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

5 ; By !Roy The Evening World's Authority on Suce iter Harn Bigger Ray Griffith ful Salesmanship. Copyright, 1919, by The Pres Publishing Co, (The New York Evening World), In Mr. Griffith's “Answer Column” he will be glad to aid salesmen & their salesmanship problems. His replies will be published, using only the correspondents’ initials, 8. K.—Because the chief aim R of this department ts to render a@ real service to readers, I made a personal in- vestigation of both of the firms you ask about. Both of them are reliable and both of them have a high-class selling proposition, Their organization is sound and the aver- ago earnings of salesmen for cach of the firms is right around $5,000 a year. The sales manager of one of the firms told me that his salesmen carn nearer $4,000 a year, but it was between $4,000 and $5,000. Both tirms coach their men thoroughly, give them real co-operation and help them to make good, As for your choosing between the two, it is mainly a matter of which proposi- tion appeals most to you and which you think you could sell the easter. 1 can recommend both of the firms. ‘The information herewith is in no way guaranteed, but it comes from sources which I believe to be reliable. J. F. has been a retail men’s fur- nishings salesman for the past ten years. He ts successful, but he would Nike to change to an outside selline position—selling the dealer. He asks what his chances of succes: would be, I do not know J. F's age, This might make a difference. Generally speaking, the successful retail sales- man of men’s furnishings ts usually successful as an outside salesman, I cannot explain it exactly, but there is @ certain peculiar “atmosphere” about a men’s shop and a certain “psychology of dress which a salesman absorbs — unconsciously, which enables him to present a line to a merchant sympathetically and intelligently. W. J. McM.—The course in sales- manship you mention is very good. I ean recommend it to you. In starting out as a salesman you probably couldn't earn as much right at first as you are earning right now. You would have to be content with a smaller wage until you had had some practi- cal experience, K. A. W.—Generally speaking, a man who has been successful in sell- ing insurance can sell almost any- thing. It's mighty good training. You | should have no trouble in putting it across with another line, But why change? You say you can see no future for yourself in insurance. The Ongin of Roast Pig T's who were taught to dis- tinguish “A” from a bull's foot by @ course of instruction in McGuffey’s Readers will remember with pleasure that most appetizing se- Jection from Charles Lamb's “Esssys of Elia” in which the origin of roast pig was described, The McGuffey classic began with the departure from his home of Ho-ti, a Chinese swineherd, leaving his cot- tage in the care of his eldest son, Bo-bo, “a great lubberly boy," who was fond of playing with fire, Ac+ cordingly, as soon as his father's back was turned, Bo-bo engaged in his fa- vorite pastime, and set fire to the house, It was soon consumed, and with it perished “a fine litter of new farrowed pigs, no lesa than nine in numbe Bo-bo was in “the utmost ynaternation,” as Mr, Lamb puts it, or as we would say, more briefly, “geared stim.’ Then an “odor as sailed his no when the readers ot McGuffey'’s reached that part their nouths always began to water—and What could it proceed fre hrilling mystery indeed, but it was m svived, Bo-bo knelt down to feel were any He burnt his pplied them mouth ome hed skin 1 con with his Ongers, and ne jn his fe (in th ideed, for before him ao aah : wn it) he tasted pproach th the mystery it was th pit t and the pig that sr jedivious und, surrenderi mn up to new-born pleasure, ef tear up Y handfuls ohed skin with the flesh 1 Was cramming it down fashion" He, too, was Aduces io partak he roast pig, and soon th ning down uses In order to roast the pigs be- evalent all over that section vg th of China nine A USEFUL STEP LADDER, A new combination of step ladder and ironing board can be used for ironing by a person seated on a chair, r will serve as a beneh for tubs, 4 Ing table or a table to be ex- tomded over a sick bed. jfor your father gnd she looked across the per That's one of the best things about insurance selling—it has a certain very definite future for the ambjtious worker in the shape of commisions on renewals, It works itself up into a regular income proposition. You are just nicely started now. Better think it over pretty seriously before making a change. P. C.