The evening world. Newspaper, March 8, 1919, Page 13

4m their sulesmanship problems. only the correspondents’ initials, Answers to Questions. NW of my correspondents, A. I. G., is attending a salesmane ship school In the evening. He farees with my oft-expressed state- ment that salesmanship cannot be wholly learned in school; a man must have actual selling experience along with it, He asks my advice about choosing a line of goods to sell, It doesn't make so very much dif- ference what line you sell. Salesman- ship printiples are always th m regardless of the line being sold, But gvery line is, mechanically, different from every other line. That is, every line requirca that the salesman have ® certain definite knowledge of ite it successfully. For this a salesman just starting out choose vome one line in which can become interested and fic shou jenrn ail the features of that li thoroughly, After you have learned the details of some one line thor- oughly you can combine your knowl- reason should your knowledge of your line, That is the only way to success, Don't be forever changing lines. 8 to one. If you feel you must make a change, you can only carry to your new line your general salesmanship knowledge and you will have to begin all over again and learn the details of the new lin B, P- no el 1p you. M. letter into was « course in certainly Studying a hip should good most re right, Your have been broken up paragraphs, Nevertheless, it te readaife and to the point. It up to the average, which may, or may not, be saying much for it. Manufacturers advise me that pros- pects in your line bright right row, They anticipate an increase business following the war and business conditions get back to nor- mal, Unsettled business or econome conditions always affect any line business—your particular line mor R.--Yer, should re as than some others, G. S. is fow employed but would like to make a chan He is well trained in his line, He asks about the advivability of sending out a hundred or more multigraphed form letters, setting forth his qualifica- | we Housewife’ Scrapbook RE boiling eggs that have been preserved in glass prick the broad end of the egg twice with a hat pin to prevent the shell from bursting. 2} hav Before frying veal chops make an Intision in each chop and pour into it pepper and salt, a little onion juic The Evening World's Authority on Successful Salesmanship, Congright, 1919, by The Prom Publishing Co, (The New York Rvening World), In Mr, Griffith's “Answer Column” he will be glad to aid salesmen His replies will be published, using mechanical features, in order to sell| he} °| personal interview, with no obligation | edge of salesmanship in general with | tions, to firms who might be able to use a man of his training. The idea is a good one and has been used successfully by high clase men, It would not be very effective unless the man using it was really a | high clase man with speclalized train- ing along some one line, I would advise that G. 8. either have a simple | |letter-head printed, with name, ad- |dress and telephone number, ‘or else use plain white commercial letter pa- per with his name and address typed t the top of the sheet, in the centre. You might start your letter some- thing like this: “frankly, this is a | form letter. I am looking for a posi- tton. Your firm, together with sev- | eral others, is being addressed in the| hope that I will be able to connect | | with some firm where my ability and| qualifications will gount.”" You might close your Jetter with this: “A | entailed, vantageous." | short, but yourself. might prove mutually ad-| " Make your letter quite tell the whole story about W. N. T.—Your experience as a cul- lector would be of a certain definite advantage to you in the sales field. The collector meets all kinds of peo- ple, must be tactful and possessed of nerve and energy. Collecting is not Miling, but it is salesmanship. | F.C, L.—The course of salesman- |ship is an excellent one from every jstandpoint, The book to which you refer is one of the BEST books on salesmanship in print to-day, You ought to get into thé ‘active sales field. You could most certainly earn as much to begin with as you are! earning now, in my estimation, i. ks about selling South | American trade, I have quite a file of information relative to this im. | Can You Beat Itl WiTH So MANY TRAMPS AROUND — AREN'T You AFRAID TO STAY IN THIS Bicy HOUSE ALONE, WHEN “YOUR HUSBAND “ig, Away 9 HOME PAGE Saturday, March 8, 1019 rig! ty The Press [ubitanine Co, (The New York Evening World.) 