The evening world. Newspaper, April 3, 1919, Page 29

rf , How to Be a Better Salesman and Earn Bigger Pay By Roy Gniffith ‘The Evening World's Authority on Successful Salesmanship. Copyright, 1910, by In Mr. Griffith's the P as Publishing Co, ‘Answer Column” he will be glad to aid salesmen in (The New York Evening Wor their salesmanship problems, His replies will be published, using only the correspondents’ initials, Answers to Questions. RECENT court ruling ts to the effect that a salesman cannot, upon leaving one firm and go- Ing to work for another in the same line, take over the Castumers of his former employer and give them to his new employer. A firm's custom- ers are held to be “personal prop- erty,” and a salesman ts restrained from taking them with him when he leaves the employ of a firm, This disposes of a query from N. &, who bus just left the employ of one firm and says he would have no difficulty in securing a position in the same line again if he would travel the same territory and call on the same trade. His objection to doing this is based on ethical considerations; he does not think it would be exactly sqhare, It would not, of course, Be- sides, it is legally wrong. He has been with the one firm for fifteen years; never sold any other Une. He claims It 1s difficult to get Into another line, because of lack of experience in selling other lines. I would suggest that he get a position In the line with which he is familiar and travel a different territory, or else offer to take up another line Bhout remuneration except ex- penses until he had demonstrated his ability to ell the new Hne. A man with fifteen years’ sales expertence should be able to sell almost any- thing, if given a short time in which to get familiar with a new line J. C. H—Your plan seems a good one and entirely feasible, It would be hard work, but eventually it ought tu prove successful. I cannot say how long it would take before you were really “on your feet.” It would ecom that six months ought to do it. 0. NR P.—Sinee you experience 60 muecn difficulty tn getting to see the buyer, because of so many other salesmen awaiting an audience and who are selling the same line, why wouldn't be a good plan to get the names of the various buyers and an interview? Or you might tele. phone them, asking for a definite time at which you may see them. I wouldn't “cool my heels” in the outer office if I were you, under the cir- cumstances, Spend the time think- ing up some other way of getting to your mrn. M. G. L. expects to take up the study of advertising, He says: “Would you advise me to study a course in salesmanship? Do you think advertising can be learned through an extension course? I would not advise you to take up the study of salesmanship right at first. Learn advertising. Advertising can be taught to some extent through an extension course. It is a standing joke in advertising offices that “if you have studied a course in adver- tising, keep it dark when you go looking for a job.” Nevertheless, a course of study does do one a great deal of good. I don’t know why any antipathy should exist between ex- perienced advertising men and courses of advertising study, but it seams there ts such antipathy, By all means etudy a good course in advertising. It will clip years off from the time you will eventually spend “arriving.” When you land a job you will have to start at the bot- tom, in all probability, whether you have studied @ course or not. But once started, you'll clim faster as a result of your study. J.P. L. G.—Your letter, your hand- writing, your experience, all seam to show me that you would be making a mistake to change from retail to wholesale selling. I would advise you to stay where you are for the present. Later, if you have, or can save some money, go in business for yourself, in a small way. Perhaps you can get gome one to back you in such a ven- ture, BE M—I am advised that back numbers of this newspaper contain- ing these articles on salesmanship are Now out of print. The saries tarted on Doc. 16, 1918, The articles will probably be in book form later, wyite them a short note requesting !at which time you will be advised. Goats Supply Naples With Milk OATS in flocks, wearing wooden collars and escorted by goat- herd, usually women oF chil- dren, make free of Mie sidewalks of Naples, snd constitute one of the most characteristic sights of this city which meet the gaze of a visitor. The herds are driven through the vari- ous streots and are taken Into the houses, and even up to the third or fourth story, and there milked. In fact, thts type of perambulating dairy, althouga it has long been fa- mous in Naples, does not cease to excite the interest of visitors. ‘The explanation that {s given for the custom of driving the goats Into the elty and into the houses, some- times up to the top floors, to be milked, is that the consumers are thus assured of having the same quality of milk every day, and of knowing