The evening world. Newspaper, March 29, 1919, Page 13

wae a eo |S 1 i . y mE 4 i N { » How to Be a Better Salesman and Earn Bigger Pay By Roy Copyrteht, 1919, correspondent's initials. Answers to Questions. N unusual query comes from “‘D. L. T.” He says: “I am selling textiles, Is there any way for me to overcome the handicap | pf color blindness so that I can de- termine various shades? Is there some book or form of study which would improve my knowledge o cotors?” | I made a rather extended inquiry before attempting to answer this question. As far as I could ascertain there is no book which would help a man if he was color blind, because color blindness is a basic infirmity, and if a man could not judge colors No book could teach color values. My inquiries showed that color blindness | 4s an affection of the nerves, pri- marily, For this reason, I believe, D. L, T. should go to a good neurol- ogist, osteopath or chiropractor, Or he might go to the Eye and Har Dis- | pensary at No, 210 Bast 64th Street, | New York, for consultation. As far as I know, glasses will not correct such a defect. “T would thank you very much for | your opinion of the following: “I was looking at a window display which was for the purpose of inter- | esting people in a certain proposition. A man came out and asked me if I was interested, with a view to getting me inside, I satd I was in but refused to co inside, was, and am, of the oy “action wasn't good business He was a gentleman in every but I objected to the principle of the thing. The proposition being high | class, I found it difficult to put it in} the same class with the cheap stores which employ ‘pullers-in! What is your view of the matter? Le There are a few high class propo- sitions which use the window display method mentioned. ‘There is nothing particularly wrong with it, and does get the business many times But it never seemed to me quite di nified.. It is justifiable on the grou that it produces interested prospects Also it attracts a lot of people who would not, by any chance, be inter ested. So that it does not seem much more effective thin a personal can vass, to my mind. Such methods are @ trifle “cirous-like’ at best and do not seem to square up with th dig- nity a high class proposition should “exhibit. The point I want to impress on “I. is that the method, even if ft is not dignified, {s perfectly legiti- mate. If such @ display tn a large retail store never take exception to it. “The Housewife’s \ __ Scrapbook ANY a cake has been spoiled | “a by a too liberal quantity of butter, It is better to make} this scant if in doubt as to exact) amount required. If you want the turnips to have a good flavor add a teaspoonful of su- gar to the water when cooking them. decause I on that his poliey wuy was placed you would The fact Cooks who use vinegar in prepar- ing cabbage will find sour cream more delicious. Just before serving the cabbage add a scant half cupful of thick sour cream, In case you have oversalted the soup ‘sice & raw potato and boil it in the soup a few minutes, This will absorb most of the salt. When turning meat that is roasting use a spoon instead of a fork. Latter ‘causes the juices to escape. Bacon is considered good and sweet if the lean portion js firm and bright and the fat real whi Doughnuts will not absorb the fat in cooking if you add a quarter tea- spoonful of ginger to the batter, The , spice will not affect the taste of the doughnuts. Celery will keep a whole week tt n brown paper and then ep it in a caol you roil it pin it in a cloth and dark place. To renew its crispness let it lie in cold water for about an hour before preparing it for the table, You will save fuel and have a bet- ter heated oven if the coal does not reach above the top of the fire bricks in your kitchen range. be When your black silk dress comes shiny or rusty looking spi % with ammonia and a few drops of alcohol. Any of the road oils can be re moved from most fabrics with kero gene oil and it will not injure the mater’ Blankets should be washed and hung out on a windy day, Use a little borax and ammonia in the water in which they are washed and they will be soft and white. will not los Taco collars their . whape no: torn