The evening world. Newspaper, March 25, 1919, Page 21

§altesman | And Earn Bigger Pay By Roy Griffith In Mr. Griffith's “Answer Column” he will be glud to aid saeemen | in their salesmanship protiems. His replied.witt be published, using | only the correspondents’ initials. | 1919, by the Press Publishing Co. (The New York Evening Wi \ | up their course, then it will prove! Copyright Answers to Questions | beneficial to you, withou é : BELIE it was Elbert Hubbard) wy course 4 hs . ike | who once said: “The obvious 18/15 thoroughly responsible, They will Gtten tho last thing We #0” Tlie aeotutely fair, te they do notl was reminded of thiy when I T®-| honestly think they can help you,! ceived a letter from A. F. He #498! | they will tell you ao. | “Do you remember what your first) i 4 - | trip on the road m tto you? Per-| M. K. B. is a high schoo! student} haps you, too, were just twenty and| Who works in a retail confectionery | store in the evenings, He says: “My | work does not require any particu-| |lar sales ability, since customers | come to me instead of my going to them. I have repeatedly read in your| articles that ‘studying the customer’ | was the best training for a salesman.| Will you explain how I can ‘study) felt that ip meant the shaping of your whole caree What would you do if you were travelling for @ New York concern and ‘had become | the idea that a sales letter and maybe a follow up might ? 1f you had to pay for would you believe obsessed with help soint this idea yourse t aise one? What concern would | ‘as customer’ in my present posi- | : on? y in end as writers of sales - brad mmens ‘ | The matter of studying the customer| and follow up letter | ts capable eaten : | tive, you've written onc | '® capable of very extended discussion. Why, man of the best hu For this reason, 1 one Up which wi il give you just] 1 interest lettets I've you right. The| ever read! Why do you want some | rest you will learn as you work and| Sales letter experts swe oer | must do business with our friends: get as much “human ints sat in| CUF cnemies will not trade with us.” So, | nfo their letters as you have pu a salesman must always aim to please | @ few lines. You . | those with whom he comes in contact. | You can't make a friend of a man by! antagonizing him and you can't sell 4 man py starting an argument with him first. from the first as good « tomers, with t puneh in it, 1 would say ospective cus- » same human interest 9 ahead ji t and don't waste any — Be Te ees a a adable| 29 Your work, always try to do and Since you wi advise that you write| @Y the things which will PLISASE and, I would 4 tha | customers. Yo | vour letters individually in long hand.| 8. You will find that you must ‘ tL I be. | 8% different things to different people. It will take a litt me; Gut 1 bee) chat will ‘ lieve it will pay. Will Goat aretha AMIN Vary MOWVIag Gs lee you a little money, but that shot : mC Mca tAis AU jon your part, will mean that you are studying your customer. You will learn the likes and dislikes of different kinds | of people. You will that the| srouchy customer can be thawed ou with @ smile, Just last evening, 1 was | to you. Your big Idea ri your firm you can you want to gain of a tew| } n't matter now is to show deliver th learn a foothold. 10! nickels for posta concern you, | Brouchy at a restaurant table. Tho | Ott Node the New York] waiter could have made me good na-' office of the school you mentioned| tured again, if he had tried, He didn’t | and talk things over frankly. From] try, He was not a swesman, : your Jette s so.aewhat of aques-| Trying to ple: customers is the Yon tn my mind whether or not you) best way in the world to stud | possess sufficient preliminary educa-|human nature. Do it and you wiil | tion to make a success of your study. absorb such an amount of knowl If you can convince the pe in| cage about that peculiar animal, rian, | the school that you @rejas you never thought was possible | tion to tak2| through such a simple methane TheH ousewife’sScrapbook N making biscuits, cookies or dough-| stift, ct bray and: sees | nuts the dough should be as soft) brugi only in one direction—along | vandle it when an possibly on the pi as you the nap. Do not iron turned out board and| try Tucsday; Ma PAGE reh 25, 1919 9 dy the Bree pba 459, $ (Foe New York Evening World.) Home Again The Evening World’s Kiddie Klub Korner Conducted by Eleanor Schorer Coprright, 1919, by the Pres Publishing Co, (The New York Evening World.) By Harry Michaels bY STATUE OF LIBERTY, To Major Gen. John F. O’ Ryan. E is the man who gulded them through, He is the man who brought them back too; ' H After the job was done he brought them home you will have much better results if| you handle it sparingly. » blanch almonds put them in cold water and let it come