The evening world. Newspaper, May 17, 1919, Page 13

} | ee vould ae iii PAL \WOUZI1)s Ndpoiilichieastsanaktdennmemeneedied nee mee nomen a How to Bea Better The Evening World’s Salesman ae ——"|Kiddie Klub Korner, and Earn Bigger ‘Pay Oi CER aa Sur ra eras con Bor Conducted by Eleanor Sehorer "s nN DON'T LET HER Go Our. NLL WAIT Sue WONT BE Back Tue UL BE BAck SHortey TE THIS EVENING? ' Copyright, 101%, dy the Press Publishing Ca, (The New York Brening World). cones Sha Nex Cie Oy When Tom Did Good. doing business that he might have Answers to Questions. \fo\nt | sdagang Sais @,.a-uee OUT. SHE ts CALLING Wis @ swlosman commenctS|ionttion with a new firm If, how- ng lame” in his ability to Hae the first thing he thinks aboat, ud. a-rule, is that he needs @ cruteh, Crutches never cured any- body. It would be much more sensl- ble to remove the cause of the Iame- nes, A co¥tespondent, IL I, is going ame, so"he te sort of shopping around, Srietng ‘crutches. Here is his situa- tiem: He completed a courge in sales- manship and derived a great deal of benefit from it He is sow selling, or trying to sell, a high priced line of silkg,.to garment manufacturers who use mostly popular priced material. Tt seems the realty good accounts’ are betig handled by other salesmen for his fim and he gets what is left. Inasmuch as he is un- thle to make much headway in sales, he is «onsidering taking another course in salesmanship, ‘The remedy here is not another course in salesmanship, although tt wouldn't do you any harm. Remove the CAUSE of your selling Jameness. Den't try to sell a line to a class of prospects who cannot, ordinarily, use tt Don’t try te fit your prospect to your goods, Instead, fit your goods to your prospect. Hither call on a dift- ferent class of trade or cise take another and popular priced tine to your same trade, You might be able to sell me a suft of clothes, for example, because I could make use of it and pay for It. ever, he definitely decidés to maké & change, nothing will be gained by waiting, He should mot Ist timidity or fear stand in his way. Decide definitely on ® coume; then go through with it if the eky @&lis—and it won't fall. =| tage Cc. BM R-—OccasionaRy I answer letters personally; mot often. You must understand that I am compelled to keep posted on all tines of business, that I must do an immense amount of research work in order to give the right kind of service to my readers. My dally mafi is heavy. So whenever I possfbly can I “dodge” the personal answer, answering in these columns instead. J. T. MoC.—A course in advertis- ing is of some value to @ saleaman— not @ great deal, however. Tho course you mention is excellent. The firm about which you inquire is thoroughly reliable. They have a good proposition for salesmen. The Une ts not ensy to sell. Here ts « letter which I publish for what it may be worth: “What is a man fifty-four years old and. another sixty-seven years 014 to do who do not want to get mt of the business they are in, but who be automatically pushed out on the pavement on July 1 by the repre- sentatives of the country they have faithfully served for more than @ quarter of a century, by paying Ii- To Cowecr was a brave and generous lad. He could not see anybody punishing th guiltless ones. couldn't tolerate ahybody striking animals, for RO reason, wide, one day, reading @ book, he espied a man seated horse that was going at ¢ull specd. The horae’s} While Tom had been talking & perspiration spread ever his body and dropped on the ground. ‘Tom looked THE BRAVE AND GENEROUS LAD ASTONISHED THE BAD MAN} * 'N @ smal] country town, in a dwell-| mediately o@eyed, and when ing of their own, resided « email | finished the horse walked up to Tom family, Tom, the juvenile son,|and ruvbed his nose against Tom’ cheek. The horde underatcod. man walked up to Tom and said, ‘Dear boy, your talk hanged me a. great deal.” Tom didn't like to compliment: he, inatedd? the man to treat his horse with better care, The man swore he would do It, and departed. uae ‘AS Tom was seated near the rhad- crowd of boys surrounded him. They n6W waited bien in thetr arm, ait OES cheered, “Hurrah for Tom! @Hurralc deed for Tom! Hurrah for Tom!” ‘i Story and drawing by AbratamMiGs Shapiro, aged thirteen, at the