1019. We KEEP wrt A DOC For PROTECTION 7 | | COME HERE DREADNOUGHT ( iS HE NUzZLEDD DON'T CALL HIN LAN AFRAID OF Dogs! AIS LITTLE MOTHER portant subject and I have been plan- ning on writing something on it, In| the mean time, if any of my readers | have had any actual experience with | sules conditions in South America, 1! ld be glad to hear from them, | actual experience could be | ked against the information 1} already have availab’ with the re- sult that some extre: valuable |Malos Pointers could be developed, The | che BREADNOUGHT WOULON'T CET ANY Body HURT dier Feels Inst It Is Coming by John Lane Company, ‘The End Draws Near and the Sol- water | The Evening World's 3 Kiddie Klub Korner } Conducted by Eleanor Schorer (The New Yor? Conyriaht, 1919, by the Prow Pablishing Ca Heeniog World.) Child Health Alphabet rson of the Child Health Organization By Mrs. Frederick Pete: is a Topic whieh Trouble begins; Both Tea and Coffee for Children are Sins. Cousin Eleanor’s Klub Kolumn } THE RETURN OF THE 27TH, ‘The 27th is on ite way, It ip sailing across the sea, All of its men did splendid work In the. war of democracy, They will be remembered ail their days. When the boys land in New York What a welcome they Will receive, Every man among then Will be thanked for his noble deeds. There are many men in this division, | And they can never receive enow praine, For their aervices to our country ‘There is no other division | That more splendid work To all soldiers tn the «& one who, without altering the course of nations, may be dead to-morrow. A man muddy, unwashed, unpleasing, sitting in the chaos of an old battle- field and doing his infinitesimal inctively That ; share. My share! That's what I must remember. If you stop me from doing my share, you must be forgotten, There are other men here dip them in the egg and br C44) epknown officer in the English Army—meete ker again ia Parts, where she bas got to take up Ref Wives and swepthearts and children, srimbs. Orons work, He falls in love with ber, but, kuowing (hat be eon to tetara 100 dauger, dom 8% None of us must weaken; none of us ¢ ? a tell her of it, Back in the front Line trenches, be begins this series of letters, writing into them ald must remember We must £0 Lett over beefsteak can be chopped | the lore be dared not tell her tm perros, Durity hla work he conuinwauy dress of the girl aed MUSE remember, i ade aihoadd fine and put in pan with a table- spoonful of butter, pepper and salt and sufficient boiling water to mois- ten it. while you butter toast and Then spread the meat mixture over | e a delicious the bread and you b breakfAst or lunch When you have breaded lamb, veal or mutton chops, serve scalloped po- tatoes and tomato sauce. To keep fresh vegetables green add Put it where it will keep het bread, | | NFiteb the dreams iat the manuscript, which be never intends her to sem | CHAPTER XX (Continued.) WANTED to be so strong in thig war, so single of purpose, and brave for hardship, I didn’t want | to have any regrets if the hour came the final wcrifice, Long when we all went about our own selfish — busi, negs of monqy-gathering and fame- I used to distrust love as a all getting, the © the wager in which they are kind of sickness, and yet anny ey the ane is very soft the While—I must tell the truth—I longed color of the vegetable will be im- for it desperately Love always aved if you add #oda to the water. |avoided me. I was too Intent on my thes h eighth teaspoonful to twojcareer, There were such big things eo vauter’ {to do with life. ‘Love will come gare ce WA Hiater.” T told myself, “when I have “To make & pul 4 use equal) iime. T have always been wantonly parts of flour and shortening, A plain! 4 \qealist, foregoing the thingy 1 paste takes half the weight of Ge | might have had for the things which flour in shortening and for a Maky | gre out of sight, I wanted to have paste use three-fourths the welght Of] something so Worth giving to @ the flour in shor! last quarter. yoonfuls of kerosene of water, Boil 1 if thoroughly out beautifully Add two tables to the W ake clothes in this a pinsed they will come white and there will no odor from the kerosene The ews stains can easily be re moved from ¢ v sp galt and water If the pantry becomes infes in gweeten ening, folding in the | woman; perhaps that was why IT was willing to delay And then this war came. T thanked | |God that 1 was free to take my Jehances without jeopardising the .