just to the boil- ing point ‘ | . If you are ina hurry to get th cream Ww add the white of a egg beaten to a frot Next time you make a custard half a cup of finely ground nuts you will have a delicious crust. fresh i roughi: little granulated sugar, You can keey su for some time if you ¢ sprinkle with and t. 1918, ty Dout = still explaining, my first ball shot over beads|the outer edge of the plate, clean and true, You ful washing them in w 5 beautifully by hing sin warmn) “strike one!" called Mer Juergens, porax water, using one teaspoonful of| A great shout went up from the borax to one pint of w then rins- | Merwinites, and instantly, as if a cir- ; ‘epid water, Dry by rolling in| cuit inside me had snapped shut, 1 ng in tep ; ey 51) l became perfectly calm. From. that a aoft towel. | moment the crowds, the shouting, the band, all ceased to exist de of| was wholly self.possessed, ndy|ly but absolutely confident for me, I in and quiet- Paste an envelope on the cook book cover, It will be h vate rahe crowd from Hintonville went for the loose recipes you want to tr¥| wig.” 4 grim silence fell on our own op those you have found satisfactory. | people, brokum only pnb ey we jerles to me to “Steady down, ol Pictures will not hang unevenly nor | b “You got ‘ein, old boy." TI in et all {f you hang them |cries meant nothing, but fe ie rom the wal) Ot ng them |'he silence, It drew my nerves taut. face to the wall and then twist] "Phe next two men hit fies and were them around go tie wires cross, Jout, but the man on second had mean- |time got safely to third) Two men When you make fudge add grapejon base; two out It wast f ri aper tha r supreme moment for Hintonviile. auts, This is cheaper than nuts and |UPrene Tenet a. pinoh” hitter makes a very delicious fudge, to , one Grogan, th plum- ” ber of Hintonville, who was rumored Hardwood floors should never be|{. have played professional ball in cleaned with soap and water, Use/his younger days and had been equal parts of turpentine and benzine | Brought along for just such an enere and do not use it sparingly I measured Grogan for a moment with my eyes, He stared back, grin- When you clean house and want tojningly insolent, alternately swinging remove old staina from leather furni-| his bit, and dropping it to spit on his ered pipe cla ed | hands waited until he was busy ture apply powdered pipe clay mixed | Viiv the spitting and then shot a low, with water to form a paste. Allow |switt ball just above his knees, He this to remain on the leather for )recovered himself and swung, but several hours then brush off, If| just too late. ne gh ape Ke one!” called Juergens. jp Maggeaary repeat, | Both crowds screamed, = |. ‘Then at once the whole crowd on Wash the corduroy. skirt without! ot gides became absolutely still, wringing and bang out dripping wet./Grogan squared himself, his jaw set, #2 Wp bap & xvough when dry use a! hig eyes Diaging, My heart thumped ; The Story of a Country Boy Who Comes to New York and Makes Good in Wall Street SYNOPOSIS OF PRECEDING CHAPTE lesday Page ae ¢ | org? Groton, 4 country lad, Working e* & clerk Iu the. ¢ ore of Mermin, Base seen o duerast jae retarted to. lis. heme fem W that aight. Me Save the small salt and sugar bags tie Cant Siones offre (aroun 4” partir fe concer. Muth elated. Groton Butries Waah them and have them handy for Hetty” Wilson about it. The followiag day Groton siaria to pitch a game of Vell agains draining foods, [Wish boiled in one of — these bags will not break, In fact they CHAPTER II. rribly, but I waited until I was per- tchen purpose: teeily ‘calen, ‘The waiting L thought serve many kitchen purpos = (Continued) Was just as bud for Grogan as for | STOOD there, with four thou- me—probably a little bit worse. [ To stiffen fine muslin and white lace nd e: urned on me, and lad the advantage of two etrikes, 1 yes turn nome a ford t 1 t vemried tullie.ia preferable to atarche nee ; othemaelves ©2Ud afford to take my time, Icoul werner Aide nua : me ees nor 3 see n kicking: into dust, see hi Oo my cons yuene another Lunds nd unclusp nervously Expert cook: t Ug Up Meat! Hair of eyes—eyes at whose glance “round the bat, Still 1 waited—until that must be yt awhile before cOOk-/ other and bigger men than I have | ‘HOUBHI, aX 1 looked at him, that ing. They & is apt to decome | duasieg he would almost burst with 4 res aa | 2 tence, wit instead of the tainted if left on a dish in its own!” « nted if ton a 1 jay ball!" called the owner of | t 1 had dealt out be: ulee, those eves, a long slow curve that floated phates Afep-oT ark éie ve tantalizingly toward him, Grogan The annoying feature of perspiring| oon’ ler Juergens umpirin'” yuyned out to meet it, awung hard hands when doing fine sewing can be in the bleachers explained to and too soon, The ball thudded into eee ing. the hands in {thelr Wives. “Mer Juergens, the big the catcher's mitt overeame by bathing the ha \New York millionaire “The man ix out!” culled Juergens, strovg alum water | And in that instant while they wer From our side of the Meld came a rfect avalan of cheering, — But he Hintonville bleachers sent forth a long, harsi snarl that grew in vol- ume and intensit “KILL him,” cried a big voiced man, “Ki at robber umpire.” 