The evening world. Newspaper, December 16, 1918, Page 18

ESTARLISHED BY JOSEPR PULITZER, RALPH PULIT: President, €3 Park Rew. J. ANGUS BHA’ rer, 63 Park Row. JOSEPH PULTE ir, Beoretary, 63 Park Tow. MEMBER OF THD ASSOCIATED PRESS, Prem ig etctus ively entitied to the use for repaibiica rolverties ‘crodiisd’ 1s" this taiper ad choot local ‘wow vlad Tae: VOLUME 59... THE UNREPRESENTED. URRENT DISCUSSION of wages and prices as post-war prob- lems continues to ignore that which cannot be ignored. wore oN It continues to leave out of account all claims eave those | ebit ORIAL _Monday, December 16, 1918 PAGE | By J. H. Cassel Whysand Wherefores | of Love and Matrimony By Fay Stevenson No. 9—Why Men Often Marry Women With Opposite Tastes Copyright, 1918, by The Prem Publishing Co, (The New York Bening World.) ID you ever feel an electric thrill when booky Mr. Jones marris D frivolous Flossy Smith? And still—no man on earth {s as capable of loving a bright, frothy little woman as a sedate, sober, serious minded type of man. Just because a man is serious and looks upon life from a serious point of view, because he likes books or is a student of some question of the day, is no reason that he desires to marry a book-worm or a woman who has @ ~ registered in imporative, aggrevsive form, with organized force behind them. It continues to take the etate of mind of organized labor exulting over war gains for the state of mind of the entire toiling part of the Population. It continues to let organized labor spell itself in all-embracing capitals and speak as LABOR. In 1917 the American Federation of Labor claimed a total mem- dership of 2,871,434. The latest available figures of the United States Census Bureau based on the 1910 census put the total population of the country engaged in gainful occupations at 38,167,536. ulation must have brought the latter figure by 1917 well above 40,000,000. Even after making deductions for capitalistic and semi-capital- istic elements included in the larger working body, will any one main tain that the Anferican Federation of Labor speaks to-day for as much ae 6 per cent. of the total toiling strength of the Nation? What about the other 94 per cent.? What about millions of elerks, accountants, salesmen, office workers and the like—to mention only one or two classes of that 94 per cent.? Have they no concern with reconstruction problems of wage and price adjustment? Increase in total pop- It cannot be too often insisted that these and similar classes of workers whose incomes were not increased by the war and upon whom the burden of war prices has therefore been heaviest are the ones whose situation gets least attention from those now busy laying down the economic law of reconstruction. When war premiums and rewards were coming thick and fast these workers were not under the spout. For the most part it was organjzed rather than unorganized labor that found itself in positions favorable to obtaining war pre- miums and wage advances. As a maticr of economic justice: Suppose the sudden demands made by war upon certain indus- iries lifted wages for manual labor so fast end far as to permit no corresponding increase in the pay of a great army of clerical workers whose toil is every bit as necessary to efficient national production and permanent national prosperity. Suppose advancing war prices, advanced still further by wage) inereases for certain kinds of labor, forced down standards of living} among clerical workers with fixed incomes until their plight became) pitiable. Suppose, the fighting over, labor that has benefited sets out to| Beginning a Series of Articles by ROY GRIFFITH, a Sales Expert, Wr P i a | Profession—Mr. Griffith Will Also Conduct a Question and Answer C assure ite upwonted gains and further lift its living standards by Copyright, 1018. by The Pra Publishing Co (Th: Now York Evening World.) | uitate each other, Imitation is a heeping its wages up to levels where they can only be muaintained| By Roy Griffith witty for original thought. | It ts | d . har wk to think, and We ar at the expence of millions of workers who lave uot benefited, but The Lvening World's Authority on Success/ul Salesmanship nore or lews lazy, Mental lasiness is A ’ OUR b oan o ma 7 t commendable, but as long as the who, on the contrary, must see themselves driven to yet more painful} t business is selling. Whe Ware out on the road, or cover: | ( ins we do imitate, ae ‘ A as ing a porely local