The evening world. Newspaper, February 11, 1919, Page 21

ss Copyriaht fay ae Evening World's Authority on Successful Salesmanship. 1019, by The Press Publishing Co, (‘The New York Evening World), In Mr, Griffith's “Answer Column” he will be glad to atd salesmen im their salesmanship problems. His replies will be published, using “wnly the correspondents’ initials. Answers to Questions GoW. G. is a hotel clerk. He is am- Ditious to go on the road as a sales- He writes to ask my opinion of ebances for success. Other things being equal, a man who has had experience as a hotel clerk should most certainly succeed as an Oytside salesman. . One of the best Places in the world to study human nature is back of a hotel desk. A hotel clerk meets all kinds of people, he learns to be cheerful when be'd/ personally much prefer to feel grouchy, ho learns to give serv is and much uw I spent a couple of years | bac a hotel desk myself and the training thus gained was of inestim- able Value to me tater, when I got into the selling game. Yes, G. W. G., 1 think you would make good. e—all th A. F. is selling motor trucks. He says he doesn’t know anything about the mechanical side his line and he “feels foolish’ wh attempting to talk'motor trucks to a prospect. Ofcourse there only one answer, Learn about your line, M. A. F. Now, f you can make your period of learn- {ng an ussct to you, so much the bet- fer. 1 once w young man who! went ¢ to sell aluminum cooking utensils from house to house, He didn't Almost every wor Know anything about bis goods, 1 has one or more ipoes of aluminum war in her Fitchen. So this young man would Start his t to « housewife by say- {ng he didn't know anything about aluminum ware and asking the Louse- Wife to telk- him abo! it, Everybody | likes to pose dn the role of a teacher, and whey @ person says 50! ething complimentary about the goody you | aro gellimg it's a great deal better than pif yam. yourself sald the same thing eustomer MUST. believe and {ke bts or her own stateménts. If théjyoung man referred to could wot @ Bousewife talking enthurias- tically aby t alum.oum ware he was almost? ain to make a sale, This might Sea good tip for youd yout, line. | K. W.—The assortment of books you mention ts rtainly worth the money, fn my estimation. If you are a sales may “The K & of Selling” is worth ail you would pay for the entire as- eortment, 1 am not go famitiar with the other books, im tnelined to agree with you that they are a trife theoretica put G.'H. B.—From what you say. T be- a aah te ToDay. *FGRTUNE.” BY ALBERT PAYSON TERHUNE. AY LBERT PAYSON TERHUNE 5 fortunes ~ “Fortune” (Doubl . & Co.), is a tale of Ths young married misfortunes -- of @ pair, who with the eagerness of youth and the confirtence| ef snexperience, undertook to snain tain. a domestic establishment on the voung man's salary of $35 a week es it all the humor and path- oa, the comedy and tragedy of the Bfo of the great army of “half way poor,” whose life ts the life of New York and of every other great city The star actors in the drama are Gratt Errol, a young New York new paper man, and his pretty girl wits | who was BYe fourlay, only sister of | } | novel, and the great Peter Gourlay, self made multimillionaire, who has acquired caste along with his millions, and has determined that his sister shall maintain the dignity of his wealth by marrying in bet owa “class: pti however, bas ideas of her own on jthe subject of matrimony and marries her impecunious newspaper mat. Peter Gourlay ts her legal guardian as well as her brother and as contro) of her inheritance from thefr father until she is Nenty-five. On learning of her marriage to young Errol, Gourlay curtly informs his sis- ter that she is no longer considered a member of the Gourlay faimily and that not a cent of her inheritance will he allowed her till ber twenty-fifth day. Ly the young people be- gin; their struggle to learn how two may live on # sum which the young! waman would hitherto bave regarded e pin-money. “Pos. dramatic picture of vag a gale of what ¢ author eterna SEE wily "poor. to, make ends meet, keop Up appearances and Preserve an environment in which spect and modest comfort are In the end, their fortune—the for- tune of the Utle--becomas a actor for an evil in thelr liv factor fOr that the @lmost unbéliev- ably Quix lve's char- aoter brine as great it is uns nis human story; one ° been written’ only human hive Mannattan and to, mid its ceaseless roar, bas workec amine. same. problema with which Brant and kve Vrrol siruggle in the gtony and drank from the eame cups of Joy apa sorson, lieve you would have a good chance | or success, The prospects for the sale of your line would seem to be very good right now, Ambitious—You failed to give me| your name and address, Write me aguin, | E. C.