The evening world. Newspaper, September 27, 1921, Page 25

THE EVENING WORLD, TUESDAY, SEPTEMBER 27, 1921, wr Ruth Leigh, Advertsing Expert: i ee A H.C.L.-S.0.S8.—P.D.Q. It’s No Cheaper to Live or Die Than Formerly Wolf on the Veranda Is Now a Part of the Equip- ment of Every Home. By Neal R. O'Hara. Coppright, 1081, by the Prem Publishing Co, (The New York Evening World) IGURES unfurled by Government staggersticians show that the high cost of living is dropping. Dropping ballast. Bridge playing and phonograph needies are down to 1-20th of a cent a point. Straw Heeled Slippers to Old Maids, or Round-Toed Boots to Flappers!” ‘\. The Retail Merchant of To-Day Admits Frankly That His Store’s Reputation Lies in the Hands ot His Salespeople. cease! s . World to-day prints the first of @ series of three articles FLAT LA in which Ruth Leigh, advertising erpert and authority on salesman TORENT To REN ship, advises sntespeople how to make the most of their ivb of selling. hata, fireplaces and circus tickets have sagged within reach of the wit ~ | . THE HUMAN SIDE OF SALESMANSHIP. mate consumer. But other items refuse to budge. Something must be I ga 1. Understanding Your Custome done before Congress tackles the situation, The last time Congress gave . hid: By Fay Stevenson. Us relief the cost of living dropped so hard it crashed into a cloud on the + — | saove Copyright, 1921, by the Press Publishing Co, (The New York Evening Word.) fret bounce. q 6] F you want so be a good salesman or saleswoman study human nature, e » Commerce Is staggering. The only | $ derstanding your customer and knowing what that particular type phase of business that’s the same as } of person wants is the most tmportant part of good salesmanship. You gan't self baby French heeled slippers to an old maid or a sensible country {Jvoman and you can't sell round-toed boots to a flapper. You can't keep the “ignstomer who tavs his foot nervously waiting one second and you cun't “make a ragtime speed sale with the Helps for usual is the form letter, Form let- ters are always the same usual, h But form letters don't make business e OUMEL 3 r000 tor any ono except the Post Of ‘ oo) We fice force. Something must be done fegmatit good old soul who has @™ www eae ot inate ee ° d By Emilie Hoffman for the common people. They are ‘That {8 what Miss Ruth Leigh, au- Cou rt sh p - none % tired of being done themselves. ‘thor of “The Human Side of Retail 1 an ar by Re Pe ere eae O- There is absolutely no improve. ~*®élling,” a text book to be used by the *associnted Advertising Clubs of the World in its educational campaign for better salesmanship, told me at her wome, No. 846 Pres.dent Street, Brook- hayn, But Miss Leigh's advice to salespeople does not lie between mere printed words !n a ‘book, for al- though she ts young she has had much experience as a saleswoman in various New York department stores herself and knows the “human side +f selling’ as only the “girl behind the counter” can, Although a lecturer and specia on retail salesmanship, Miss Leigh at- “Wibutes all her knowledge to the days _mben she met the customer f wo faco and learned to study the indi- Marriage By Betty Vincent. (The New Yea Brening 6ETA\EAR Miss cent: 1 young woman for four months and then for no reason at all I stopped calling. | admit it was all my fault, but how can | gain her friendship again, since 1 like hor immensely? “HERMAN.” Be d fecl better o 1, by the Pree Publishing wala Oo brave snd call again, It you hit it drop her a line and ask her permission to call, but a very good way would be to simply “bob up" agatn 6ome evening F CHILDREN show a disinclina- tion for any special food thie par- ticular food should be given first at, the meal, while the appetite is keen. Children should not be encouraged in their dislike for certain foods. In many cases this Is a result of either parent having an antipathy to the game food. If daddy habitually re- fuses cereal little son will consider this the proper thing to do, and when mother is prejudiced against vege- tables the children are apt to dislike them. Where the article is an im- portant Item of nourishment mi as should be devised to overcome the evil. A child is such a creature of habit that taking for granted he will cat what Is given him often results ment in the price of living. You still get ten cents’ worth of gas for @ quarter in the meter. The only thing you can get for a nickel are five pen= nies or the wrong number. Ont of 7,500 items examined, the