The evening world. Newspaper, March 18, 1919, Page 19

By !Roy Copyright, 1919, by The Press Puplieni {n their salesmanship problems, only the correspondents’ initials. Answers to Questions. N interesting question ts raised TN by N. 8S, who says: “What ts the difference between a sales- man and an order taker? I have worked hard in my territory and have built up a good established trade, so that now ali I have to do is to call on my customers and take their or- dere. I did not have the trade to be- gin with. If I am at present nothing more than an order taker, what is a salesman striving for, anyway? He works ham to establish a trade and when he has done so he becomes an ordinary order taker.” A man who establishes his own trade and thereafter regularly fills their wants is not an order taker. He would have to be a real salesman in order to establish the trade in the tirst Place, But there is a danger that after he has established trade he may slide into the order-taking class un- consciously. He may get the “let weil enough alone” fecling. Salesmen sell- ing regular trade where there Is little to do except take the order should study methods of increasing their customers’ business so that they would buy goods in larger quantities. If you help a merchant to sell more of your goods, he is going to buy just that much more from you. Also an effort should be made to extend those m sin myour trade amon rch. your territory who not from you. The ones who are not buy- ing from you, after you have worked up your trade, are the “ rd ones”. the “hopeless cases." ‘The man with the real salesmanship instinct will take especial delight In figuring out ways to get the business of the “hard ones"~-Just for the pleasure of putting it across, { have known salesmen to spend months figuring out how to get some particular small account tn their territory. When they finally landed it, were more pleased than if buying da car. load lot to one of their regular cus- { tomers, No man selling regular trade need be an order tuker. If he has the salesmanship and if his chief pleasure { lies in “playing the game" he never will be an order taker J. KC. is selling a specialty Tha bausuwite'sSerachask T has been estimated that one cup of raw oatmeal when cooked will make twice as large a quantity as one cup of the steam cooked oat meal when cooked, Hence it is econs omy to, use the raw product. It also is more nourishing and retains its flavor better than the steam cooked Fecereal. ‘The objectionable feature of time and fuel consumed in the cook- ing can be partially overcome by soaking the cereal over night. A fireless cooker {s ideal for cooking 5 cereals, and one can easily be made at bome. Never put warm food of any kind into the refrigerator, Cover it and set it aside until cool, in order to avoid ice Waste and possible injury to the other foods in the ice box. Next time you cook corned beef @ picce from the navel, fli or bris- ket. ‘These cheaper than the rump, and will find them more juley. cuts you Tt is a mistaken idea that frying in deep fat is not economy, It will re- quire w large supply of fat, but this can be poured off after it bas settled and can be used for each frying: When one considers the amou absorbed by food that is evident that deep fat fr only more economical, but food thus cooked is more digestible, It is said the rind of the pineapple contains an actd that causes vere lips and swelling of the mouth, hence the same paring knife should not be used for peeling and slicing the fruit When garnishing food the cook should uxe only such as appeals to the eye in order to make it look appetiz ing. Edible garnishes are preferable and these should not interfere with she curving or serving. A good rule to follow is to cover only two-thirds of the dish with fuod, including the garnish, Potato parings cut fine and a little ammonia will cleanse the insi f water bottles and carafes, Charcoal and ammonia is also a good cleanser for these articles It hot soapsuds will not remove the grime from metal articles, try hot water and baking soda, Do not try to polish metal until after it has been thoroughly cleansed When washing close the snup fasteners on garments before putting them through the wringer and they wil] not be so apt to become crushed and consequently useless, If the woodwork is grained you can b it beautify by soaking a pit flanne) in linseed oll and rubbing