1 od ut Juergens, There was a curious half smile on his lips. one could ac him of lacking nerve. gues; m me somewhere and turned to ht be h else,” he said o#@ the field. ulthier for to me, At that moment some maniac launched a pop bottle at him, It spun through the air, making a shrill whistling nois as tt came, [saw it cgming, and stuck ov not « foot trom Juergens's 16 bottle struck the glove und fell ut Had 1 been a second late would have been knock: ily cut up, possibly kill ere was no time to g: thanks. The hordes were al- We turned and ran into the aria of our own , who were advancing for the certainly down and ceive or re- most upon us. together warrio ) moment later we we) whirled up to the hotel in Jue machine, while behind us we could r the rew of women, the ws and the 3 ,» hard curses of men, Juergena smiled—a unfeeling smile I th Where do y'u live, young man?" he asked, turning to me, T gave him the address, and lean- ing forward, he ordered his man to stop there first, “Y'u hurry and get into some clean clothes and meet me at the hotel at 6 g’clock,” he sald. want yu to Bava oupRrer with me, And mind yu t gens's rather cynical, ught it, prompt,” he shouted after me as left the machine, “That was more excitement than I've had in u dog's age, and I'm hungry CHAPTER IV. THINK you were Ju ly splendid, Mr. ( 66 Was Muriel Juergens's greeting. I blushed, and stammered some inane remark, and stretohed out my big, red hand. be Be that we owe you a gTeat deal,” she continued. “Why, really, you saved dad's life. Didn't he, dad?” “Guess maybe he did,” boomed Juergens, “Good work, young fello Presence of mind, presence of mind “Y'u two go on with your supper, he ordered t to go to telephone, Long distance; New York. Back in a minute, He shouldered his way as the ing Toom, waving «a big hand tu acquaintance and another, ant Gisappeared through the — folding door: “Tell me about Merwin,” Muriel said, “and about your Before [ realiged it, [ was telling her ev thing. Abe the of of a partne it would mean-—how me the biggest man in Merwin. She 1 ed with rapt attention; her eyes shone; she leaned over to catoh every wont. ow'll be Appy m “And you think she asked I at happy ways? he hy, I Always ne tinued “What do you mean ed “{ was just thinking, tinued softly, “just thinking *hat big things you could do in New York." I did not have a chance to answer, Mer Juergens burst back into dur lit- Ue world, crashing in betwee rry, Muriel,” he said, “sorry, Mr, Groton, Got to hurry our supper Yr ng. Just received important message from New York. Got to start back to-night.” ‘*To-night!" Muriel —_ exclaimed, y, father! Sotry,” Juergens puffed Vites, Like to stay get some fishin’, Tike t take yu along, Mr. Groton, But can't be done Business's business. Got to start back to-night.” Juergens gulped his coffee, looked at his watch and pushed back his chair noisily. oung man,” he shot at me, “yn pitched a great game to-day. Great I blushed my nowledgment “And y'u did great service for me; maybe saved my life. I want y'u to know Mer Juergens don't forget Here's my address, If ever y'u get to New York, come and see me." He thrust an envelope inta my hand. T put it into my pocket me- ohantcaliy. “Haye ® cigar,” be continued, thrusting one into my hand. “And You're Too on’t forget. If ever y'u come. to good for this town, w York, come straight to Mer On Sunday | went to ehurch with Juergens, Mer Juergens don’t forget. mother as usual. J liked church. Come on, Muriel, got to Ko."" I rybdody in Merwin went either to He ry She ‘stretched out her t ‘ongregational or to the Baptist hand. ureh, It was 1e one chance of “I ‘wish you would como to New weok to meet every one. T tik York," she murmured. the singing, and Mr, Wilson's@aer- uergens caught the words. mons, Standing there behind the old “su Perfectly right, Muriel. pulpit, his fine uplifted, the rays Ought to come to New York. Come of the sun. coming through the w York, young man. Get out of stained glass window and playing on ra Never make any money fn looked like one of t old-time rwin; never amount to anything, And when he prayed it You're too good for this town.” to ine that pance came into the world, 4 him f had bent His ear uw little close CHAPTER V. WALKED home rh to catch the need and craving of little Merwin. But on this Sunday 1 did not hear sorrow and the Mon sions. betedllad