—The first two of the mail or- der propositions, as outlined in your letter, are absolutely worthless, The third one—the herb remedy—has at least a fighting chance for success. It would take quite a large sum of | money to put it acroas successfully. If you haven't the maqney yourself, | why don’t you try to interest capital | in it? The booklet you propose print- ing is a good idea, but I would cut it down considerably, The story, as you propose to tell it, is entirely too long. Two thousand words is the ab. solute limit. J. H—I am not familiar, particu- larly, with the prospects for the sale of electric lamps in summer time as compared to winter. My impression is that they would not sell so well in the summer because people are out of doors more and do not use as much artificial ght. I may be mistaken, (If any readers aro familiar with the above problem I would Appreciate it —and so would J. H,, I am sure—if they would write me what their ex- perience is in the matter.) Because he is entering a new lire of business, J. A. C. asks my opinion re-/| garding the best arrangements to make ag to remuneration. That is, as to salary, commission or drawing ac- count. He is a marred man and saya it is going to be “tough plugging” for awhile to establish a new list of cus- tomers, He also inquires about travel- ling expenses. Personally, I think that a commis- | gion arrangement, with a drawing ac- count, is the ideal form of remunera- tion, A man gets paid exactly what| he earns and it is a constant incentivo for him to put forth his best efforts. As for travelling expenses, this is a matter which every firm solves for litself, according to the proposition {being sold, Usually, a firm pays HOME PAGE Can You Beat Heo ARS Gossip TELS ME THE NuTTs Are FIGHTING Like CATs ano DOGS an. Maurice Kette (Ne Rew York Evens WE MusT Do SOMETHING: To KEED THEN FROM SEPARATING f FERSUADE Recrvenen TSU THEN TSA SER0us TEP LITTLE dove THis Peace MAICING Business, S No Cinca | THEY NEED HIM THEAS AULRICHT | Town 5-4 Bokn PEACE NAKER HE SW ould Have BEEN SENT To THE PEACE NFERENCE travelling healers di sagrecenennt between Bartlett ani or eter He la called to the phone and Capt, a ride in his CHAPTER Il, (Continued.) 6 OME on!” cried Viola, im- pulsively, “it's too perfect a day to sit agound, and I'm enly interested in my father's match.” And 80, as Bartlett went in to the @ telephone, to answer a call that had come most inopportunely for him, Viola Carwell and Capt. Polan swept off the pleasantly shaded coun- try road. Capt, Poland was genuinely in love with Viola, and he had reason to feol that she cared for him, though whett- er enough to warrant a declaration of love on his part was hard to under- tand, “But L won't take a chance now,’ mused the Captain, rather moodily; and the talk descended to mere mono- syllables on the part of both of thein, “L must see Carwell and have it out with him about that insurance deal. Maybe he holds that against m though the last time I talked with him he gave me to understand that I'd stand a better w than Harry, I must see him after the game, If wins be in a mellow humor, ticularly atter a bottle or so, Tha: # what [ll de The Captain spun his car up in front of the club house and helped 1 Viola out “1 think we are in plenty of tine match,” he remarkeu “Yes,” she sented. I don't gece any of the veterans on the field yot course, “I'll go to look for dad and wish him luck, He always wants to do that before he starts his me piky, Boe you again, Captain; with a friendly nod sho left the somu- what chagrined y When Capt, Pola car he (ook a short cut along @ path that led through @ little clump of bushes, Midway he heard yotees, In an instant he recognized them «4 those of Horace Carwell and Harry fartlett, He heard