect.
Format, for the meetings usu- |
ally calls for opening remarks ’
by both principal speakers and 1
then a question-and-answer ses
iion. The topic of discussion will
oe the forthcoming 1967 session
of the state legislature which !
i convenes Jan. 9.
I The schedule for the forum is
j as follows:
‘ Nov. 9 — Macon. 12:30 p.m.,
i Columbus, 7 p.m.; Nov. 10—Al- .
। bany, 7:45 a.m., Fitzgerald,
! 12:30 p.m.. Thomasville, 7 p.m.;
; Nov. 11—Valdosta. 8 a.m., Way-
I cross, 12:30 p.m.; Nov. 14 —
Brunswick, 8 am., Savannah,
। 1'2:30 p.m., Vidalia. 7 p.m.;
i Nov. 15 — Sandersville, 8 a.m., i
Augusta, 1 p.m., Athens, 7 p.m.;
I Nov. 16—Gainesville, 12:30 p.m., j
Rome, 7 p.m.; Nov. 17—Atlanta,
I 12:30 p.m., Newnan, 7 p.m.
PAY
YOUR olfaJCltlpflC}!
SMOOTH SELLING
by George N. Kahn, Marketing Consultant
GET ACQUAINTED WITH YOUR COMPANY
Copyright—George N. Kahn
If I were a mathematician I
would try to work out a formula
to prove that the number of
sales you make will depend on
the amount of knowledge you
have about your company.
I may not hit it on the nose,
but I bet I could come pretty
close.
A salesman cannot expect to
sell effectively if he does not
know his company and his prod
uct. Such ignorance can be com
pared to sailing a boat without
a rudder. Company and product
information are at the very
foundation of good salesman
ship.
Some of you doubting Thom
ases might say:
“What about that fabulous
salesman, Charlie Smith, who
made a million j’ust selling on
the strength of his personality;
or the great Jack Brown, who
could charm an order from a
sphinx?”
Personality and charm are
fine attributes for a salesman,
but they are not enough.
Customer Wants Facts
Today’s customer wants facts
about your firm. The buyer must
be able to trust your advice and
judgment based on those facts.
The' customer is not buying
charm and personality; he is
purchasing your product on the
basis of what he knows about
the producer.
The guy ahead of you may
have given the prospect a
thorough picture of his company
and its product and services.
You can expect the buyer to
compare your offer with that of
your competition.
As Les Ryson, sales manager
for a chemical company, tells
his men:
“Remember, the prospect has
got a scorecard in his head.
Whenever you make your pitch,
he is mentally adding up your
points to see how they stack up
with your competitor’s.”
Knowledge Inspires Confidence
Company knowledge plays a
positive part in selling. A buyer
feels more confidence in a sales
man who demonstrates that he
is familiar with his company’s
product, policies,price discounts,
organization, credit procedures,
key personnel and servicing
practices.
Your outfit may be a multi
million dollar corporation with
an A-l reputation. But to your
prospect or customer 500 or
1,000 miles from headquarters,
your company is you.
Jerry Madison, a top produc
ing power equipment salesman,
described to me one of his first
experiences with a tough pros
pect.
“He began firing questions
about my firm that I couldn’t
answer,” Jerry recalled. “What
must that prospect have thought
of me?”
King Plans
Discussion
On 'Power'
PHILADELPHIA (UPI)- Dr.
■Martin Luther King Jr. said
Monday a meeting would be
held in Atlanta later this week
to discuss the “value of the
concept of black power.”
It had been reported earlier
that King planned to meet with
top advisers to decide whether
to repudiate and oppose all
Dodger Fans Remain Loya!
Despite Crushina Defeat
By MILTON RICHMAN
NEW YORK iUPI) —They
say baseball is dying, so how
do you explain:
More than twice the num her
of people welcomed the beaten
Dodgers back to Los Angeles
than greeted them after they
won the National League Pen
nant. . .
Baltimore, a city which is
supposed to recognize only
football, staged one of its noi
siest demonstrations ever be
cause the local baseball team
happened to win four games.
A TV network was all set to
offer $200,000 lor the rights to
one weekday baseball game, a
makeup contest between the
Giants and Reds had it be
come necessary one day alter
the regular close of the sea
son. . .
No one in any other sport,
not Cassius Clay, Johnny Uni
tas or Wilt Chamberlain, ever
attracts the kind of crowds
Sandy Koufax does inside or
outside the arena. . .
An eighth place club hooked
up with a ninth place one at
Shea Stadium in (he season fi
nale with nothing at all at
stake and 40,409 fans turned
out. . .
Baseball is played every day
of the \cai some place, wheth
er it s in Puerto Rico. Pana-
Jerry resolved to correct this
situation. For one week he did
not make one call. He stayed
home and read everything about
his company and the industry he
could lay his hands on. He
topped this effort off by asking
for and getting a complete torn
of his plant where he talked to
virtually everyone he met, in
cluding the workers on the pro
duction line.
“That cram session cost me
income but I have more than
made up for it since,” Jerry said.
"I was a walking encyclopedia
about my firm.”
Today Jerry is one of the
biggest earners in his field.
Facts Boost Sales Ego
Now let’s forget about the
prospect for a moment. I want
to concentrate on you. Factual
information about your com
pany and product is bound to
increase your confidence in your
self and make you a better sales
man.
If you know your outfit is well
organized, progressive and re
liable, you’ll feel better about
working for it. A salesman can’t
do his best for a company he
knows little or nothing about.
It always gave me a good feel
ing to know that my firm was
financially sound, well regarded
and kept its word with both its
salesmen and customers.
Selling The Company First
What should you know about
yourcompany? Experienced and
successful salesmen I’ve dis
cussed this matter with put
these items at the top of their
list:
1. History and development.
2. Size, including branches,
divisions and other holdings or
subsidiaries.