that it 1s not diluted. ‘This precaution is taken because until very recent times no regulations were in force governing the milk supply ‘and purity, and the practice pre- vented the customers being cheated by the dairies and “latterte,” Another reason given is that until very recent times there was no way of having thé milk brought into Naples by the railroad because of the pecullarly disadvantageous natural situation of the city, which is sepa- rated from the a ljacent country by very steep hills, Recently an attempt has been made by the authorities to regulate the practice of having these goats driven out the main streets of the city by requiring that they keep to side streets (which they do not do) and be re ered present there are 1,204 such regist 1 goats, but ef oMela inate the actual number to be fully 1,000 more. There are six important places near Naples where they are kept, and from which they are driven into the’city every morn ing and evening to be milked, A cus- toms officer is suppc d to count them each t compare the num- rs, and demand an explanation in case of discrepancy, The of goats is not dimcult. and the cost of keeping them is small Their main article of food is grass, are which they get outside the city in the various hilly pastures, A curious mixture of ground grains is some- times added, but the owner usually thinks pasturnge sufficient, The goat is a healthy animal, not as a rule subject to disease, ‘The average length iy between ten and fourteen and the female gives birth her life to from four to six kids, At the age of two years the female goats are usually milk pro- ducers, The goat is also valuable as a sougee of skins of very good quality. ‘Thé'dead animal is promptly skinned, The hides from the kids are very valuable for making gloves, HOME Thursday, A PAGE pril 3, 1919 Adventures of a Country Boy Who Comes to New York and Makes Good in Wall Street A Story Every Ambitious New York Boy Should Kead Cor (ot, 1918, Brat o rich quick Licable CUD, where be ‘porue wel for, aud ry when Groton atvempte to Tw 6 Morrison Fug hi Stake a Uke inaney bo las on on Sucommafud to Loko ® long vacation. CHAPTER XX. (Continued.) N fact the more I thought of the around-the-world trip, the bet- ter I liked it, I kept turning the idea over in my mind as I rode up town on the subway that night, ‘To be able to take a year off and go around the world at my age—that was success, ‘That was proof that I had not wasted my years, that I had really ¢ At the end of a year I could come back, take plenty of time 10 look the fleld over, and decide where t wanted to work, A nan wilh $2 W0, and no one dependent on him, did uot peed to decide in a@ hurry; he could atford to pick and choose, A year would give me Ume to forget Hetty, At Grand Central I changed from the express train to a local; and as I hurried across the platform, I almost bumped into a girl carrying a suit e. It was her fault, not mine; she had not been looking to see where she was going, 1 stepped back and raised my hat, from force of habit, but 1 was irritated just the same, Her suit vase had hit my knee a shanp crack; why couldn't Women learn to handle chemselves in a erowd? “I beg your pardon,” I said, rather crisply, she lifted her head and at once we gnized each other, It was Betty Wilson, She had been crying. Her syes were red and swollen; and now, it sight of me, they flooded over igain setty,” I cried, reaching out to y, what's happened? Where she held out her hand in which she held a crumpled telegram, I spread it out; it was from Merwin, ‘its hide is sold to the tannery. ane the name signed to it was Doc, "6, ¢ at ones,” it said, “Your father is dying.” bi Uils conversation to bis empluyer be ts fe has beck Mudyiiy at wight’ whol, aud A \iveis0lh, hud he gues iy Dusitions with, A business. ‘rhe Wake money Orrisot aos & Lb ab Lis marae Ho is sittiig at Juuch figuring tt over aud decides Wf th le Doubleday, Page & Cos » Pike nuisG “CHAPTEIG mee to New York frum the lite: weno of Wall DMerwil, Mase, sete Ho ‘is sucessful, wate hunt, of Torey mi him that Jucrgcns ie the kind datter ‘usr ot wad Grown Uouk 1 did not attempt words of comfort, to utter one tind at such @ time that do not sound empty and meaningless? simply took her arm and fell into step ut her side. “What time does your train got’ I asked, “Six twenty-two," lave you got your tleket?