the prayer. My mind had ceased to in Betty W yn's parlor, a work normally A wild refrain beat thousiit, as I reached the middie through it; T could think of nothing ea ORE On * T could wee the tise “You're too good for this town, of the mr ut T could #ee the 175 ‘gon, this town, too goed white of her dress on the piazza. Al 1 bol ugh the doom out into ways, er the other gan T had the sur and open alr. With’ the . t 5 rst full breath omy inind dropped in at Bett! to talk them r nin ene grep hsbalakar kong Seemed suddenly composed over, and to ce t » UKM settled the thing foi Iw down to the drug store and buying to New York her ice cream, To-night Ih w she RL BREW CIR Eon moraenioan CHAPTER VI. fect strayed toward her houve, and ER JUBRGENS was himself then I caught) myself, and turned of the firm of M back. To-night [ could not talk to Cons ke Betty, My mind was all seething, “re eat ie alt i wanted to gct home, und into bed, schoolboy in Merwin, ne nev 1 where I could lie alone and think ee ae Rena fine to anand “Come on, my big boy,” mother gop murblea; they were too poor for when I entered the room, “tell wat, Yet Mer never lacked marbles mother all about it.” In the sume when the other boys tting on the hassock, as I RATA TAMAR ARH RACH ad sat when a little fellow, and oath anioutin & tae poking at the remnants of the fire, 1 Cab ihe ataran” Bit whan told her all at supper and the boys to be paid, what Mer Juerg 1 said. Oniy ‘ai lair Andy aminal “ n hand with some “He w to New York, plan by which they might mother," heir earnings and make mor Suddenly 1 and pressed Uften the plan Worked out and they hac lipa tithe ¢ my head, and J did make more; often alse, they did felt a hot tear trickle down my But whether they won or lost, cheek. I stood up and kissed ber and Mer ays had money when the slipped out without a word, [ knew summer was past L had had her answe ) one ever accused him of dishon- ‘The méon filled my old bedroom esty, On the contrary they admired with splendor, gilding and softening his shrewdness tremendously, and crude furnishings. I did not light accepted his judgment without que lamp. As Ll laid off my coat tion, He had that natural instinct something fell out; it Was the en- for making money which ia given of velope Mer Jucrgens had given me. the gods, to the devils, to ome men I picked it up and turned it over cus at birth, and which other men neve riouely, There was something inside, acquire in a lifetiine of secking. Hide [drew it out, It was a check for $500 ten dollar gold piece in Madison Five hundred do! mor Square Garden on a dark night, lock had earned at the Mer Juergen ftoside, and uth year. More than my rh morning you would find that Jue able to save in Ufetime of ena had happened across the gold unceasing t re were not half piece in the first half hour of his con- 4 dozen men in Merwin who could finement, had pocketed — it, slept draw a check for $500. 1 turned it goundly, and risen rested’ and clear- over curiousiy, almost reverently ed then Kfting the mattress slippec Once on a trip through the West T check clear back underneath, where saw a man locate water by the ald of ho marauder could pousibly find it, a forked stick, a divining rod. He And while I did go there were run- ning through my head the last words of Juersqns, carried it close to the ground in front of him, one prong in each band, And ater @ te fork all at once cre ee Peace and Prosperity to the And there on the line we will By EMIL ACCONCI, aged thirt Cousin Eleanor’ FEBRUARY CONTEST AWARD WINNER. “Welcome Home.” Welcome home, boys. We're glad lto welcome you back to your home {olties, héroes of America. We are |proud of you and of the work you have don» for God and humanity. | Real Americans have always stood for the thing that is just and right, so we knew you would prove your mettle |as your fore-fathers have done, But lyou are more than heroes, You are Jalvo Mberators of the peoples that the enemy tried in vain to crush, You were only soldiers fitted with training, equipmertt and everything that your country could give you to make you good soldiers when you marched down Fifth Avenue to the transporte which carried you You had the spirit and that wn toward the ground. And the next day they started digging at that spot, and sure enough there was the wat T would like to walk with Mor Juergens across the gold fields. Brought back to our country by Major Gen. John P. O’'Ryan. tol Over miles of water, from across the foam. And with his boys, he is going to march On Fifth Avenue, the twenty-fifth of Marah. Ob, what @ welcome we are going to give them! Ana on the Avenue, greet and cheer them. For the good work done let God render freers of Flanders: see yours and min een years, New York City, Klub Kolumn is why you won. Some of the thows sands of