the wood well, then polish with a soft éry cloth, When the window frames are Bewty painted, run the window up ) Ald down several times a day for a few days in order to obviate the an- moyence of oticking windows, \ a7 The Evening World's Authority on Succ mad 4 athe RO Prue Griffith ul Salesmanship. ing Co, (The New York Evening World), In Mr. Grifith’s “Answer Column” he will be glad to aid salesmen His replies will be published, using He js discouraged because he is not selling as much as he thinks he should, He sells, on an average, three out of eight prospects. He says it takes the greater part of his time trying to secure an audience, The trouble here is not in his sales ability, but in his system of securing audiences with prospects. If a sales- man sells three out of eight prospects on the average specialty line he is doing very well. It's a good average. J, E. C. should spend more time work- ing out @ plan for securing audiences. What is the difference between a Staple line and a specialty line?—G. AL. There are two broad goreral classes of merchandise—necessities and lux- uries. The former we must have in order to live; the latter we can get along without. A staple line can be classified, roughly, as a necessity; a specialty line as a luxury. This classification is not strictly correct, because some things which are e: sentially luxuries are nevertheless staples. The point I want to make ts that the public buys necessities, or things which they consider as neces- Jes, first. ‘Thus, staple lines are ought aud sold regularly amd con- sistently. We buy luxuries only AFTER the necessities have been pur- chased, usually. So that a specialty line is harder to sell than a staple line, because there is not the constant and continuous demand, and if people can wet ulong without any particular thing they are not going to buy it until (he salesman has convinced them thoroughly of its desirability. And that is why the good specialty salesman works harder and inst ture opposition BP. K you inquir book store. You can secure the book about at any first-class A. F, W manship All of the schovis of sales- you mention are good—at the first two are. Tam not per- y familiar with the third, but it been spoken of well. Of the I believe the firet one you men- son: has |tioned is the best. I can recownmend highly | BYNOPSIS Viola, Mr. r YBea Bétte esmiain(//\ ann Bigger Ray ‘Can You Beat 1 asm HOME PAGE * Tuesday; March 18, lent, 1919, Landiamiant Co, ond.) By Maurice Ketten THe DARUNG ! HEIS D0 Tender HEARTED HE BECAME HYSTERICAL AS SOON AS | STOPPED TS Look AT THOSE GOWNS IN ‘THE WINBOW | BLess AIS TENDER HEART ! HE THINKS THOSE MANIKKINS ARE WONEN WHO HAVE HAD THEIR HEADS CUT OFF BY THEIR HUSBANDS FoR BUYING SucH EXPENSIVE GOWNS MY Dow HAS { HYSTERICS HySTeRcAl ! PiFPLe!t AU. HE NEEDS (s DELOUSING § |desk, four deep or The Evening World’s Kiddie Klub Korner Conducted by Eleanor Schorer Comraht, 1919. by the Prem Publishing Co, (The New Yor 1 © Wort) is for Xtras of Soup or of Milk, For a thin little Girl Till she’s finer than Silk. Orrnnnnrrneeeeneeennnenne® Cousin Eleanor’s Klub Kolumn } Dear Kiddie Cousins: There are ni who have been careful to abide by the Kiddie Kiub rules for sending con- tributions to the Korner, 9 drawers In my new son each side and o in the middle, And all my things are crowded into the Ittle midale drawer, the big ones be- ing d to you. Your drawings and and contributions one shallow NOTICE TO CONTRIBUTORS. To have a contribution published G “WRITTEN BY" or DRAWN BY" is what we call receiving full eredi it means that the written or drawn con- tribution is original with the sender and that Cousin Eleanor, the editor, has received a certific: other poems fill them to the very top. The four drawers on contain contributions by the members the left sido tion to that effect from the parent or teacher of the contributor. The work, by é children who have fA 4 een sell observed the rules set down here, will Bg Avene mean canon, BY CHE STER i K - T Ee Ee Lo be considered and published in the or- . j der in which it has come to me. ' "RY. In the four drawers o °, ° was disappointed, for he’s a fast not linger long over any of these rather more in than out—too much in CHAPTER XU. ice wart ce afl 4 is Fight e Detective Learns Something at seis ‘oor isa se' asiea the ¥rench= tae ‘Tho Cara ‘of Viola Care fo.sult his own iuelination and wcke | gsawe ayy tater Jean Forette! #& sewn kava Gel _ : ; man why he didn't kick her slong well, however, hud mentally pencilled etbook, for, ax yet, tue number of bie A drove ‘the Colonel and Viola) Pees #0 earetit hay on 3 to tell i RUG din: the reheuiteue ace on it the soinewhat mystic symbol patienty wis s ie v4| Which are original and which are not | the Library About Viola’s Card. iit escm eats hae xe HAR and tne the Colonel "TE Mattebne to nen you tor my- 4% fu tho voice, They” arrived, WDICH are original and which are ao s aid as how he acted, He was as looked at from every angle. self, 4 mally,” said Col ASK- rather early. In tact, 1 nd Blos- | E 10 p i nervous as a cat, Kept looking be I really must get a book on chem. ley. ax he took a woat In the office, SO OL set in, and when he did| stories and drawings? (Copyright by George Sally % Co.) hind to see that no other machine Jstry," he mused, “I may need it to and in coduced himself. | an trying a tow minutes later, he was| Much of this work which Hea un- PRECEDING CHAT TEMS, warden, WAS coming, and when he passed find out what kind of dope Forette to establish, for the satisfaction of aie Se: ia | disturbed in the drawers to the right A golf match We arranged at Ube Maiawa Gol Cub buiween alr, Carnell and Major War ate anything on the road he almost went Us if he takes any Miss Carwell, that her father was not ly surprised to seo them. lis very good, much of it 1 Caraell’s daughter, accompanion ber Lather out 10 the course in their now car, They are i!) ) 0K i) Will Cela an alll And thus the Colonel sat in the a suicide, and’ —~ fe anything the matter?” asked| good, seems orig’ . ” y | met by Capt. Gerry Poland and Harry Bartiett, both of whow are in love with Ler, though there bas 4) 000 1 oO ft pe shade, beside the quiet stream, the "What else could it be?" asked Dr. lal clerk, as he eutckly| 41 IT am eager to publish it, but Letmeen Uartlett and Mr, Carwell, Viola tells BarUett to make things 99 esd iba er lie i) ip little green book by his side. But he Baird the confidential clerk, @ _ afraid, | Deen eome dieagreewier Mth ber Cather, Baruiett approaches M Carwe ‘and speaks to hia, cument, id not open it and though his “I do not know, But T read with whieh ‘overueate. - boas cr cir chaulieur, That's it, And considering how now Sahiny, i Se ‘bas wees hin ctarwele bes iy tasers’ ba wt ibe teed bold We wos the day twas Out with gaze was on his line: where it cut the krowt int the interview you ga gud Me, Carwell drope Ae, gutoray, is bale | Tet which every ons him, I put it down that he must have Water in a little swirl, he did not the Glot the effects and detection Conivected widt the casa te auestioned, Bartlett b . “Tue detective uel had’ a few drinks when he took mo seem to seo it, OO TATIONS Palen eo : |e letter iusinuatiig tat Viola knows more of the case than sho for a spin, and was suffering from @ k| 2 i oung Dr. Baled rusbed headache next day.” CHAPTER XU. Fe ak COU RRS ANG: SUOKAG UIs 7 - , Perr i Viola # “Does he drink?” »” rete 0» morro “Won P | CHAPTER Xt. refuses to speuk? Why is Viola so 00 Raven caw him; hut how &6 ILI. return to. morrow, "Yes, And T called to ask what | sure Ha could not have done it? 9). ; ti tt? Drink Viola too restless here." poison or chemical symbol that might (Continued.) I think I can see a reason for the ¢se yOu wapcant soe 1) | ras ral teen sm Devt M1. ASHLEY sat and fished, and lust, She loves him as much aa he Will make « man drive like old Nicks hat Naw the felogram “rhe Colonel extended a paper on | he fished he thought, for the does her. That's natural: She's a the Eh Bee ee ee eater on Cou Auhicy recelved day follows which was In rived? 7 80 KOO OK bliheod He Ie ‘s ho od », on - : b sport was not so good that ittook °") Tg ie unanteto decide defnite- Ht BAe thal h ’ i bine he stayed away longer than t “That! Why, that is not a chemical Jup his whole attention, In fact be jy ag to the status of Harry Bartlot migh ‘dia \ bd . kymbol at all!” promptly declared Dr, ; i H r than drink thought she would,” mused the d was rather glad that the fish were Col. Ashley mentally paased that card OMT than aan : ri Bd at rd ‘ Prag nia una took up another ines hat do you mea tective, and he put Miss Carwell's Are you sure?” jnot rising well, for he had entered in bis file and took up another, bea Dope TAL hiachbamathone. wall Tf Jinto this golf course