Bartlett say: “But don't you sée how much bet- ter it would be to drop it all--to have nothing more to do with her?” “Look here, young man, you mind your own business!" snapped Mr, Carwell, “I know what I'm doing!" “I haven't any doubt of tt, Mr, Ca: but I entored to suggest——" t on Bartlet! your teetiona to your- haa self, The Evening World's Kiddie Klub Korne | Conducted by Eleanor Schorer Covstight, 1019, by the Press Poblishing Co, (The New Tork Rreoing World.) Child Health Al phab |By Mrs. Frederick Peterson of the Child dak Departm Understanding the best way to live, ie United for Service es our Country to give. ae My Dear Kiddie-Kins: homes in the tree tops ne oa homes. Pale green leat buds 7 PRINGTIME Is the most glorioas| out on the trees to enjoy the time of all the year, It ts 1%} bird songs and to become acqual the spring that every one and/with their noisy new n everyihing seems happy and gay: come peeping out of the birds come back from the South] ground to snif the fresh alr ‘to chirp and wing as they bulld DOW /hask in the spring sunlight, and’ LE-GOURSE.— “Fore!” It Was the Werning Cry Pron the First Tee to Clear the Course for the Start of the Cup Winners’ Match. (Copyright by George Sally & Co) SYNOPSIS OF PRECEDING CHAPTERS, At match fe arranged at the Merencee Goll Niota. A fir é sTEe ELE. euess it's alt right, “You'd better not!" declared his ri- v. people over ther: », the brighter the dun the better I like it. There are enough more serious than a simple fall bad hin T Or if it was a fall caused by an un- There was a dense cloud of smoke taken when bc made and lie down, I will get you a cup of the place where some : Many automobiles were parked at one corner of the course, Still it might be some one starting his ma- chine, with too much oil being burned in the cylinders, steady posit hovering ove The officials held a last consulta- tion and announced that play might start. Mr. Carwell was to lead. The first hole was not the longest but to place one’s ball meant driving very ‘arwell was over- recovering from it. Ho re- she insisted. “He will need me when in the course, short-cropped, velvety fair ground Chub between Mr. Carell and Major Wardell, em her fatir out, to the aairee in their ney, cat, Thi by n. giter, acon murmurs of wonder came, use to oppose her, so he led her back |. ‘is for great London, who alse ya “Gerry Poland. aiid vba both surging from many throats, and the toward the throng that was stil! about fought for liberty. Carwell, as they approache “I've got you two strokes and I'll have you four by the end of the math.” “I'm not s0 sure of that,” was the laughing and good-natured reply. There was a silence in the while the players made ready for the s ort distance from p ravine, and un- lesa one cleared that it was a handi- cap hard to overcome. here goes, ladies and gen- exclaimed Mr. the tee was a a was needed, And if I hear any more of your impudent talk Then Captain Poland moved away, he did not 1x of Mr. Carwell clousd around the prostrate player, A clubman was|1, is for the lads who fought an? ate his feet—to render hurrying back with a young man who with @ sot ¥ Among them carried 4 small black ‘bag. I is for Ireland, who also helped Poland and Harry “They've got a doctor, I think, Ad along, e " latter stepped Gerry. "Not Dr, Rowland, though.|& is for England with her mignly need up, for an ine However, 1 dare say it will be al navy, right” 5 is fo ie idiers wi Horace? Sun A fit of trembling seized Viola, and Mi AAt, ine eosiars eRe ieee - y manner he did not often as- Here's where I bring home the bacon and make my friend, the major, eat humble pie.” Viola flushed, ‘There was a sharp impact as Mr. Carwell's driver struck the little white ball and sent it sailing in @ graceful C ‘@ toward the last hole, “the meantime to the clubhouse, herself to be leaned over his friend Capt, Poland thought’ she would ful,| By SYLVIA CEABAR. ag a bithot; I feel He had to hold her close, and he yom didn’t think it Wished there was some place near at|FEBRUARY CONTEST AWAR@ and forced But, somehow, a ud seemed to have come over ner t was not like her On the con- trary he was usually what the Scotch “canny” player. that he was going t his close friends, boasting like the “On the green again! ay. The throng had Increased, and she * that and he'll Jean Forette Saat Ho never pre- ele ; his rather railing talk, ®Miled up at him, though there was| As the war is now over all our And I can do it, Who yverheard what wa The others drove off the play reached too! boasted C, my father since be arrived, Jean? told those ne 1 something a veriest schoolboy, he exclaimed again, and then he swung at the ball with his well-known skill, was a marvellous drive, and the murmurs of approbation that greeted emed to please Mr “Let's see anybody "was the answer, and it was given in such a surly tone and with such a churlish flushed with anger and bit back a sharp retort the final stage of Viola turned as thot Bo over and see what the trouble was the automobiles. » Baw her father nd the ball into the It muro that he would win, manner that He needs air question and the answer, beat that!” he “"t just saw your father golne out the other contestants, Minnie Webb, of some years’ think they are going to etart to play wonder why gre such a polite re speaking lightly to’ cove give him a alp of this—it's stethoscope, and the automobilist, who cal man locked up, links from tl strokes and thowe of his opponents. The game was all but over. give place to Major be wonder if there can be ning Mr, Curwell’s White bail had sailed well up on the puttin 1d come across the green of the fered his Mask as she saw the amoke rokes like that and murmured Bart- "A few “more 8 win the match, the bighway, of- for ome one in authority to whom in- years, Town of Union, N. J. formation might be imparted. ‘Then | —— $ iscrewed the silver he gry 779 Neiteaaleatadl | MARCH DRAWING CONTEST,” uny cup, and @ is dead ry ” exclaimed several. Subject, “Springtime, of the potent liquor “Dead She did not finish the sentence, § turned to look back at her fath “He was posi veld insult von the game » to her horror she saw him reel throw up his hands, in a heap, while start agreed. Viola. ,"" whispered Viola to shouldn't mind him, does not like the new machine, ner has told him to find anotl: » and neck than went Viola and Capt. Poland were ap- | memb air reeked with proaching the scene. clus nd fall beay d cries reached hidden at her folds of her dress, up at him, and major swing He found her hand, watched the has happened? that has piqued him of pe , elutehed at her heart-—and not withor 9 the warning cry from to clear the start of the cup win anticipation “It's going to be a gorking match, murmured more than one member y followed the pla the gallery, as t ° ers down the field. “If any one asked me, I should say had taken just @ litre CHAPTER mM. OR several Carwell fell so heavily putting green, pleted the last stroke t contestants around, © best caddies had been selected, clubs had been looked to with care |, new balls were got and there was much subdued excite- t, as befitted the occasion. Mr, Carwell, his always flushed face perhaps a trifle more like a mild aun- would follow the that Carwell lola herself reeled un a voice said in her {t was In the ordinary |, to the alarmed ugh it came from stant powks of the hills, “He'll t ‘ went on the + said Tom Sharwell to Bruce Carrigan, “I'd like to see him win,” The cup play went on, testants being well matched, and the 4 from hole to the four eon- rade him olub champion, not @ atir among the other Grouped about him; nor did the gal lery, grouped rush up. The most natural thovgbt, and one that was in the midst of the majority, was that the clubman had overbalaneed himself in the putt shot, fallen, There was thoughtless laughter from some in But it was almost in- stantly hushed, for it needed but a second glance to tell that something He swung his driver with free dom and ease to make sure it was the one that b turned to Major Wardell, The turn was made and the home- ward course began, with the excite- reasing as it was seen that the closest possible the Major and Mr. finish, between Carwell at least. “What's the row over there?” asked he was always pal vs i never know aim Capt. Poland, still supporting Viola | nin of the hea nd as for on hig arm, saw