The evening world. Newspaper, July 19, 1915, Page 8

WALL STREET. Market Closing—in the early after. | price level slightly above the low point. A better tendency developed ; Jin the late afternoon, Raflroads sold | Am at advances, while industrialn as’ a | Sm: rule showed losses th ———— ITEMS FOR INVESTORS. Crucible Steel declined to 41 and put stock 10 points under bigh price touched on Saturday. wee oe 2. oF feeers International Harvester Corporation— averterly dividend of 1 3-4 on preferred and 1 2-4 on common stocks, both pay- Able Sept. 1 to stock of record Aug. 10. 4 Failure-Proof Method of | Securing Successful Agents. “1 uged, to’ secure my agente) aid tl proprietor of a concern which does & big volume of business aelling teas, coffees, flavoring extracts, &c., en- tirely through canvassers. “I obtained | ications through liner ‘ada’ jn the pers and closed them through “Bat thin method was not alto- gether satisfactory. A large propor- | chant, Just a case of owing how & haale haindie mea.” Howa PER sacorsovear of Human Nature Helped This Saleaman. ot the article you have to nell, nor its quality which, makes sales,” said a successful salesman cently. “It's a knowledge of hum nature. For instance: “it's the average mer- particularily in the smaller towns, spends as much time worrying about his competitor's progress as he does about running his own business. And a knowledge of t! fact has proved very valuable to in closing obdurate prospe “Some years ago, I was out on my first trip. I was handling a thorough- ly reliable line of goods, but fafled miserably in my attempts to make ‘replied. only one agent in a city and as my people have already got in t with Reedly, you wouldn't be intet- ested in seeing them.’ Literally we/| 8. were ‘in touch’ with Reedly, but no more so than with Grant. lar campaign had co trade. POUGHKEEPSIE, Justice Joseph F. Fallon of the Mu- ‘nicipal Court of New York City died at front, was married by Felted re day to Mila Eugenia Veill ceremony was held, at Corbet, was performed by the Mayor. Grizel acted as proxy tor the absent bridegroom. “ ‘Hum,’ grunted josed with him, ha’ seo them anyway,’ urged nd puti on his bat, tnsiat- my taking him over to the Rotel’ ® wee "I made not the slightest effort to sell him. Merely mentioned the fact that we were planning on supporting Reedily with local newspaper adver- tising, etc. Thereupon Grant actually asked me‘for the agency. I appeared reluctant; eaid I felt I wasn't treat- ing Be fairl; but finally con- tion of the agents thus obtained! sales. One morning after about a tailed to meke good. And I always! week of discouragement, I found my- had a feeling that many of them | seit in a town of about 25,000 inhabl- would have succeeded if properly/ tants, Two comparatively iarge bandied. I was convinced that it was | stores, Grant's and Reediy's, were bat- a lack of training in selling my|tling for local supremacy. I knew pecific products which handicapped thls from my talk with salesmen en “T casually sauntere office, introduced my: down. “Just dropped in to aay ‘hello,’ Mr. Grant,’ I said, offering ig a oi ‘Your friend Reedly’s the man Tm bu: seuss: +++ | { with Instead of Production is now about the same down Inst August, month. Fe Sa SBSH ESS ESSs. FESSE RE co Fee +il #25235) ss3eesshesysdess + BREE SUGAR ao 9 Amaricon Sugar Refining Co, | New York Grant's and sat e — ly, I secured a sales expert and put my problem up to him. He promptly lined up a force selected lest canvassers. These put upon a etraight salary 4 thoroughly drilled in the principles of successful salesmanship. It developed many of them were what my eales manager called ‘in- stinctive salesmen,’ in other wordn, they had never analysed the factors which contributed to the successful culmination of an interview. He forced them to analyze their own | actions, thus equipping them to train others. “This dcomplished, these were allotted certain citle: assignment was to inter’ id instruct applicants in tories. Before their arri ‘ads’ were inserted in the iocal pa- bers, thus assuring them of plenty of material from which to select, upon their arrival. National Enamelling and Stamping Company earnings for first six mi current year are reported to be dividend requirements — on stock, This will compare with (gettolt Sess ving over-reached his rival. ‘It was a lesson to me. I had no more trouble