Use in Interpersonal Relations

A fourth application is associated with business management and sales.
Management applies interpersonal relations to subordinates; sales applies
interpersonal relations to prospective customers. Adler’s formula for effective
interpersonal relations is simple: Do not make the other person feel inferior.
Treat workers with respect. Act as if they are intelligent, competent,
wise, and motivated. Give subordinates the opportunity and the encouragement
to do a good job, so that they can nurture their own social interest by
having a feeling of accomplishment and contribution. Mary Kay Ash, the
cosmetics magnate, said that she treated each of her employees and distributors
as if each were wearing a sign saying “make me feel important.” A similar
strategy should apply to customers.