The evening world. Newspaper, May 10, 1919, Page 15

i ae How to B Sale and Earn Bigger Pay By Roy Griffith Copyright, 1919, by the Press Publishing Answers to Questions. E question of selling from catalog versus selling from sample is put up to me in a let- ter received from D. D. B, He says he formerly soid entirely from sam- ple, but owing to a change, he is now compelled to sell from a catalog and he finds jt “tough siedding.” The main difficulty is that in sell- from sample, the salesman is not required to describe the merchandise t any great extent; in selling from catalog he must describe the mer- chandise so that the prospective cus- tomer gets a clear picture of it in his mind. D. D. B. should first of all learn his goods thoroughly, go that he can describe them in detail, Hardly any salesman selling from sample really knows his goods: that is to say, he cannot visualize them, he hasn't a clear mental picture of the articles. Most people go through life blind- folded, so to speak. The things with which we are most familiar are some- tUmes hardest to describe because we don’t look at them. They are #0 familiar to us we really don't see them. How many steps has the stair- way up which you walk every day? How many buttons are there on your shoes? What color is the fence you walk past every day? What color hair has the newsboy who sells you your evening paper regularly? My correspondent’s difficulty lies right here. He thinks he knows his goods thoroughly, but he has never really SEEN them, although he has been selling them from sample for a long time, He must learn to visualize his foods so that he can describe them accurately and completely. Then he should have no difficulty in selling from catalog. ea Better sman The Evening World’s Kiddie Klub Korner Conducted by Eleanor Schorer Copyright, 1919, ty the Press Publishing Ca (The New York Evening World). Your Last Chance By William Feit "Lt NEED MoRE MONEY FoR My CloTHes Now THERE IS & LUXURY TAX ON CORSETS «Co, (The New York Brening World). His line is not advertised and is tn competition with another similar product which has been on the market several years and is weil known. Prospective customers raise this objection: “Your product is un- known and we have no calls for it.” The main selling arguments are quality, price, deliveries, In the last analysis, there is no substitute for advertising in the modern business world. A product which is not advertised will not Joy the prestige of one that is adver- tised. This is a business law. How- ever, that doesn't help you much, does it? Your only argument ts what I cafl the “reputation in bulk” argument. A non-adverti#ed article has about the same status as goods packed in bulk. When @ merchant eelle a pound of bulk coffes, for instance, there is no distinguishing name or trade-mark on it. The customer must take tho merchant's word for it. So the merchant must be careful to carry only quality goods in bulk, be- cause if anything goes wrong the merchant himself is blamed by the customer, There is no available manufacturer to blame. The mer- chant’s reputation must be main- tained, In the case of the product in ques- tion it would be purchased largely on the dealer’s recommendation, since’ people do not call for it. Now, if the product has quality, the dealer can 4 eect : afford to recommend it. If price and ; Vy en eee war pence: deliveries are a ilttle more satisfac tory he can afford to put it in stock. : IF 1 Have To RAY Cousin Eleanor's Klub Kolum Talk quality first and price after- ward. Offer to send a trial order first. Abovo all, convince tho pros- THE CUXURY TAX Dear Kiddie Kins: ticed how mothers fret whem) children seem to forget them, ‘To-morrow is Mothers’ Day. Th hae alwaye scomed strange to that is how Mothers’ Day came 1 WON'T WEAR ANY CORSET 8. P. Is selling a grocery specialty. pective customer of the quality of the product, because only in that way ‘ben It must have m invented es} me to have one day set aside 88) o1 account of people who Evening World Forum Letters From Readers on Topics Of General Interest SOME QUESTIONS FROM A SOL- DIER OF THE 28TH, Fe the Editor of The Evening Work: I am taking the liberty of com- menting upon Mr, G, Perkins's report of the Y. M. C. A. work as carried on in France, and I'll tell the world it sure is some camouflaged piece of work. Lather peculiar, don’t you think, that .other welfare organizations could get their supplies up to the front and still sell them at a reason~- able price, or if the soldier did not happen to have the price, the article or articles