Don't know how it worked in the States, but here in the U.K. the charts were (at least partly) based on sales in a number of so-called "chart return" shops, spread across the land, where sales of singles were assiduously and correctly recorded.
If records sold shedloads in non-chart return shops, they probably didn't make it into the charts at all. Full stop. This was typical of sales of Reggae tunes and Soul too, I suspect.
However, once momentum over a tune gathered the generally radio-friendliness of Northern Soul / Soul tunes might eventually get airplay and subsequent chart placing...a number of good examples listed above.