The evening world. Newspaper, April 8, 1919, Page 21

HOME PAGE | Tuesday, April 8, 1919 The Evening World’s — Kiddie Klub Korner | Conducted by Eleanor Schorer Coprrteht, 1919, by the Press Publishing Co, (The Now York Bveming World) Billy Boy in the Wildwood By Unele Bill Vou Heat tl i Se belting. tty By Maurice Ketten | Salesman and Earn Bigger Pay By Roy Griffith The Evening World's Authority on Successful Salesmanship. Copyright, 1919, by tie Prem Publishing Go, (The New York Evening World.) ‘This ts the ons most important Answers to Questions. | JIN" 10" remover, Yhe ealeaman AM in receipt of @ letter from J. S.| Wg makes sales without having this I containing quite @ number of| fcr in mind will never succeed per- quest! Since the quastions| me nenty, are all of general interest, I shall use| § Which ts easter—road salesman. all of to-day’s spaes in answering! snt op retail salesmanshipt GET A NOVE on You | WE'LL NeVeR, Ger Bhd = a ' i } Retail salesmanship, The road) A What {ts meant hy “salesman-| so)osman makes more money, as a ship?” | rule, and money is the measure of There have been many definitions! sontevament in this world, usually, of salesmanship, ai] of them more | ¢, shall we ever cut prices? se itn A sale, of course, he “cut-price’ evil is one always} the exchange of property for money! ty be inveighed against Honest] ‘ © selling 1s 4! -ooty at honest prices, the same price | » to sell Means to 8€-/¢9 al) and always the same price ts| > else's mind the 499) the only propor way al viewpoint.) 7, What Is meant by overhead ax-| years |and jt makes me fair sick.” before, and over, and across,| “Oh, that's too bad," sympathized nd the great burned sear,| Billy, “but why is your name Neb- | LD Black Mountain bad suffered all the tall mca people call me that: 1 nanship, therefore, may be de- | pense? a . ltho rocks and the black fallen tree] nat! Oh, that's because 1 eat A as that profession in which ofe|” Overhead expenne {9 the neoensary HOw Footish To 1 DION'T trunks with greviness, Inearly sum] grass. But you can call me Crack, man « man) induces another expensy incurred in operating a busi- WEAR A SKIRT INVENT all nountal was white] that's beat man (the customer) to agree mentally | , euch as ight, heat, rent de- So TIGHT You Tae Styce | with blackberry blooms, Now the| “[m-eh," assented Billy. “Why er with him (the salesman); the point! preciation of furniture and fixtures, CAN'T Ww { : j bushes were beading with mMpe, lusel-| you wo fat of agreement being that the customer) machinery repairs salaries, &. ‘The AUS oe a7. ous ber! Well," said Woodchuck thought- shall exchas money or its equiva- —_—_——— particular items vary with different rty. tmsinesses. Overhead expense is, to 2 Distinguish between salesman-!a certain extent, fixed. Increased ship and order-taking. business increases overhead expenee, Baiesmanship has beon defined.| but the percentage of overhead per Order-taking means that the customer| dollar of gales decreases in ratio to has already made up his mind to ex-| the amount of business done. That ts nee money or its equivalent for/to say, with small sales, the percent~ in property, The actual ex-|age of overhead ig high; with in- A couple of Bear families from over} fully, “because I eat grass. 7 love the range came and camped out] tho timothy heads best of all Why among the bushes, and all the birds| don’t you cat grass, you need it?” that loved fruit flocked there, Mal “Where do you liveT questioned Bruin knew all this, and also that on| Billy. Sundays farmhands from down| “Why right hore, to be eure, in my among the meadows came to gather| own house. Whenever you see @ yel- pails full of fruit low hill like this, you can always Filly Boy had eaten every berry be| know it 1s the front of a woodchuck’s jont for ain p or change 1s ‘corapleted through the! creased s: the percentage of over- could swallow aud then he sat down] house You see, we just have to dig salesman, but he does not induce the} head is lowered, to pull thorns out of his poor, torn] this yellow dirt out to make our bed- customer to accept bla (the sales-| 8, Does overhead expenses tmeoreaso little feet. room. But tell me, what do you emt, “Huh!” said a squeaky voleo near | anyhow?" him, “Flow does it happon the old| “I would wike, would wike, some Hear don't eat you? She tried to eat sighed Billy Boy, y.” Oh, my goodness! I go t Lilly sprang to his feet staring.