horse, and got angry. He shouted to the driver to stop speeding and wipe the horse's perspiration: ‘The bad and relentiess man said, “Stop your foolish talk, you tmpudent boy. Tits ls none of your business.” ‘This made Tom more angry, and he saw how the man kapt on beating the horse, He again told him to stop. ‘The man then stopped and sald, “Next time you talk like that te me [Tl wring your neck.” ‘Tom said, “No you won't; you pitiless man, Look at that poor horse trembling and Dleeding. Haven't ‘These antmals weren't mad beaten, but to help were a horse and was and unable to spent, it? Of course not.” woul wast! your cense, taxes, &c., on a business com~ Sr 3 epoter Dae con mended by Nehemiah, chapter y-1i trying to; edi: me a block oa ahd chapter vill-10, and the products I couldn't poesfbly|of which maketh a man's heart glad pay for it. Do you get the point? —Pealms civ-57" carefal abgut changing positions, €% lis not atways true, but in the main pecially when he already has a fatrly/ic is. There are many firms witich are glad to train men for their sales force, paying them on & commission Into the New York Shops ‘hem in cuff effect. The fabrics used are gabardines, tricolettes, shantung, ‘Wool and cotton. There are cotton Sport suitings, 88 inches wide, in BS il it Bia sae ot reaatng ver; and the wait uo! have the paper before i DEAR COUSIN ELEANOR: ‘ou can’t thir of how hi oH f | Hot From the Box, Ed. Harmon, the ° - “Tinton he sage, Pole @_sbest af will be a World Famous Pitcher, Slides Into ot oaper trom his pocket. “Here’ so the tas accessory to e or ar and Scores ig. ffugsing, formiy with the Giants; misad it here to ‘Lake to bunt fw Jeanan preytxt the late a go Rerade cine ass OS me aie ene as Mane ring. ‘They to, Deanty come your hame is Allen'now, heyT Shorty Gevies rashes ever and he put be very. modish this sp ; First Base, . hecalls a me. “All right, Mister Ed grate ma » Not are obtainable in a wide.variety of or ING CHAPTERS, BeaMSitind Base oe Lets Talrd Harmon, if yea're a Toten as you “Stand up te the you to run materials, ‘There are white and 4 Harmon tn & came ageing the Cubs gives them eight runa He te fied off the team snd, Gtrect trom the was tz the league 1 oughta have stiff!” he bawis, “Your ts 0. je um and finding & reeruiting office, enlists im the army and starts for France to get into the big scrap, ‘The fest tes by way the a field day. another ene ef I took ber down tm a bamb-proef cel- RUTH BENTL! etriped piques, fancy cottons ay im Franve be sees 6 citi, Joanne, whe looks very good to him. Hd manages to oe 6 quod Gel ef BO recruitin’ office. Short Stop, ie then babies end TM lay it in the lar ang she coulde’t get hurt if — saben ey novelty ‘gills, Gome pretty ones 12 snd they are finally married fust betore be leaves for Ube front He te wounded in » fight and ssine form'’ty of the Braves. bleachers!” tried! @he's some dame~and if you APRIL CONTEST AWA , P striped pique are one dollar. Tt 1s] te rah of Copel: Arter © oor of sbemon be rotarhe 49 the trenches fast a tne te sane ouctietd’ te ‘ap of simon pure “Cast your over, Sie ene than. svt hal ber verve well ovo this hme RD WINN E Ratt skirt that ts plain. | 02% 0 eoen'y & Sane Sete ies etary Seats cttase, Bes Ghee bo eteme © OS Sakore ShOY WER't EWS FOU SO hth | and feed him & and the large dough! gaiiore is him “The Flower | Like the Best’ ’ only the tailored gee any information be is taken out again, Beaded fer the guardhowe 4 counter attack Wy te trouble.” outsheot. crasy ever their money and. they '¢e ‘The flower that grows on, * This is made up af the woo ‘French sires Bd the opportunity to ture the tables om bis captor, which Re Gow, gutting possession Joo, I Hked te fell off the chatr! T den’ know weet be Gd with bie won't let the umpire call the thing DP. del : ries abeee QUEM ab dhe apring nade |S Sm ee Sudag Bet SS Me oe ce ceean ana tice ah tee eal st meshes ws. “D'ye expect me to go in and win eye, Jos, he cast his bat over it off; it’s gotta be finished new! Never could tle} Is the flower I love best, “a Ir the | “mete ture Bis prisoner ever to an % and faints, only t come te and fied thes he @ ball game against @ team like and for al) I know it come down in mind them tron ‘That beaytiful, pretty flower, son, of