| happiness of another For two years I've stood it, running my risks alone, a} and now there's you. In the old days L used to Wateh at- ltacks with mixed sensations. T used to look at dead men, wondering | whether they had children. It wash't d man that I saw on the battle. . but the tragedy of unborn chil- ha de field, ants dip a sponst dren. I felt that tragedy for my- ung piace it where the ants gathers) ey nun, a youngster They will soon appear on the SPOENBY Vg Would be If over | again “trap,” which can then be plunged long after I w at was the dnto het water. selfish part of me—the ery-baby part, To clean real jace place it between If you like; the part that never grows folds of t iper Well sprinkled any older than When a niother used with magnesia. Place this between to nurse it, That part waited haif- the feaves of a book and place a 1 inside me, just as the refugee SENS, BD On tee tt the nowe n wait for your coming. — It Birand ¢ ne lace will be like new decrying for the first time when “ten fark [Rad met you One gets tired at this A hot iron will. discolor the ¢ fighting game—tired of enduring, pees fre ee. ney should be ironed ied of being oruel, tired of the effort are not too to be brave. Then a quaint little pic- A ward and always forward, dragging in our guns along barraged roads, holding life cheap for the cause in which we fight, defeating hell even though we have to do it with our naked flesh. And yet—What use does pretense serve?--in each of our hearts there's a little boy who whimpers in his bed and pushes back the darkness with his puny hands, That may be; but, thank God, our faces are stern. There are times when I almost per- suade myself that I have sent you these letters, The world of the heart is an unreal place at best, full of false hopes, false fears and unrea> sonable charities. I remember how, when I was a boy at boarding school, T used to long for the night to come. By day I was bullied and controlled and miserable, but at night, when the dormitory Was in darkness, I used to own my soul and wander where I chose, I created the most extraor- dinary world for myself, making up with imagination for the disillusion- ment of reality, By day I was a wretched little white-faced creature, the youngest boy in the school, who crept through the corridors in per- petual fear of chastisement, But ture forms in my brain of you and me Jone in a darkened room, There's & fire burning. You're sitting in a great mehair; I'm crouched like a child on the floor beside you, my against your knees and your for my toys. Not a soldier's dream! But one grows weary of being stronz; he wants to be loved so badly, just once while there is Lime These are absurd words to ‘write you. By no hint kave I warned you that you are all my life. You may not for me; I have 30 rzason to suppose that you do. I Want you in such a childsch sort of way to-day-not the way in whioh @ man usually wants a woman. IVs the feel of you I need, the protection, the security—the sure knowledge that I am = yours, whatever happens. There's a verse of Matthew Arnold's 1 remember; I used to rather sneer at him when I read it, but now I un- derstand: “Come to me in my dreams, By day 1 shall be well og: r then the night will more than pay ‘The hopeless longing of the day.” 1 suppose if you had met Matthew Arnold the moment after he had Pit ei.” prave-gulte a King written thowe lines, he would have Arinup kind of person, who rode to looked g@if-contained and icy. To the ine rescue of great indies and chal. outside world he seems always to jongea ell the world. In my little have appeared a perambulating Fe- white bed, one of a row of twenty, 1 frigerator. And yet he could ery out care and then ; ' would strive to keep myself awak», Ikesthat—like a child who hes lest the hours which were my own ened in the night and 1s lonely should slip from me, and I should 4 child who has wakened in the open my eyes to find that I was night and is lonely! That's what f again in the bondago of daylight am. I was asleep; you stole to MY Hore in the trenc t) Gavar tailan bed and roused me, and now you've back on that old trick of childhood gone away. I's you that I want— ! have to meet you somehow, aalrat wet ouching mina , NO my dearest, | am not a coward; the feel of your hands touching mine y ‘an “quite ready to die. I should in the darkness, and your armg about eyen feel oddly ashamed if I survive | me. when so many a better man in dead. If 1 give way like this I shall be Don't think P'm * coward But wines telling you, and I must not toll, © WS Rave met, f Rave Became ines must forget, ou have, perhaps. I Tt seems a& though I never knew must eaternalige myself--see myself What to do with life till _now—now I am—a mere, unimportant cog in that it is too late. Nothing that J could have done with fifty