if they a usted on a pie of white cloth re washing. They shouldn't be starched. You can re remove stains from the zinc top kitchen table if you rub them with a cloth dipped 41 vinegar, If stockings and socks are soaked by the Press Publishing Co, (The New York Evening World.) | In Mr. Griffith's “Answer Column” he will be glad to aid salesmen in| their salesmanship problems, His replies will be published, using only the | Jcan't sell anything successfully if you| Griffith. that it is on the street gives you a bad impression, perhaps | “How can I secure a sales position | in a line in which T have hnd no ex- lence? I am willing to work on commission. Tam at present a sales- | man in the liquor line and wish to| ‘repare for the demise of the busi- | ess. Could you advise of some good | ne which I might be able to sell? | “M. € There are many lines which you could probably sell successfully. 1! could not recommend any partioular| one. You might insert a “Situation | Wanted” ad. in some of the daily! papers. In your case this would probably be the best way, because | you are not decided on any specific] line. In your ad: state the fact that you will work on commission. Also you might answer ads. calling for salesmen, It would be almost hope- less for you to write general letters | of application unless you decided on| some one line you wanted to sell.| Whatever you do, pick out a line you| can be intensely interested in. You} don’t care a whoop about the thing | you're trying to sell. B. F.—Don't quibble about salary: Take whatever is offered you. Any- thing to get a start, Yes, I think| firms in your line would take a be- ginner, Apply both in person and by Write plenty of letters and wear out a little shoe leather calling | n person, You have had inside ex- nd that should help you in unding a sales p verience sition, S. A—You can get the information you desire at the Public Library. 1 cannot give it in these columns. arge number of J. K—A | firms train new salestmn by sending them ut with an experien vlesman who “breaks in” new men. ‘This plan| The nd its drawbacks. salesman is not a esman 1e of instruct- However, experienced man w man an insight conducted, it tends to give him teach so he does the new ttle good along the ¢ him in sa . trip with an isually gives the n nto how the and, best of all, es methods. a certain poise and confiden in meeting th trade. It is not within the scope of this department to as- t in itions for ders. securing 18, by Woubi Copynant, George Groton, « country lad, working a@ & cer towns wapin on check tu 4 Job. ducree iin wt to dinner etary shoud ducrgens offe ‘aud 9 He no. of New Yor We CHAPTER (Continued, ) N the ,foliowing evening I looked for young Thorne in the club, but he was not It was three or four days before I ran across him, and when [ 6poke to him, he seemed a bit offish and ill at ease “What's matter, Al?” I “What's happened?" ‘Oh, nothing,” he replied, there is something,” I insist- ou act as if L had robbel a What have 1 done? there. asked. hicken What's up He lit a cigarette, 7 “Well, if you must have it, Geordie, I think’ pernaps it would be just as well if we didn’t see quite so much of each other, I'm sorry, but’— ‘The blood flamed to my face; I clashed my hands hard, What did the fellow mean? What had hap ned so suddenly to change him? 1 Kept control of myself with an effort “1 don't understand, L said evenly ‘If T have don ny thing’ No, it's nothing you've done replied, “It's just this—I might as well bo perfectly frank and have it over with, Didn't you say you were with a man named Juergens, down town?” *Morode Juergens and Company,’ I replied. . ‘Yes, that's it, That's the name L don't know anything about the Street, One name means as much 68 another to me. But the Old Man keeps insisting that some time I've got to give up this lily existence and go down there amid the dust and grime. He says that I must be vory careful about my associates—my con- nections’ Do you mean to insinuate that Mer gons"— T burst out. You know me. Jue . {m warm water for two hours before they are worn they will last twice ae long. ’ f you will have it in his own words, Geordie,” he said, with a wry look, “my revered father states that fe