The evening world. Newspaper, April 12, 1919, Page 13

How to Bea Better Salesman and Earn Bigger Pay By Roy Griffith The Evening World's Authority on Successful Salesmanshi Coprriaht, 1918, by the Pree Publishing Co, (The New York Bresing World.) In Mr. Gripfitn “Answer Column” he will ve glad to aid saleamen in thet aaiesmanship problems, His replies will be published, using only the correspondents’ initials, Answers to Questions. HE old, old story of the dissat- isfled customer and the well- intentioned salesman is recited to me in a letter from H. F. Briefly, here is the situation: When H, F. went to work for a certain company he found a firm which was antag: ontstic toward his line and his com- Pany because of past alleged unsat- istactory dealings, Hoe conciliated this firm and finally secured an order. Upon delivery of the order one of the items was declared unsatisfactory, whereupon the customer refused to have anything more to do with H, ¥. ot with his company and cancelled tho entire order. Now H. F. wants to know if there is any way to regain the good will of the disgruntled cus- | tomer. It may be, H. F, that you have! lost this one account for good. If! everybody bought and liked the goods | of one concern only, there would be | only one concern of each kind in the| world. But since this account is worth having, it is worth fighting for. Tsay “fighting” advisediy, All busi- ness is @ fight. If everything always went smoothly, there wouldn't be muoh fun in business, It would get deadly monotonous, The cardinal rule which has built up all big business is that “the cus- tomer {s always right.” If a cus- tomer kicks on a certain item and declares it is not up to standard, he is RIGHT—even if he is wrong. Applying this principle, you might approach the dissatisfied firm and say: “The item you objected to was not up to your expectations, It is only human to make mici@kes and somebody made a mistake, Whether it wag because we did not understand | just what you wanted or whether an error was made in our factory makes | , ntial difference. Adviceon rsonally, | conduct T had the best of intentions, but somebody's foot slipped. 1 want to take back the unsatisfactory item and credit you with its purchase price.” (Take it back even if you have to pay for it yourself, You will benefit eventually.) “The other items were sutisfactory and there is no reason why you should not keep them. “I know you are not friendly with my company, Your trouble with them was before I went to work for them. If you know anything against them, tel) me. My own reputation can only be as good as my company's. I don’t want to work for a company which does not conduct business absolutely on the square. T believe my firm DOES business this way; if you have evidence to the contrary, tell me, for my own personal benefit, as man to man.” A little talk along these lines ought to clear matters up. You are show- ing yourself willing and anxious to be square. You are talking as a square and honest man, instead of as a repre- sentative of any company. If you ask the firm bluntly to tell you what is the matter with your company, they will open up. When they do, you can, in nine hundred and ninety-nine cases out of a thousand, nail the lie. Your company is probably all right; they couldn't etay in business very long if they weren't. J. H.: You will have a lot of com- petition, but if your line is good and |the prices right theré is no reason why you should not make it go. The firm you mention is reliable and they make a good product. It is mostly a matter of bringing a good product to the attention of prospective cus- tomers and overcoming competition in the same line. In other words, it is a matter of selling your personality and your conviction about the worth of your goods. Courtship And Marriage By Betty Coprmant. 19) by the Press Publishing Co Vincent (The New Yirk Even. The Spiritual Force of a Job. ing suceeds like success,” it 1s even truer in courtship that the man with the good job wins the girl) where the man with the job still "to get” loses out. | ‘No matter how attractive the jo! Jens Jad may be, or how prosaic t! ‘ene with the pay envelope, the girl in| the case is apt to see attraction wher- ever the safe prospects are. | ‘The reason for this may not even| be conscious on the part of the girl.