years of living would have been as splendil ae one Week of what I am at present @ vast machine which is struggling for the world’s redemption, Some doing, In a but vain it d attempt to joes not inelude make y you ou a part of my world I lie awake imag- ining haif the night heart I have! you will understand. You've no idea how exhilaraied we suppose people at home all fort 1 imagine that when a ¢ this iy pending, w up and stern What a fo struction olish If you have ever loved, such are wrought Not a bit of it Dur- ing the wearisome preparations we were, up to the 1 can't suppo challenge but now neck we're our to-morrow we of us be dead, but we shall also have achieved sudden glory. that we're in explain it Is to the spirit shall wildly nak: By this certainly for happy psychology that danger it t es a tim: som Out in the sunshine you can hear singing every- where. up their officers’ wo that may when look spick he and span, The servants are polishing auther and buttons, show starts they without a Word from bree m. iy everything there’s that 8o sWaggerest the same with die, we shall die swells. ean that that nothing thought of w 4. My has got nd t I he the m: We've done not be has chap, t oul unt ft we done now been We have chosen new wagon lines, nearer to the guns, Us AS SOON as they are Wanted brigade will fire for four hours to morrow, then hook in and move for ward to where the Germans ari As soon as this posi cated by the gu now, new wagon lines. rolls forward, each brigade and move in one which first shah seer is th ne odness tomorrow it will ahead in last knows 1 As the adv will rotation, night n is va become the the horses may be brought My iving ance hook the becoming the where we The bringing up of the guns will probably be expensive both in horses and men. The ‘enemy will be sure to shel 1 our road under the direction of his bat- and and often cou loons game, isn't their aeroplanes, game to tested the g ra v What chances be ism. [ think it’ It's a allures u men to no one k b ‘or t conse tine big tt have nows hero ious: ness that we are helping to save lives and to make history that elates Yet we carry on quite normally here set In at our chorus, worst our men hay masks; darkness an our Dir us tly a commences at once. shattered we creeps ir battery. gramopiones going, when Instinct tells us that some of been buried tumbie sin to dig them out 1 role w We he pinding if t w y cards, play ¢ agony 1s we pu through peen made flash light up th are crushe the bu sing at ne and wounded P them in blankets, und ¢ them througb nnels to the surface vy Ip to carry them out to tho dressing station through the besrage, the return with our hans stl! stained with their blood to our meal or our game of cards Wate ‘ scarce blood we see jn nty Our whole effort to pr to ourselves that we @ still unda ited, The Germans can rob us of many things; they shall not rob us of our courag our cour- age which iy not fearlessness but B Fr ‘ offensive started, poppies are grow- ing, In the torn woods, which slope down to the plain, daffodils are thrusting up their heads. High above the guns the larks are singing. Joy is in the air; it is in our hearts also, in spite of the terror CHAPTER XX1. HIS is the end. It cannot last much longer, More than half our gunners are gone; T am the only officer left. The bon - bardment hos been going on inte! minably: two of our guns have been knocked cut. For & moment there is silence; it looks as if the Germans were going to attack. Jack is dead, A shell struck our meas, wounding him and myself and killing the major. That happened three days ago. Jack stayed on to help me run the battery, but (this morning I insisted that he should go out, He had walked about a hundred ardg toward freedom when @ shell fell right on top of him. 17 1s something damnably vindictive about all this after the way we have tried to shield him, Four days ago ti transfer came through to the Flyis ere Corps which would have given him aix months in England with the woman and kiddy whom he loved. He ought to have gone away at once, but he was too much of a sportsman He knew that we needed him, So Stephen's dream has been fulfilled, and the two White crowmes will soon be standing. I said just now that I was the officer ‘eft at the guns; you'll be wondering what's happened to Bill Lane. He's safe, thank God! Before all this started he got his leave to only Blighty; he's probably in Cornwall, or some other suburb eaven, spending his honeymoon with his girl < o 6 © We've just been hammered again You never saw such a mess as they're making of us, I've been out helping