in placing the oon Mine. An ounce of at: pound of eloq MIDSUMMER ORY SALE ae rene $410 w process sti making Lohmannized greater protit ean be made than on the igalvanized good —_——— LOUSEK EE! fer F FEE Fe, LV E+ tHe bbe [41 ee e \uiGHT Yrom the Birmingham Age-Herald.) “When Imarried you I thought T was (woing, to have an automobile of my own,” sald abe. “And now?” queried he. “1 discover that I am merely the chauffeuse of an oll stove,” Stern Brothers Band and! 43rd Sireols, Wael of Filth Avenue In Raising Cash for the Rearrangement of This g Business We Are Sacrificing Stocks in These RECEIVERS SALES Petition in Bankruptcy has been filed in the United States Court against A. D. Matthews, and in order to raise Poteet cash ted aati chee are being made. Meena brings hundreds of great bargains. | 50 3s Rca tear ; More Tomorrow, Tuesday s CutOut Th : ea ene Trad urchase of. july 20. e s* ee ees tt | 3 agree _ #RSVSSUBE j++] + ' eo eRe SeSauseuas fete Here 58 = FS, men ‘Their ons Alief Souther Bacttio; select Souther fattnas SF eeseese F B2SS5 Bie AcE o. So 2sSE ads Es FETS ETE ANOTHER MOST EXCEPTIONAL OFFERING FOR TO-MORROW OF Summer Dress Fabrics ing of a very extensive assortment of designs d color combinations in Novelty Voiles, French Crepes | “A tentative selection made, the instructor then took the new sales- in out into the field. He showed him the proper method of approach, | the point at which to seek to ciose, ight method of meeting objec- and, in short, all the sales | strategy and tactics he bad learned from his own experience. oF PS Stam; more, tomorrow, Ree lator editions for prices and comments; wheat, corn and colton markets, _—_— “In bis spare time he operated in- and Silk and Cotton Fabrics [CHICAGO WHEAT AND CORN}. ay Si dependently, crediting all sales he made to the new man whose territory he was working. This encouraged Guarantee to quality or price, your money will be cheerfully and promptly refunded wpon return of the mer- chandise and sales check. DOUBLE un Stamps Mornings Single Stampe Afterncen the new aspirant and showed him that the company stood behind him. “Tho rasult of thi# policy was) gratifying in the extreme. Under our | former system, only & per cent. of " tho applicants for the position be- came permanent representatives. Now over 10 per cent. are appointed, and of this number only 10 per cent. —_—_—_—_—_—_—_—_—_—_—_—XK—X—_ at 18c and 29c a yard Were sold heretofore at 5c to 65 a yard lon, C BH ET:| ot! Also Imported Dress Linens wide, in white and a wide range of fash- Wheat apened strong but ea a mn profit Greater Than “Any Other August Trade Event ! Receivers FURNITURE SALE!!! At Prices That Would Be Impossible Under Ordinary Conditions es 95 Dresser or Chiftoniers i in Mahogany jen ead 19.95 $29. 70 7-Piece Tinh ” Bird's Eye § Dining Reem 7 tf $18. 45 soa Summer colorings; at the low price of 45c yd. Short Lengths of Dress Goods from this season's large sales will be closed out At Less Than One-Half Original Prices hs included are high-grade seasonable Serges, Gabar- Mohairs, Coverts, Poplins, Failles, Home- peers Checks, Crepes and Silk and Wool nts on frat call in a q | During second hour. price: points net, Political heived most attention, inclined “to be bearlah in ‘view of an| eurly note being sent Germany. \ Open. Ht Ehrlich Glasses Will ma Surely Help Your Eyes! If glasses are needed, have them f aslge pA yrentinn ps you will be R the right gle glasecs. Tes Examined Without Char, Eye Physician: ay an icallat choice of popular colorings and black, a J ‘ at 3dc, 85c and $1.25 a yard Mareh a pel fitted with 0.06 Also an attractive assortment of rt “ii honey atc pata Porlect Fitting Glasses as Low as knobs; Semi-made Skirts at $3.50 each rer he tengo | e hy ee eultonier fe | plaited and sport models with patch pockets, made of rhe iiitiocwaldo sad he v Serge in crenm, navy or black; shepherd checks, ta Pesher. he oS mor: homespuns, novelty stripes and mixtures. This couch is made to last a Ifetime; has open construction, sould: ond oak frame Floss sik $1 1.95 Pure Java Silk Floss, with rolled edge and cholee of art ticking made expressly for Matthews by the Dixie. Cot- ton Felt Company. $59.95 Library Arm $85 Quartered Oak Sisk * $42.95 $57.95 ‘The dresser base has full S| tine front: od . measures: 2 x Sw 0 inches; two small and 2 large draw- ‘ Searleting be Brg om Sey sete Ape extension, and x frame chairs, with genuine leather slip seats (brown or black Spanish leather). m Kargen's $30 Seine Leativer™ Turkish Recker base, mirror, 16x26. $35.00 Brass Bed low York: es B'way.at JohnSt. 