were given to him gratis? Rather peculiar, don't you think, that Gen. Pershing would make the statement that none of us doughboys should be given anything for noth- ing, when he knew to be a fact that lots of us were withqut funds for months owing to loss of our service records. Mr. Perkins is sure got “beaucoup camouflage,” and, in fact, he hasn't got a chance in the world to offer an alii to us wounded fellows, or, in fact, any one of the boys from overseas. Notice he mentions that none of the funds that the good people gavg to the organization were used to buy can- teen goods with. If so, where did the money go? Maybe they're saving It to pay us fellows dividends on the nu- merous france we expended “over the pond.” SOLDIPR OF 38TH DIVISION, wounded and gassed Oct. 18, 1918, Argonne Forest, WOULD HAVE A RECEIPT FOR TAXES ON LUXURIES We the Biitor of the Evening World: Now that a tax has been enforced on all luxuries, and yet many of these taxes only amount to one or two cents on each article, I would like to know what method {s used for check- ing up the receipt of these taxes collected, The taxpayer does not re- ceive any receipt for the money paid, it appears to me as tf the checking up is left entirely in the bands of the deuler who sells the goods and col~ lects the tax, If such is the case I would suggest that special stamps be printed for this purpose that could be purchased at any Post Office by the dealers of those articles subject to the tax, so that a person paying a tax would receive as a legal receipt @ stamp representing the amount paid, PATRIOT, GOLD SERVICE CHEVRONS., 110 the Kaitor of The Evening Work Can you tell me how it is that some of the 77th Division are entitled to three gold service chevrons? 1 know that they did not leave the United States until after I did, but a great many of them that I see around the gtrects are wearing the third chevron. As I read the Genera) Orders of the A. FE. F. an officer or soldier is en- titled to one service chevron for each full six months on the other side, counted from the day of debarkation ata European port, to the day of om- can you get him to recommend it to the trade. Mothers’ Day because every day 1s} ),,. forgo 1 abot i mothers’ day with me and I know 4 sap: “tp oat say “seemed to have" becat it Is with you. Only sometimes we! not believe anyone ever uct) do not remember to show that it Is./ forgotten, do you? This failing to remember vets to be| Knowing that the whole Nation is ‘ing tribute to a hadh with some, And @ very bad) Pen aap iakes careless fo habit it is too, and think; makes them want It is this habit of forgetting that| something particularly nice for | makes kiddies answer back and say| Mother who has done so many “1 won't” to mother, If you allow] (4 services for them. this habit to grow it becomes sefi-| say to yourself: “It is Mother's ous, It was so with some boys who|and then to celebrate do son forgot to write to their mothers when| that you know mother will like, they were far away and tn danger, ebedient you can, be. a ee Just think how anxiously their Serer one © of your clothes so th: ted for word from them, will not ret soiled and torn, or ye east walle Note the ‘dishes for her, Notice Some wise person must have no-| Pir ond sho will be and how Gla ‘Then the next morning, whem tumble out of bed, think again sweet service to do for mother, ; to yourself: “It's Mother's Day ; will be too, and the next da and the next also, Why 2 fg Mother's Day to you. .By H.C. WITWER. © Cousin Elean spell, L told her I had been ordered let it go at that, because they ain't sand bucks, so I figured he could use sionaire.” THE CORRECT CRITICI to Paris. Joe, she gets pale. no class to any of ‘em. 4 coupla guardeens, bey? “Will you have a little swallow?" | Dear Cousin Eleanor: “But why do.you have to goto the We have been on our way about We arrived in Paris at a place asks Calhoun, reachin’ for a glass. I think I know what was Paree?" she asks. an hour, and sti on the track, Joe, called the Gare Saint-Lazare, which “It is the too early for the bird—| snout the drawing Z “Search me!" I says, “I must of and Jeanne is studyin’ the English is a burlesque on Grand Central she \s not too good!” says Stupid, Seah waa: alte been born lucky, hey?” language by tryin’ to read an old B, Station, This here doughboy won't ‘d been tigurin’ him out, I got] “ane FPotes Bg t sing hav Well, Joe, we have our first set-to & O. time-table I give her, when I de- have it no other way but that we y ry the pictur ind the boy since we been man and wife. Jeanne cided to