3. Financial structure. The
buyer wants to know he’s deal
ing with a sound firm.
4. Reputation. If you can
truthfully boast about your com
pany’s reputation you’ve got a
fine selling point.
5. Everything about the prod
uct, starting with the raw ma
terial.
6. Company’s distribution sys
tem. Your firm’s outlets should
be ingrained in your mind.
7. Credit policies. Be sure
you’re right on this or you can
be in hot water with both the
customer and your boss.
“black power” organizations.
The civil rights leader would
say only that the meeting later
this week would be “to discuss
long range goals of the South
ern Christian Leadership Con
ference,” which he heads.
King said he himself was
a g a i n s t the slogan of “black
power” because he believed
there was “no separate black
or white paths to power.”
King, here for two days of
speaking engagements, told a
meeting of the greater Philadel
phia Chamber of Commerce
Monday there were two Ameri
cas — “one beautiful and pros
perous, the other ugly, defeated
and disappointed where thou
sands walk the streets every
'day perishing in the midst of
9
ma. Venezuela, Australia,
California, Florida or some
other part of the U.S. . . .
The good people of Atlanta
suddenly rediscovered the
Braves when they made that
late season run after many of
the experts put it down that
the city was only interested in
pro football. . .
Despite the millions there is
to be had on the golf circuit or
for signing with some of those
football clubs, many boys still
DuPree Will Talk
To Gridiron Club
The Gridiron Club heard a
report on the University of
, Florida football team last
night and next week it will
be brought up to date on the
grid outlook at the University
of Georgia.
Bulldog director of recruit- i
ing Sterling DuPree will be
the guest speaker for next
Monday’s Father-Son night.
Florida representative John
Eibner held forth at the speak
er’s rostrum Monday de
; scribing the current undefeat- !
ed Gators as a superb offen- I
1 sive team, but only mediocre i
J on defense.
Honored as the high school !
star of the week was Jenkins
j quarterback Jack O’Neill for :
j his sensational play in leading I
j the Warriors over Benedictine I
I last week.
Thursday, October 13, 1966—1
8. Handling of orders. The
salesman should know how the
order is processed, routed, etc.
He should also find out who at
the plant is responsible for the
processing, amount of inventory
and the billing system.
Information Sources
This kind of data is available
to the salesman from several
sources. They include sales
training programs, sales confer
ences, plant tours, promotional
litei ature, financial reports, em
ployee publications, brochures,
sales kits and manuals.
And don’t forget the best
source of all —the people in your
company. Ask questions when
ever you need information.
Plant tours, guided or un
guided, are a must for the man
who wants to build up his prod
uct and company knowledge.
An eastern sales manager
compels his men to visit the fac
tory at least twice, a year. The
trip is then discussed at a. sub
sequent sales meeting attended
by the heads of other depart
ments.
Your company’s annual finan
cial report is easily available
and will take only an hour of
your time to read and digest it.
If you’re just breaking in with
a firm, ask old customers what
they think of it. Chances are
that you’ll get a flock of en
dorsements that you can profit
ably use with prospects. I al
ways found my regular custom
ers eager to plug the firm.
If you sell a good product for.
a good firm, why not make the
most of those plus points?
Here is a self-survey to find
out if you do know your com
pany and are using the informa
tion to help you make sales. If
you can answer “yes” to nine
or more questions, you’re mov
ing toward success.
Have You Met Your Company?
1. Do you read company literature,
manuals given you? Yes □ No □
2. If a prospect stumps you with a
question about your firm, do you
do anything about it? Yes □ No □
3. Are you interested in the operation
of other departments? □ Yes No Q
4. Have you ever visited the produc
tion line at your company?
Yes □ No □
5. Could you this minute describe your
firm's distribution system?
Yes O No □
6. Do you have a pretty good idea of
your outfit’s financial structure?
Yes □ No □
7. Can you honestly tell a prospect
how his order will be handled?
Yes □ No □
8. Do you know your firm’s inventory
on products you sell? Yes □ No □
9. Do you feel customers have confi
dence in you? Yes □ No □
10. Do you keep a file on company data?
Yes □ No □
11. Do you worry about not having enough
knowledge about your firm?
Yes □ No □
12. Do you know the actual size of your
company? Yes □ No □
prosperity.”
He called for men of good
will “to fashion one America.”
King said this country is a
world in miniature with all its
races and creeds and asked,
“How can we expect the world
to live in peace and justice if
America cannot?”
Series E Savings Bonds in
the $25 to S2OO range accounted
for $1,675 million in sales during
the first six months of 1966 —
six per cent above a year ago
and the highest for the same
period since 1946.
Driving for pleasure is the
leading form of recreation in
America. More than 80 per cent
of vacationers use their own
cars.
accept a lot less to plav base
ball. . .
Here the pro football season
is in full swing and the pro
basketball season is about to
start, but the chief topic of
conversation in most bars is:
Could the Dodgers really have
been that bad? . . .
Hubert Humphrey, the vice
president of the United States,
looking even happier than the
moment he realized he was
elected, at the opportunity to
rub shoulders and swap sto
ries with players on the World
Series clubs. . .
Year after year, more peo
ple watch the World Series on
TV than anything else. That’s
right —than anything else . . .
A major league ball player’s
face serves as his credit card
in most places in the land.
That doesn't work so readily
with athletes in other sports ..
And finally, if as they say,
baseball is dying, how can you
explain the following episode:
A man rushed up to the New'
York Mets’ advance ticket
window the last day of the
season and plunked down a
check for SI,OOO. He wanted
some season box seats for
1967.
“I was afraid.” he said, "I
might be shut out."
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