| ghe may honestly and fervently think she 1s more in love with the pros- perous chap than with the other. You know the saying: “It's as easy! to love a man with money as one) without.” Well, with the average} girl, it 1s easier, Remember that for | centuries women have been brought) up to believe their best way of earn ing a living was to marry one, They | have come to confuse love with all sorts of other things — practical | things, or pleasant things. A girl is often in love with love, when she thinks she’s in love with the man. It is the homage «# The flat- tery of having some one care, The} the gifts and the com-| i it is true in business that “noth-| loves attentions, pliments, ikewise she thinks she loves the man with the good position, whereas it is the position she is in love with. She endows the man with virtues and he does not possess just attractions because he is @ prosperous man and has the power success throws round him This power is not always imagined either, The possession of the job actually str bens the man’s char- acter and personality To “A, KE, I." therefore, I would} say, "Go after a good job with might} ind main.” If you eannot land the| yest position in the world, try to !and| the next But land It is easier to get a job FROM a job than from nothing, I believe the girl's admiration for you will pick up immediately, {f does not, take a careful inventory of best yourself and find wherein you fall short of your rivil's attractiveness. If by any misehance you do not find work. it 18 more than ever neces- sary that you take an inventory of yourself, The returned soldier with | the overseas chevron should have Lit- | tle trouble if in do some one thing well. If you cannot do any one thing we have a desire to, then choose work you would like best to do and go systematically after it member (hat personality s the most valuable thing a job seeker can possess, Look neat, be as well-dressed as possible, stand straight and speak distinctly, Talk up. Be afraid of nobody, ‘Impress the boss that you are enthusiastic something. | § mind that in- as experi- Bear in as valuable and willing elligence 18 euce. ‘All this advice applies as well to the landing of a g ing of a job! 4 to the land- y) = HOME PAGE Saturday, April 12, 1919 You Beat It! _ Copyright, 1919, Ky the Prese Publiatiing Co, (The New York Brening World Burarars HAVE BEEN IN NYYOurR OFFICE THE SAFE ! i ] at jast on their forning call. A foot- ucket on the floor, Adventure in the Unknown path took them dows the drooping * "Which'wa'? ‘ banana glade to the beach; and as beach—dear old ‘Tom's South Sea Islands. they deployed there, each man smiled Why?" dish to see his fellow move so brisk and “Oh, nothing,” said soldier-like in the vainglory of new moved further down the room Copyright, 1916, by Duffield & Co.) my trade—currents and SIXCMAL UB. PekvkuInG crateana. The beach glared like an immense general drift of orts"—— After working for wane en's ahi ike SOULh Hee au ey baal cans carmage bunker full of salt.” Where still green # voice trailed off ren old suboomt 8d. Uiuuce eSitumer to ave than water curved into it, below, lay a words, a rumble of sound * Ee Om, Wane Neerin ffemia boat with a fittle boatman’ dozing corner, The other men © there for years Gediult under @ toadstool hat, At their hail, to go, and soon forgot him a ptt ME pineon 1s Ui wn sahore. | Thay nue and wkd he squirted tobacco juice over was telling stories, fluently Mad “Uarberine Hrese coe sunwale, straddled wearily out u with a kind of crabbed seit Mr Vater Godbolt” val of the CHAPTER x, tinued.) man?" she in quired, with a flash of in- credulity “Mr, Mace,” "He cam Anger shook her—a visible tremor of the body. and asked?" They wondered at her paleness, abe “He came her vehemence, e all at the re- straint which kept her from saying more, We promised,” Godbolt stammer- ed, “to gos m in the morning. Please * ¢ © We weren't to tell your grandfathe: Katherine vi d him coldly, Then 0," she agreed, with bitter unconcern, | “Go by all means,” She started walking toward the house, but halted somewhere under the trees, After a long pause, she me hurrying back toward the light hia time there was color in her , warmth in her eyes, ne," she bes®ed; ant the so pretty and so con trite, moved the men strangely, did not mean to be rude, And dc please, make your visit to-morrow morning, for it may help you to un- sight of he derstand.” She slipped away quickly, as if ashi 1, They saw her cross the veranda and enter a lighted doorway. Not long afterward, they heard her sing in the house. The song was not for them; only a private matter, with breaks and delays while the nger busily came and went between rooms, It Was something about a dove and the Grail Her own dove-cote was fast asleep; sco was the grove; but the three men stayed as she had left them, astonish- rgetting the presence of to- and staring at the desolate b candles. CHAPTER XI. !1E bedrooms to which the Chinaman guided them were in a bungalow hid by a small forest of its own—a heavy cluster of broad banana sheaves, Bach room, lightad by candles, stood A