—I am gorry, but since I am not operating either an employment | agency or a public library, I cannot grant either of your requests, J. B, S.—1 am familiar with the firm you mention and their propdsi-, tion, My personal advice is to leave it alone. I am not questioning the firm's reliability, but when a farce Proportion of the salesmen who ro to work for them make a fiasle of it I believe it is worth while for a sales. | man to “stop, look and listen” before connecting up with them. | TR. C. N. bas @ position where he hay a good dea) of spare time. He! would like to take up some sort of work along sales lines to occupy this| spare time, There are any number of maga- zines which advertise for subscrip- | tion representatives. I don't know of any better sales training for spare| time than getting subscriptions for one or more of these magazines. You may, or may not, make a considere sum of money this way. Whether you do or not, the sales training is extremely valuable, A. E.—-By al! means speak to your employer, Tell bim you want al chance to show what you can do io the sample department. Tell him ‘ou don't want any more salary un- e thinks you are worth it, All you want is a chance, And don't think of quitting—for a while, any- way. Sve how things turn out first. A. K cannot recommend any particular school. There are several wh are good. If you will write to any large manufacturer or jobber of paints and varnishes, you can Boudtiess get formation about Good books covering these lines, I.—I cannot refer you to | fticular firm, Im general, it| would be vest for you to connect with | a firm which was conducting a cam- an for the sale of a sub-division The Waiterless WANT BREAKFAST / | SERVED in = ues |" MY Room | RULES WELL TRAINED DISHES 1 Hey ARE THEIR, PROPER PLACES, AT THE TARLE BREAK FRAGT. Clean The Ae - S$ at Co. rae, 39 J at the open, expect.ng was @ message for the French sol- Hotel ALL Rica thy { SERvice SERVICE Wi BACAR esr One 1 ROOM 11307, - STAN the Quartermaster the order, eo r + 2. every secoud that one of the missiles dier; it got him squarely, leavin % Then I had the pleasure of witness- |\Not Understanding the Language, (oo Spite te tatsmics Strictast Un stem, Goren, o% them tReet tema of tps » r 7 y I : round everywhere would Iinmediately after the death of our enlerity and effectiveness with which the Canadians Are at the How I longed for wings! kun crew and the French Captain our an order of tity kind is carried out ; opel later recommended me for a com an tion was moved ned that “Ten loads of ammuni 1 wanted i mission and many times since have me evening alter supper. consisting at once, eir; ammunition pretty Mere of the S les wondeted how he would. feel of the usual bread, Jam and tea, Wal- nearly exhausted at the guns,” was Pp . that recommendation if h ter Hope 4 4 were on our Way to the message | delivered. ‘Mie Quar- learned the real stuto of my feelings the dugout When halfway the Lortnaste r blew ia | whistle tand at that moment, He did me the honor sudden emptiness entered into my to! ammunition up! he yelled SYNOPSIS OF PRECEDING CHAPTERS of requesting Col, Morrison to permit and the neat thing I knew | wa wreeant 1 rried on; the Courright, 1948, by D. Appiewn & Cv me toenter his unit and Col, Morrison ing lifted on to & stretcher, 1 ro- were standing easy by thete horees ie erent t9 did me the additional honor of refus- belled and got to my fect. waiting for tha word. Prepare to nd) ing to let mo go. 1 had gotten a some- = What bad happened was this, as moun ant! Walk- mareh! Trot! what painful scalp wound on the way told me by ove of