duet! tw take Up abi uk a be ready begibe to apeculae aud finda Uh he Me ig succrsa(ul, aud ia to Duy a HOME PAGE Saturday, March 29, 1919 | IT'S AN OUTRAGE To PAY Te RENT WE ARE PAYING HERE AND NoT HAVE HOT WATER! — THE WATER 'S CuT OFF AGAIN MAM Adventures of a Country Boy Who Comes to New York and Makes Good in Wall Street A Story Every Ambitious New York Boy Should Read jeday, Vage a Cowpany, SYNOPOSIS OF PRECEDING CHAPTERS. in, Mase, pitcdes & ‘ibaa Feturued 19 Susrgens 9 tah My iveay oink to 4uer> the W fon, uure New York, which, om after Mr. "BA Ts. alter this Growin, having be Sfadtionable. clubs. There he wisets Mr. Street Ur okey, Mer Juergens, first-class ervok. “It's a el” back or He did not let me finish. of ws had come in through brary door ‘Excuse me,” Thorne said. 5 you call 1 cried, A group the “Some- one wants me over there.” He tossed his cigarette into the fire- r and calmly stepped away. I followed him with my eyes; he joined the growp, who turned and, laughing, Started toward the bar. ked quickly around to se any one had observed tl between us. The room was I called for my hat and coat, ut into the street ld reeled around me. CHAPTER XII. HAT night I walked for a long time, trying to get my world turned right side up again. Juergens i8 a first- class crook," Thorne had said, Mer Juergens, Who had brought me to New York, and around whom my whole life had since revolved. Mer Juer- gens, the biggest. man Merwin ever produced, Mer Juergens, who bad come up unknown from the country and raised himself by his own effort to the dignity of gold letters on a Wall Street office door, a city house, a coun- try house, and a fortune, My first reaction was one of hot re- sentment. Thorne was jealous, that was the trouble. Juergens had re- fused to bow the knee to Baal, He had made his own fortune in his own way instead of fitting himself dutifully into the established order of things. He had insisted on leaping forward into success instead of climbing stop by step, and waiting for old cur- mudgeons like Thorne to gather up all they wanted first. If he had been content to stand around, gratefully picking up Whatever crumbs Thorne and the rest were content to let drop mpty nd stepped My little w WHAT Does THE O€: , i ane ISK Tue | AN Sick of PAYING? RENT For NOTHING, | LAM Going Ta See THE LANDLORD I was! Just Going T See Su Me LANDLORD from their tables, they would have considered him a nice, deserving young man. And some day when Juergens was old and fat and had worked hard, they would let him in as & partner to enjoy for a few declining years the fruits which he was insisting on having in earlier days. Because of my unbounded confidence in him I now pressed for a decision from my own judgment, I lost the sureness of stroke that had come from an unfal- tering faith; 1 found myself going off into debates over matters which, be- fore, would not have see ned debatable. 1 was frequently absent-minded, and though [ know that Juergens noticed it, he made no comment. One day, as I was returning late from lunch, I passed the ottice of Thorne, Wilber & Co. and yielding to # sudden impulse, [turned in, It was typical abode of secure, re- sSpectable success. Hrass gratings and glass on one aside to shut In a corps of bookkecpers and clerks; on the other, monopolizing all the best light, the mahogany desks of the various partners; a man in uniform parading about, and half a dozen men waiting in chairs, portfolios of papers on the floor beside them, their hats held first in one hand, then tn the other, their glances fuste 4 on one or another of the members of the firm—waiting for money with the pathetic hopeful ness of dogs waiting for a bone. [sent in my card to Mr. Thorne and sat down, To my surprise the boy came back almost immediately with word that Mr, Thorne would see me I walked in and faced the searehing glance of the little red-faced man, with the banker whiskers, and th look of solid responsibility, A piece of polished glass covered his desk. A little clock ticked busily away in front of him; there was a perfectly spotless blotter under his hand and bunch of on one corner, Except for the desk was absolutely bare. Ho waitet for me to speak, “I am Mr. Groton,” I