taffetas and satina. been made 4 Sergeant, After © trip to Paria, Md returns to the trenches, where he is sclectad to tke tnotoe 1 hoflers, “Why them virds Africa for the Gret Goance! The heads couldn't righ ‘Under y . sown Is of orepe, chiffom, Georgette, |» inier to London. after mune trouble be And Joanne finally gst to London where he meste Shorty an 1 ait. crowd went wild and they didn’ have shotgun, The ry which our herove lie at foulard'or tricolette it is draped. Nerving, an old trien@ of Lenox axenue and sow ® Corporal im the Artillery, Sr aS dal Ser montat® nothin’ on ana, ye og out end The em ent on the new oe a eer be rem ae beaned the next and the eta bit ball on Braid my 0 om guys Lng wutte and separate ‘skirts, It ranges CHAPTER XXL, _ know," he oars, se, will yon do ft hetr tives and oret_ Deree ee fae See a oe et ome ane ae crm Ge were . HAR JOm~Wal doe T hope Sakin' me, which was form’ty with Pre mages’ Comte ake 'em "balls, Jon and they alent ak ae pa SS) oe to the three and four inch widths out no peers as @ baseball it poy oem Sreunt wet, And the guy plate cheers for our beroen hems. you'll excuse my tast letter 7 wanna , toa ‘will. Olayers, Goes tT” _ Youre fer seven inntn’s = Gat’ ) strikes at ma, was cy that are used tn Heu of ’ pitch! Joe, of will ED. eallors was ‘the bare ovalt fight for liberty. ‘The wurplice waist i» much in ert wovine 715 Denere eS Hest (fic. Gouetin er tq Ue Fm going te bo busy to 2 Scere ts sires nd 9 ome of Serene Bi that grows on demee in the advance showings of dear anne, callin’ bum decisions vy mitmute in keeping the from aruiese wondre ef Gouled more ° _ Mpecke Daintinens |Captam comes around t© my @0g- Sean a nome vints wisee T’ Mower a setting to Afréoa.) eo Guy bit. We ef armn wen, end fe guns , sheer summé Ld fm the gourth and more trfes to stands out as the prominent feature oct samt ont wes woveing intenested Bee oe Se hire oe reeeee CHAPTER XX. ftxih (7 the gusne eo, got Chat? Fano one Oe Sand n these’ dresses, and this i en-/in that last letter and wants me wanne pitch Fi the way we started the 1 alan a B ” need OY te attractive sashes|decide st wo! push right on ahead . Well, what d've mayT sage Shorty. mam some renee bey comme tp fret and by that the bomb, tryin 4 MAY ESSAY CONTEST, * “1 worn with them. for Bertin er take our owa time and won't your” as ott of the duneuh Oo techs nee tees Serie, t creo eee, me Ls gt wile: cWeat 1 ould Do If mae marrew. riwone, no uabvoreely | mep Ore Sey one On 90 87. 2 Se See © ome te et the rain, oo I tmd to balls and then we come to wal The the first ball an ‘on prise of Sour Thittt) Gtesape worn with blouses to’lend color, nuw Weare 13 Se 700 Tet a ee ay Te ara tte ike tad. te Drea off that last letter, Sret two euys up for us give & im- Se woke marw .| (the equivalent of $1,002) will be Py have the ends finished oft with fancy |end woulda’ hesitate to die for my ‘iddin' me about this TH cua you cul Anyway, Joanne gots ai dolled up eee een ee er amit re. arty tage eusniae the Sich tehechios, nalea trea ta ee ~~ designe in beads contrasting country, but when it comes to starv. +ondon and and we grab a taxi ont to ttre piace out—none on. Just as I stepped up first touched dirt! rt = hy ‘ Gra Those are. not at all compll-| ing to oath told him Fa leave the | TAY, Of sary Cand FA ETS they was sing aaa ballpark. Al 0 io platter, Ubear the cromd yatin’ The gang, foes wd end 1 start one ga “What l Would Do fT Were BR cated to make, but pretty © « lat, td gee theyre lookin up in around bases. Rich.” th up @ bankroll! though they wes aimovt two hours to > be purchased for 98 cents and thcse|, Well, Jon, to take @p the etory of “Pi “jos, we att down in the lothy come amd go before the gume started, Sivie,! git, we eames, Jon oon Wars bef ls) be home plats tad "te of tad oatantant’ oomtititon alt ine ac @ cents are very attractive, {n' who comes around to the hotel and be tela me they ie game af the place was jammed tight with the field, very ‘up and goin’ vet catcher m gotta permanent essay has not been cened oth One ‘The 1018 sport skirt is made up on| but Ghorty Nevins again. Hee as Tansed cen a tem representin’ ose ‘The most of them was sl- sow. O'Hare ppet a erik over relense about three feet. I seen to the best of