The evening world. Newspaper, March 13, 1919, Page 21

re HOME PAGE Thur sday, March 13, 1919 | Bea sS . J j \ \Sja osm n{ / d Harn] Bigger- {ay / By !Roy Griffith The Evening World's Authority on Successful Salesmanship, | Copyright, 1) by The Press Publishing Co, (The New York Evening World), In Mr. Grigith's “Answer Column” he will be glud to aid salesmen (m their salesmanship problems. His replies will be published, using nly the correspondents’ initials, ™ Answers to Questions. ;Methods as you make your rounds your customers, 4 b ee tive these tips to ONY "c. wean do,” writes) Make yourself a valuable adviser on i ; + your customer's general business ing a line in which there | yrobiems, Soon you will become 80 fs heavy competition and your 60048 | yajuayie that they will deal with you| ere the same quality “and sell TOF just to get you to come around and the same price as those of all YOUF/heip them devise better metchandis- ~olth aad added i ‘ing methods. This is a rather common, @nd| ‘Take the case of a prospect who Is baffling, problem, If you cannot give buying from a competitor, @ prospective customer any induce- | yim, ment to buy your line in preference | sug; fo the other fellow a hard task to Prospective Go to see} Help him with your tips and tions too, After a while, sug: it would seem | gest to him that you cannot afford to| xiend your trade, Ajcome to see him very often; your who has been | business won't permit you to spend) customer buy! from your mpetitor may) the time, But if he was buying from| fay, “Why should I buy from you?|you regularly—well, that would be Your goods are the same price and | different. Well, why SHOULD he buy from] MC. Wi—The, firm you inquire ‘The three basic selling argu. |*v0Ut is, as far us I know, relluble, with any line are quality, | MY Personal opinion ts, however, that aye vi Your only recj* ™Man without much experience ; Is to give better service, |W0Uld have rather a hard struggle to | "you say. “L can't do that either, /2¢ll thetr line. I do not belleve it as My competitors all give the same! Well known as it might be and there sod. Gab vice cal Ay piven '§ 4 good deal of competition. | Nevertheless, the problem hinges| sg, ~The company you ask about on service. Pr and quality are |is thoroughly rellable—a well known unch factor You MUST and reputable concern, Their propo- Bive aate ee It the only | sition is very high class and ‘usually variable only thing you ca) requires a high class specialty sales- change. man to handle it successfully, In Granted that the service given by! your case, it mimht be better to take your firm is no better and can be! Up some proposition not quite go am- made no better than that of your! billous for a AL fervent rot ; aay eee can aiford to “gamble for a time, it | eee Then bash ua I might be all right for you to make a ERSONAL service is no} try it, It is just as good a line limit to improvement ih th to gell us insurance, but no bette Consider your goods as a dead And persona t would be | fssue—just an incidental factor; P eiciaa CO neil Figat at fret, | mechanical excuse for your calling] Note—Mr. Griffith frequently re-| on @ prospect, And sell YOURSELF |ceives letters signed anonymously or pach sur abil- | S!Ving only jnitials, without address. Reiss Ry dita ly ou soinar w th thal [Although all names are held conf: ity to help your cu: itt F}dential, no letters can be can | merchandising problems, You pick) unless full name and addresses are up Many a good tip in merchandising | give The Face as an Open Book By Andre Dupont ye face is as a book where way at all costs. Some of our be men may read strange mat-| known financiers have such mouth ely Unusually red lips that owe their tin t) natu hol to lip sticks, show cruelty, Gen, Ludendorf is reported have had such lips. Loose lips in- © sensuousness and ab: well closed mouth sagacity, Mt The--G* ‘The character of any man or woman 4s plainly written on the ow of us are wise enough to r Mother Nature prints in unmistak- able hicroglyphics t ‘herited from this ancestor a All of which hown by the wf tho chin, the setting o' the outline of the fore &o. every passing year draws lines, some Bo slight that one has to look again » tendencies in- 1 that By Maurice Ketten = F-GOURS: BY CHESTER K JOCVAV AK The Evening World's Kiddie Klub Korner Conducted by Eleanor Schorer