The evening world. Newspaper, February 21, 1919, Page 14

EDITORIAL PAGE | Friday, February 21, 1919 VZound One, You Wound the Other By J. H. Casse Copyright, 1910, ¥ ‘The Pre Publishing Oo.) She New York B it) ESTABLISHED BY JOSEPH PULITZER. Daily Except bes 3 f the Press Publishing Company, Nos. 53 to Row, New York. RALPH PULITZER, President, 63 Park Row. J. ANGUS SHAW, fs urer, 63 Park Row. JOSEPH PULITZER,’ Jr. Secretary, 63 Park Kor MEMBER OF THE ASSOCIATED PRPAS, Prem ig exctusively entitled to te uve. for reiribiication of al! nde liveries “cfodltad’ 1S" this paper cbd°sisy "ie local mewn sedllabend are iNeaenO) 21,008 LET THEM HEAR. 3 weeks ago to-day The Evening World said: Legislators have listened to the Prohibition lobby and done its bidding. Now let them listen to the people who elected them. | Remembering what happened in California, where the Legislature deliberately flouted the popular vote against Pro- | hibition, remembering the total absence of opportu for | voters in other parts of the country to record their will in a matter affecting rights the Constitution was framed to guar- antee them, it is only just that the people of the United States should, so far as they can, themselves initiate & great refer- ‘endum on the question of Nation-wide Prohibition. Not all Americans are sheep. Not all of them are cow- ards. Many of them are not afraid to stand up for personal liberty and self-determination, whoever they are and Wherever they find themselve: This kind of American will now find out, if he doesn’t know, how his representatives at Albany (if he lives in this “State) and at Washington voted on National Prohibition and let them hear straight from him about it. | Here they are: | iW Arevatchee rein. Syracuse. Leomardevitia Yater Ci Arcade, Wyeming *. Ce, Wiaoare Co | pamepepanrnnp Huteninson PF Miliar, By Roy L. McCardell (How to Bec 3223 22522322223222: The Jarr Family r of econo iency en | Conriht, y The Pram Publishing Co, (Tho New York Evening World) xpert mas' practising effi Il. The COMPLET and i ives 1 list of Representa from the State of | ome aB And Earn Bigger The Woman of It By Helen Rowland Copyright, 1019, by The Press Publishing Co. (The New York Evening World), A Little Story of “The Woman Who Knew” and “The Woman Who Did;’’ Or, Why Isa , “Higher Education”? OMETIMES, When I “the Higher hear a nice, thoughtful Little Thing prattiing about Education of Woman,” I can’t help wondering just WHA’ “Higher Education,” after all! For instance: I know two women—Patricla and Patty, And both of them have brains and and character aad charm—— But, somehow, they are SO different! Patricia is a college graduate and knows all about physics and chemistry, And can tell you just why sugar adheres to the outside of a bowl; constitutes intelligence & MEENA WAN But Patty can tell you Just how much sugar to put in a pie, And why you should use cold water to wash egg off a spoon, And she can mix a salad or a pudding that no chemist could paint! Patricia adores botany and can tell you the Latio name for anything that grows; But Patty has a garden and can MAKW anything, from a turnip to @ century plant, grow like magic! Patricia is an authority on Psychology, and has even gone in for Anthropolog. But she never HAS been able to understand how Patty manages to wind her great, big husband around her litte finger, And to keep a cook bright and happy for seven years, And to bring the BEST out of everybody she meets or talks to! Patricia knows a lot about Theology—and can tell Mythology and Buddhism and Brahminism and quote from the Koran. Tn tact, she knows so much that she doesn’t know what to BELIEVE! But Patty has built up a practical common-s , little every-day pail osophy of LOVE and happiness and joy all her And she’s SO perfectly sure of the God watches over her and hers, That ber heart ig a shrine and her life a little psalm of joy and devotion, And her spirit goes Divinity, And she’s so serene and happy and radiant that you just KNOW that Patty's “got religion,” as they say in camp meetings! Patricia won a prize with a Thesis on “Pragmatisin” last week; But Patty just says “Whatever IS {s best—and, if it isn’t best, it won't last long, dearle!"’ And, when you think of it, that’s about all there {s to “Pragmatism"— Except the name! (And somebody tacked that on “to make it hard!") | And, as far ss I can see, the difference beiween Patricia and Patty is simply THIS Patricia knows all the theorles about Life and everything, While Patty has merely acquired 4 Working knowledge of HOW to LIVE, and how to put the most into Life and get the most out of it. And, of course, it’s nice to have “a lille of —like tho lighf and the dark meat of the turkey | But, for the life of me, I cannot decide whi ‘The “HIGHER Education | Can YOU? you all about wn of Loving Kiodness, who wing along right in tune with the Spirit of both 1 of them posses etter Salesman Pay, New York in the Sixty-Fifth Congress, which ends March 4, ii9,|Mr. Dinkston Regains His Self-Respect--at Least) yr i averse report to myself. 1 By R Griffith [gneiss Bisiiess togetHer with the COMPLETE representation of New York Stuie it Partially. have wasted a hundred dollars’ wort yay paychol ence i 3 z a ; 5 ; | Jot eloquence for tive cents’ worth o The Evening World's Authority on Succe | 1 have befor two letters ree ) the Sixty-Sixth Congress, which will end March 4, 1921. HERI way that famous advo- | despite evident crying need of transportation! Give mi if dolla cate D, by Tho Prem Publishing Co, (The | Y received; Gre fom 1 J, Oc The names of Representatives in Congress from the State of | cate of personal liberty, in| cheaper methods of inter-communica-!t4 waik up the street wilh ye | Mr, Uriffith’s salesmanship column is published daily, Instructive $s not a galesma: ays: “Lf one as bl © far ay its buttle cry was|tion, neither trolley Mnes nor motor/1 may regain my self-respe articles like to-day's alternate with answers to questions which salesmen horodet New York who voted YES (Dec. 17, 1917) on the joint resolution 4)... AND No Work!"--Michael | trains had been permitted. | But Mr. Jarr compromised a | readers of The Evening World are Anvited to ask Mr. Griffith by letter, |, Haas te-submit the National Prohibition Amendment to the States are | Angelo Dinkston? A general alarm) “In fact,” Mr, Dinkston had con-| quarter, although, as Mr. Dingston| Address him care of this newspaper. | through b chan: ; A ) noted literary vagabond) cluded, "you will doubtless be sur-| re ‘ ' : ; : printed in black type: for t noted literary vagabond | ." |remarked, thts was a half-way | ved the secret of yp SENATE. iid Gabe enn aeet Buk octe, fade @ecal when tinlaem we Sei 16 measure: | Psychology in Salesmanship. manship?’ To this I would zi “ae ee erally, no one was alarmed whole Island of Bermuda, with 4POP-} And so it proved, for lulf way to WHERE is probably no one on| experienced salesman, scarred as del creticully, yos, I practice, Both United States Senators from New York—William M Mr, Jarr then was quite surprised | ulation of nearly 30,000 and visitors! str, Jurr's domicile Mr. Dinkston lett earth who objects more strea-|i8 with the marks of business batt'es | no. Calder, Rep., whose term expires in 1923, and James W. Wads- when be met the missing-for-some-|to the amount of 100,000 yearly, M0! Mr, Jarr flat, to drop intu Gus's cafe | uously to the introduction of|innumerable. Not only does he object,! The other letter is from H. B. an id worth. Rep., whose term expires in‘ 1921—voted against lays Mr. Dinkston dropping off the! transit facilities, save by borse-drawa | on the corner, 'theory into his work than the average} but oftentimes he will go on and pro-|ojg-timo salesman, He sa “You i > i running board of an open car com-| road vehicles, obtain!" rac y dele dens claim boldly that there ts no auch| naye tle qaaine 2 ti sulanission of tue National Prohibition Amendment. 