Story of Love, Romance and Ch Mace have waiting.” an-shaven, light-hearted, spot- less from toe to helmet, they’ set off —— sent a boat, His man While they him ou an adjoining tei the wet coral, and in a sort of cring- ne following @8% ing apathy, let his three fares climb no eee past him into the skiff. With spidery lors’ Hall, built in attap, ; ot rown arms he shoved off, and took dark and’ cool, where the open to its nelehbor and formed oars, As he rowed, ‘his good and tik abounding « gallery of cool spaces, with clean ribs, collarbone, and point of scapula passed white wallcloth, brown polished floor strained out glistening, like knuck “He inty!" A ¢ and beds velled cubically in mox- 1% & rubber gloves at every stroke his went up. “0 Francis cans Hoy ps pointed through his cotton here a moment!" quito gauge, like so many tall boxes any question, no matter — The unsocial wanderer stood newt of m.st agreed unthink with a window, reading. He Godbolt flung his cheroot into the Ai Tuan"--hoarse and) broken- aside dark. When his reply came it was Minded, while his eyes followed bis easy, rolling galt, unhurried noving han¢ e's our problen fervent, but indirect. After lights "A ‘Hugi, thia fellow,” declared God- Mace held in sinewy. fn out he was heard to stretch in a bolt “Always chewing a fig o' to- #8, and smiling, watched the bub Capuan luxury of linen, “Boys-oh!" bacco, Bugis ar at's no voice that crowded up its he yawned mightily, “The sheets this island, neither,—Apa nama, ye Y agreed here smell o' cedar closet, way they corr ed runt!” Mango Is use’ to at home! trap, Tuan," wheezed the rower, than Fraye's, For you They woke to find the sun over the and spat, like a man whose name mean, while poor Tom's island, and their plantain thicket daz- meant nothing in this world or the me to have you think so’ zing in broad pennons, appl n next kindly at his auditors, and and silver, The lagoon pleced every — “Good lads, good lads!" called some Smiling and dozing over gap with the same shining colors. as they disembarked among hop- “Now, then, He's a touchy Against this background there stood ping wand.cra T began to fear you bob, Is Tom. How sha in the veranda a breakfast table ail wouldn't come.” message to him, a nice little chit, po complete, with red roves crowning a ‘They looked up. At the head of a. lite and smooth, bow! and a little glass tower in which blinding foreshore Mr. Mace waved 888?" coffee steamed and bubbled fru- his helmet abroad. “Welcome to . Godbolt shot one hard grantly, A tall man stood waiting Mango Island! Not # grand as Tom friend there—the brown punkah giant of last Fraye's place, imt—well. you w fh, “Afraid I can't help you ent AG my boys! Such as it is! A cold wel. “Another bottle can Goed meraing, slrai" he greeted onme, you may say. It would mane | nimbly out of hia chair them shyly, in a mellow baritone. cat speak, though’ Oliver M cops #8 dry, thirsty aily mastor hope you have slept well. iis own ice machine! or mnoe ait till I unlock the v earmenlne PET ed held “With these and other biandishments, trusting these brown dev ‘and bathing sarong. Your clothes are be- ing ironed, 1 will bring them after breakfast, If you wish anything, sir call out for Anak. My name is Anak. he urged his company through mottled palm shade, into a hot clearing and a freat attap house that sprawled the Indoors, a cool, dark room stretched Parting both hands ‘na magnificent (Way like a aall-ioft, After their firat ford penctralia of the Ni geature from the foreheid, he bowed HMnKe from sunlight to blackness, the BArdly Kone when Godby low, and strode away callers found themselves grouped @Mbidexterously, whipped When they had bathed in the la. 2P0ut a rattan table, where four flees from, elther | & goon, and brought great appetite to ®t of champagne stood seething, h¥ntly ta the nearest breakfast, they found this Anak e's fun!" Mace groedily sgt the Aung a double jet o child by nature as by name—waiting “XAmple. “Boys, I'm a bachelor, too, foi) Into te sunshine timidly to serve them; and after A&*in® the calendar says but full of , ee fe am breakfast, aa they. lounged in “aeol Pepper. Jolly bachelors Here's to '0,20UF gongen” blue kimonos, he’ fetched not ante You, my contemporaries! The two men at the their own clothing-—-fresh and amooth, Wallace and Tisdale ratsed their 220 means amiably With buttons polished—but also two Blasses {Gratetul?’ What's wrons wicker trays, one heaped with canvas ‘Captain? Moce turned with an in “Yes. it t's wron pumps, the other with Goalundo pith Jured air, “You're never 'T. T.” had ecentered soft! helmets, whiter and jighter than Um up the pole,” explained God- the door, a lank, gray snow. bolt, carelessly, "Don't mind me." He ing weight, two bottl “My master wish you try these," wandered about the room, studying iIifs “sone” pedestrian murmured Anak, offering the gifts, the walls, on which hung many bar- “My dear men! V “If they not fit, my master say, baric trophies. Before these the sail- this hubbub?" plenty more in the go-down." Ho or pondered, like a man lost ina mus- Godbolt faced him, unabashed withdrew among shining plantains, eum; but when he spoke, it was of an “It's @ hard thin and to another obelsance, added more outdoor matter, quite beside the in your Mouse. But here ebyly (ban ever; ‘Sire, I think Mr, point, "Which wa, " be called, ‘does \ : { Bur Trey STovce INIT. the current set from here, flood running?" The jolly bottl Sea, or on the Isle of Birds, there was This was Bach such fun as he liquor.” Jingling a speaker through a doorway, in ambled acr Fraye treated us handsome, not to 1 SHouLD Worry | | BougHT THE HEAVEsT / SAFE MADE YESTERDAY AND PUT ALL MY VALUABLES) bachelor was mone cakes of artificial ive Over toward Fraye's Howed him Captain 1 came down the room in his fingers a wine I'm happy nd's a better place so as to burt no bunch of $ house friend echoed the quest indeed? He at on earth sir, to speak out ab ihn, e Ketten | 5 mention—others, They were looking for us back to-night. Why, Lord knows; any more'n why you're frol icking to keep us here But for my- self, Mr, Mace, and all due thanks to you, well, home goes Goosey! Like a pin-setter in a bowling alley, Mace carefully planted bis bottles uw right on the floor If you must, bDlandly, aa he ros us can manag Captain Hut Godbolt, had not finished "You boys.” he went on sternly, n choose how you like bes You vine age recently, L understand All right. Mr, Mace he's getting you Ay he replied The three of We'll miss you, sewed up. Sainty!"" young men in tor stay bolt, apparently cool, went searching round tor a hel met He dand cracked his ther ay, and disaggolnt who bel in uy, t man tha wend yer « never aske tion, but shod ye with what tanding int He found his helinet on a chair, The two culprits uneasily watched him Pucir festivity was ended, ‘They fel in this long, still room, the contlict of Wo stubborn w Iby, ther said Godbolt k tu main island farewell, being simple, carried ay. Tisdale rose; Watlace fol numbled something of ef and leavestaking Wardly awaited Ui I'm und Doth next move Lt came from their host. Oliver Mace drew toward them, v h t grayer than his tlanne Mr. Godbolt," he drawled, and there Was Venom in When our higr find aly else can y he stummered his eyes Krew utery tft see ratred "Wha been telling “r) self heard This quarrel enough mailer, and in a she med to vent dam rare Vick you had begun stra nuw came to a str 1 unger end. Mr. Ma # arm usped rigidly Velind hin, went pa p and down ther Ang { x a footba 1 dead pause, He had g 1 to pac again, from hot t I when he wpoke, it wa that 4 ked scream of a sea-gu {never nt that.” he said 1 taken bitter im heartily ashamed, Heart 4 misfortune It gentlemen herit a vile rm He 5 4 ead, with a melancholy smile. “And to let it go—of al! times!~when L was hoping you might think well of me: Ah, dear chaps, you know my worst failing now; you can understand how I've come to-kp Living alone. | and buttercups, The birds were fitting] left her and Ellen was left | around, - The Evening World’s Conducted by Eleanor Schorer Copyriat 1919, by the Preee Publishing Co. (The New Yo World.) Ellen’s Adventure in Dreamland. LLUEN was tired. Yes, very, very [little man about as big as her thug, E tired, She had just come ba dressed in brown 7 from arty and it seemed to! “Oh,” she erted, “you are a little elf whom I have read about in my plettre book.” r that # n her life. er was so tired befor She took off her wraps and sinking into a larg comfortable Mr. Wilf at your service,” said the rocker in front of the fireplace, began | little man, bowing politely. “Now come to think of all that had happened. | with me and we will have some fun,” “Oh, 1 had a lovely time," she mur-| and, nothing loath, Ellen followed mured, “they were go" But F | him. never finished the sentence. Suddenly! Oh, what fun they had! All day beautiful! they jumped and danced and made ing theself She he found herself in a meadow covered with dalsies, clover| merry, But toward « Jone. walked and walked and saw, oh, horr singing merrily, and the | shining brightly, Running through | Sudde tie tinkding t | yawning She shuddered, © meadow was a Hitle tinkling brook | Litliry her curiosity nd the Nidle were splashing! ty see what was inside, around In it. | dear! she lost her bald sun but _to she looked down birds And then, 9h, nee and with a rth 4 0 an looked scream of terror toppled