| bed tho moment ice comes. I'd think man's) mental viewpoint, because the|!f an additional department 4» put customer hag already come to a fa-binto a storo? Serable decisions That depends. Each department in 4. Name the four steps a buyer’s|/a store should be considered ag a |separate unit. If the new depart- ment cannot carry its own overhead me one di man makes a successful car In this question, my corresponden has becor : y confused. There are four main steps in a sale, but th buyers mind goes through ten dis- and make a profit {t is a Habiity, 9. Where should @ ealeeman show his line—in che buyer's store or in a semple room at the hotel? “You ‘tu Never. GreT THERE ! SToP “Wew-h-a-t,"" gasped Billy, Refore him sat on a mound of yellow earth a round fat ba of brown fur: Billy did not see any head at first. Then the ball turned into a fat, funny you would.” “EL bave no bed,” eald Billy, sadly, and his under lip rolled out for a ery. “Um, if you were my sim you might bunk with ma” tinct steps, according to the best pres-| Ordinarily tt is better to show the ent psychology of salesmanship. The] line In a samplo room. This gets the four steps of a «ale are: buyer away from the distractions of (1) Attract attertion, his Che dusiness and allows him to . consider your Une to better advan- (2) Arouso Interest. tage. Conditions may make {t neces- (3) Aréuse desire, sary to show the Line In the etore, but (4) Arouse resolve to buy vet tho buyer to a sample room if 4. Is {t essential (or the road sales. | POmible. This especially if you bave a darge lina Smaller Mines can be man to remember that the buyer will! shown in the store without particular have to resel] the merchandise? detriment to sales, Evening World Forum Letters Krom Readers on Topics Of General Interest FIGHTING BOLSHEVISM WITH) in disguise. THE PATRIOTISM OF THE TITH DIVISION, ‘To the Editor & Tbe Bresug Workl: - What ap opportumty the forces of unrest must sve in Adjutant Geuoral | , Marris’s dee. a Unat it is ineway ei \| 4 ent Us that the word?) to welcome the | f Argonne Division in their home city! |t What oifect does Gen, Harris think |} EQ hia de jou Will bave on the nagount Ps, patriotism of the East Side and ot} C those other sections of our city where | . the fight of Americaniaa against Bol- shevism has already reached am acute | etaget Must we not depend on the | beys of the T7th Division to bring their new ideals, their splendid patriotism | nad their loyal entuusasn to this task? Can we aford to humiliate | Fussina! Bs , e little animal. “Bud and Sis, the bear bables, beve Lt Ger “W-what's your name?’ Dilly fal-| warm hair,” commented Billy. ‘There | tered. “Then you are in luck,” whtepere f . “My name," sameaked the tiny |Churk, his ear cocked, listening to « voice, “Nebudochonorer Woodohuck, | heavy step, And like a flash ho dmak~ and let me remark to you, it won't be} ed into his hole , jucky for you to call me Ground Hog.) “Come on, cubbles,” growled Ma I plumb fairly hate that name, and| Bear, in the tangle near by, “getting, every blessed year on Candlemas Day | time I put you to bed.” ousin Eleanor’s Klub Kolumn Cc . sddies: beautiful. Perhaps the color of one Dear Cousin Kiddies: Parpeyaebabon adie hape ety Hx: “of al the flowers you know which your fancy. The cute way the do you love best? Of all the 8Y droops its shy Uttle head makes ft y blooms that parade through field and ono of the prettiest of the spring beam woodland from April to October surely ties, put if you Uke bright starifke |some cine bas seemed particularly | posies peter, the pink and white May ‘ fowers are the ones you must love | Every month boasts its own blo | soms and I dare say each thinks Ber own are by far the loveliest, Put what your Klub Cousing wish to know ts what YOU think about ft ‘Through our April contest we hope to find out Your interested Cousin Eleanor. Kindly accopt my sincere congratulations. JACK BARTLETT. Lucky men! High school was where my name—Francis Godbolt. The rest any sense in a life like that? I won. out.” It was dim moonlight by the T stuck, halfway, when father failed is seon told, Now to start fair and dered a lot here” time the —cattle, cattle, they bust easy, You open—"* He looked up wistfully. His eyes, the taller bush, where the continual boys know Greek, now, I dare say? Tisdale, sitting cross-legged beside bold and humorous until now, becamo crying of birds camo fainter and fra- ‘Well, there, to think!”’ He grasped him, put in a word: very aad, gained all at once @ sur- krant veriure blotted the smell of salt his black ‘beard in his fist, and ‘To start even, on both #idea, you priving depth of melancholy, Tisdale weeds and fish, tugged it sorrowfully. ‘The orts of ought to know something about us, encouraged him with a nod, handed “She steps all four masts plumb In that Greek class, I used to glean ‘em and how we got here. him another matob, and said: her bow,” said the lord of the Isiand, up—‘Anthropos across a hawse, a The smoker laughed. “But you didn't tell us how you “And here's my house between ‘em,” hoss on Anthropos’—all about the “Can see how you got here,” he came here.” A clumsy cone of dry thatch, like A Story of Love, Romance and Adventure in the Unknown South Sea Islands. gained the final hillock and MARCH CONTEST AWARD WINNER, allenate them now? ‘What will be the moral effect of this decision on the parents and friends | who, ever since Nov. 11, haye looked uhead eagerly to the day when New | 2 lay " wiso man, and Frick Metcalf recit- answered, pointing his pipe toward — “Oh,” replied the wanderer simply, @ beehive raised on legs, etood amon, York would Nttingly scclaim tae vie | fconrrisee, 1918, by Dette & On) Ing, too, "Next year, thinks I at the the wreck on the shoal. “That's how. “wot fete 1 went lifeline man ons four palm crunke in the dusk. Under oriot “4 eC! » 0 id she’ evel yud ¥ one a e D i oI a torioua pol SXMOPES OF FARCE! ERIE, siesss tan oh hess Aeaitase, SRN TL. outed. Us And she'll never budge again, if I'm Shelling schooncr—Malay crew, Arab this roof Godbolt made hia guests What will bo the spiritual effect on the boys tuemselves, who, through | months of suftering and privation, why, skipper, She put in here for eas and welcon you! [could tell by your turtle, No turtle, either. I dropped #tic » fear!” Again he pointed asleep in the shade, being dog-tired, s+ by Lighting a candle and ing it in the dry sand that 4 floor etal ond, Winglace pet oi! mate on and be Lambano-Lepsomal-Lamt any aallor, As for you. boy thom “esting Ueto eat for’ te ing away with the proudest of ‘em. Lord ble: driven sahory ou am tulad. Next year! Lord! And here we faces, are instead. at the schooner. “She looks famillar, and when T woke up she'd gone off “Take your supper now,” he or. yought on to an incredible victory, UD- Ps He swept a big hand toward the too. What might be her name?” aNd left me. Too lazy to row back, qored, “ i. Ry dul q held by the thought of those, et home CHAPTER Ill. the anal enere the ebtet, “AN the gurt and the ocean bx yond . Reto eo watlice told. him, { suppore, when they found I wasn't taik Rule dae prec ie ee ae it last—if they returned. (Contmued.) Wallace pam ery put eway his ‘Shows you, that does, how much «we bought her for nothing from a on board. Here I was, anyhow, and candle, they ate Itke weary figures in eorex ‘beach, good comes o° ght.” He re- sas for Oe ® pages, Veer <oneeniny. turned from gazing; his black eyes stone's throw from the crag “This matter,” he began, tm @ sort twinkled, “Did anybody say tobacco? Will they get it? Her i8 a chance to u.fte all creeds, | classes and sections of our city in a) triotl communion, shared alike by Gentral Park West and tho Bast Side, drunken old reprobate who died next here I stayed, eggs and fish to my a dream, Their host—meanwhile week chow gnawing @ biscuit with grumbles of foot, With a long, slow ° calm dudgwon, “happens to be seri’ Speech behaves queer to me, ho he yagged islander clapped his . Wallace hung his head as If welgh- dejight that it was nelther Gsh nor ” high. ing this narrativ erx—-came and went behi n ous, 'd my overhearing might have gone ‘IS ee Tarra mi fs wi behind their htt as gentle as breathing, ° Tisdale shrugged his shoulders and my overhearing micht have ENC “wrvoucne Y knew hen” maid he, and What chance do you make,” he In backs Ol he had shaken down @ Pee Park Stope of Brooklyn and |the sea carried them forward once and | “I know it!” he cried irritably, “I thene iast fw months.” 