5 al tert ay ivacas a |have rightly maintained ai along f ing up the avenue, following wha' > a vese statement he | thing as a “science” of selling. No’ you tick r odi i | : y . your arti an immediate con- & HOUSE OF REPRESENTATIVES. had evidently been a debate cover-| trolley conductor only interjected: | ° ° science is little more than organleed|tact of (i an with his pros- ! oe SFT ERE powonens, ing some sixty blocks as the car] Nix! Can the chatter and come UCI e é al ress common sense. It 1s grouping ad|pective customer 1s not alono necess te ©. Wiets...Rep. Frederteh ©. labs. travelled uptown over the validity of | across with a jituey or I'll trun you classification of the definite princip.es| sary and essential to an aspiring Boos, Calm: Det CUteat transfer which might Nave been off! That transfer is as dead as the | By Bide Dual which govern any particular activity.!young salesman but actually consti. it a Pani. B ROCESY HOM, ORAS FE ANS THN Eee one eal Copyright, 1919, by TH “f i 1 : 6, us eae Evening World) I have always contended that salvs-| tutes the only means of making a / Srrgerieh W. Rowe. ones OR ar Dinke| rye Pisa Sadia aly sg spa dA alla elas ha Sheba at manship education rests on these thre ss in the profession, In other Wyitom Re cinets | First, tt wag a transfer issued by) | BUts Art ee md the constantly re.|2t@ Little Lady in White Discovers She's Conducte| principles—tne teaching of applied words, experience is the only school UBroskiya Neviven “L ttaskelt Ja totally different corporation than {Ston age an she oonate i ; NL Aes Psychology, the awakening of a social for @ salesman, Not alone becauso it . jae 2 |the one controlling the vehicle Mr, | Jected rane pe yrre grr 5 ge Milk c UTGe ‘ consciousness, and constructive char-|!* @n intricate subject and wy eom~ ; Dinkston had just alighted from, |emplorily refused, and then ailgnteds| ¢ grr 11 question of health makes ‘Vm taking the milk eure. acter building. We can group theie|Plicated tn its application, but alsa Second, it was good only on a cross Hint od ce Sutuaneae pearing rt lot of fadologists, don’ “What are you tryin’ to cure the three principles under two heads—the | P&cause my own experience of forty |town line and not a north or south. |tounded to | sieechtegahe peripatetic itt” sold Lucile the Walle < of? 1 ask, Just Joke-like, you! ining of the customer and the intud of |¥¢'s at the game bag taught me tha, bound one, Third, it was dated the | S¥berior rhetoric ress, as the Friendly Patron reached! know, the salesman, When we learn appiied | 40h 4nd every new prospect requires day before, poet, for the less greasy of the two menu st, tut!! he says. ‘I'm curing 4 new or different mothod or trick 4 These trivial triumphs are well other “ myself, Had indyspepsia, and milk ne ackaniy Possibly it was due to these facts! vouch in their way,” remarked Mr | *°i% ; Had pepsia, Symes Wet ained his| nous : “Indeed, it does," he replied. But) 's curing y that Mr. Dinkston had maintained his Dinkston as he joincd Mr. Jarr op the Fi Le 4 4 . ay ; A [sido of tho debate with suavity and] siggwalk, “but from 12) ecouomlc| What brought the subject to your vo it’ a physical state of | complete control of his argument at] srandpoint they have no great basic | ™!nd this morning? | {affairs eh? 1 says all points. ‘Phese points consisted of al vatuae “Oh, Just a happenstance, Want! “‘Yes,’ he says, ‘I'm taking the bs a be value, } a” a ce y 7 € « re ° general history of the beginning and he same grasp of a subject, the| little Lucile to spill a nice story for pia ure and this place ls my sant growth of interurban transit faciti-| sane command of data and otatistics, |YOU? = Ye A ree ae See ean i Ru Fe DAUR G0 Sue MAE ties, with a bewildering array of data | Sane command of Hatt MM tion pre.