said, Groton of Merode Juerge met you at your house one ¢ ember,” he answered quietly. “in | do for u, Mr, Groton? I had walked into his office on an impulse, with no settled plan of ac- tion, But now us I watched him sitting there in all his smug com- placency, it came over me why I had come and what I had meant to say Away with diplomacy, I had nothing to fear: I was under no obligation to him. He might throw me out be- fore I got through, but by George IT would shake him out of his cool su- pertority first, Mr, ‘Thorne, “your gon mad days He quoted you as saying that my I began eventy, mark to me a few a ter I met you at your hom em- ployer, Mr. Juergens, is a first-class ere i “Albert should not ‘have quoted me," he interrupted. “Then it's true,” I demanded, rats- ing my voice a@ little, “You did say that?" ‘I should bave preferred not to It's Aasuro | eu Tre : It'S Hi 4 In THIS ( CHARGE &. GC) LAT Toun | \ See ARENT Fi ceauiniage. 6G¥ { ECENT, FoR THIS | UU Tea Hin \ win STop Paying: RENT TEU Hin HE Sut T BE ASHANED To CHARGE Fon Suen eNT FLAT. | Our RENT WIL BE RAISED 40 Per CENT | NEXT MONTH | have Albert quote me,” he responded bid you qo quietly, “but since he has done Without offering to shake tands see no reason to deny it. Yes, or paying any further attention t bay it.” me, he turned to his desk and preased I choked down my excitement, T an ivory button, [ took my hat and must see this thing through, It made my way out of his office into would not do to make a scene too the street soon. I picked my words carefully { hurried back to the office palpi “Phat is a very serious statement, tating with high resolve, [saw my from my standpoint,” L said. “Mr. self the instrument of a big financial Juergens has b od to me. alliance, the clear-sighted young man He lifted me out of the coun should bring Juergens a town he came from, and brought together, T barat into my of. here to New York. He has given tr vd hung up my hat, wer to be a chance to learn this business, and about the business hall came in i to make a good deal more money oment Inter The Old Man had than Lever dreamed of making at My asked for me, he said, and finding me ge. [ain naturally loyal and grate- not back from lunch, had left a mes ul to him. I should feel very un- sage for me. He 1 been callet worthy if L were not. A statement suddenly out of town and would not such as you have made, coming frome back for three dave a man of your reputation, hurts. am bound to say to you that I do not CHAPTER X11. accept it ax true fcrode Juergens came to Ni OW much more herole our York twenty years ago, a young man lives would be if the blz like yourself, He had great ener scenes in them over came olf and charm of person; his career eMiker tne one promised to be brilliant. He was un | =, « ou nagina- fortunate in his first associates, and tons They seldom at least they he has never escaped fr the effects seldom have done so with m of that false start, I should be glad) My much-desired interview with see you avoid his mist to see you avoid his m Sigeiar 5k aes de “[ suppeae you mean Mr. Juergens doean't belong to the right crowd,” | It Was lato tn the afternoon when L J said with a trace of bitterness. “He Kit is ot to talk with bin aione doesn't wear the union label.” : 1 had a busy day, plowsiing The old man whee on me and am tion of matters hia eyes flashed with m fire than ue bowen I supposed he 4 in him it Av “Mr. Groton, people talk about Wall Rois xo Of Btreet as if it were a thi of ir & ¥ trigue and deep mystery.” he ex Nk ahr thing n rk, subter- : Ale Men ne down her Fir. ies , 4 king money to back their enter i In hia avery fenture prises; and the feel that they Leet i 1 vl Ret out their bag of small tricks an¢ BE aes ecrphenik eomie hire sleek lawyera—I can't under- (arrestee aa without mment. Not stand it. There is no place in the ihe Al Sour Dyer BOL world pers ti ter CoH ts {oF “ tinge > nai. ca i much as right here; no place w a antealnel yea eamiiy IF Ne yi Gee U young Thorne, ain't has idewi, and ability, and honesty, ¥ it? : You ougni to know that, You've been yt! ir" T anawared taken | here two years. The fact that You father? ny And his haven't learned it yet speaks more ee #4 joudiy than