83 beyond her masts Into [ih i meNOUN Ye ektn Sere oe Hedding of dry loaves, ae }rownaville, by Coney Island and the! again, thon lanced them through hiss- know it!” But, Kob, if you read out — Wallace tossed him one of the the dintanes Poor old Capt. Hard: ‘phe black bearded man became blew out the candle, rolled ——_ ‘northern limits of the Bronx, ing white spume They jumped out, ®2Y more of that—that damned trous- seven packets, He tore open the mood, to glory. He stole that aunty serious Does law Gat and Onke “Anas Toe Shall Now York City’s only diviaton, seau, you'll drive me wild!” He wrapping, took a long, critical whiff, Schooner over in the Carolines, And re Oe wyphall Now guia the Statue of L4b-|caught the boat between them, and, shuffied the cana arrayed them face stood up, sprang into the air, and erty, be awarded the weer it C4 with no more difficulty than children upward on ig d and b= genet with cracked his bare heels together three . meats Rn ar ad strvea, or shall New Yorl y suffer composure, y a game of solitaire. times before alighting. n barratry amounted to, An¢ for all time the dlagrice of neglecting Fakpe MXR Se Tpecuing @ toy, ran Ber “We brought enough to start houm- “Wow!” He sniffed, the tobacco Hardmood's the only man ever do ita own? Nee ete vary Fora moment KeePiny. And, what's more J want to again, and beamed. “That's honey [ented rum. Tut T wouldn't Just call The 77th accomplished what Napo- | ree een eect, flinging abroad their °M0¥ the frst day of it” on the stinger! Thank you, boya, him a reprobate, either, Lats o! good “Mighty ttle, to be eandid.” There stantly to snore. puld be no greater candor than Lat that night be no und " ate that night, when the moon fn, hin clear, black eves. | “Mirhty stood over the palm tops, ‘Tladale Ittle, elther way. I flew my cinglet happening to wake, heard low foot for @ fing on the tallest of tho stepy passing and repamsing the one palma till it blew away one night. wide of the hut. He sat ups vue! 1, and his vessel done for, w tem both. Barratry, 2 : : Did no good so far as being sighted. tp “ : Mared to be impoastble—the . s He held up the nine of diamonds, thank Walt a minute, I'll be -polnts to Capt, Iardmood, there was, { ; hen crewied outdoors and peered tring of the Argonne from an enemy, Remy GHOe ae donne Se 8 pan oma tune anise id Gate Before ‘his daughter went-—- “Oh, ANd for getting off Well. here's round to see who waa prowling. The! 7 CHARLES OBEREST, aged : an : oe ; SL Late ama nar Moan ehanl your boat, bu ns to make for? 4 ad grown bighe: ome p . Whe ifsoon might be taken to heart by /Driny, tish-laden air, admiring | the of apades but Cinlahed the movement He balanced the packet carefully Will he's lead now, poor man int had grown higher on som: 7 car enough, some point of tant reef. or. bi Qen, Harris. or the game. ‘htn! T Land's a ‘ o nat's nose, turned, ran o! This bit of sea dirge caused an- 1. ne, Had lightning struck on the boat's nose, turned, ran off is bi sea dirge caused an eed es en toe GAL toed or: | The churches, the schools, the great |!t# slowing point into the hill of green their tent the two men could not have across the beach at remarkable other silence, while the speaker compa’ nk, go that th nine years, College Point, N. ¥. coming and going derbrush and palms @ mile away. : 2 twisted bh beard, My crowd, the she'ling sehooner, was steadily, were often } if e people of this city will, tf necessary, | u p sat more stunned. A voice, a third speed, and, bounding up the bank d his beard, +4 a hier ot hey } lost in the deep APRIL POEM CONTEST. show him bow. There waa no trace of man, noe sign af votce, deep and jovial, broke out in like a greyhound, was lost in the | “Dut that's not my story.” he con, ieee He pot on foot andy atiht cont, of preakers, A moving shadow] suntect: “The Mower § Love the FLOYD R. SMTTH, » excep! equawking and the wilderncas abd joined their dis- undergrowth, tinued, by and by. “And first thing I appeared beyond the paim trunks, 4 smoking, looked almleasly abe Principal P. 8. 