Copyright, 1919, by the Press Pobliahing Co, ed Child Health Alphabet By Mrs. Frederick Peterson of the Child: Health Organization (The New York frenine World | is for Vegetables ; if you're too slim, These Victuals are full of Vigor and Vim. Cousin Eleanor’s Klub Kolumn } Dear Kiddie Members: Hundreds of Klub Cousins have Klub pennants by complying with the rules in the following notice NOTICE, A twenty-two inch felt pen- nant made in the Klub colors blue and gold, and bearing the Kiddie Klub name, will be given froe to every Kiub member who secures five new members, and to every new Klub member who brings in with him or her four other new memb: numbered in re Int in with each her wi ind addr + just dividual | bershi Members nature, of each new mem- required when in- Pply for mem- who cannot save the vou- - ELE. to be certain that are sg = ¢here, others deeper marked. Si as which I am far from doing—Dr, Row- bert, gently. ‘fm fact, it does not asked Minnie, in a low voice. apy age land, the county physician, was seem that any one did, or your father “Yes,"" horetid present at the autopsy, knows. Would have known it, Certainly if shows age we a8 Suspicion Is Thrown on the Case f tive eine oT} but more vividly it - TO “Does he know the poison used?” any one had tried to make him take ‘Then thing you can do drenG of the disco U t d S asked Captain Poland quickly, and the poison there would have been @ to help me prove otherwise,” said storms of the spirit man nexpecte ource then, almost as soon as the words aad struggle that he would have men- Viola, “That would be the greatest eS Abie : aca = ° left his lips, he seemed sorry he had tioned. But he died of poison, never- help. It can’t be true, and We Want .. “Appearances doce —— enemas uttered them. theless.” e plain, Father never killed Pe quotes, but what other BYNUPsI char ens “No, no more than we," said Dr. hen there can be one other ex- He was not that kind of in formin, necessary estimate ed at the Moray Uh Waveen ee Carell ay _ Baird, “It will require some nico planation,” she murmured, and he Tle did not fear death, but ne in ming a > no Mr, Carsell and Mujor Wardell, ry .: “Ho ld gy delit eava’ CHAPASIAE?. ‘Take: for Accomvanien ber {i ut to the coume tn their wew oat They are Work in medical jurisprudence, and Voice Wig tense and strained, “11 wld not go deliberately to ‘meet jot @ stranger's c ? Mazes Martirs', yuu of whom aie i love with het. though there has aiso a very delicate analysis, to deter- must hav @ not true that he killed himself!” instance, the best known of these avpreseie Mrs Corwel” aks to Man bins nave Samat, (BiBge UP mine that, Iam inclined to think” “We fear he took it himself," and Viola's voice seemed to ring out facial tell-tales, the chin, The exprea- sg iaming her father in, th Yiste api But what he thought no one heard blurted out Dr. Haird, in spite of A strange look came over the face ion, “a wealychin,” is a very com- An’ autonay te helt at it w, decided tha Mavand at the FF or cared to hear at that moment, for, the warning louk cast at him by his of Minnie Webb. ‘There was a great won, ean teh Nara thin vroake the news to Capt land, who becuiies sirangely thoughtful whui even as he spoke, the dvor of the little pity shining in her eyes as she sald: aoe Ons Now, it soem s: Nar id I BENS MONS “SIG eee room was thrown hastily and some h, | won't believe that ! It can't “LL am sorry, Viola, but—but Lam to say, but history, as well as eve seiermaniatemiaiiiiieteani eaten ey violently open, and Viola Car- b@ true!” erted Viola, and she burst af it may be true day ex 3 proved infallioly CHAPTER V. was a drug user?" demanded the cap- Well confronted the three men. Her into a storm of obs. Dry Lampert wee That my father committed r jobody with a markedly weal Ci tain, face showed traces of grief, but it hat Placed his arms about her, 2 Re yg es that nobody (Continued) { would hesitate very long before lost little of the beauty for waich she Tell mo it isn't true, Uncle Add! Yes," whisp Minnie. t—I'm chin ever possessed a resolute will or 6 ERHAPS not an irritant," saying 60," answered Dr. Lambert, was noted. Tell me It iwn't true!” Khe xobbed. afraid it may be true made any great in life. Many he agreed, “Though f “and I have known him many years.” Tall und dark, with lair of that ,,1he three men, looking at one an- ‘HAP’ ER Y; uch individuals have, it is true, cer- know of no neurotic that . “Then what was it? What in the blue-back sheen’ so rarely observed, ° MTODSTLS, GARGS: SORE CHAPi ER VI. world does it all mean?’ asked Capt. with violet e 4 ; over the bowed head of Viola—said instances even possess genius, bUt! fects as we saw.” other words?" t Carwell was at the height of her &8 her sobs died away and she be- ment affected her four there is in the make-up always some} “you aro right there,” said Dr. | « mish R knew,” replied Dr, Lam- beauty. In a sense she had the gentle Cpl ageirel ER ag ard Relat hearers in four unteracts: ow p » " o pert, and he shook ad, 3 = "1 of 2 sop eae bs inherent weakness that counteracts] any Whatever polson was used thing ‘more ea I Pahoa gl pe AL bee know it ts hard, but you must meet 4 ways, It shocked Agee hese qualitie it was one the effects of whic! ‘Hing: y y ds e issue squarely, ons Ime Shocked her greatly, fo Mie etoct of ue called the| have never seen before, But we bave °° med bowing him down, Dr, Baird father mingled perfectly, It was no SE ered ag Ula natura’ ex . - 1 ‘ h Eyes have been truly ca hot yet finished our analysis, We Seemed duly impressed bv the cire wonder that Capt. Poland and Jie tio, circumstances may ba ex i pec kindly sympathy rindows of the soul,” have only reached # certain conclu- cumstances that had brought him—a Harry Bartlett and ny others, fOF Mlained away. While it does look as “Md @areement from ber friend Btudents of the structure of the] gion that may ultimately be Pel eel ale rend yay reg physi- that matter, were rivals for her {hough your futher had deliberately DF Baird, who had voluntarily bee ous that cyes set rather| changed.” BERCOIRG chee Tce a cose e sevore taken the poison, it may easily be &Un to twist his sinall mustache at fuce te “You mean ag to whether or not it Sth ink Case in the well known and = “I thought you were here,” she sald established by an investiration that the tired Ge ailie SOA kad far apart show generosity and a cer- asked Capt, Poland Wealthy Carweil family, quietly to Dr. Lambert. “Oh, Uncle jt was an accident—an accident of bs Fea dled. eousprtneg ts tuin attractive simplicity of char-| fs , As for Capt. Gerry Poland, he was Add, what is it? Tell mo the truth!” which even your father was ignorant her in admiration of her good looks acter, while if they are very far apart! 1 how we can get Clearly startled by the news the phy she begged as she placed a hand on lere are So Many poisons that do #24 because she upheld a theory to aan tien Kees that are|@wWay from that,” said Dr, Lambert, ns had brought. He looked toward his arm, a hand that trembled in THANISRAE ThETheRIVAR AOR Ae lone Miloh ha Male himeal® commitiadioe stupidity is in i That fact remains, But if we estab- the closed door as though seeking to spite of her determination to remain {|me—often days—after they aret theéry that Mr. Carwell was lain together lish the Kind of poison used it may Sep beyond it--into the room where calm, ‘‘I'iease tell me the truth!” that there is every chance of prov Landiedt aula ipso * town deceit, If th lead us to the motive iat is what Wfola was waiting, To her, sooner or The truth, Viol he questioned ing this to have been an accident.” Ut and-out suicide jetined angle we must find.” Jater, the tragic verdict must be told. gently Then there must be an investiga. (Dr. Lan-bort ¥ unly indignant sharply defined @ Fy off “And we will find the kind of Can't you say anything?” he asked, Yes, 1m afraid vou are trying to tion was Viola's quick decision, @t th { manner in which Minnie the corn they show sublety of} poison declared Dr, Baird a bit sharply, looking {rem one phys!- keep something back from me. This There were still te in her eyes, but Webb made her statement, and at the niind, Ieavy looking eyes with droop-| ‘The older medical man shook his C!s to the other, "Ist il you came jooks like it--you men in here talking she looked through them now, as S#me Ume he bad pity for the ing lids betoken a sensual disposition. | head. to tell~ that Mr, Carwell was a sui- —consulting as to what is best to do. through a veil that must be torn aslde ance of the lay mind that will p vy set eyes show retsoning power| “There are some animal and veg- ©.de?, Isn't there any mitigating cir- Tell me. My father is dead, But that, “I can not believe thi unce jude tinst more SAGAply Sok RFCM AOD Ee table p 3 for which the cumstance I know, is not the worst that can i. ide"—she h mut pinions | And and also the power of concentration,| known tost,” he said gent! 1 believe he poisoned himself be- happen. ‘Tell me! Is there—is there ful word will AD : rol t t poisoning ¢ MP nite prominont cyea belong to thelium out to be one of those,” began his championship anv disgrace? 