territory, or se sods over the counter of a 4 ell to Use t fact in GUE OER shifts to make both ends meet. | retail stor your success, in term jollars and cents ary ¢ nex ROMAN COninEe Can Ut Would anybody say that here is a sure way to better the condi-, Commission, in the long run depends on your maviery of the art of it should be, but @ - sulesmanship. Successful sulesmanghip requires study, just necessary tien of labor in general and to put the country on a sound, just basis Mase . ip: eesiclaua tana aa Guay BAS : ng to a prospec : . to its accomplishment as to success in medicine jaw or any other assume that the sale for all-round industrial progress following the war? often means having to There is something wrong with a programme that sets out to highest regardless whether or not it | Profession, Learning solely by your own experience Profit by your own mistakes, as well as by It expensive road to the top. In this new series of articles which 1 um to white for The Evening World I will take pages from the persona! histories of many salesmen for much of my material. It will profit you to read of thelr experiences. I will tell you of their mistakes, They will be the experiences whieh you will be most likely to find paralleled in your succe 3 @ long, you and also assume that s closed, it comes to the actual sign- 1e order, here is another little at you can use to good advan- keep certain wage levels at the weans that other wage levels relatively too low must remain low, The workers of this country are not adequately represented by, organized labor, which has the powerful voice and does all the talking. tage there w successes and their 8 a space for the salesman to s own name as bis confirma- your own seliing. { i Nor is it American for any one class of labor to clutch at win-| . if you wy pot MAKIN ie ihe vee! OUR. ae the Arm's satlarection, ° ie tection Cre pepe, p i : [ ay these articles will give yay_valuable pointers, you are ng fairly well, - ES choc, wick ih gan cap -riie by clcbiag on Vis choaan of MOET Merit en Ure wn teng ity wel “Te Foxe Ff egg) By Roy L. McCardell ‘snainer'ings, set o ate ms { other classes. | hints that may mean more moncy in your 1919 pay envelope. I have been Copyright, 1918, by The Preas Publishing Co, (The New York Evening World.) ‘IL never saw you ebildren so im- Saeeraper aii ee oo ie } | @ salesman and I have becn a sales man I know my subject. And lL), “ty , ;" ee poeta reg ? 0. rane PRROT At = Leer ts tagutands of uaisanise sou ax'tam any Wier ace, |LName aiack- Hand Lettera Are Sent to Serta Gigua |store ® vee sonsel-work Reform” eee mith AmAEMR Ghee: Eye o of Letters From the Peo p le My articles will contain meat for the employer and the manager, a M’ ee eens eacrat | *avleimed’iMaatbr: THT) doa't crowd, dearies, Pape cud look /boerd and taalehed tonvtber co. mich Merried Velentcer Wishes Disebarse.| should instruct all officers not to elles tor Ut ch Ane te Snort & ee ae w of any of papers when bis darling chile| ‘The Physical Rescate’ Lborar |®* Dott samples of your Spencerian | side of the Sat package of cold amg dae Sika of Tab Broning World the points raised in my writings I will anawer through the coluiins OF 70° | dog eee eee ee eae ec, tory, Willie” correccct tte eoerher,| 70f ' the vertical sill in amd tho/# small stick attached to ¢ end, | Having read many letters ip | Lvening World any questions ov ubject which may be addressed to me| working bis attention by their ca-| “und I think it was partiality in the | oping style still out: [ate wi wave most effect ély fron | editorial page of your paper regard'ng in care of this newspaper | tosses teacher sending note to me it] “What's this? avked Mr, Jarr,| Soo ee ee . baile | Piacaascaa, PiwrouMd ike 16.001! Your My first talk to you, on “How to Be « Better Salesman and Karn Big Ain't Ia good little girl, papa?” |Johnny Rangle was the real culprit, | Pointing to what appeared to be two bk wis attention to the married inen in the] ™,1 tails # Tm Mrwaing Worlds | Pay." follows quired litte Mus Jarry aged ine | But why didn’t you tell’ the teacher we eal Let xe 6 Watney oe mriorvole aa! the OMe aving re ‘8 letter in : pe 7 sf" vg) s My teacher says I am the bestest | that?” was superimposed ne cruller " o er Jarre believed army—many with wives and © your paper, stating that he enlisted | No. 1—THE PSiCHOLOGICAL MOMENT. Mille itl an hae classi? : Master Jarr was silent veemed to. be afire [in Santa Claus from