the boys who was yelled the reeant in quick suc fi -, er, and Tot way to the standing a s! ance off-—-a she jon, each command being exe CHAPTER II, miles northwest of the city, Here I h dressin had come and ex almost wtiny With clock-like exuctnowm wing trotted from, under « re was detailed as observer, my d ious condition fi wing ime in the for a (Wentinued.) . my ¢ where t early con e © y BD! distance, am he 1, of fully twent v v ® ¢ ; ben, Mie th eecue ne Le tor nearly completcd maiters by sp ore mh NBIDBE of a minute the red flames a i Bel ing the iodine ia my nd nearly It is impossible for me to per- airplanes and proce rapidly up nd from the mo: advantageo " S hoe thee the wl under sh fire, bumping gan shod t from all sides; ivantageous wlinding te, Some dope wax then soually make an estimate of Une dis , 5 tee ae t ‘iH ablaze, 200K that I could fi t to dis nin iat red that brought me to my th as T was unconseious when Lait aban : in encider minute It wos ” cover whatever | iid about the full senses went up and when [came n I wis guide for tho party bat and in five anaes sts wee kad movement of the enemy, communi- . When Tw up a nen reed hater Bre engihe De ALi FOU Make She heel, cid wtee ae joy and satisfaction of hearing the cate my knowledge lie telophonist the dressing ‘ * hopping around holding his right hot 1 ne best hind of wpe " r u t ; . i, ) do owith his left and ex the trattic was terribly ne oO muffled shrick of the soldier who had Who would in turn send it tu head tim the wounded men w si ant wide Ok the aaa ie ee quarters. swarming everywhere #madman, His hand had been a , , lath ag ees bis eyed grat night ¢yictte,i8,the afternoon I reported to Women In the station car b tL gevered” by a fragment from lines 9 ambulances bearing wounded his en for me a busy first night the a big tire was kets and speaking to the soldiers, yell and was hanging to the wri \ wero going down, aire pears in the front lin our I They seemed to be peasant ‘women, DY a shred. He ran ty the cookhousy 1m were carrying thelr suffering DU billets ta where I had been ordered. shells had buret wire, rendering their way up the road; but someth suite de anything for bien inslend, roune ee ould. foe hey aie a shell struok the building, 4 splinter it useless, he started out to deliver in their appearance directed attention (2 lis frenzy, he ran to the gun pits, best they id, among them being x dit appeara ; a eoine fone to the other’ looking Men from every branch of the Im knocking out the eye of Lid Jackson, the sage by word of mouth, ru to them and they were watche ng . ie: : sanKer " on top of ‘or hel ery ma here wanted Perk serviee, together with French Who was sitting beside mo, Hoe was DINK On lop of the parape After they Mba Oa & Title Wii up the fo" er a Era, OA ENORS Ree ee ce erimDal ce tha Orher olde OF not killed, but hig wound was @ saw of him; be did not ¢ PSH Chain Wes foen to open ‘couldnt stand) atl coneusaton road supply wagons of all de blighty, taking him out of the game Fritz was coming, and ahead of him wero at once arrested’ hunted many ithe shell f his brain weripions were going forward, In of Pie! . handed ov nd thin uccounted for hia ungover course of ourn ha for good. Speculation was aroused the sinister-looking cloud on to the French police and taken to a a the ho rub ft. Sone ness and we set a man to watch, and sus- happened tt kérancest "cLum : 1 nti! he was ham top happence 1 ‘anges The Anaad len a few of us grabbed him and ‘ Lid picton fastened on a farmer who was ‘The Hne trombled from ons ynoveehen” Share eenoeemerte WAS yt bundazod It us best 1 ; Wagon Linmediatety th working his plow, Nothing was found to the other, us the Algerian they were n 1: had It not heen for Over to the road with h the Waccneis Rik cue a on him, Next day the same thing jimped out ut thelr trenchex falling (er lehtning-like acumen and C4 nin en his way, 18 hor. ale wn happened and again the watch was i he whole thing seemed BLOMP! service, the Lord only knows Rod sp nth agen and caught up tot. This time our efforts were ro- ubsolutcly. incomprehensible unt T BARE MOUM have become of ua MOOT Hiv Way alone, “When meuring ti he others, “The speed” with " : gota