The evening world. Newspaper, February 15, 1919, Page 13

, By Roy The Evening World's Authorit: Copyright, In Mr, Griffith's dn their salesmanship problems, only the correspondents: initials, Answers to Questions \ I. ‘Answer Colum P. is a retail shoe salesman. He wants to get a position on the road soiling shoes at wholesale to merchants. He asks advice. The retail shoe salesman haa learned to sel! shoes by the pair, while the Wholesale salesman must sell by thé case. ‘This gives the retail man the wrong slant should he enter the wholesale field. Much of what he learned in the retail end would have to be “unlearned,” so to speak, The Policy of most oe manufacturing concerns is that a man must go with them and “grow up‘with the house” before going on the road for them, In this way the house has a chance to study the man and the man has a chance to learn the business from S) every angle. Retail sales experience U being of value in some ways, the nan usually goes into some retail ‘ore and works Saturday afternoons, $ learning something of the re- end. & is distinctly unusual for a shoo Manufacturing firm to take a man rom a retail store and put him out on|to enter the salesmanship field, A / the road. In the event that this should |man of that age has his ‘méhtal ever be done a personal knowledge of | habits prétty well fixed ahd it is the man would be essential and | often hard to change. A+ younger man would have to have an excep- |man Is more plastic and his mind tionally clean record in every way, | °#® be, more easily moulded, 101%, by The Press Publishing Co, (The New York Ever How to Be a Better Can “You Salesman | And Earn Bigger Pay Griffith y on Successful Sa n” he will be gia aid salesmen His replics will be published, using would be: used’ much by the people te whom it was. given,‘/as an adver tising novelty, However, the fact that this novelty is being manufac- tured is proof positive that somebody is buying it, I am only giving you my personal opinion, from the stand- point of the-salesman, I believe it would be hard to sell, 8. M.—Every person going into the selling fleld withoug previous expert- ence is, of course, taking a chance. But every successful salesman to- day *was once without experience, You MUST take a chance if you want to make a success of anything. I do not think you are taking too big a chance in entering the sales field. It would be pretty hard to take too big a chance, unless you had certain definite responsibilities, people de- pendent on you, or were'of an age when a venture In a new ficld would involve a making over of your mental habits. 1t is beeause salesmanship does involve certain well defined mental habits that I am very careful about advising a man over forty, who. has had no previous sales experience, H. F.—I do not believe the adver-( H, K.—By all means study a good sins novelty you mention would] course in ealesmanstip while’ still jave a very strong appeal to pro-| holding down your. present position. spective customer It costs too] It will provide you with an insight much, in the first place, for the value | {nto the profession and give you the it would have as an advertising | rhegretical Dart. ‘Then, when you are medium. And I do not belleve it| the lessons you have lea ony Queer Custo Copyright, the HEN a young 1 iW inhabiting of Borneo, nds who comes up to his 8 what a wife should be he b ing her v The Vrew Pu ow Yor. fivenme Word.) n of the Da- the Island a young lady indards of ins p: his fri Ks, its, whereupon ig y. that gone to look for to= bacco, the saying arising from the custom of the women of a Dayak household to present comers with cigarettes made from tobacco and wrapped in dried bannana leave When he finds that she looks favor- ably upon his suit, the young man! makes a reg business of calling until at last confers upon him the favor of removing all the hair from hig face with a small palg, of bra pincers. This being one of the cus toms of the tribe, that a man is not) ponsidercd complete in his dress unt!l| all his eyebrows and eyelashes are} pulled out. If the young gentleman has been} somewhat of a lady-killer and has be- stowed his affections on many fair) maidens, there are times when he is sadly in need of some eyebrows to Frante: where he takes up iis work gs a quitier,” His @eayan ary so’ warvelious and numero that way there Hambone, to stretch his did not drop us; t haxed us every supply this latest love with wome-| [in rare the ttl or ak