Doe, 1 to. Lec to support, many that put thelr COUN] a) ie oi reak of the war and had| Closing the order ix the bugaboo)] believe that the opportunity to close I am sure you are, my dear,” said! “Would you eapect an American| “Its a motorcycle, pop; I want a|25 inclusive, The rest of the year try Before their families and WhO! O01. bus to enlist for four years jot many salesmen, They can make a} My ome Theta during | Mr, Jurr, stroking the little lassie’s | boy to betray a school chum?” asked | ™tOrcycle for Christmas, not # bo. Wea o@enalyely skeptical, to th ought to receive thelr discharges Im-| oy og iy Years, | good impression on 4 pr Ways tinal het all innocent brow, Mr, Jare BRUM ARNE A eleFSy ole, < ap) lhe Pee ROE: AAG ARSIERANOR 9G Bim : fe ere mer and now wishes to obtain @ discharge | tomer and they plan to try te close “And I'm good at school, too, pop!” “About such horrid’ things as wante — | tee le sister, mediately the same as the reserves, I aluo de-|the goods. When comes t In’ this way | declared Angel No. 2, otherwise Mas-| toads, yes,” remarked Mrs, Jarr. “L want a walking doll, papa; see, But 1 want @ walking doll an’ ix o save the Government the Puy of] sire to express my opinion in he |Freal business of getting the name on |¥Ou Ur salen arhenicl tar ‘Willie, Jace. awed eleven “And I bad to go seo his teacher to|!'¥e written it out awful pretty, and | pensive roller skates an’ ixpensive the soldiers and the allotment to the|mattcr, 1 cannot sec whercin the |the well-known and justly celebrated [fist attempt at clout case sour] «pm glad to hear tt" interposed | keep Willle from being expelled, and|! want nice ixpensive roller skates, shors an’ ixpensive everything i soldicr’s family; to return the soldier| navy is treating these men fuirly|dotted line, they full down you huve sald it wil, told a customer | Mra. Jar, “But don't forget it s/f never told you a thing about It/@nd ixpensive doll carriage, an’ ix-| walled the litue girl, “Look how te his family now that the war is|#ince they are releasing many who| Perbaps the reas rth Jeversthing you lkiow ab your|only a couple of weeks ug that Tleither, You sco T have lots to worry | Pensive dishes an’ ixpe every- att wrote them" twer, wo that the soldier cal now do| have not ween active service or hard [in the tuct that t \ MROUGH, — If the: cus had pe aur toneher @hout |me you know. nothiog oft ved ar alcaisererravare prt? his bit for his family. Md since enlisting, whereas others |semebody say something about the |#No," then all you ear your vior"— But Willie, who had brightened up] | 1 0U Bre Nour onm mother's cbild | waat 2 Weel s know &' boy. Ge The writer is a soldier that enlisted |BAVe seen almost two years of active | “Psychological momen Yi All right," wud walk meekly out Willie put a hop toad in Becky| at the commendation of his father, veal d Mr, Jarr, “everything ‘ix- Hie Fanta Claus when be saw hl in eptember, 1917; has & wife and|Service and good bard work, been a great dea perfec 4) "At one time I had a force _| Slavinaky's desk,” interjected ttle | was now encouraged to proclaim his | Pel the child's right, rema lS ce h ent a ARS 908) 1) iad ~~. eight-year-old son. He was past the] Many of these sailors bave families | White paper used Up by various | 500 en under my dire | Misa darn, “and Becky tried to teint | since persistent pulchrfids. Ge HE Sere atone iste ee eere uc phy es d?att age when he enlisted; he laid|dependent upon them and their allot.| writers on sulesmanst un at~/ took the liberty of passing the word| like she seen Mrs. Mudridge-Smitn | “But I ain't got nothing but good | 1% 10mm oabenive ArHCIOD Are ee. ee Siancee of bane Olle aide his business and family respon-|ment docs not belp'as much as their |tempt to define the whys and where. |AoMe to these boys that there was|do onct when her automobile run|marks for grammar ‘everything preg einer ag alse Ane DS he Pas 8 POnkSS FA! ie Wee sibilities aod never got to France be- | regular salary would toward support- |fores of this elusive “moment.” Moment tite meatble eT NCeIcal| over Issy Slavinsky, but Becky | since thet, pop!” be declared, “and| ARG 1 vent ® sum woe I got it) taken to the huepiial an!" — Cause he made food on his job in tte|ing them were they allowed to re-|_ Properly speaking, the psychological somewhat in tits statement, but they | screamed while she was fainting and | look how I kin write!” maar ary ue hid Pei ALR AAA States, He