young men of America have showed the greatest heroism. ‘They have made the supreme sacrifice that we might be safe in our homes. So welcome home, boys, for you have fought a good fight and won the victory and now you are home to stays By EDWARD DIETZ, aged twelve years, Brooklyn, N, ¥, s MARCH ON! Hark! the sound of marching feet Of soldiers passing thru the street, All tall, erect and steadfast, ;Some wounded, others gassed. March on! Hurrah! Their bayonets flash in the air, All over in France did their ahare. | Brave, victorious, earnest and true, ‘They fought for me, they fought for! you. " March on! | j With brave hearts and steady mind, | Not an unsteady one can you tind. They've done thr work, they've wath their praise And now, for them, a cheer we'll raise! March on! MARION Elmhurst By years, IMMOTT, aged temp N. Y, MARCH DRAWING conTesr, | H However deep the vein might be} Subject, “Sprin buried, he would its pull; his fin-| Ten prizes of pat eee : gers would be lured toward it, as the] (4), . F hrift Stamps divining r toward the water, He ne equivalent of $1.00) will te Would not know why oF Bom Par iewerues eagh Of SRN Kiddie Samm i 'was just’ five’ minuien of T/cacrere ages from six to fttean iad when I_stepped on to the elevated [CUsive, who make the best drawings! train that was to carty me down to|of “Springtime.” ee are eee seibe bla doos| p tee, armament of the toachep. ol Nth hig name inseribed upon it in {Parent of the contestant, saying the whining gilt the Knob, and|drawing is, to the best of theism found it locked. Around the corner | knowledge, original and has not been in the long corridor I heard footsteps. | copied, must avec It occurred to me suddenly that 1] , st accompany each drawe had no business to be in the building |'9& ¥ so carly, that my presence might be] Drawings must be made i Mieunderatcod. Melsed With COR-|oravon, pencil or black mene bineig sternation | turned and ran down the |" pencil or black drawing ink. marble steps into the street, Then ontestants must state, NAMB for a solid hour | walked in and out | AC ADDRESS and CERTIFICATES downtown New ervals tO the among the ci NUMBER York, coming back ut it | : building wher ns's office was.| Address Cousin F or, Evening it was 830 when [| finally caught | World Kiddie Klub, No, 63 Park Wight of a boy with a bag of mail aver New York City bis shoulder, going in at the door. niiteat cikaae my hat straight, buttoned = imny nteat clos March 28 and resolutely’ followed him in i je doog opened into a panelled re- | THE COMING OF THE 27TH, ception room, fitted with a table and|The coming of the 27th j 1 half-dozen easy chairs. No one was} will b aw to Glin A ; in the room, Even big office b i Le bring joy tye - hind it fF would have thought vacant hey P coming home bad it not been for a shrill whistle To see their mot babes coming froin suinewhere out of sight waive T picked up a of the Wall Street |, Journal, and sat down one of the | They've been fighting jong chates, How had Mer Juergens been | Par acroas the sea able to make so much money, | won-| Always praying to God dered, when neither he nor any of| To grant us victory his people went to work early in the| . inorning? Was not 8 dy returned, early to Frise’ the first motto of success? ip To home, sweet home, they came That question came back to worry|T@ tel! us that Americ me ry once in a while for some| '!as Won victory and fame. we until finally T hit upon an| By BERTHA BECHER, aged explanation, There are two classes | twelv: ars, Brooklyn, N. of workers In New York I decided - hose who live by really constructive | enterprises; 1 those who live off = HOME. aaah he first rise early, ale [tt # ¢ i Hon o which the soldiers most, if not qui as early, as in haye Won, 3 smalier towns. ‘The second’ do not, |? ' for the dear Old home where teing an early bird a all ve well, - Reve SOM Pee ea ae seuce te getting up inc |M 4s for the crack Machine gunners fore the w ns, | there, Aftor @ time a group of thre Bis for Each one who has done his four girls chattered their way into the share reception room, glanced at me, giggled. By CHARLC TARRANT, aged apd passed on through to the office, | clever r A dapper young man followed, Orr: ng & cigarette, his hat on the bgck OW N of his head n other young men nd more girls, None of them paid » glightest attention to me, Nor a dome what I] wanted. It was a very disconcerting, { felt the courage with whieh Thad forth in my new clothes slowly ooging away, In Merwin the presence of a stranger in| a place of business in t ning | woul hav been a matter f All ohiildrea , impor e. I ald n rstand | § oecome me pach merece, 10 esteem the neglect of Juergens's force. What 3 UNigtte'e aay Biko Vin and mendernalp way the matter with me? Why did ak? bo one tro We Continued) ) ee » t t