shoe, Gtact A He etarpa igo the font is OP aie on lag leon Kot “oft the wagon and walked diately west of Thiepval, The Battle bit of the way; ttacked our thing to do. Billing ‘So ‘of the’ bathers Gtane bardy cacsping with hie life, am alongside, and Snow instantly whis~ of the Somme had been raging since Mande, our mouths, our necks, we. a However, if this crisis is passed the} Bed Beardie Eabile Bae lb a A pered to Ri nold get C3 ane walk July 1, We took up our position in Gnatomy exposed wee werd stuns, ll aaaip with him and tell him you a Hf 2 rk see my expose . youth prevails upon some of his CHAPTER X In the light of the morning gun, there shell coming” ‘Reynolds did aa di- ® Peautiful orchard, its trees laden On our way to the gins McLean friends to inform the girl's parents) é i was nothing about his mug that was rected and Hambone ducked for cover down with apples, and along the brought a comb with him, leaving the of bis intentions, If they faver the NE evening we wore sitting any more prepossessing than ap- “Md the Wagon stood stock still, No hedge on ono side of the orchard Other alongside his bed ® hag 4 youac . ‘ sooner e Fi ergeant’ Py he ajor on a , whos match the your nts them outside of . our BIVOUBS peared in the twilight of the previous *O0ne! Ws se nernilae ihre ae were ten bechives, humming and Base the Malor on our wey with some article of value, usually a| watching some German bil- nignt, Ho also had on the sleeve of into the di@h.. : throbbing wie busy bee life, Un had an inkling of W brass gong or a glass b loons, being downed BY OMe nig coat a crown, indicating that he A minute or two elapsed and no derneath some large apple trees we n and he yelled So far everything may have gone) of our airy our flyer had 600d was to be our acting § ant Major ¢xplosion taking place, Hambone placed ‘our guns and the thickly Lihue _ psig 20 100 one Smoothly, but tho chief af the villagyyluck that evening, accowpling fF in tho absence of the regular officer, Zod (My wagon And the pariy Pri. woven hedge right in front of us fisning the telephoniats, hut and I hag next to be consulted. Some friend |tnree of the floating sausages; and.as and when not ao acting, he was to be (ocr ng went tuck for the Jur, but &AY® US @ splendidly concealed nook: in to bimé"E Graham, or relative tells him of the proposel| we were awaiting the finish of the Wg, Sire ereeens of es section. instead of going up the road he »k through the hedge we cut a hole oney for you: it’s great,” riage; if he sees No objection he |Jast sausage, and speculating on how. ¢pi,, as activity of our new railroad track, beating the wagon for our beauty’s noz d my run down to the marriag' ee friend commenced to be evidenced in py" some minutes and hiding his jar Rar guns, the bees still following us up. allows the ceremony to proceed. |iong it would take our air bird to get a number of ways; he lost no time in 3 jy'in my guapit, immediately got _ At 515 in the afternoon wo ted “MeLean laid his comb on le of Which it does, after dozens of omens |it, or whether he would get it at all, making us understand that he was of Joy in my gunplt, ling beside the registering our “love letters,” in shells inaide the gun, and the leat of are considered, always With an eye to | the gambling spirit ran rife, and fest [7st Berkeant, | pik Mata ‘an waxon when it arrived, | Hambone, preparation for another phaso of the the August day caused the honey to P r 2 en ° 70 2 a ie A dd hopped off e or less continuou in opera. Poin e be . The day previous the wedding | Open-mouthed . and _cager we Jour wagons and take off all that time, and supposed that he had rid- since the commerernen: Obert: the range drum: the angles were the bridegroom spen#s his time in/watched and,. while watching,” a viii ry and the fellows sworn, den the entire way with them, Snow battle, and after accomplishing our Passed to us and inside of a minute obtaining a plentiful supply of be! |strange-looking figure of @ soldiet yenemently under their breath; to it*° Reynolds the wink and he W purpose we got a and down.” ¢ wr we re fring, and Inside of anol ” nut, so that the guests may not lack jambled, or shuffled, up the path to- the drivers—"Clean up that ‘ere 'ar- ‘4° Prl as safe, apples clustering on the trees looked Mine \ Mea ane Thishee (nad sathing hew during the cere-|ward our place, He was @ man about Ness and get that mud hoff it;" he | The first thing Harnbone was # 18 did the appie Mattle on