whiff of the g They ran like herm in that country, as we were station his es complete! ' which he ¢ : bs warded; the scout saw the farmer KO! 4 a y ran practically at the merey of the - RE ¥ Jeft DIM ine gasp with nment; in all my ; Men possessed, Asp! chokin ‘ ¢ ePles, for the time lucked o snap wi . sf rages ton, ad _The two women were taken to ‘9 , By fram led go smoothly and swiftly 4, search was then mado for the Lon. : . Toe ok we a eae, ake fe lad wat n taken into ‘ rifle where the scout had seen bim | They could handily be blamed. It gerved fatershot, Hut the pigeon properly attended to and sent CHAPTER V. throw It and not only one rifle, but Thorougiiy, litistretive Cree Pee, did its work, Within an ‘hour after (Oda cond bate ae SERPS oo several, including English, French gia idea of playing the gar thelr arrest the hospital waa shelled: tle of Ypres, April 2, 1918, McKay ne alxth day after the fret and German makes, were found in When the great yellow clouds came wee on Mae with Pa a and n orderly, came up the line with am: fas attack on the Canadians rolling toward us, orders were reared he wards one of those. flying munition for the guns as our supply at Ypres we took up 4 new various parts of the field, partly Tolling toward ua, order {rare’ ministers of death exploded, leaving was exhausted oA f : : buried in the soil, When the guns thom jn our mouths, and half vhoier Pt & single living man, sare delivered it wen Wletante an ee eh hedge. about | were discovered the farmer threw up and blinded we held for a day ant Es, a Teport at once to the Captain’ for ‘ree-auarters of w mile north and a his hands, wildly gesticulating and The buttons on our uniform CHAPTER IV, further orders, quarter of @ mile east of Ypres and vehemently protesting that he know Were tinged yellow and green from T was the fourth day of tho sece The poor fellow was starving for “bout & thousand yards from the nothing whatever as to how they y Currey Li way fo ye fon ond Rattle of Ypres. I was in amen rd te eat and he thought he mae t ptlioped like came there. His was a short shrift. cther wave of hell's atmosphere camo charge of my sub-section at cookhouse and get a bil of erat veggie bua : wt road, tak Ho was tried on the wpot, tied to the Across, mare deadly than any of th the gun and the men wanted rode Nis horse acroms and was in tho 2s Just exactly an aur ond a halt oe tia Oca fas EAA ane others, followed by a smothering bra water, ti ' y act of leaning aver to wet p cennia © Ne Kuns placed and blazing _— pte ll from the German batteries, and the “°*® h Zi voluntoeres and Went toe 82) 02 Cena ree bo aes ‘and'ng We had when we pulled Germans broke in upon us on our frm house 150 yards off, got the him when a splinter of a into th sy Tae CHAPTER III, tight and left. Yard by yard we ee- water and had started ck for the had ex ed at bis b - ris treated, fighting as we went, and guns, I had just stopped outside the atruch th \ reinforce from another REMAINED in this spot with the they occupied soma of our’ front door of the farm house when Kr-kt. snatant!s t : tt sisters ha guns until March, when the trenches—for a tim kr-p! a huge ghell came over and and deste r and Fre th ow ayone coutly victory of Neuve Chapelle ,OP® 4 eon y after blew the gun and gun crew into kin in the ¢ ouse 1 ik chidr fate Morrison sent for me unt, run me, A French Captain no Capt ed, “An was fou - plain was T f Ammu Fi _ we > dashed Col. Curry and find out how’ st ding twenty feet from t loor anted,” and T volu M he AOGAO: HOD We We were then ordered to billets the 48th Highlanders and the dd Th foltow repor, ¥ started ¢ a ; ; and stayed there until April 20, when ade are, and how soon he can got th 1 had just taken a step or as ast & ing would pe pi we were ordered to Ypres, arriving foen Sogather, tor ; alr * two. ‘ en another monster of death mit, and wea the storin ne thick there April 21. My battery wag sta. 74! started. [ was running along came hurtling through the alr straight through the zone, making my thora bushes ranged to the height cf fresher hy Pet, ae ee See Sis top. of the canal bank in broad for me, as I thought, but instead it way to the Wagon lines, wht ave four feet, making