* shook her head, Can You Beat It! . and : crn white Boor aa old sud ‘Groton gradually What words can 1 led her Into (The New York et. 1918 By we Bree New'Pors ‘evening Wort.) ing car for dinner; she preferred not to go, and I sent the waiter to her with some tea and toast and jam, which she said was all she wanted. Part of the time she tried to read the novel that I had bought for her at the station, but for the most part she sat quiet, her chair swung around to shield her from the aisle, gazing steadily out of the darkening win- dows, Occasionally she would press her handkerchief to her eyes, and once I heard @ little sob. It was not a pleasant ride for me, but it ended at last, as all things must, We made our connoction Springfield, by 6ome unusual chan) and when we drew up at the wood platform at Merwin, Dr. Fraser stood as at ¥, under the kerosene lump, and my mother by his side, 1 kissed her; but it was not me whom she had come to meet, She had been all day any at the Wilson home, he always was at any hame where the hearts of men or women were sore; sie bad I driven down to the train in Dr, Fraser's new Ford to mect Betty. We all rode to the Wilsons’ to- gether, Her father had dropped into @ doze, and it was thought best not to wake him immediately, And as there was nothing further that I could do J started to walk across the the waiting room, and settled her ina Common, My m was to spend seat the night with Betty, and | was “Walt here, Betty,” I said, and ruther relieved, I did not fecl quite there Was a lump in my throat. “I'll equal to a talk with her that night. get your ticket for you and see that Our hous was dark, fa r being you get on the train, I'l tule- either in a checker game over at t graph them that you are coming they can meet you.” I walked over to the Ucket window. “To Merwin one way," I said, And then, hardly realizing what I was doing, I added: “Make that two to two seats in the parlor car," I telephoned she club to have my bag packed and sent up by express; sent a wire to Thorne and another to telling ec of town, and gave th: the addre: me if n cessary. And then I went back to Betty She was sitting where I had left her; she had dropped her head forward so that her hat brim hid her ius protection she her hand- kerchief while her shoulders shook. gently and Wilson, eyes, was and under covering them with IT put out touched her. my hand Merwin, and them I had been 8 where they could reach go barber shop or busy with something at the lods T shall ne forget the following day, Word came to us while mother and I were at breakfast that Mr, W son probably could not last throu th We at edly and went over to the parsonage to render what service we could Betty met us at the front door, Her eyes were red, but there were no tears in them, had fought her em battle through, and won it; she woud not ery any more—at t not now. Her hair had lost a little of its wave and there were little tired lines about her mouth, Something came into my throat as I watched her; I could a most have cried myself, She look: ao little, standing there; so helples #o in need of a strong arm, And I could only take her hand and mur- mur a conventional nothing, made a wan little att sm “Come on, little girl,” I said quietly. ‘ ba “Our train ie ready, ‘I'm going home , “He'n still asleep.” she whisnered with you." “If only he can be kent quiet, There alin Sa are so many people who come to sco him—he is so much loved. George, if CHAPTER XX1, you could stand out by the gate for od rr] a little while ‘a © BETTY WILSON and I went “dguroly," 1 sald, glad to have some- back to Merwin together, sit- ting in adjacent chairs all t i long, dusty ride, and saying beer anything, I left her for a time while I went to the din- V thing to do, hat 1 carried a chair to the gate, and, lighting a ciear, settled mysegf to guard the last earthly senp, ofthe man who had ministered to the pwn of Merwin for thirty-seven y ee te People passed by, making their in- Quiries in a hushed voice, and passed on arm in arm. Minnie Hazen and her daughter, Bertha, came up. Mr, Wilson ha married Minnie, and her daughter; hed Daptised the grandohildren and » iried one of them out at Forest jome, Ed Peters came, It was Mr, Wilson, as everybody knew, who had paid his fare Wo Springivld and put bim in the Keeley Insitute; and Ed came back after @ while, and he hadn't touched @ drop in sixteen years, I left him on guard at the gate, Dr, Fraser had arrived, and Betty, from the porch, beckvned ine into the house, “He's waked Up," she whispered, “and he wants to see you, George,” I climbed the narrow, carpeted sialns, with the pieture of “Jevus and the Little Children” at the tap, eheds ding @ blessing on the front ball and ail who entered it, At the front of the house, in the big bedroom that he had always kept bare of any orna- ment, lay Mr. Wilson, hig hair and fuce seomihg almost to blend into the snowy whiteness of the pillow on which he rested. He had wasted very much in his sickness; it was as {f the flesh were gradually drawing away to leave as thin a shell as possible for the spirit to break through into his triumph. He smiled as I entered the room, and @tretched ow @ hrunken hand, Was good of you h whispered, His vo.ce very ‘, but with @ certo pivitual something that yet could to come, have been almost lke my was very near the end, 1 held thin, weak hand in both of mine came up and dropped on her 4 beside the bed, takiug his other in hers, He looked down at her and then at me, and for a mo- ent said nothing, smiling at us both “Betty has told me all about your success in New York,” he continued fttly, “We are very proud of you, Geordie, You will do great things; sreat—and—Kood things! —— sank back exhausted, and we thought he had passed on, But @ later he roused himself he half rose, motioning to the window where the curtaim had been ‘rawn to shut out the glare, My ther caught his glance and threw e curtain back, ‘The warm rays of sun 1 in across the bed, touching his face into splendid color, It seemed almost like @ ladder of gold let down from heaven. Hts lips part- a » of perfect happiness, ening — time, shall ~be—digiht, yed forward and hrew her ut Bettye shoul- ders Dr. und 1 stumbled out of the room together, down the atairs, and on to the porch, The street was full of people; the news had spread he in that mysterious way that news has of spreading through @ country town, ‘ery eye was turned on us as we appeared, Dr, Fraser litted hie —__- Billy Boy in ely & rei Lb me AT | MINNY COUPONTAIL came J home, lpity-Iipity, not in any hurry, till he heard @ crashing in the underbrush. “My goodness!” he whispered, and Jumped for his burrow under the mossy log. It was Mr, Bruin, simply |tived out, hurrying home for a nap, When he reached the den he tumbled in, grunting, and threw him- self down, Sniff, sniff, sniff. Ma Bruin knew the smell of wild bee honey and dearly loved tt. Mr. Bruin had certainly robbed a bee tree, He smelled delicious, Then the two cubs roused up, sniff, sniff. “What is it, Ma?” Bud the boy cub asked. “It's something awfully good,” she sud “Wake Billy Boy and come on.” Willy, rubbing his eyes at the rude awakening, followed. Skirting around the mountain for | what was a long way to poor little Lilly, who long since had worn his pretty shoes to tatters, they came to . huge hollow tree with a small open- ling far up the side, but having at the roots a great hole all dug and torn, The ground was strown with the rott odorous and sticky with Sniff! Sniff! went the little noses, while Ma Bruin squeesed into the opening and rising on her {hind feet pulled down huge chunks lof honeycomb, cold and candied, to i. sure, but, oh, go sweet! She |Dear Cousins, especially New York Boy Cousins: I wish to congratulate you on the amazingly good work which you have Jdone in last month's contest. You lboys did better than ever before with [ideas, the way in which you pre- hand, and from the crowd there burst forth one deep, deart-rending sob, CHAPTER XXU. HERE was nothing more for me to do at the moment, I put on my hat and started down through the crowd, I would have been glad to avold them, but there was no other way out. I walked across the Common to Main Street. As I passed the bakery, & window in the telephone office up- stairs was thrown open and a girl whom I did not recognize thrust her head out. “Are you Mr, Groton?” @ho called ebrilly. 1 nodded. “Well, ain't that lucky," she erted. “1 was Just sendin’ down for you this minute, I got 4 long distance call on the wire for you; N’york wants to talk to you." 1 climbed the dusty old stairs and entered the office, Dhe girl was busy pulling plugs out and pushing them in, calling “Number ploase” and “Didchu get them?" and intermit- tently shrilling over another wire that “Mister Groton is here now.” ‘After an irritating period of buzzing and claking, @ voice came over the wire 10, Groton? ‘This is Morrison, Can you hear me? What? Weil, I can't hear you for @ damn, Ta little louder. ‘This is Morris Well, the worst had happened, and to my surprise I found it hard to force my mind on to the subject at all. It was an unhappy time I spent walking out toward the river bank, A hard, tired laugh broke through my lips aga Yesterday, I had determined that I would not lose Betty, Whoever it wa who had crowded me from her side, I did not care, I would face him and light my way back to the place that had once been mine, I was used to success; I had self-confidence; 1 had money, And to-day?—all_ that I thought I had, all that T had counted on to help me in the fight, was gone! had nothing to offer her to- I had forgotten her in the T was growing rich and pi had let weeks and months go by with- out so much as calling a greeting to her--so busy had I been with the struggle up. And now that I was vn again, to Ko back to her would be to throw myself on her pity— would be the trick of a ead. Thank God IT had still manhood enough not to descend to that (To Be Continued.) - a The Far Cry By Henry Milner Rideout A Story of Love, Romance and Adventure in the ! , 5 you start for New York right away Southern Seas. No,” I shouted, “I can't. What's the matte ACE began flirting with the Mutter,” he yelled, “Mutter € Dutch. We addressed Eng- enough. We're busted, that's what's L . the matter. Pearson dropped dead in land, but England can be his office this morning, ‘The whole the slowest of sure things on earth. combine 4# off, and hell's br DAG. tehai'a oho Wallac baa enheoueninn in the market