mystery with a $98 the name Capt. Gerry Poland. ‘Oh, yes, I s'pose so, and him bein ny a A = aaa Ss tte Out OF the puyealntn st he seldom brought to any cas “Could he have had an object in French might account for it, Any- have time enoug PAY 1000 $0: tonto and’ dann” Gorattet caimie i h * getting Horace Carwell out of the wis like two different men. nothing, but it iy always best to know ing in his side of the ear. The and he was anxious to get to the bot- Wwaye mused the detective, “At first » day he was 8 everything, even if it goes against r was put away at once, and | tom thought I'd say he could not, and, and 1 guess he'd have driven one of your pet theory, Shag!” be called, — with a whirr from the selfestarter the | n't Want to get into that just because I would say 60, [ must i om the ‘© airships if anyone had ian hi throbbed , eep him onin 8 #0 1s i to, Then, the next day See if that French chauffeur, Foe “Is the blie . diamond cross affair, but I was Keep him on’ my list. He also is in ¢ nim : ° + th public brary in dragged in by the heels,” he mus love with Viola~just as much as was like a chap tryin foe aah tte, can drive me into tow town, Jer ked the detective And now, just because some years Bartlett Is, I shall list Capt. Poland With the mo Peete pat . ‘ alone I taenDihescoa: hte mel ) Horace Carwell did me a luvor 48 @ remote possibility. 1 can’t af. [cant aecount for it f Jean bro. he road: “Tak there ; jad enabled me to make money in ford to ellininate him altogether, as Perette sure is Sinbd sadenid ite ' oh She Rouse an0 \e library was one built part the copper market, 1 am trying to it may develop that Mr. Carwell ob- apahd ha Dliat | for Gol Asner he levee money “donated by a c¢ [tind out who killed him, or if, in a Jected to his paying his attentions to hat's aoa ha ecoke on A Hajar oy: onaire nnd ontained a fit of despondency, he d himself, Vio Well, we shail se Game ng to get a move powerful sa . ariety of books, To the main “And yet, if it was despondency, he The next mental index card bore Jerevey Mink’ Mavagia inan had w where Dr. Baird Hehind WHICH BAL & prevy: wir, |disguised it marvellously well. And the name Jean’ Forette: and con- never driven it to the limit, and didn't. yyy ( le iti if it was an accident it was a most cerning him Col. Ashley had secured want fia A Raa hi ah mae “ete ve you any books on polsons | skilful and fateful one. How he could some information the day before, He spok truth, for I heard t , mals a miniaarl ite wan L i swallow mn und not know it, is had got, by udroit questioning, a cer- and the old man didn’t cet along at rite ob i anne busied the card beyond And now to consider tain knowledge of the French chauf- all with that red, w and Carwe Vina mo Who might have given it to him, feur, and this Was now spread out on dev well importe be arguing (ist it was not un accident.” the card that, In fancy, Col, Ashley "So Forette was to leave 1 the pretty girl, And the Colonel threw in nis could in bis filing cabinet at the the month. W T'm and an s only one bait and wait oB 2 Ob, yes, L know him,” much you. A friend of u meroid, that 1 now T am waiting.” be the mechanician of the best garage in imi to en i. ' entitled "Pe mused, “let me consider, as iny friend Lakeside had told the detective. if such a reputat I'm all right sey,’ and is one Walton would, matters in their se- “He's a good driver, and knows more li know—1 guess a talk with the New Je quence. Horace Carwell ts dead, Let about an ignition ayatem than I ev \ Much obliged consult him? Btation us arias. En t someone gave him t H Hi a shark at it. But bes Colonel, w fh ee 0 ior Hue it Ip out "And the aie Die inden ihe abe to the Karage owner, turned a 1 corta Lif it comes in Cok gan to pass over in. his He FON TREAD Fe “Oh uldn't want what parkle in I should min Various persons who had gg, i moe Hes & reeular Forette out of a place brillant a rupted the devil at driving. Onco he had t quickly Ed his observation, as possi- fy aR ae man qu look like a “HH UE tee ha catia tilat car in hero for repairs. He had thought that" - arc In with one the law t@ tell me what was wrong with It, as “You needn't worry.2Y¥ou haven't wenhcnine j Tmused the fisher, 1 couldn't dope it out. Then when don any harm, Me's of Ta nat} ia we t running tor him, he took place now, since Cars ied the i : that ix any criterion ning ; a but that it disposes of