1 know went on more firmly th which the aged practitioner had person who tells everything he knows Phen may it not develop that Mr uid Dr, Baird, with startling iola stopped as though she herself true!” dealt 5 1d . a little more tow. Wrinkles} Carwell, assuming that he did take Nn almost brutal, it med. feared the words she was about to Hardly had she ut As fF Capt. Poland, he gaze betwe 1 eye hote power of| son, did it by mistake?’ asked Bb why should he do such @ utte Dr, Lambert quickly spoke word than a figure 4 bla , 4 moment cone at und sometimes eye Captain Uiin, demanded the Captain, rather “There has been no disgrace the hall, flitting pa { vt, and then he strain caused by lack glasses. hope si murmured Dr, Lam- Petulantly, dear Viola,” he said, opened door of th ttle ri at the young In the the face the shape| bert ° “He may have taken me dope, have just come mt f Viola stood with the thr w . king know ear Pa 1d ig of importan A| “But ¢rom the action of the son, thinking it would brace him up.” went made an investigation—-Dr. Bulrd there c 1 rply ! came urved forehead betrays a too yiell-|as show y the condition of the on young medical man, 1 it and myself and Dr owiand. had spoken rathe mudly And when _ bad recovered @ nature whieh of ¢ ne Ue doat the alimentary canal, had the ete depressing discovered that your father b 1not want any of the ser- from her first shock this was th ith 4c quickne vation. 1T hardl how Mr, Carwell could Or y havo Solaoned, an ts to hear, “Who is there’ thought that came to her An augular t LOWS persever have known that he took poison,” of his favor ig. “Polsoned?” she gasped, and started “It is T- Minnie,” was the answer, "What nie know!" ce und 4 square lead) with ired Dr, Baird hall have to find out pack as though struck. while ar Viola, | have come to see if | A that very ques: ither wide temples indicates both Yet he seemed all right except for by nquiries of mem- rapid glances went from face to fa could do anything, I rang and rang, tion and With an udence and steadfastness, An ine [a pardonable exhilaration dur- bers of the fami resting longest on the < nance of but No one answered the bell, and, as 4 determination ntation the ce of the fore- of golf," remarked "0; must w te em?" e@X- Capt, Poland. It was t in the door Wag open, I walked to k a focathuy aith prominent semplen | He was cling Claimed Capt. Poland in startled tones. this great emergency, she to I'm afvaid J didn't t when TI "O stam lows a fondieas for study and au in: | we say, T-don't see And it was easy to determine by his nim for comfort. more than let 1 aid Cap nd t 1 ha etual nate \ oval brow | have taken poison Yo.ce that b: im he meant Vi 4d who had ushered to Dr. Lamber afi hotes a sensitive, cMestionate tem- nowingl) P Must we te repeated the world Dear Viola!" aid Minnie Webb, as perament, while if is both low aud] Ther are gor ns whith 1 must do tiny duty as a ph “L am sorry to ha to may ft, ehe p I her cheek against that of treating it shows great stupidity taken in combir might mix both to the public and to the the eo! went on her friend, “Is there anything | can shap he mout ev ind form a compa y said Dr, Lambert, and he straightenet nhstaloian, Your father do in your te trouble? Please well t ore revealing than tie forehi nix sald Dr. Li 1 though © assume the 4d, But the kind of pole let i nething!" ulled person With a fun loving disposit ' vfess th remote po: heavily « not yet de ' Thank 1, Minnie ned to vom than eneral ly upper lin Dility, Se utralized b also think cf Ve ve whe kind, 1 don't know nok a depression un: @ nose, while the n notic ithe And some Viola ther father t it doesn't that any distress e “ yon ke that N mera of t 4s tip upward. A|persons, who may have been habltval her now, [ have more or ies4, one would h m go, not even his to nervy ve etfore, Mf simed Min 4 bashed small, well shap uth with rather ! users a drug, may take a dose regarded her as my 1 rl, though worst enew id he had so many me! Dad you “row ! 