walk through the train and go to the best hotel as his guest, #0 ls guy's a waiter!” I says to} {ett of the picture ane i claims that’ Im tickled silly at the look over our fellow adventurers. I we grabbed @ taxi for the Grand Calhou ae Se ee at aret a chance to sce Paris, instead of spend- ain't no more than got into the next Hotel, You're suah ecrasy!” he telle me,| teacher's question ca: in’ my furlough with her. car, which is marked “Billets de Pre- ur rooms was on the fifth floor y ain't no waitah goes around Loy’s a COUBIN +3 V. B., Yon! “Listen,” 1 says. “You have got miere,” when I seen an Ainerican ang the doughboy’s, whose naine was in @ dress suit In the mawain’. . : “ team and, me figured all wrgng, Paris don't doughboy havin' it out with what I Galnoun, was right across from us, nna get hisself married or some- , eietod deal af oer, THAN nothin’ In young life, and figured was prob'ly a admiral in the They is:every convenience with the ‘hin’. I'jl betcha, heh? THE KIDDIE KLUB. ai fight, and. essa I'm only goin’ there because I been French Navy, from his uneyform. He exception of fresh air, light, bot “What would monsleur desire?” | The Kiddies are @ Jolly at barkation for the United States. I know that the authorities are not very strict. If a man has three months over the six they do not say anything if he puts on another chev- ron, but the 77th surely was not across fifteen months. What's the dope. AN OFFICER WHO HAS BEEN Hot From the Box, Ed. Harmon, the World Famous Pitcher, Slides Into the World War and Scores Big. for another ordered to do the game, As far as turned out to be nothin’ less than the ks Mysterious Mike. ‘They hold the motto true, Ry on Man a0” itraraton the anc oa Rint tor ibe ofern, but when he Teas W-FiSe avin’ a. gay time is concerned, I'l conductor. ‘The doughboy come trom Water. soap, clean linen and sérvice, Malt NYT Cot, runnin’ to-| of Love and Truth and Purity, ; Efnahs ives ed the ‘gwortolty to fe te fables on Be Seater ble be down, avtting “pomeuion vf lay the Mayor of Paris eight to five somewheres south of Washington, D. way of ge(iin’ in touch with the day?” asks Calhoun. ‘And there are not a few. I can show him more excitement on C., from his accent, and ts bigger than m ’ - 8. “Youre an Broadway on even a rainy Sunday ‘Nothin’ doin'!” I say: American doughboy, and you're on Polo Grounds, whilst the conduc- {nan “oe Mune” Knot what youre, CHAPTER XIL member:t ee . than he seen since he's been in could of hid hiaself behind a flack a!” (Continued. ie I'm gonna take you to this lish, and the doughboy don't room, and if y8u ring any given one “All right!" says *Gathoun, “Bring all comical jokes to one side, I been to © with me—what d’ye think parlez-vous the French, but that h fem us some seltzer lemonades. By CONSUELO IVES, ain't stoppin’ either of them from chamore, Satoh. 1s Bench slang ‘a "That 1 do. not. the understand,” | years, Bronx, New York OE, it was a tough job gettin’ back, because shells was fallin’ id Sebo a re ee title Beh ie around ua like hail, and at * sad enc hig cd he looks at me for a aecond talkin’, It sounded like @ dress re- chambermaid. She grins like @ wolf says (he commisytonaire. “What \s —_—_ me the Kaiser is so anxious to get nL have héard it right?’ and hearsal of a raco riot when I butted gnd asks are you an oMcer, and no she that seldiits lemonade?” APRIL CONTEST AWA\ one place we hadda cut ines because, Joo I'll toll th i then she Jumps up, claps her hands im, matter ‘hat you ask her to bring, “Well,” says Calhoun to me “I WINNER. village: © in 1 am the - " I asks the doughboy. e she underat ish as wi they ain’! Hut mudienly we come up out of & aWWell, the other day i get word to haired boy with my family, and we Ho swung around and gimme the 4s the next one, She never comes He turns to the crmmissionalre, Te me ths fame fovea doughboys. I never was so glad to he said, after hg have got the A ord “Merci, tu By loiad almabie, quand one ebay Oe er iT “Ah ae ad og ann ot eine Se two Bronx cock- | Tt means to me all good and sve nobody in years! One of these all took care of, was the following: Partone nous?” she says, Ral lee MA RaeTI au eet ee You can onhy gst het water on [Wo tila Pariee-vous?