enlisted in a combatan:|turn to civilian life, moment Ie tind oe the prospective |Peveved me anyway. And their sales| that ain't the way a lady taints!” “No, look bow I can write, papa! | Master Jarr. “It can be expensive, | Claus don't bring me a walking doll ptanch, but because of his qualifica-| I realize that the naval authorities | customer is in entire agreement with |'Tiis leads ine toe heltere he ie | “Gracious, where did Willie get | Look how I can write!” eried the lt. oe + ante C1 and ixpensive. shoes an’ ixpensives ‘ fib was assigned to a staff corps,|are very busy now with the signing |the mind of the salesman and whea | when « certain principle of the werk | tond in November?” inquired the aa-| tle girl, crowding in between her! "Bit Salle Clas \s very poor this/ doll carriage and ixpensive voat and his superiors refuse to approve or of the peace, reconstruction, &c,, but | tie, 690d8 being presented seem abeo~ ling of men’s minds js true, if thinking | tounded Mr. Jarr, who was hearing! brother with a sheet of pink paper!) oO" beeen Mrs Jerr Subjously, | vermin tur an) ixpacnive every \h iat 7h att Gia acrlicaice far Glee hepa thay will san make same raling lutely indispensable ere undoubt a pout bhat prin iple ris sales it] these censored and suppressed inci-}in her hand | “Won account 3 the wes - But the ve me the black band tott eg pa lle perce id 1 ie ould be just as ais : , Jonts for the first time. Ll asked pop to look at my writing | Children Dad beaty tie plea of Santa | for Santa Claus, children, suid My, I cannot say that this is fair, The|have certainly done more than their ' eras cauiitan te 2a eect hed it fromthe | Arst, Teacher gimme 80 for'peamen- |‘ ieee eres, Epa with PER Cah a Bet wrlsein a ale 4 Government should discharge all mar-' bit, may be released also if they wish. | | Woures Of making @ bale Which| loging’ momen” “Seat te the’ tan bal is hotinueae age ne (euP fepertl | Tooke! Poet " : fa se lee fied men on their own application and wu M as the battle for oF against you. leona ment tae SARA pe per Feet Namen tate Msi Cees Ad | aad ne prepenser's Much #y|ee Te coupons, pop,” sald the boy. ‘Then | get anythiog from anybody, Yea, [ 4 ic rs in use laughed the uscript. Santa Claus will only have to pay’ | see they both bave Fourtecu terug” On almost every order blank} How to Bea Better Salesman and Earn Bigger Pay itten Especially for Salesmen and Saleswomen Readers of The Evening World in All Branches of the Yolumn. tion of the jer your prospect to sign put your own nue down first in the Instead of asking the order first space allotted for it, Then pass the pen or penci! to him, Here again the tendency to imitate will react in your favor, You may waste an order blank once in a while by doing this, but I assume that your firm bas plenty of order blanks, In presenting your yoods, talk just enough to get the merits of the mer- chandise before the prospective cus- tomer effectively, arouse his desire for the article you are showing—and then assume that the sule ls closed. Force | the issue. If you fall the first time, go after him with some of your reserve sales talk and then try again to close. And don't worry about the “psycho- logical moment.” To-Morrow—An interesting article on “The Romance of Merchandi: plishing all kinds of mental feats comes home tired and overworked be doesn’t want (o meet such @ brainy Httle wife that she will keep him thinking upon the very subject witn which he has been battling all day. He much prefers a light, happy, |ehildish Little woman who will meet | hima with such joy and radiance io her face that she will drive away ali | thought of work and serious things and take him into @ lighter, brighter world with ber. Call such a woman flighty, call her a doll, a baby, if you will, but she nas her work to do just as the heavier type of woman. She has her mis- | sion im life, too, and usually it Is the j mission of being wife to the serious | man, Then there is the jolly man who invariably marries a sober woman. How many times has it been said, |don't see how that jolly, fun-loving man ever married such a prim litle old-fashioned woman.” And yet how perfectly natural it all ist If a witty man married a witty woman neither would have time to appreciate the other's fun or clever- A witty man is morte or less wants atten- to hear wit | ness of a clown, and a clown tion, He doesn't want from another's lips, no matter how good it is; he wants to “get