anything | could aay to yinen® leaped from his chair, you. {t fairly cries out that you Sicct ttoking down atmo fle hand have been spending your two years In thrust into, hin » nie bands the wrong atmosphere.” Bet sata his Bs He threw up his hands, as it de. MAS WOrmine tery’ ees anniring of ma enough. Um a good er; damn In spite of my resentment at his good divider. Let me get mine ‘nd t criticism of Juergens, his earnestness teare who gots his nor how much h made an impreesion: but I still no hog. by the Lord Harr took all he had said with a grain of salt, old-timer though he was—hieh priest of a caste that Juergens had pdy don't p. sucker morn'n ¢ Y'u had y'ur chance Mer Juergens for & rew it dared to defy. I rose and reached for away. Yu think I ain't good ‘nuff my hat. fr yu, A'right. Then go tv them “What would you advise me to do, that are. Y'u ‘nd me quit right here, Mr. Thorne?” [ asked. Get what's comin’ t y'u; clean out ‘Advise you?" he repeated, "I y'ur desk and Mind y'u make a don't advise you to do anything. You clean job ‘f It, too, I don’ want y'u aren't in @ position to be advised, If comin’ back, [ don’ want t’ see you the time should come when you are again, Never. Y'u and me are done,” no longer an employee of Merode His yoice at the end rose almosi Juergens, You may come and see me, a Kream; It must have been } Until then I advise you nothing. I all over the office. The velns stoo' have an appointment at this hour. I out on bis neck; his face was red and la nice rabbit and I am going to c Conducted by Copyright, 1919, by the Press Pubtiahi The Disobedient Rabbit By Anna Rausch HE living in a little hut at the edge of the woods, The rabbit mother told her children that they must not go out at night. But one night would door to had be was Bunny, the eldest, thought he just stick his head out of the how it looked because It n snowing all day, The snow rkling in the moonlight, and it looked #0 pleasant to Bunny that what will hurt me if I just run about for a little while.” So he ran out. He was having a lot of fun when ard a no He looked about and there stood a man dressed in fur from head to foot, He had teicles | hanging from his beard and his face was like a snow man's, It was Jack Frost Jack took Bunny and put bim in a bag and carried him to hts wife. Jack said to his wife, “I have But Mra, Froat said, him, I would rather company.” So Jack him for you.” “Do not Kill have him for did not Kill hi Bunny had good times with Mra. Frost and he had everything he wanted, One day Bunny was looking sad FEBRUARY CONTEST AWARD Ja nice warm bed, clean clothing and good food and a comforting mother. What more could any one wish for? rhe receive a welconi lasting in his my lis not the only that will b ory. enter. ever- if her son is safe, May he soon come |home and quiet her fear. | The Evening World’s ‘Kiddie Klub Korner | Was once a rabbit family he thought to himself, “I do not see | here's to the fighter, may he The soldier Think of his \dear little mother at home wondering Eleanor Schorer ine Co, (The New York Brening World.) pone we JANN NM THE SNOW WAS SPARKLING IN THE MOONLIGHT. jand Mra. Frost said, “My dear Bunny, what is the matter?” Bunny anawered, “I am feeling so homesick and would like to go home.” Mrs. Frost did not like to have | Bunny leave, but she said all right That night when Mr, Frost came |home Mrs. Frost told him to take Bunny home, So the next day Jack took Bunny home His family was very glad to see | him and did not even scold him for going out that night. But Bunny did go out again unless bis mother said he might, Richmond Hill, te L [Cousin Eleanor’s Klub Kolumn } fe emaaammeanaaaanad Near the mountain WINNER. To water every plant. ; Wales re, ‘Thoy grew carnations, Welcome Home. Can you think |. | For the nations like to decorate what that means? After boing a) )0 ue NOt ONe te epgienr dR few month in the trenche up to - ® joses 6 peop e =o thet eon | mud, home will s nm ange stehrete ag ‘Then with flowers red, white and like paradise to the war-worn fight biue ers of autoemey Once more to ha They made our flag so brave and true. By H N ACKERLY, New York City, SPRINGTIME. Springtime now is almost here, The «ladsome time of all