their knowledge, th shite plain straight lines, It will, of jexcited as e busher tn bie Gret bis ittny to be played in Tomson for the diere end saflere, both Mngt and [0,0 whilet £ was weichia’ an ood $e, tart and I stapped rua idea ts original, must accompany eacts course, (bp storter than the dress |loamue eysorm eee benefit of Red Cross, the American, they was plenty a Pe fy By + ward A. they etart eset” he yeu composition. skirt, which Dame Fashion decrees foe fies Peete ate © ** Americans in London wit be there ee ak too. Pal pe, eatin iene” fumes? me, oan’ wis Sy He - Bhp ary gs wear pt ine Tauat be ankle lengtty and the only! “orty." {aura ix bate to tara seo OX the ewell Mngileh gure {OT the grandstand and warmed up with /v00d Darlin’ “Taxe cuveri” and ware ‘The rules You eotte touch the fifty (150) ‘words. undred and" tical pocket flaps, |down a friend, eapect —_ wenshever diore herd" mob 3 . trimming is the vertleal pocket Gaps /GoW SOTlein, hice” and’ ‘Times Way they Tun how. All tal ne mys Shorty, for embile and thea we, want rer and cleariN’ a apace or the ; AGE, ADDRESS and CERTIFICATE waless 770.048 the paw SaHkrh Mt Gquare. IT let you Bave ten baths Sey yall be mere Gecple Gere Onn Oe mate hi FO rind any Kius’s auto, € dont quite get the The Clue in the Air NUMBER, es | Amertoan that’ ieago every nickel Cub-maten, They was all tickled aifty ' Wien, oure ow nerd i420, 0, thn Red Gram rhe Rae Go dean aca eating ine a Ten ae Semanal By-leahel. Ostrander wot ade Rie, Nee bay Tome “Anchored” Surgeons Op-|*it"riun’ even thinisaat mania’ a but fcr (gheztorms ‘baton their Grations Tes Jou Le Death ST eae mivate them A Detective Story That Will Pussle You With Mts Master: |" Centon slows May x p touch,” he says, “tut now that you team and the doughboys mort- grout erate in Storm at Sea mention ft and Weta any mind, feed thelr Wage for geveral Years lsh swoidary peu mE Gopat oct that tae king wes sommes and Surprise You With the Unexpected. cJ 6 ten much iged. take deta, . ITH the decks ‘tilting to @D/ What I'm gonna ask of you is gome- “They think we ain't got nobod: diamond headed a Gand gad efter 30 there, verine in Sombet It co P ‘ws an eternity before that horrible thud of her body striking the HOW TO JOIN THE KLUBAND -angle of 38 degrees two sur-| thin’ different.” , 2 witch but a guy named Wilkins,” i - oot ee — ms aan that que ae sit elk came to my cara. He had stood poised and immovable after Bepaaias geons on @ troap ship per- peal, Wet le-ihte x mnre, stents’ Srtned we Boorey, and While Wits ae7 end some more of the royel family, no food fa the daytime and : hts beap end when be heard the sound of her fall, he laughed again, formed a delicate operation requiring | siready, that it you dont tel me in hurled tio professional ball and If he's fore’ steed np and ante sGoll ice by de A to Mettly bat drenétulty. ‘Then he tarned and passed like » swift, noiseless two hours, theteby saving the life of |a minute I'll die from simple curios- a pitcher I'm a pate of duck soup! the King” the tane of whidh ts a look Wke the @ingfish tates trom the am Americah soldier, An illustration + bd py of Tee, macgen th ‘we trot steal from “My Country "Tis of Thee” even paintin’ the in the Popular Mechanics Magazine} he gaye, “But PR 4 OR, : cret etn and then they tried om “The Star. and Sottom. Bator seers’ toh ‘Battont oa the operating | "ne, youTeouid of knocked me over fair, Is 1? Biachin’ © lotta amateurs GR' ater Make ihe anutvats aie come on with tien ‘ with, umpire, @ guy open up with thetr aixteon, ot table, held in position by several | with 'a aix-inob ghell! up against me and takin’ their ines ‘which used to call the Joe, they drop over cans mentee, fash Bese “eallors, ‘while six moro sailors |,..You want me to pitch?! T gasps, dough? balls n the ‘Tri-State League and és and around the ball Saye sre ew ro meh da ere is they amy baseball bein’ ‘You been hangin’ out in Ganday- now on a gubmarine chaser, give out The attendance i. “anchéred” ' the surgeons firmly | nad over here?” schools again, hey?” he eneers. “Well, the batteries. In order that the nevy and withie COUPON NO, 469 against the table, “The main and fret thing J wamne don’t worry about that part ef it— wouldn't ‘who I wes, my name t) Robomy. o@