our bunds, for thicker than something to che ing ard edna z like “IS compe us to burnigh the steel '0 50 the back of the wagon for and before wo ¢¥er the bees came swarming aroun mony. ‘forty-five, thaygh looking more and made the guimers scrub the paint Wie jar. It was gone! He ched every man in the the gun ; ae The bridegroom arrives at the girl's fifty-five, quite grizzled, furrowed off the brass and sandpaper it up, Wildly about for a moment king ! ly made b t Vho in hell broke those hives house by boat and, together with his \face, and a stubby mustache, thickly Tis necespitated the men going to a first one and then the other whut #lr< no he would climb yelled the Major nee , friends, tries to force a Way into her |stained with tobacco juice, decorated pugohasing the samibaper a ome oF ib. hat prokan rea eee EG SOL NO ee LN were, busily working room. Here a sham fight takes ce /hig upper Mp. As he came toward US omer meant a sojourn in the clink, had dropped off whe n the w howe wi « 1 ' honey on our hands between his friends and some friends jhis face was turned upward, taking and the excuse that he had no sand: lurched that tine thought the © 1 ur guns, the co 1 dust, ni Agri, that i the bride. He finally enters only jin the serimr in the sky. “What's Paper would not go shell was coming. There was 1 shook tho trees ae "with closing breech cau i the J. He them bloody things? he asked, indi- , The idiosyncrasies of our new. {Ds for it but to report his lo wine & ne luscious frui we anism and the find the girl has disappeared, i found friend manifested themselves 6. Only excuse he could Upon our heads abundance ng to the ells cause en® takes his place in a corner of| cating the « qusa He had variously, the first and chief chavac- that the rum bad_ pre mit we cleaned up ou uns, chamber t 5 t iLlevidentiy just come up the line fre teristic by which he came t 4 when they trotted at coming honing the Fe “ppl Q b jam ! the room and smokes cigarettes until | ev F he came to acquire off when they trotted at. 108 onemy planes Ww se , from gland,. I told him as the sobriquet of “Hambone Davi. nese a) e officer didn't ryecgld! hep 1, . she decides to come back. |fron 1 eer ve Was his habit of heading for the cook- *4Y to Hambone for trotting, whicn {} as harp f 4 When sho docs a pig is killed, the |Jerked out an indelible’ pencil! and yous cach morning before the mea Was & Violation of orders, would not tere | ying. to fihd our extract the emply cartridge, A blood sprinkled over the entire com-|Mmade a note, sucking the lead of tho were dismissed from Uhe horse lines-- b¢ Worth repeating. He bellowed utehiaer of concealment. but we were ing the operation the Major was 1 peng Dayong who blesses the [Pericil two or three times’ before: he which was necessary before we could him to go and search for it, and pO, 4! Ridden. When night fell, ing like a madman at the men, who aony ey saple and wishes them goad |finished> and’ this Habit, continuous ase our always ravenous appe- With wicked dolight we watched the pusing the hives « a fur ever they were, that brought young couple and wishes them go IM hit, kept: his lip sonatanty site—eo. th he could garner for duffer going back over the route, Pio DA ie likes on bk ! he busine — _ ae =| with f P antly himself an edible thut was longed for Peering from side to side of the road rvititute | know how ten 5 It was my dut > Ne LL CHORTLES, [Stained with the indelible lead, and looked for bys every man who !1, his vain search. SR Tanti aan teat a } au Tdi a0, each time WHEN JOHN BU » |” sust then a mighty roar of delight could get it, i.e, the hambone, be- The journey Was & nine-mile trot Rives, Ie lifted off the the LITTLE boy was reading in his} went up from. the entire crowd, as Cause ther re always more or less and h v more ¢ bees flying all mind, and 1 3 { Ww 1 le . pickings on it and he was a lucky distance, endeavoring to tind ane ne OM " A Scottish history an account Of jour bird gobbled the laat remaining follow indeed: who wae successful in precious container, and when he came Wis jand end took ont a cen Mn the Battle of Bannotarn, , but our indelible friend paid capturing the prize, Hut, in his offi- back in a couple of hours without it, }y° Nand and toak out Me read # sollows lon to the'uproar—he simply clal capacity, Davis was able to get the poor devil thought he was moing thiy till { got_another ar - s Nar einwllaht sash Gheliaaue ao ittle out and get over there ahead