Bartlett approach Load ; | belleve I almout dia ing. Somehow he purmised. whai | ¢"iKhub Pim, ANY feel just now, didn't I Big follow slupguen wpe soe au ih sam, But father never did. Ob, I aust pulsirety holaing ut he hands to Poke oo Fina if ts hea te he: bet 73 “Better not just now," said cape htutttosed Poland gently. y le there y [onder nenee enmre mune wunwene | [hs uase—qavuND: “Do you want to take any more?" he asked meaning’ “No, thank you," was the langh- ine response. “Ive got all I can carry. Not that I'm froins to let you beat me, but I'm alwa: off in my play when the sun's too it, tis 0 about ‘oll Ts 1 want’ trom am you and your pot cra ling." making his 8° 8trong and well f 1 with Viola and Capt. Poland. br as it a stroke or two ‘then autos. m Mit doen,” ‘agreed. Viol joes, ola. can eee our patriotic the gallery. ra = | kiddies, the most beautiful, the | [est flowers in God's garden, rom ) ones j |ficcly in the fields and parkq i 4) | Happiness prevails, § iH Springtime inspires the artist, Cousin artists, do you love the spring? Does it inspire you? There iy opportunity for you to work the major and other friends.| your Inspiration in this will look after him, You had|drawing contest. The subject ee ie) clubhouse | “Springtime. Cousin Ele nor. —— * tae ham epee tt URE segs votter come with me to been such @ t ‘No! I must be with my father!” heap on the he—When he revives, Please let me THE ALLIES, 3g turf of the go to him!" A is for America who sent her stipe ‘The captain saw that it was of little across the sea, oft asked Major it was so violent that, for a mome Or are you hand to which he might take her, you beat me? However, Viola soon recovered her | 7 WINNER, tay ‘omposure, or at leas, soomed to, and | ‘Welcome Hom te that no mirth in it, diers will be returning. ‘Their f jous "I'll be all right now,” she said,|4nd mothers and friends are was rusb "Please take me to him, He will ask | proud of them and they have @ man. for me ay soon us he recovers.” [reason to be, Have they not his fa {exclaimed the ‘The young doctor had made his way|brave and noble work? Have seems to have fainted. through the throng and now knelt be-|not secured world freedom? Rowland here? side the prostrate man. The exami-|one knows that they have, at the club nation was brief—a raising of the eye-| All the honor we can poi me ono get lids, an ear pressed over the heart, |them, they justly deserve. mpplemented by the use of thelevery one will be just happy nthe young medi-|can be when everything ts veut earching the ring and all our soldiers are home, s though seeking) By DOROTHY KINC e of faces about him cup-winners’ “She'll hear you!" (the equivalent of $1.00) wi > tiquic He looked in th b awarded each of TEN Kiddie iquid was fe looked in @ direction w ence | ‘ges from six to fifteen D make the Dest draw! “Are ‘u sure, Dr. Baird?’ he} on "Springtime,’ f Ta he burt?” asked,” ‘A certificate from tho teacher 6p f the un- “Hush!” cautioned Harry Bartlett,| Ten prizos of four Thrift rine nade her way “Positive, The heart action has en-| Parent of the contestant, saying be ' ple, which tirely atopped.”” ‘drawing is original to the bi , Lill whe Stood clone be- But might that not be from some their Knowledge and has not Bea “What is it? Oh, 19 cause—some temporary cause? copied, Must accompany each draws “Yes, but not in this case, Mr, | {ng yer Carwell is dead. I can do nothing, Drawings must be made tn his winging for him." crayon, pencil of black drawing It sounded brutal, but it was only | ‘contestants must state a medical man's plain statement of AGE, ADDRESS and CERTIFI f the case, NUMBER, Veet ae “Some one must tell her,” mur- iress Cousin Eleandr, Evi mured Minnie Webb, who had been| World Kiddie Klub, No. 68 Park attracted to the crowd, though she New York City, was not much of @ golf enthusiast, it closes March 28. “Poor Violat Some one must tell he {OW TO JOIN THE KLOD offered Bartlett, and ported Viola ft way through a living lane AIN YOUR PIN. ee a Just that opened for him, Then it cloned Begining witb as fancy. They've hiding the body from sight, re aced @ sweater o e . Poland—father waa 52 ’ aruda ant See 60: Bp Penne. Sree ne