off” all his own wit, and all he expects bis wife to do is to listen! No boy wants another to help him set off his fireworks, and no man needs a wife to help him to “set off” his fun. If he is invited out for a social evening and his wife were as witty as he, then he would have to share his talent. It would be sald By Lesli e Gordon Copyright, 1918, tir The Preae Publishing Co. (The New York Eveaing World.) over the Christmas tree than we ever had before just because each parcel was wrapped in such a way that it was impossible even to guess what it contained. To stimulate the chii- dren's ingenuity I even offered a prize of a box of candy to the mem- ber of the family who displayed the greatest cleverness in this respect. And to my surprise this was wom by| eight-year-old Juck with a string of | remarkably lifelike sausages which he L* year we had much more fun hung upon the tree as an offering to his mother. We all tried fm vain to guess what they concealed and watched curiously when the strings were cut and half a dozen sensible hemstitched handkerchtefs tumbled out. ach handkerchief had first been rolled in a small cylinder of cardboard which had been cut trom the liberal! supply the laundry sends home every week with the clothes, Hach one was then wrapped in the brownish mo:- tled paper used in hardware and some butcher stores. The finished sausages were then linked together with bits) of string. A close second was a foun- tain pep concealed in @ candle madc | hidden in imitation apples, bananas, mind which runs along the same channels as his own. reason why he appreciates a woman of “the lighter vein.” When @ man who has been accon. —————$———————— ns In fact, it’s the very that “cleyer, witty Mr. and Mens. Blank are coming here to-night," in- ¢ stead of "Mrs, Blank and her witty husband are due here this evening.” When a man who (s brim full of fun alls upon a young girl he expects her to laugh at him and give her uo divided attention. If she insists in getting in some of her own wit and cleverness he sponds a very dull eve- ning and only half enjoys himsel! because he has said only half the things he intended to, She has taken the very words out of his mouth and made him throw some of his own limelight over her. But thé prim girl who simply gig- gles at everything he says just suits him, And there is no one on earth who can laugh 60 hard and so lobs as a prim little lady, because she never gets off a good joke or a bright remark herself. Therefore, when this prim girt gig- gles and asks him to repeat one. of his favorite stories the funny man's chest swells with pride, and he spends an evening never to be forgotien. He * basks in his own limelight and its reflection, too! His heart and soul @re touched and something within him whispers, “This is the: wife 1 want. This woman appreciates me. She ts really clever!” And as to the “gay” man—well, you will usually find bim married to a little lady im gray. Chandclier ktek- ers never inspire him to matrimony, And Go it goes. Men are very apt to marry women with opposite tastes. And those who do are usualty listed among the very successful marriages. It takes your “soul mates” and. poo- ple who are “just alike” to wind up in the divorte courts. Camouflaging Xmas Gitts of thin pasteboard wrapped tm white tissue paper which was twisted to @ point at the top te represent the wick and then blackened with @ drop of ink to show that the wick had becn lighted. This was stuck inte the kitchen candlestick before placing it under the tree, where tt presented a very realistic appearance. A ‘wrist watch was hidden in @ bouquet of pa- per flowers, The tiny wateb ftself was in the heart of a huge Amertoan Beauty that formed the centre blossom of this masterpiece, while the bracelet was concealed among the stems and the wide ribbon which tied them togethe: ‘This year I am going to camouflage @ silk umbrella as @ “captured Boche” by first wrapping it in strong paper and then twisting a wire aroumd each end of the umbrella and bending the ends up to form the short legs of a dachshund and then twisting another bit on to the ferrule for the tall. The crook handle of the umbrella I have padded with cotton batting for the head and then covered the whole thing with browm crepe paper. Two big white pins give it eyes and the long melancholy ears of this species of bound are easily out out and al- tached. Small gifts are the easiest af all to make mysteries of, and they can be