of ug [0 be licked, such was the anger of the [ih i0 0 mn augant palit And when the English saw the)took out his little book and made overy moming and during his cre Mn Ot missing thelr rum rations, be- *P6Ing TpOuRanG mow army on the hill behind their lanother note, Ure stay in our crowd, he was the cause they sorely needed it; none but 4 wus for ing” billet, whout 4¢ tol spirits became dampened,” Karly next morning when we only man who cach morning got the those who have been there can and do (utd away, and in a minutean te he The teacher asked t boy what}emerged from our quarters the first bambone. Hence his Fnomen appreciate how sorely it is needed in Mae followed with other comb, T! ately ; Pees ae Pesta way Ly here was no let up to his officious- that region of the world sellaate peers pasha gl tH BAe meunt by “dampening thoir | pe we saw was the odd-appear- ny 1s damnable orders were as xt morning, black looks and of 4 nd su many of Hut epirits.” ling Individual that had joined up erous as before; so We concluded cursing threats in low voices rected Nad tie eu an ; it ha. boy; wot com nending the |with the night before, with his ine t hatch it heme th Hints effec- Hambone on all aides his work without ever ha r ale r 5, ply answered evitable notebook in his’ han Vely put him on slink, and the that day was so { ie 5 4 ree] uw rage es n their whiskey, was ' i ay y we ing his indelible plant, Mg Was detailed to pro- ranges on the tha the Maj th» honey with expressions of Parker, who was passing shel's, was Pearson's Weekly. penell in the corner of bis mouth, aad, ceed, to (he guns, to relieve the Ser- performed the Coup d'etat for which joy; every fellow ia see bunch had In the me plight as the rest of us; World’s Far Corners ms From the fortune, after which, save for the feast in the evening, the ceremony, is complete. Saturday, Feuruury 1 HOME. PAGE ri New York the Rr 1919, Prishing Co, Evening Word.) JOHN . THE Coot, WANTS A FIFTY Cent Gee Wuiz ! IT'SAWIC pe Te 0 Ts PAY Nem sae WANT MY 1 WALK HOME Now To SAve A Nene To PAY For T MILK IREGP A Cook WE NuST SAVE SOMEWHERE ALLRIGHT, tkeeP THE Coots I'LL D0 SoMe MORE CUTTING One curious phase of the wedding is that the bridegroom lives, with bis | Wife in the household of her parents | for the first few :years of their: mar- } 1 life, where the newlywed hus- band works in the fields for his father-in-law. | HAVE ALREA By ONE CIGAR A Y TO PAY TH: LAST Raine: T ONLY EATA DougH NUT NOW ~ |. CAN'T CUT NUCH UCH MORE ALRIGHT GLADYS NUL Give NG That FTY oy ' Subject: “Welcome Home.” EN prizes of four Thrift Stamps I (tho equivalent of $1.00), wilt be awarded each of TEN Kiddie Klub members, ages from six to fif- teen inclusive, who write the bést, compositions on "Welcome Homi A certification from the teacher or parent of the contestant, saying that the composition is original to the The Canadians Find Some Honey, but in the Thick of a Fight the Bees Arrive on the Scene SYNOPSIS OF PR! (Copyright, After enlisting in the Canadian Army at the © 3918, by D. Ay were Snow and Reynolds of our sec- tion, they sitting in the back end of CHAPTER XI. been about twenty geant Major there, and it was his we were all anxiously waiting by his face and hands Uttered with the duty to take charge of the supply transmitting as quickly as he could sticky joy jike so many kida munch- wagon that carried the supplies for to headquarters his rece jon taffy n the midst of ou st. the men there, and by chance thefe that he be retired, and Hambone, to, ing, visitors called; the robbed bees was among the rations this. time @ our immense relief, was shipped back he flying Into the room after their jar of rum. Accompanying Hambone to England. treasure. McLean, by this time, had times, and « dozen nips on my hands the ‘wagon, They had barely started a nd face, and in the very deat of our when Snow discovered the rum jar, N Tuesday, Aug, 29, 1916, my ument with our visitors, "Stand ING CHAPTERS, and he and Reynolds at once got their battery pulled into Martina was sound and jhoney, bees Wits working as to how they could get away with it. When about half pleton & Co.) uibieak of the war, Reginald Grant is ordered to suart, in the Somme distric:, which lies three else guns. nd everything we raced for the miles imme- was dropped Hut the bees ry » tren were covered with the t had settled between his hands sugary fluid th th splinters of the driving bands on the shells and the slivers) were slitting his