167, Brooktyn, |bickering tm the citada of bird# cussion. “What do you make of that? haw an it Tiedole walked over u boys asleep here, and hi >ward it. Best.” Ten prizes of four Thrift near by. vey ‘ - . yh ees a : to find something new in the same old “Woke you, did I?” The’ shade hy will ‘To the Bilas of The W Asinpgy “And breakfast. Hai! and wondered, stranger's returm Wallace tapped deal, to save fa—and then oame Yuow. ‘No. I'm sorry for your sake, phused and moved on, He was | 2ward on ee le Sed I saw for the first time to-day a) They carried thelr goods and hauled ef their bis torches ba back to introduce myself proper; for POY® but I can't pretend not belng marching back and forth, naked, in| Members, ages from stx to fifteen tn. paw S-cent, postage stamp that tho [their boat above the tide ‘mark —a jine jose by, regarding them stead- “A little crazy, Tm afraid.” likely we'll slay aboard the island Bind O° COMPANY." wa saate also stood seo oonisht. "Horry. 1 can't sleep | clusiva, who write the best peseay em ernment has put on sale. s/drawn in rags of scaweed various —! i Tindale protested n some time together, No: . , a on that old fellow gets to cal “Pho Flowe e - cate the fu or th five nations who land yy faastly: large man with @ black, “Ob, K Tindale protested with some tine together, Now here's mine, 9 and faced him pA {© calling} “Tho Mower 1 Love the Bost, delicately colored, Here, on sand pointed beard a ; scorn, Then, more mildly— fought together against Germany ia jas fine as the siftings of an hourglass, plaited bat i eyine ‘e ¥ the recent war, tho ways pitched their frst flannel shirt fu T would like to ask, do you, tn your}camp, ate their first meal; and here, win. trous lt of ho opinion, regard this a legal or proper | having stretched an old canvas over thing to do to advertise other coun-|two tiers of boxes, they crawled into don't every words true, though I don't A ng. Liste The poem should not contain more ket, @ blue care tf the man 1s,” he declared, t to much, and look 80,” “We're gind of yours,” he stated The night walker again halted, to} than twelve lines and mole- “He's @ buster! He sat smoking and collecting his warmly. “Your talk does me good, Tlse a slant arm that glistened as| ‘The indorsement of the teacher or trousers cut short’ below the The plaited hat shone once more thoughts, A white gull soared and Mr—Mr. Thunderbolt.” cold as bronse, parent of the contestant saying the knecs, He seemed all bigness and among the greenery. The stranger tilted overhead, came floating close, Tho saflor broke out laughing and * mo out of my sleep, the old| poem 1s, to the best of thetr know! burliness, tatters and ruddy sun- sprang down upon the beach and peered down at the men with curt- shook hands s, What does he want? : 0 Ms edge, original apd has not been copted tries’ national flags on our postage} shelter and siept like dead mon, burn; but this first impression, of caine racing back, @ harefoot for ous brijht eyes, then squawked, low- — “Godbolt,” he amended in a vo're surf, through a sharp whisper} must accompany each contribution. stamps? “A-a-h! What a luxury!" rough size, yielded to a second and lghtness, ered its pink web feet as a brake, that made the name sound like pro- Prolonged Hike the tearing of sik in] Contestants must state NAME, I do not think so, T call this inter- The sun, stl! high, faced them out’ a more striking. The stranger, al- _ “All correet now!” he shouted as planing the alr at @ new angle, fanity. “I knew y ‘4 turn a joke on iMmense strips, gave iw hollower] AGE, ADDRESS and CERTIFICATE nationalism and not Americanism. We log the west, and poured into their Lt- though he merely eat there after his he ran; and, without drawing short ved. it. always do, Sainty, some call Summons NUMBER. are going away from Americanism tle cave tho full heat and splendor vf brief interjection, might have been breath more than twice, plumped “One of my ehickens,” said the Me, use that's many a@ point off mo and find out.’ he says) Address Cousin Eleanor, Evening too fast these days; this is the lin afternoon, pausing in a full stream of talk, so himself down on the sand by the boat, man, watching it, “For a