| About @ week ago a tall, thin guy/of food ty the milk, I do it every and statistics ¢ \ raewnal| ETS, BEFSY 0 ind of yonder |comes in here and plants his carcass | year, For ten days I take nothing mto Dor of passengers carried, the per|smres (© Me Gul mand of yom [at my section of thetrough, I my stomach but milk, It contains sanita oost of tuoving the passanmere | Soon” Leg estas presented | MY-Skecdaddie up to him and- rudiments and foodiments of . v4 “|working masses migl ese! Nuttala, ed, th for hia stomach wishes. Without on'—or something like that, nded lubilities of the| Hamilton Rep. . Ripley We Dunkirk ‘ w other directions where the recom-| 00! Vit ite he looks straight a place of all otter food. corporations, the finang enne would be far more worth the | CrACng 2 & ; - | . . the power of Members of Congress to repeal the War market operations of the in. | PAnve ™ uid be for more We He} me and says: 1 ion Act which otherwise goes into effect July 1 next. neerned and the general As a philosopher I rejoice; as an| ‘Gimme @ quart of milk.’ * says he ‘In a quart of ‘ thes rs 5 municipal o ae fee J “It surprises me so [ just draw up © is enough food to feed As to a National Prohii ition Amendment lobbied into the ete F on my cH and say: ‘What do n six hours, V'll continue Federal Constitution without a popular vote, it is in the power of i BIG TALK, i | you take me for—the milkman? y milk here for two more | Members of Congress AND Members of State Legislatures to sr, aniston also touched upon the iba peat M4 es pal he says, ‘t take you for just Then I will have received make the enforcement of that Amendment w’ ‘ ke vorat t tho| AB ORFF) ARRE-9 | what you are-—a waitress in a pd 1 mills food into my stomach, fee ens at the popular will! physical upkeep and operation of the} poe et ron an k he a FO8 Ae ae would have i tramways of Europe, particularly » pe | Soin eteh me my quart of m peen a en days. ; Y¥| «we had, wy brother and 1," he {2° t ; y “It makes me sore, but he's rigt wad to laugh and he asks me KEEP IT FOR REFERENCE AND ACTION. London County Coun, a1 .8€ Gov. eee ee oe ree eneat People |Sbaut it, eo T Just have to mile and| why, ‘Well, mister,’ T says, ‘I hate LET THEM HEAR. ernment supervised tram lines of|{uikea big, but they would put up| Dretend pleavantne All right, my| to muss up your cure and all that, ae ther nations, He also made some eee oe ee ey otha full of | fends f says, ‘I'll fetch you a quart] but you gotta stay ten more day a obra ees nothing. it . YS # \beeapre ; i ia t F _ ——~ | side dissertations as regards the tip-| Miiions and their quite empty bands, |°f Mil } got @ curiosity to see what I don't understand,’ he says, etters rom the People tram conductors in certain | they reminded me of a barber I once {C4 Wavt to do with It Remember.) ‘Then I explain to him, ‘Mister,’ Odfects to Hurlight Saving. hot and excited from playing \cou @ custom that Mr. Dinkston |ynegs |no milk baths goes in here,’ I says, ‘that milk is only half cow, The breuing Word | @ expected to retire and sleep al stated he could not wholly appr veeThis barber said ono day ag be| “He laughs elightly and out 1 go,| ‘The rest's waterworks, Don't tell with J. H. Hi's/room that Hot from the duy'a| tending, as It did, to sap the sturdy | gnavot mer When I slip him the dottle he pours | anybody, but the chef puts it under 7 Sun; and, indeed, the grown-ups get| independence of the employee and ome ) ‘1 e jout a glass and gulps it down, 1|the acra pura faucet every morn- i . an labs the Wa . wet le b binyee and in-| + +phat's a fine pup of Wilberforce’a, | OUt & & 2 , ess saving is of no benefit to |" arp i Heal when