223 Sixth Av., 15th St. 380 Sixth Av., 22d Se. MY Weet aid. Serect: 406 Fulton St.. cor. Bend St. ly became alarmed and ur thing, Waldo,” | grow’ to be a! hte no | ' Colonial Bufet for Hartman “Rite -Hite” Wardrobe Trunks " pocvanetonconterahivntndasnenninbnanccepeaganshenahitianitooorem a % ¢ invite inspection of our complete fine of [Cc The a Manton Fashions ol class “Trunks ve have just been / HAT we know as the one-piece > W gown or the one which is madi The Gold Medal at the nae Exposition " : with blouse and skirt joined by means of a belt, makes an important y are noted for excellence of construction, unequalled fotere, oC een Saimieps » Tala cas cing facilities and unusual durability. Various models, well adapted to summer materials and to summer needs, The blouse may be finished in two distinctly different wa and with revers. As this ts essentially a season of ailk and taffeta, of cour suggeats itself at once as a desiral edges. Serge and gubardine are prac- teal for many occasions. Cotton gabar- @ine ts very pretty, durable and alto- ts as simple as it is amart, very easy |Special at $25.00, 35.00 & 50.00 - either. with the round opening and « material. It Je pretty with bound edges gether one of the best of the washable to make and consequently especially = -F ¥ Cy ¢ 4 r chemisette or with a V-shaped opening with banded edges or with scalloped materials of the heavier sort. For the TUM Penner \ romn Two-inch continuous | post, with elghteen 14-lnch | fillers: Brass Crib, as illustrated; Iwith all steel spring drop side, finished with guaranteed jac- quer, in bright or satin finish. $6.00 Pure White Cotten Mattress .. $3.95 N extra high head and foot; guaranteed lacquer § satin or Roman fini: fan,” N $4.50 Open Link N Stro metal frame w! a + S twin link fabric; strictly sanita: bright ° Good spring holstering, tufted back an’ platform rockers; ee Good quality Brown Spanish Teath D springs, two semi-|#rench plate mirror in top, 14x cushions [ ene design is strictly col- 4 aldes. ZZ etthews'—Fourth 1,543 Pairs of Women’s $3.00 to $5.00 Low Shoes at 1.29 All taken from our regular stock and reduced by the Receiver in conformity with his aim to raise cash. 00 A WEEK Opens ari Account Liberal CREDIT Terms apply also ‘at to Long Island, New Je-sey & Connectic: t al MA a nn N “Complete Furnished ith Three. Ughter and thinner gown, there ar: crepes and voiles that show very charm- ing colors and a variety of weaves. The pockets on the front of the ekirt are much used this season, but when o less tailored effect is wanted they can be omitted. Linen and soft Anished pique are being much used this season, made im just such ways, and they are durable and handsome, both white and colors boing’ equally’ fashionable. Wor the fin- eh, can be used @ flat braid or a con- trasting material or the scalloped edges pretty while they are not in the least dimMcult, them for it te only necessary to bij jal. For the medium sise will be needed 1% yards of material 37 inches wid 6% yards 36, 4% yards 44, with % yar 27 thches wide for the chemisette and 10 yards of braid. Budng io Weet Thivty-serona HION loppo- Taal ores reet, fine. coats in or <4 mee, wee Ks the manufacturer. They Not all sizes in eac 85c see Brussels Carpets, 69° ya. ont, these other big features Lp Aa, BO Beet Body Fleor, A: and Wikee Va ad 86x70 in. Imported Grass Rugs; regular value $1.10; epectal | 81.10 Velvet Hall ond pet: yard This remarkable offering comprises a wonderful variety of the best Summer styles in fancy pumps and ae the styles most wanted now. Many dre offered for consaiderably less than the cost to ave hand-turned soles and Goodyear welt soles with Frenc style, but all sizes in a variety of styles, No mail or phone orders filled. and Louis XV. heels. $22.50 Royal Axminster Rugs at $15.85 Size 9x12 feet—remarkable value—extra heavy quality. Every, one a copy of a high priced Oriental rug. oo TE 4.6x6.6 Sanford Scamless Wilton Velvet Rass. Becta! for thie mie ... $4.87 Bet China and Japanese Mat- ting; reg. 360 and 40c grades; yard, 980 end, 20C $4.38 Ox0 t 45c Extra Heavy Printed Linclenms, 3 e Receiver; square Inlaid Tdncloam: White sik quality; equare yard