ENGINEERING ANALYSIS APPLIED TO TRUCK SELLING 210028
In this day of transportation engineering, the requirements of each customer must be diagnosed accurately and the economic waste due to wrong selling eliminated. Stating that 32 classes of trades, divided into 350 sub-classes, use motor trucks, the author expresses the view that, in applying the science of selling by analysis, it is necessary to know the cost of shipping every pound of goods, deducing in turn the correct size of truck for a given kind of work.
Referring to the fact that a truck cannot be designed to stand up under all conditions and that selling a truck which is unsuitable for a particular task means a dissatisfied customer, the author gives the opinion that a truck of mediocre merit will in many cases perform more satisfactorily than the best truck built operating under improper conditions.
The author makes a broad-minded and valuable contribution in his statement of the factors to be observed in determining the proper type and size of truck to meet a given customer's requirements in the most satisfactory manner, pointing out the many advantages derived from the making of unbiased recommendations and taking all steps possible to prevent overloading.