they! cujcate traits of servility rather than lva bi peers it! stand there waiting for my further | ing. mer and is a detriment and a) : lhe aa? . ut | , ” See ‘the nt rs gt Daylight wavir save fue), | ¢vility |“ "Well, it's for sale, isn't it? said ZL jorders. IT watt a whole minut snd) “What did he do?" asked the . It keeps the children eri ees art Y us a/ Mr, Dinkston also gave some-most | he barber burst into harsh, sneer. | then 1 ask him bow about letting the | priendiy Patron. Pekan weve, ead pote wanaar | would be against the majortores grt, interesting information regarding the | ing laughter. proprietor in on a little more profit “He just says ‘Bunk!’ replied Lu- has h ADA FOU CANO! readies wishes, | an sure. M¢/ employment of wome: treet raile| yes, it! : e,| ‘This milk ts all I take, he tells cite, “But ere yet. However, | for not wanting to go to people's w 1 aan sur A as street rail ‘Ob, y t's for sale, sald he, clte, he's b yet. ever, psychology we are learning about the mind of the customer. When we| achieve a quickened gocial consctous- ness we are learsing our own mind— the mind of the salesman—in its rela- tion toward human! When we learn | constructive character building \easons | practical application of all you know of human nature.” It is not possible to know person: ally every man to whom we gell goods. So we must consider if there ire not certain ways of thinking and acting that non to all men, we are fain learning our own mind op in its relation toward ourselves. | ed, PF B of men, Bi From the above it would seem clear| 1, o 000108 foe laws which govern | that al salesmanship r pee PO siegrgecny leary aplnile we will on a study of the human mind and its |“). 200 : ss gabcuersncas Workings. This 8 nothing more or] |.) ae i Laie peculi- less than psycholo Psychology, a8] 51 nareagerirg “ye ; one its own a word, has always seemed to eavor Of] tnt. dealing with the . 4 acts uf life everthel every the theoretical, Studying the work-|\in and every tind too ings of men's minds is NOT iheoreti-| 4” pine 1 controlled by “9 preferences and nind = workings cal, howe’ Successful sulesmen| Vion A sas whi ere established before ho was have always done it and will always dol join and which operat tae wan it, The only difference is that sales-| separate from his per. ATT ped men ure wont to call it “knowledge of! ;pinds are often more. automate, human nature.” Pines mechanionl than matic, h ul than we are willing Psychology is the study of the hu-|to admit, That which we call m: Fe] man mind and its workings. Human|)s to a ja tmarely tne ante nature IS the human mind and 18} matic expre Oh lendeiia a, workings, Knowledge of human na- trolled by physical conditions wholly ture, reduced to @ science, becdmes/apart irom conavious intellectuality, psychology. The entire process of selling goods ig esgentially mental, It depends on the state of mind induced in the pur- | |If we, then, study applied puychot- ogy, or human nature, if you pretes the term, we will gain a double bene. fit—the benefit of study and exper chaser and the state of mind of the/ence. Awakening of social conscious salesman, These conditions of mind|ness and personal character building are induced solely by reason of cer-|can also be best achieved by the tain established principles of psy-latudy and practice method. On next Sunday night Mr, Griffith will deliver #. address before the Let us hear from other readers on| Way employe es during And since the|‘but Wilberforce, the chump, wanta me. thls question. ! cE ‘igure maybe he's getting fond of |it- WwW. & «war, and spoke of Bermuda, wi.ore, $1.00 for it,'"--Baltimore American, tle yours truly, Now, bow do you dot” when it ie light. They come in ‘Well, what's the big idea?’ I National Federation of Chiropractors at the Hote! MoAlpin on “How te Beli Chiropractic,” ai - ee rennin eee NN A