1 Mer Ly Hon, "But ft gid full lips is an unfailing sign of coque- of it that would kill several persons she is a young lady now, But the fr pe p how as it . or and Tear where T heard try. A long thin mouth shows Hfish- not ) ted" facts Must come oul Kiven if Iw We don't kno n ave “Do you ‘ n ’ wus vived financially neg and a desire to have one’s OWN =“Do you mean that Mr. Carwell d'sposed to oid in a cencealme bim the polgon, Vio'n, seid Or Lam. that your ner ow " 1 ha porhoy voll, you kpow ‘ é * | pons may obtain pennants by send- ing ten cents with their naine and address but it is more fun to try and win & pennant, The following Wc winners last mon rison, New York City: sing were pennant Solomon nnes Nelson, —— New York city: Bleacor De Fricke, isn have.w horror of fac he Brooklyn; Susan Devitt, Brooklyn; poor and" horror of facng tB@ gg Dilley, Wintel, L. L; Margaret t can't. be true!” declared Gilligan, Brooklyn; Dorothy Muir, ‘toutly. “While L'do not know Nw York City; Susan Rothenbery nything about my father’s financial Brooklyn; Marjorie Sam ue'so! Mfair I’ know he had no fear of fail- | Brooklyn; George Miller, Brooklyn; Caroline Wolf, Woodhaven, L. 1, and ure no fear of becoming poor ye) Udwin Steinbach jr. New York City, "t do not believe he ane mere These loyal members have not Say feared I) f elt not, I'm sure,|!4de themselves happy by winning need. Tut thera was not, ' one of our pennants but each has Minale, WAG Ole Re said Minnie,| brought happiness to five friends By with a memory of the insinuating fm sel members of our jelly Manner in which TeGrand Blossom | P06 Gr vour dearest boy and etrh had en. Bearing im mind her) intances? 7 oS promiso tc him not to mention the|/scquaintancees? 4 matter, she began to wish that she| : sped had not spoken, | Cousin Eleanor. must tell!" insisted Dr, Shia amounts to an ac- | oe gainst a dead man, and you FEBRUARY CONTEST AWARD hu! Lambert cusation you owe it to Viola to give the source of WINNER. ur information.” “ YeINo, Doctor, L cannot! Please don't} Welcome Home, ask me, Viola, Oh, [ shouldn't have| What a wonderful thing it is te be spoken, but [ thought only to help! able to welcome home our heroes who ‘ ” fought for the cause of justice ana ou solve the problein, yetvou have only mace it harder, un-| humanity, to be taken from home to 1 us more,” said Dr, Lam-| 8° to @ Strange jand to fight in the ny can not you tell| trenches with the deafening roar of the cannon and the shrieking ef us, Miss Webb?” shells, On their rets wh Be I--I promised not to, Ob,|S00"% Un Mie true woe cant uit Lot Promiged not to. OP lec the shores of thelr ‘native land, how glad they must feel to be ones your own Fades Marra his affairs?) more in the good old U. 8. A.! Our ry y ane me The woild) bevthe hearts go out to them in gratitude for BS al rats neh Pye all they have done for us. proper way! anid te Lambert. And| "As the years roll by, let us always ae amt done, I suppos ; remember the brave boys whom we prove noth te. neLh lng edly are now welcoming home, volved. Wait, 1 all Aunt Mary. | a run She we ouch with all the nae of our” hou-chold.| MARCH DRAWING CONTEST, ather! ts with many busi- | Subject, “Springtime.” hess matters, Call Aunt Mary!" | Ten prizes of four Thritt Stamps weeping, but! (the equivalent of $1,00) will b Miss Mary! awarded euch of TEN Kiddle Kiub te enees he, | members, ages from six to fifteen Lim i ymethi clusive, who make the best drawings: We must face the fa wever| parent of the contestant, say 1 npleasant t are 1 Lams | ay ne is ol 11 to the tb of bert 4 wy ‘ We must rey newle 1 bos not been a ch r ‘ end Horace | Drawings in be m n blaek yin the}crayon, pencil or black drawing inks n 1 f a Ln pion p golf game Contestan must state NAMP, t alter r ther AGK, ADDRESS and CERTIFICATE i pape Ww take it up," sa NUMBEE D : A ‘ Addrera Cousin anor, Evening : Ke in orld Kidd Klub, N is ark Row, “Yes en now T have been e w York City . : t e| ' ng to know the Contest closes Mareh 28 cause of dea It will have to come The report of the County T 2 ¢ an on Ww aera ‘ vee CO JOIN ThE WE OB ANP na tien bila or OBTAIN YOUR PIN, here iy Cryer eT Aaa ae P eady Q iow. that he ret “Bub Pn” tise Orc Aunt Mary, did you ever hear of such couron xo. 44 (To Be Continued.) %