the year; The birds sing gaily in the trees, The boughe sway gently In the breeze, All nature seems so happy 1 | In Its bright new coat of green, | By MARGARET eet eis “6° All the little flowers so pretty jattewn years, Coney Island. By all will soon be seen, \UNCLE HARRY'S AND AUNT! We'll gather violets in the woods, MARY'S GARDEN. Uncle Harry and Aunt Mary Had a garden, oh! | And the paths they went just so. ‘There was a fountain And all along the way The daisies with their golden hedie Nod welcome, springtime gay; We welcome you, bright sunshine, Soft showers and morning dew, We greet you from our very heart And now I'll say adieu, By VIRGINIA HOY, aged twelve | Years, Perth Amboy, N. J. THE SEASONS. Spring comes to brighten mountains high, And then summer will soon de nigh; distorted; there were tears in HIS] Next in tuen the golden autumn: Tred to protest, but he would not| Winter next, as white as the alyssum, : ues Read, if you will the reason: CHAPTER XIV. Vor spring buds the trees all over ten plelock the following | ANd starts the blooming of the clover. morning I was downtown |Summer comes, looking bright and asking for Mr. Thorne Familiar as 1 was with th atmosphere of Wall accustomed to see the “supermen” o' finance chew gum on the side walks, 1 had long lost the sense ol awe with which the average man ap ot Street, the great banking gay, To welcome flowers long been away; Auturnn comes as in days of old, if] Dropping on leaves tints or yellow and gold, ft A quilt Is soon spread by winter, se whit proaches one aah mca k m enutit : houses, Yot 1 was conscious of a cer-| ay seasons come hentitul lets tain feeling of respect as I pushed} ‘The y 5 through the swinging doors into t offices of 1 horne, Wilber & Co, After Al, I was stepping pretty close to the k Ry JOSPPHINE SCHWER, thirteen years, Brooklyn, NY, tra My by very quickly, you rs ‘orld Nothing ver, centre of the world, latalsied ye THE KIDDIE KLUB, g@ is done anyw witho' } t jove tha Kiddie tick owled 1 assent people} TI love its members, too,” that control the wo y; and| I'd love to win a pennant, certainly ‘Thorne were} And that's the next thing I must de of that number kand] ET love ¢ n Bleanor, of firm that adver! ry re 1 love its colors, Gold‘and Blu, raine rifled type seations| Lut st i eve for the reinvestment funds] Ts the old Red, White and Blue Will be mailed on request,” the kind} By EKDNA MULLE * ‘al page on the morning newspaper kiy nJUn completed reorgan- 10 ance ie big, concern, and | BEFORE AND AFTER THE WAR, \ printa in small type at the bot- | Before the war was o' n of the re All of this stock A litt rl eried; Py ving been this advertixement | People asked her why she was crying ppears merely 4 mutter of rec And why she was so sad, i." And with tears she looked up was shown » ‘Thorne's office And said, “I want my Dad nly a litt ay. It was just} He a as | had seen before Not a char Fight out of place rfeetly clean blotter |And for democracy.” the desk: 1 of papers; no ; tter of work nat organization!” An th war is over, “what m ellous a tr ly ad ten-thirty—and a| There ts the little girl, NT contrasted | Now very happy and glad tumbled ma She knows the war 1s over, reports, prospectuses, ash trays And everybody is glad unanswered mail. My respects By DORA BEER, aged twelve the white-haired old fellow rose, eur Bronx 2 iu d that when [| was no — longer loyee of Merode Juer NOTICE. gens I 1 on you again,” I] The nan of the Kiddie Khub began Award winners for March Drawing He evinced no surprise. He did not|Contest, “Springtime,” will be pubs ask me when | had or anything ed on Tuesday, April 1 about the circumstance oe ERAN bel take rorree Pe TON wht to in that you are ready to go to| AIN YOUR w | Beginning with ber tut out wit of ‘If there's an opening her Ire x plied, | 3 He opened the drawer of his desk, | tovk out an ivory-backed polisher | and began polish his nails, speak a, Se 8, be ng very quietly and with perfect | Klub Pin ig AGR and inciation, Hy contrast, Juergens's | 3 ay squdren x vered moveme and mangled Eng ® Ae wa Rach member n struck eas most comle I ay Klub in sod mem tried to picture Juergens polishing | his nails in business hours, (To Be Continued Monday.) 1