year I've ™Y nature.” t at sense there is to &) World Kiddie Klub, No. 63 Park Row, Our postage stamps and coins, ¢ “What luxury!” Tisdale rolled over, heartily did humor and persuasion laughing. “Now,” he boomed, “for a a bird farme Tctote that, The sun hung low and annk. The urs. What sense?” New York City. should on them only what pe yawned, and sat up. ‘out. warm his features and shine fr emoke! Went to fetch my pipe taina to Amer if the stamp is in I've’ made an inventory," gald black eyes. tures and shine fron his @PT pe was a white soa shell, with tended for souvenir purposes it should | Wallace, who was already ‘awake, “I've Uved on this island one year,” & Short reed stem, Ile crammed in ay 80. 14D. | And he read aloud from his paper: " gatd this apparition, in a voice like a the tobacco, shook out his hand eas " PUBLICATIONS SHOULD EN- “Provisicns: tWo boxes tinned deep bell; “alone, one year, and had efly for a match, struck a light, drew Wag good to mo, but he went aa mia- 88 All three men etood thinking, the Jay, perhaps. | To-night-—- Come EAVOR TO CRUSH PROHIBITION] Mats one case biscuits, one bag no more than a palr of pocket acis- Sd exhaled a slow d of smoke, Monaty to China, I agreed to help wet manda brought sunset houe to back to bed, Sainty CC Rabel esi Chinese rice, one bunch bananas, sors. Trim your beard, and look at then wagged his beard with ineffable him take two cows and a bull there, thelr tect, a Hay Sank Aem aulrers To the as “ aker of water, one bottle the sea, and What are the wild waves relish, tter'n my word, for I discharged Well, boys,” continued Godholt ed an Ha knocked out the ocean, running its dark blue bar 1 his hand on the out- hell pipe and refilled it, “When across a vast brightness of pale blue Stine! arm, re or failed and died, and then my @nd gold, divided the real aky above "We'll find out some day,” he re- | mother, I—I just cut loose. A parson ffm that mimic sky beneath where, Diled urgently but emietly. ‘ome | Contest closes April 28. TO JOIN THE KE OBTAIN YOUR PIN. r | strongly, | struck him across the one Db: To was glad ee my return| whis one-half case Tangan, saying? There's my diary of 1 thern and a calf at Woosung. Cun. turning, “while daylight holda, better back . bome nt uth that ‘The World| Tools and implements: four axcs, ‘The two men io the tent remained CHAPTER IV. ning Nttle dogy, the calf was, Triton lug your goods up to my house." “Bolla of Beulah! orted the sailor be fe coming oul strongly and fearlessly] one saw, one maul, one clock, one gaping, P. : by name, being born at sea, From When they had sorted out thro force It's grand to hear a nick- ra Mati against ponioition. Every other pub-| compans | Miscellancous: " two "4¥on're college boys, now. to make 66 "LL!" He spoke at tast, that time on, aa I say—everything, &7mfula from the general store and name again'” = He started walking § «Klub Pint NUE, hing company, locally and nation-| dozen candles, seven packets pipe a guess?” ‘He swung his brown feet between clouds, “Well, ywhere, sailor mostly, all over Spread their canvas over the rest obediently toward where the ponder- ‘Ath cauldren up to ix ally, should do’ likewise; every lover| tobacco"—— and smiled. “I bet you are.” sam Yh ents it Sast, ‘Thirty-two years of age; they crossed the beach and climbed U8 beehive roof giimmered like a f decency, honesty, justice and lib-| “And fifty-two playing cards, “Four years out,” said Tisdale, who . » able-bodied. That's all. Able-bodied Into a Mttle path hidden by green ound of snow among frosty plan- ‘Who's this wild man? 15 my degree; can thumb out Latin— deen saying. Oh, yes, you have! almost came to smelling distance ¢ $e. too. So, here goes, Godbojt’s Greek, Now tell me, boys, ty there & r should use their fundamental] Father.” ‘Tisdale rew from his began to recover, Morte in the crushing and the killing| pocket a worn pack, which, with a now, I envy i" orted prytibition, “that black Monster | modest ‘air of contrition, be laid om stranger, with guste “ldo hones » | Ngee ppenisousmn LA AT pa - rubs, Tho sailor led the way slowly, tain leaves. “You're right, my dear to eet down his burden, b©y: Back to sleep and wait. @ald be “you boys look wora (To Be Continued)