We're busted, We've bi te why W ite . oo 4 fi ery A lost everything. Do you hear me? ™Y Will to keep the far end of a Everything cable hot praying for Letters Patent My hand tightened around the re- and all the r But we prayed be- ceiver; 1 felt a kind of emptiness at fore, Great men aro deaf. And in the pit of my stomach, ; Ae “Do you mean there's nothing left mean time, where's the law? The at all?” I shouted. ‘Maybe a few thousand. Qan't tel! until the books are gone over, But we'll have to close up. Now will you come down?" law's Mace or it's me. There is no other way now on this island, A hard predicament: Take Mace, or take me, for your law.” a hesitates fora moment. The mar- “It's you, sir,” Wallace answered, et was closed by now; nothing more ut me could happen until Monday. Mr. Wile “2 meant to say, you want us, we #on's funeral was set for Sunday ternoon. If everything was lost could gain nothing by hurrying ba T'll be down Sunday ui back. “But what'll I do? Morrison erted It was easy to sce his pretty well gone. “Go down to Coney amd rent a hath- ing suit, and lie in the sand,” I shouted. K. ‘Corey be damned. I tell you you must onme” The crisp metallic voice of Central cut in “Three minutes are up.” "Goodby," calle, “I'l see you Monday. nt," bealied nerve was three take your sid This 1s only @ bit from the fascl- nat tory, "The Far Cry,” that wi begin in 1 next Monday, It 1s a story that you will really be interested in, one tn which you can live the life of the people through its pages, ‘The setting ts the mysterious, iu. sive South Seas, where romance coms to lurk beni igh and every tossing, and ov its own Fired ot ture, , a, serial form on this page es The Evening World's Kiddie Klub Korner Conducted by Eleanor Schorer Copyright, 1919, by the Press Publishing Co. By Uncle Bill The Honey Hunt. (Tue New York Evening World) the Wildwood bucked out of the hole, with a great chunk of the comb in her mouth, aad the little ones scuttled in, Honey! 1 should say honey, and such quan- tities of it. Billy and the litle bears just ate and ate and ate, and when they couldn't then Billy hugged one big comb in his arms and they went home, You see, the bees had lived in this great tree for years, each year storing all the honey they could find, and tl were @ great many honey linden trees down the moustelne A then, as they didn't need it all winter, they Just stored more on of that the next summer, so the tree was nearly full, If the had disturbed the honey at the there would have been a 4 war, @ perfectly dreadful w: the bees were housed #o that they didn't even know was in their pantry and #0 the family did not so much as @ sine gle sting. Billy Boy struggled along with his big comb of honey im arms, As they neared the den Johnny Cottontail rose on his haunches amd wate them with his big, innocemt brown eyes. “Come here, Johnny Cottontail,” Billy called coaxingly, “and I'l You some honeycona, jut “honeycomb” has no onan for cottontaiis. They want ates, fresh clover leaves and tiny blades of grass, and—well, if there is a den ne they love baby lettuce an@ beuns and carrot tops, When the honey hunters reache@ the little stream near home they almost drank it dry. Such a sticky lot as they were! It took Ma Brutm about all day to lick them cloaa s Klub Kolumn sented them and in the actual drawe ing and technique. Indeed, so greatly “used was I that it has been at. ranged that some will be printed te jcoupy tWo columns instead of one column, ™s usual. In other words, they will be twice the usual sige. Cousin Eleanor. OUR KIDDIE KLUB, Now, dear friend, Have you never heard tel) Of the Kiddie Klub bafore? Iam going to advise you It will be well Hor you to write to Cousin Eleanes, Cousin Bleanor is the President; She will send you a little gray pia Which you will always be glad te show, If you can, send poems and stories in. You'N think the Klub wonderful, I know, the Kiddie Klub and Cousin Bleanor! The Klub to which my Cousins and I Delong Love, Truth and Purity is our mot He happy and guy Is our song, pa By JULIENNE WARSHAW, aged eleven years, Albany, N. Y. gs ill lise é Ont APRIL POEM CONTE6T. Subject: “Tho Flower 1 Love 4 0 Flows. u Best." ‘Ten prizes of four Taste Stamps (the equivalent of $1) will be awarded those of our Kiddie Klub members, aaen from six to fifteen in clusive, who write the best poem: “The Mower I Love the Hest oe The poem should not contain than twelve lines, or The indorsement of the teacher or Parent of the contestant saying the poem is, to the best of their knowl- edge, original and has not been copied must accompany each contribution, ntestanta must state NAME, ADDRESS and CERTIF! : AGE, ADI and CERTIFICATE Address Cousin World Kiddie Klub, N New York City, Contest closes Apri) 28. > nor, Evening 63 Park Row, MARCH CONTEST AWARD WINNER, “Springtime.” v7 yet ’ tim Ma; Y ee Ga 9) Leh Slat By PHYLLIS MORRIS, aged seven years, New York Ciiy |Juow ‘ro Jon ODTAIN om your | ¥ q