it incumbent upoa us to continually assume # stooping The Evening World's - Kiddie Klub Korner. Conducted by Eleanor Schorer Copyright, 1919, by The Pree Pudlihing Co, Child Health Alphabe By Mrs. Frederick Peterson of the Child Health Organization Nhe aot iisshag ss bciain n a The New Tore Evening World) ‘ ET | | is for Iron | in Spinach and Eggs, Builds Red Blood and Sinews for Strong Arms and Legs. t Cousin Eleanor’s Klub Kolumn - : Dearest Kiddie Cousins an end in our great Republte. O-MORROW is the ono hundred} To.day wo have at the head of our and tenth birthday of our hum-| nation a man who haa helped to pre- x blest-borm, plainest and most|serve that freedom for America and beloved leader and President, Abra-| give ity like to the whole world. bam Lincoln. We love him most of] George Washington, Abraham Lincoln all for tho fact that he saved theland President Wilvon will ever stand nation, of which Washington 1% thé] side by aide in history as the threg,” Breat fighters for freedom. On Feb, 12, 1809, Abraham Lincoln was born in an old log cabin whith had an earth floor and one door and lone wind Here in the Kentucky | forest he lived with his parents, ei |during profound poverty. Their foo | was wild game and their clothing the aking of racooong and wild deer. A child ho lived a solitary and cheerh involving @ life, having no.teys and almost with-» father, and brougbt human slavery te” ~<a ~Y position when walking, crick in the back for a good part of OUt companiona Ags t the time while there, *but the bush Sehools nearby he won the knowledge” was thick and formed an aduuravie for Which he bungered by r ail sheiter the books he could borrow, Natening «» ‘The beauty of these hedges tn bloa- | intently to the wandering preachers: soming time ng and the budy @d teachers who chanced that way, were now ¢ their fragranes | and eagerly absorbing the po Alling th Weet nectar, To\areuments of his father and bie our right farmhouse of friend and consulting with. « tw rie bie roof, and the er constantly, « nearest gun to the house wag not over tiow many of you children who re- thirty fect off. ‘The house was wwe education in| the Publies!# pied a farmor, his wife and two the United States and wha > ye on, a boy and a girt em year to repeat thers. 1 meunor toward wu Nperishabl sayings of was that of u tematic groueh and |Tealize how Lineoln had to strain and? Hppearar id not belie his dig |struggle for the knowledge which i» position asx surly and. sulicy ffered daily to you as a gift? 19 @ whipped criminal. He uld | Ts it not bard ealize how this. gtund jn th rway, Watching us| studious, sympathetic country lawyer linually, as if he feared we were }and politician raised himself to Be" ing to steal Nis house from over his |President of the United States? The@ides- i, and about the only thing he who preserved “government of .. would su to Warn Ua not tn des le, for the people and by the >” atroy the I But our love tor th r the world. ¥ shelter ay nothing of ar love for PP net tho feagran ote mene an tk Cousin Eleanor. Junction need ——— sooner on the othe side of tho houre JANUARY CONTEST AWARB™ & of it, Was anoth * hedge behind which was a French bat WANNER . tery of 73 nis battery had been| “Peace: What it Will Mean” thre the Marne wd th were veterans of the finest order, the very cream of the Prench artillery service, and thetr Captain was an educated xe nan king = English as Huen 1} native toi « ne nad ne up from t Yr und their batte sisted Xx guns, each tention drawn to an Who d to be nmate of th House. Ie could speak some Eng i wemed to spend must of his tim: ining his revolver. On ot firs nL asked him why he wa nd to what regunent he Ixerian- African troop.” n stood they were in the trenche I ih “Are you with the infantry?" Ye © rend “7 gin.” “Are you wour “Then why 1 was lost in tt treat,” he an ty JACQUEIA RERNWOOR, y ' and look them ig : , i. i T can't find th ee ee eee ked me if we 10OW PO JOIN ENE KEE AND i nt OWT AEN YOUR PIN, {if Wher , . me ae of On, pr rl yO i 1m H W 4 - bs . : wy : it ' y ad 1 toh Pin - A a t mf * * w He gr a - d i coenbecubig FO Shoot a w ones you > shoot first? I want to see them fall.” covvon No. 4h (To Be Contiaued,)