™ Like the Red Cross nurse im pables all but run a baynet through ” “Harmon, Dve selected you outs of “Listen,” I say Rave gone 40. tod hike son ICRU AR Rare Gare to tnts Caitean axe meer. ‘atk commissionaire locke more Man's Land. . me before he seen who I was, buc I the whole company for an important Work and learned you a dozen words was gonna heah nobody talk United it of stupid than ‘usual for @ second, but| By DOROTHY F. , - war ittle . worked my way with the tame boche mission. You are to take a mes of English, and it looks to me like States no moah, This yere little dis beth tecaussttne @niar ts about right into our commuimcation trencn, from General Pershing to Major you could get them in now and then grampus is fixin’ to pul me off his as hot as that pole Cook claims he ‘ARRELL, b eight years, New York City. Ptye ‘Of fine, certainly!" he says, with- goin’ till Thad dragged Gene rh cee at the ed Hotel in when fain’ to me and lay off that train ana”—— found! out battin’ an eye, “I will return in MAY ESSAY CONTEST. € 0 ca Paris, Do you know er” ‘rench! alf the time I don't know ‘The little Frenc! winds up and . a trice!” D voters {#4 aquarebend Ihave brung | “Well, I heard tell of It, anyways,” Whether you're makin’ love to me or cuts loose with Mesriing ke Len in mie, ine nent soernin' List Teams |” Tog we mit an hour. Joanne, ls eet. eet ee you, |, oa B he says wiin’ me out the line of conversation. By listenin’ F 7 ready, lookin’ like million re can'be made to spill, some dope about “Are you pretty well up in your "Eh vien, mon cherl!” she says, to every tenth word, I found out that ROCs, out, fo get hie money order 214 Ynampint on the bit to gage on| ne” Peas Gli i RS 9 the rest of his garg. French?” is the next question. showin’ me all her pretty front teeth. the doughboy had a third-clasa ticket down, We passed a lot of places Puris, but C Jhoun firm. awarded each of the TEN I seen him jump to his feet, Joe, “Sure!” 1 says, “I'm up in the air “It shall be as you wish, I shall to and was in a firet-class compart- called the “Knickerbocker Bar’ and . “Ain't this great?’ he says, smack-| Ti" ters aces from 6 to and that’s all I know, except’ what on it!" you speak none but the americaine. ment. Outside of that he hadn't “New York Cafe” and things ike Im’ his lips, “Imagine gettin’ Bronx) i) SS One ttt best oom was told me second-hand. They “Humph!" he says. “Let's see After all, it is of the simple, oui wronged a soul. I pulled out & that st cocktails in Paris. ‘Them guys is| SUsive, wie Tee vould claim I fainted dead away, but YoU Parlez-vous francais? vraiment, I shall td you show, see— G-franc piece and slipped it to the Calhoun changes hia money order there, en?” | Were Rich. * know that's a lie, Joe; I never done —“phat's a cinch!" 1 comos back. Allo Kit, of the gee whizz but yes, conducto for about 28,000 francs and we are _ We wait another half hour, and m| "AT" 11°e tne teacher of # nothin’ like that’ in my life! Any- “Qui, oui, monsere—also, merc beau- you are the baby’s doll, I for you!” “Here!” I saya, ‘Take this and of to stand Paris on its ear comes friend commissionaire, Ho) A not tt estant, certifying ways, I come to on a stretcher, and ooo, sil vous play, tres bel allons, “Hey!” I hollers, droppin’ my hat in can that chatter, This guy is fightin’ J ; + bac into the room with a tray. Cal < has not been copied what they done with my pet square- yojla, and likewise aux arms!" the excitement, “Where did you learn for his country 80's to make the ,7canne wen Gorin OP. when we got houn smacks hie lips some more. Pasty Nie ROO vir knowl head doutt know, 1 do know that He grins at me. f : that stuff?" world safe for the Democrats, and Pack lo the hotel, vo we went Inte #your wie wilt like thi Bronnix.” he to the beet of Gey ee » Captain co “where ou pic oo Bhe : . , Cc t 7 e commissionalre ’ Ws tape howpites and ebook Gy ORG wecleh neers’ oe oe sie throws the walle taco high and 8 youre Cele! is takin’ tickets. walkin’ around had made him thirsty 2%ung, grinnin’ from here to Japan. Composition. tee? and at buyin’ vin ordinaire was othin’ on me in the! Essays must be written in Idle 1h 8, m belpin’ France the same as fightin’ a be badass » 4 ‘seen what he ™ust not exceed one hund ae he called ‘me *Sermeant” and ifr Voi, Welt! bookm” E tells bilo, | . foldiers all have ‘say that to me be- word “fight” this little French guy was, so he presses a button. In about brought, On the tray is the follow. | fifty (150), words. : ; nist tr ant woud you know wi 0ae €xpros- fore we marry.” She puts her arm brightens all up. He shoves out his half a hour we bear @ key In the ing-tone set of chicken feathers ntestants must state done it then! sions mea he wants to know. around me and points to our wedding chest about a mile and throws open door, and in comes a tall, thin guy, the mani AGF. ADDRESS and CER ‘Toe, i am goin’ back to the front. yc, Wells’ I says “ain't got thut far ring. “Now, mon cherl,” she says, “I his coat. Ob, boy! He's got @ whole ail dressed up like ® igh. “In a Paris ‘'t have the time of the most dient. | NUMBER line trenches to-morrow and take on 7e* ! figure if J aan only remember show them this and say: “You handful of ‘them Croix de Guerre hotel none of the help ever knocks— euit to get the cocktails,” he says,| | Address Cousin Eleanor, them guys again, ain't got no more (2, "ave my hands whilst I'm talidn,’ come not too soon!’ Niest-ce pas?” | medals on bis chest and. belleve me, that is, they don't knock nothin’ but “phe hen she is of the easy, and T World Kiddie Klub, 63 Pi time to write now—1 gotta fight! 1M set away with it! T lot it go at that, and I might as Joe, a guy has got to be a fightin’ the Germans—they let themselves oatch him, scald and pluck the New York City. Anyways, | ain't gonna write to you He laughs and gimme the message well of, Joe, because they ain't no man fool to get them babies over hero right in your room with a pass-key. feather, ‘The cock he joomp the Contest closes May 30. because if you ain't on your ‘m Gen. Pershing in an envelope. | can tek the whole American Army, now! I never felt so much like & This bird has got on a dress suit, and ike he was gettin’ as much pleas- ear ol : re outa lt ae'L was. Before Ne Wet yo Weis acta ttle tae ee put the brave, gallant americaine Pay cara 1 meore rs . have much run to catch 498) Report back here in two weeks," hey? And then again, who am I to boob in all my life, not even when I he’ ' a fence, and I 4 over here, you ain't worth a , “ in all my life, en I he's featurin’ a mustache which Is 1 I am the suocees. way pier ¥ Ort ne saya “and—don't spend all your blame them guys for tryin? You presented Crawford with s home FuD sharper on each ond than a baynet. fr, De" tte" magnificent feather of {HOW TO JOIN THE KLUB Gok, a. nee, dechaited ual money in Paris, , ain't never seen Jeanne, Jo or that miro off day I had in Detrolt. He jooks like the Ambassador from the tail, Here are they. TI know not OBTAIN YOUR PIN, Yours truly, “They ain't a chance of that, sir,” you'd get me! I took the doughboy in and intro Coney Island, or somethin’ of the at all what monsieur requires of Beginning with SPRGT. EDWARD HARMON, I Says “because I'm mavin’ all my | Well, we grab a train outa this duced him to Jeanne, He come from sort. them ty, a (1 guess that's poor—that "Ser- “Ugh for the big blowout 1 Gerlin!” burg that same afternoon, and it’s Nashville, Tenn. and a big kid “I guess you-all have got tm the perhaps for the chapeat ape ine geant” thing, eh?) ‘The first thing I done then was about two hours’ ride to Paris if the with skin like a baby. His old maa wrong room,” says Calhoun. I have them, The price is nothing 1 Covey : to go over and break the bad news engineer is lucky. The trains over “Ah, monsieur,” says the new- —forty francs! Noe CHAPTER XIII. to Jeanne, She hay dolled herself here, Joe, looks like a lot of taxicabs Vivele, F and. Joe, ehe looked as good as $400 towin’ each other, und instead of ‘vole, France, week ‘vould look to a chorus girl, everybody sittin’ together in one car told him she had three sisters which “I speak well the English, is not of the mistake I am comméssionaire!” 1 off into separate was pro-matrimony he insists on “We're in right already!” whispers ‘boy! 1 got the hystericals, and Calhoon throwed all the pillers in the place fork oi, with te “Klub Pin” oo BAR JOE: Whoops, my dear— 3) gimme the smile which is one of they are all dividec # eo} ya at him, ehildrea iawn youre of T havo becn to Paris! Joe, 1 the feusony we aren young married compartments, Four people can sit joinin’ our party into Paris, I took Calhoun to me, He turns "to the ‘Can you imagine us tryin' to kid § oesmne me ‘hac have had more adventures genie. and folleys that up by placin’ in each one, if they've knowed each pity on him, bein’ all alone in a stranger. “Commissioner of what?” them guys? Yours truly, sions, aver ow one ey aoe em safe Hitle white eatin ther for yenra ‘The ticketa ia old strango land, and declared him in. he says—“fire, police, or water?” SPRGT, BDWARD HARMON. Sindbad the Sailor, You no doubtre- Grabbin’ hold of the first breathin’ Chey could call ‘em all atecrage and express money order for Give thou- shoulder waggin’ | since I wrote you last than aime ay my neck, first, second and third olass, and, Joe, Joe, be was a good guy and had a “Ah!” is the answer, with a piece or (Hey, where's them cigarettes!) “coupon no. 4G Ube oomenia- (To Be Continued Monday, { FE RG