hands, This is @ necessary accompaniment that the men passing the shells into the « have to contend with, and ordinarily | it is a sore and painful piece of busi- ws, but” in. conjunction. with. the| swarm of bees it was simply hellis! A change of angle wax momentarily | is for Kitchen so spick and so span, We all like our Food from a shining clean Pan. Eleanor’s Klub Kolumn FEBRUARY ESSAY CONTEST, expected from the observer; we had |, been looking for it for some minutes, and the Major was beginning to rave and rant, very much like a theatre} manager when the star has not yet put in her appearance and the im- patient audience on the outside are giving vent to catcalls, He could stand it no longer and ran as fast as his legs would carry hin over to the telephonist's hut; th he found Graham crouching alongside of his telephone in the folds of a blanket over his head and face. It was the usual fleld te conjunctior and Graham ver his bees at tpe s to mea that he was the fa of hope that tt The take mear ket and st hee phone that we used, in with @ télegraph buzaer, was endavoring to de- and ficht off the ime, while bring. moke of a fog to puff into in the 1 t endeavoring his antagonists would help some ing uM Major bellowed, ff that blanket raham thre arted * had the Ore “You jackass! What do you w off the blan- working his buzzer, an little regard fe Major as they Graham, and thre \ kept pinging away long ax the Major was did discipline s work He got into com= aLonce with the trenches us our new tar nd we on with our work until darkness vented further registering that 1 hough the twilight still prevailed and de ame order “Clean up the guns and lay on SO 8 hes for the night," meaning to toad ve gun with a shell Umed for & certain range to burst on per cussion, just target requires, anfety caten de ght set on vange drum jetermined potnt to h cases being the , although it might in emplacement sur u, but there his m to do iunication wnt" tt wh, and the range gun laid on vered front line be a ma- barbed wire, ere is or observa. om. 1 front line trench attack started by the enem the 8 O'S signal Is parsed from th ther through the telephor Immediately u signal by our 8 O telephonist at ba « order 'S OS stand und in the fou e time first shel tion stat and an n the trenc ored @tar sh receipt of t entry or the tery tt the sec that « ploded pains man we i 8 t batt nds spac w m from H the st be ex under If est penalty wan would have to jump out of the water and get to the as quickly gs God and nature would permit him, (To Be Continued Monday.) guns enabled | |A Is for Armies, who answer duty’s | ia ee Evening World’s Kiddie Klub Korner. Conducted by Eleanor Schorer Copyright, 1919, by The Prew Publishing Co, (The New Yor Evening World.) Child Health Alphabet By Mrs. Frederick Peterson of the Child Health Organization best of their knowledge and has not, been copied, must accompany eac! composition. Compositiona must be written in ink and must not exceed one hundreds and fifty (160) words. Contestanta must state NAMI AGE, ADDRESS and CERTIFICATE, | NUMBER. Address Cousin Eleanor, Evenitf World Kiddi niet 63 Park Rowy New York . Contest ‘loses, Feb. 28, PATRIOTISM, is for the President, who guides one and all. of id call, !s for Training of citizens, stanch, tried and true. R is for Reliance, whieh always pulle us through. is for Invincible, man to man we stand, © is for Officers, who bravely take command, |T is for Trials and Troubles that must surely be. I is for Industry of this great land” 80 free, |S is for Service ‘neath a flag of gler- ious hue. M upholds, is for the Manhood which the Red, White and Blue. By THOMAS MALON®D, aged twelve, New York City, T ’ JANUARY CONTEST AWARD | WINNE “Peace: What It Will Mean.” League of Nations. fy ETHEL BERLINER, aged twelve years, New York City, YOU'VE DONE YOUR SHARE, American soldiers, ! on home from war 2ught and won, you've done your are So hurry’ home trom . “Over Ther When this war began we were sad; Now it's over, we're mighty glad, And you & wed that you were men And t no Kuiser would you war you helped to winy ll the world from ‘the sin But now it's over, you've done your So return to your loved one from “Over The . By NAINA INT, aged fifteen y years, Jamaica, L. 1 TO nT OBTAIN YOUR PIN, Deginaing wits How bet, cut ie git of did, to Wo No York, City whieh yal situ nildvun wp U0 elateen vantins teers “barn eteee” (of ame sithus sliver grag Aub Pia and erutleate couroy xo, ABO