over, Dowty With a ery of delight Ellen looked at) iwi “uown she went, and with a ree the and immediately began tO) ich landed on ine aintng Seu chase butterflies. But soon she was! oor, With a shriek she awoke andy exhausted and lay down to r 8 a her eyes, murmured, "So tt 8 only a dream,” and as it was new, eahe went to bed. aged twelve i denly she heard r little volce her elbow saying, “Hello, little gi and turning around she saw a qui Cousin Eleanor Klub Kolumn WHEN THE SIXTY-NINTH RE- TURNS. | Banners will be flying au ABETH SAL! w York Ci Thanking | These brave fellows who drove baci the Teuton On avenue and street Never faltered but kept them ale will go flying ways on the run, The victorious lads to meet By KATHLEEN GOSS, aged thite teen, New York City ‘ | Mothers, wives and sweethearts y ‘ THE NEEDLE AND THE PIN, | "Oh-0-0-0-0!" cried the Needle. = ' “What is the matter?” asked @ Pim . | nearby { “Lt folks would only b ful complained the how some one stepped on me and neaFe ly crush " “Oh, well," said the, rs of sorrow, tears of joy, Pin it serv you right for being se ew fi “Indeed,” replied the Needle, “& | Will all weep with joy, | While they are preparing For the return of their boys. Tony and loud will be the ch | As these lads march up Broadway; Then will fall the tears Of mothers old and gray, Not te am by far the finer of the two, F am of more use too,” argued @ Needle, but just at ‘that momeng crunch! crunch! crunch! and the split in two. Ha, ha," laughed the Pin, “T am eq live the longer!" NWALT, aged tomy Y By MARY GRE | years Ossining, Pathos marked this recantation, THE LITTLE BROOK. ‘The man sent a forlorn glance round! gee the little ‘brook his great roor if already he #aW Ay it awiftly flows ‘ it a desert pl und himself the Tumbling o'er the stones Ax on its way it goes, lean companion of shadow “Well! "Twas ever thus, gazelles." Mace nodded his shoulders, “I can't for stay, ‘Tiffin first, however, Pot-luck, Oh, but 1 insist! You sha'n't leave without tiffin! It's ordered, I'll Ko tell the mandur to serve you at once, * Retreating past his row of bottles, Mr. Mace left the room, Kor ail his humility, and in spite of a shambling It never stops to rest But silently goes its way Flows on through all the nigh®, Flows on through all the day you to The sweet birds sing above it High up in the trees, ‘The pretty flowers on its banks Rustle in the breeze. wail, there was something grim about ’ that exit, Aicg iarcnlianan aa Wallace and ‘Tisdale immediately| 42° Itt a . ae Binet closed on their comrade, | % Pes . she Sainty, whut the dickena?” they! And near this little winding broods whaepered, “What got into you?" hie earry say The obstreperous Captain only | wievuny Albany, WROHAW, ame a laughed, and wagged an iron fore. Bi Ae finger i “Watch! he growled, “Watch old MARCH CONTEST AWARD Oliver Be'lzebub there! He's got & WINNER. bushel of mischief coming! CHAPTER X11. ISCHIEL High novn| h \ ’ glared through Uke windows | ) 7 and chinks in the pluited I f walls, wie did not even return; and 7 | might be afoot, bu when 1 footstep broke the ted um of Waiting, it was only the scuffle | | Use ork A inorowe, elderly na-| yy, ve, in cotton jacket and blue kilt,! sears entered fran t back of the ve | crossing it without a word, sour! APRIL POEM CONTEST. koned the three men to follow ject: "The Flower I Love the The {after him, through th Ten prizes of four ‘Thriée ps (the equivalent of $1) will @e ont vera “ 1 clearing, t pled iicad of on. Ihe ea alin be un y “nod of nm SIX to fifteen ime urtesy, thelr guide halted, slid a | the t and deserting, let them Pass on} * idl met toward the gleam of the Lagoon t ; hore uinty!” cried ‘Tid 1 dorset f the teacher ap @ ne you | .ying the r te ‘ * wet their knowl- 1 \ilor pointed easterly a edge, original and has not been copied! the yn, toward those low woods |i 1 pany each contribuciom wher’, some three a| Contestants ist’ state NAMB, Jetty showed @ black nick in AGH, ADORE ind CERTIFICATE weving: water rsveeooaer ventas ir \ Med slowly, [World Kiitdie Klut ®t Park Row, the curre ts over th Mace |New York City. i : told 1 WwW you| £ . AE saw when we first! ¢ > 4OW TO JOIN THE KLUB AND. OBTAIN YOUR PIN, Hegiuning witb apy Bums t six off the com Who pulled them tid; Me they drift over, day in, Thick as grasshoppers are, L wouldn't pin no wo. polite and York City, lerstand, which you must state FomR elbow Klub Pin” SAME, AGE ead) AD. ar COUPON NO. AEA He laughed. t 1 y out whe A an » much He turned on rn stly, for Ai; culuten up le Sikteen years of any mag to ahead,” they urged. Way vert ifhcate (To Be Continued Monday) l¢ Kiddie Klub Korner — TEP IIEETE e STTIO LEE LILLIE LS CELIO LOLA ELLER ELE NILE FOI A A a °