him ina cer- !t Out for @ triat run on tho 1 died, and 1 t t you told ‘ ke driy What ts tain order—disposes of him or-—-in. Drive! Say, it's a wonder I have any in stri niidence 1 Colone volves him more deeply nd t bair on my head i yo wou You know we T alwaya like It indicates that the book was do- \c el looked to where ground ho go fast? t aye tc ¢ 1 t seldom call nated by the State and was not pur id voven a web whi nl t? May, a 3. ct lersta hased wit winent appropri- | smal pless grasshopper was nothing on t Ar There we ny : ution,” gh ; n. t next day to ! f A ; ri tit ia out now,” I wondor if | ld H Bartlett have given r uway, eee t " h 1 cauld tell me who has it ie lene on? the Colonel asked him- storage battery, he drove atta |: 4 a ali 1 Pe ie an ment self, And the answer, naturally, was One of my men went with M hea A ee saad the Colonel Rather DSB hehe ory Bay ree pea h aat |that such could have been the ea: way, to sce that everythin 1 Pher entre SI eae ye BALDOR Phen came the question: “Why right, for Mr, Carwell is very particu. jou serva Ti avacl wa goreae ne bas iclsonaua uBlanie ine “Had he an object? What way the last mean ne was-and koretio man's nearest relatives, Including hig D 1 was in , being a New Jersey,’ was taken out by Miss quarrel about, concerning which he didu’t let her out for a cent. My mao gister and Viola, But the Colonel did very ng doctor » he was Vicia CarWeil,” said the girk that is impossible and quite against Klub rules, I should lke to ask all my dear opened his desk, “fam sorry 1 was Jate this morning, But 1 had some matters to look after" | “No apology necessary,” sald Col, | Cousins who have not conformed with Ashley, quickly. “We have not been! OUF little set of regulations for con- waiting long have discovered, tributors to please do so now, Send something in the same contributions again if Ir bis life had depended on it Le+| you like, but this time send the cere Grand Blossom could not, at that mos tifeation with th m. ait have concealed a start of eure)” ood make ua all very, vesp “You mean you have found out who| happy if every single Klub Cousin ed ‘arwell?” he asked, an: iid dry live | Cousiny would be happy to see thetr “Not that," the Colonel answered., Work in print; the reader Cousins “Hut We have found some letters that! have interesting and pleasurable seem to need explaining, Here they| jours reading them, and wour editor are Then when Viola had told how she Cousin (otherwise 1) will be glad just discovered them in her father's pri-| ‘cause you are glad, vate afe, she a 1 . Did my tather ever owe Capt Cousin Eleanor. Poland any m vee ans 1 LeGrand Blossom,! MARCH DRAWING CONTEST. frankly, “he did.” Subjcct, “Springtime.” “How mueh iNest thousand Aatiace® | Ten prizes of four Thrift Stamps “Was it ever pald back?" asked! (the equivalent of $1.00) will be Awhley 7 1 the tanted each of TEN Kiddie Klub head clerk. “VThe 1 ‘at pur, | members, ages from six to fifteen In+ ticular transaction are. inlaaing. 1 |Cluaive, who make ¢ st drawings «al for them the other day, of “Springtime,” failed to find th T was Intending! he indorsement of the teacher or to ask you, Misa Carwell, if you know | The Indoc nt Of the tegoher @ pista bout them Now? it seemy| parent of the contestant, saying the you do not, ‘The fact remains that|drawing is, to the best of thelr your father wa ne time indebted | knowledge, oFiginal and has not be to tho Captain for fifteen thousand he not bese ars, Whether it was repaid I can) Cobleds must uc oo draw (To Be Continued.) | Drawings must be mace in black er n, pencil or black drawing Ink, Much ine seanatcrminal ntestants must NAM ree » and Jove and | AGE, ADDRESS and CERTIFICATE And all of these are| NUMBER as in many cases bs Pep Evening 4 LG NADY "world Kid ark Row, ri f 1. But when it comes| New York tot fe diitd nd chang Contest ¢ f-conasious ia dail p woot at can , Pr ie Mrmr ae TTT pire eamee eT T kn ¢ that con x HOW TO JOIN THE KLUB AND mate an unexpected raise in pay OWPAIN YOUR. PLN, Only one of a thousand little hu- ‘ nam . tee af! the com: neers Pans mal man touches that make Bruce Bar-; ton's new novel, “The Making of George Groton,” the big, out-standing book of the year, {t is everyman's story, about every- day people that you meet and know in your daily work. The story begins on this page Mon: § x« day. Yo# should not miss a word of it. 5 y AD. ite eS 443