Herbert N. Casson - Ads and sales (1911)

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The principles of Efficiency were first applied to war by Moltke. Result - the conquest of France in seven weeks.
Second, they were applied to manufacturing by Taylor, Emerson, and others. Result - lower costs, higher profits, higher wages, and nearly twice the output.
Third, they were applied to the Ordnance Department of the U. S. Government. Result - the official approval of the Government.

Herbert N. Casson
Scientific management consists in correct interpretation of phenomena, in exact knowledge of laws, principle and the influence of conditions upon results: and in the skilled use of methods adapted to the almost infinitely varying circumstances of individual cases
- Engineering magazine -

Herbert N. Casson
According to Taylor, the principles of Efficiency are:
(1) Science, not rule of thumb.
(2) Harmony, not discord.
(3) Cooperation, not competition.
(4) Maximum output, not restricted output.
(5) The development of each man to his greatest efficiency and prosperity.

Herbert N. Casson
As yet the efficiency of selling goods has not been worked out. Most salesmen believe it cannot be done. They claim that there are too many variables in the problem. Perhaps there are, but nobody knows until the experiment has been thoroughly tried. In every case the victories of Efficiency have been won in spite of the most stubborn opposition from the men who were being helped. And one fact is sure - that the first Advertisers and Sales Managers who try out Efficiency and succeed will find themselves in a gold mine. They will have found a better way to enter a market that handles, in an average year, thirty thousand million dollars worth of goods.

Herbert N. Casson
What has worked so well in the acquisition of knowledge and in the production of commodities may work just as well in the distribution of those commodities.

Herbert N. Casson
No American can afford to treat salesmanship as a small matter. Why? Because the United States had a salesmanship basis - because only thirteen States were gained by war and all the others were gained by purchase and bargaining.

Herbert N. Casson