to extinguish ammut Our r maining gunw are still in action: if the Germans break through we shnil be ready for thet 1 never saw my men more erry They're like gods. 1 almost worship them. How do they contrive to rise above such tormen A at hem their px. are’ lying dead There's been no time to make them decent; they lle huddled and half buried where they fell. ‘Those of us who live are for the most part wounded, MY leg is crushed and 1 can scarcely hobble; I shall manage to hang on until the end Our wires to brigade are broken; the last of our B.C. party are now out trying to establish cominuniva tions, ‘ke ridge is being pounde so heavily that T doubt their success Wor two days an almost constant cur tain of fire has shut us off from the living world. No ammunition has been able to get up, no food, no water, no anything [t's the ome [ y vp. front e NE WARSHAW *, Albany, N.Y VIOLA BRIGHT’S HORSE. Viola Bright, little Florid, seven years old, Ikes to play Rut Viola hasn't bv a ae sO | Viola plays with pet chicken Fluff. The chicken enjoys the ‘gama too, Viola began to drive him’ fire With a string thrown around hin neck, Then her mother gave Viola a air ot ribbon teins, Many people stop ta (OOK at Viola und hor strange horse, ¥ ner Viola Pluttic ; Attention to thems Me Bay any Hy CARMBLA’ SARL rs, Ridgefield Park, N- sith horse, ceased firing and are keeping what mimunition is leit to hold the Ger- ans if they break through. I'm going out again for a final ine spection, Jove, how my leg hurts when | put my weight on it! I feel tremendously cheery I can hear my chaps laughing They're planning what they'll do to the Germ it} they come. Danger is the finest! stimulant {n the world. W still got our tails up. ! here's nothing ti There's ar daren’t th infantry; thirteg! ve J > ore that Lean do, We kolng on up front ir fen we kill our don't know where they All the lines are still sent two men forward ¢ up. information nly the last 1 sl The rifle fire on our tl come tir & pledge that last few months taking chances, me at first; 1 me, You shall I want you Why didn't 1 wan time? We And if I had told old, vid question; with it unanswered ow now walethey ine, or could have been to care for me, Perhaps you did and were waiting for me to give sign. My dearest there to said? ays are always in touch of live hands lips that counts, I want to hold you and to say nothing. | want und terror THE END. I Mazi— the a out the FESRUARY CONTEST AWARD WINNER, “Welcome Home. What a great words “Welcome time ago all th were taking p now tue away By these words we rive a hearty wel we ure at present down, lok 1 That's prob-! th meanin Hon short countries of Burepa rt in a great war, but clouds of war have passed is in A i the intens mate nee left is ugh this b have 1 tell you, educated me may not mak me n want You ome to all our bop, whether soldier, satlo ; inl me ave heard about the cruelties of the Clermans toward Belgian omen and but the Americans crossed a and fought these ern But e ry mother or sweet. heart cannot “We me home for maybe thelr loved has bee killed. ifw ve whe * fought in the Uncle sam of th world. By CHAKLER SEIROLD, years, New Y City we will want you want much tell 1 you over you shall ' Wea never ‘eb «hall you would var & bro service of ud, for pbtain But the de what th more is ngs one quate; itty f lips preased to aged alne ork MARCH DRAWING CONTEST. Subject, “Springtime.” Ten prizes of f Thrift (the equivalent $1.00) warded of TEN members, fror nes on A | dre ain thei copied. ur Stamps will he Kiddio Kiyh X to, fitteern bert draw. HERE was a of gasp from the man who had t torch to see surprise ean man beside ingtinic ate fr rust ade vanclag and closing in on him through the darkness "An! covering friend, the you, b who it was Me. es o% the tar bee drawe Mack awine ink, NAME, AG, THEICATI NU t has not ompany each Pre Possession, Ah, I ne sneered han, ¥ It am glad to ot he | ¢ a ( . ADDRE BER Addve ‘orld Wide Rew York Contest officer Draw ri " n ' eemed to Mayt tm ‘ pit out the 1 expected Ashley friend w Sand CE no: n't always come when on rep Jack! whore Cousin Ky No. eotag im 1 3 Park Row, wanted,” Col 4 w, my he erled Mu 8 sharply Ive answer, and ther from the A BIT OF THE FASCINA- TING, INTRIGUE STORY The Golf Course Mystery By Chester K. Steele Begins on this page next Monday. gotfiim, Colonel,” was the cool a HOW "TO JOUN 1 pane BAIN YOUR w 3 4 cry of agony IN. sy am a0 tad. taal) Row. "S * hote Nit art ay Yoru Cits NAMA OkksS ‘AU cbudren wy; © pion pease of see uecolng mecbers, “heb member w prteemay Sibea aiver aay Rho Wo aud ‘sebataae certifi | =