only slash in the scale of prices was for having your tonsils cut. very law that Congress passed is a bone. That helps some! If Con= gress can give us enough bones, that means soup for some of the tax- payers. And soup Is one article of diet that is both food and drink to the average man. Soup Is even food for man or beast, provided the beast is a goat and the soup comes in a can, ee naka just as if nothing had happened, Fe Dear Miss Vincent: Will you who considers M18 please inform me why the men ise and merchan- Who are considered as ‘half-wits’ in there being no prejudices formed. Bue CHRE 8 where the optimism ends, Taking about food at the table We are facing a crisis, fellow taxe should be avolded, Under no cireum- Payers. Man demands food for bis \ [vidual before she made a sale. “The salesi Bo0"S yas mer diae alone will never get anywinere,” by. their fellow men ‘generally tances should the child be forced to stomach and clothes for his back. j . have the intelligent and beauti- ~ a * evi fi @uid Miss Leigh. “A hat has per- ful girls? : eat, If he refuses the article even Woman is more reasonable. Woman q when offered at the beginning of the demands food for her stomach, but meal simpy withhold the rest of the she is ' meal siapy withhold the reat OF tag the is satistled with nothing for, per sonality. .A raincoat has a certain’ why so bitter? 1 have seen a swing to it and belongs to a particu- number of mighty good looking ana lar type of person. And the clever iMtelligent chaps escorting — pretty * back provided the nothing Is cut ‘ ver Ginls about. You might juce t of the mother will probably bring 8 eee od behind the counter will isk why the Gal cacarue ha SE ee dibhine SERIA eee SHADE) (And eh ee try to fit the right customer intothem. aiways pick out some little bit of a cages where the dislike for a certain “duce ¢risis comes you can counton woman || pd to to show her backbone. That's one 'n thing that's settled in advance. f.od is so Intense as to nausea if the child ts comp cat it and it ia quite obvious t who That 1s what I mean by the human gi nes Within two feet of i A the y. shoulders? This some- side of Selling. times happens too, you know! “very doctor and lawyer appre- e such cases no efforts should be mhde | clates this human’ side of iis cliente! Ai oh anion Ninben el ame fo evercome the prejudice—but these But wonran’s backbone won't chase ‘ } d every good sulesperson who !8 one month older told me he loved conditions are rare and should not the wolf off the front veranda. Every be encouraged, interested {n the firm, the goods and me. | don't believe in love at the customers should try to get this angie, The ‘you’ viewpoint must be cultivated, Study the juying motives of most customers and learn to cu tivate the ‘you’ in your deaiings with them. Talk to Mrs. Avecage: Cus- omer in terms of ‘your style,’ ‘your little girl's shoes,’ or ‘your home. Link up everything about your stove, itg me and ils service wi your © and her nee 1 thinking of her fr r side of tue gounter’ you Whi be able to know What she wants, #No salesman or saleswoman cin be indifferent and 4 xvod," con titted Miss Leigh, P Mere rant of to-day admits franaly thot h store's reputation lies 1 tue nlinds of his sa love. su seldor eighteen and declined to listen to him. Since he has told me of his love | do not care to have him near me, but do you thik | will care for him when | am older? “PUZZLED.” Righteen is not too young to be in It is evident you do not care for this young man, “Dear Miss Vincent—Is it proper to give a token at an engagement party? JAMES R. Usually an engagement party is Prise and the gucsts are not aww i the engagement 18 to be inced, therefore pr N given. Later fr to-be a shower, ents are very ds give thi When baby has an earache first wash out the ear with a solution of boric acid as warm as can be borne. Use a toothpick covered with cotton and apply water gently several times in succeasion. Gover the ear with cotton and then apply dry heat. 1 there is no amall hot-woter bag 4 hand, till a Ntte bag wi heat it In the oven or place a butter “chip” in hot water, dry and cover with flannel and tie it against the ear, Do not use ofl or laudanum In the ear unless recommended by a and do not put cotton in- You will know baby has an earache {f he screams sharply and holds his hand to his ear or if he eries when you touch the affected parte. family man has mouths to feed. Baby demands something in his stomach besides the colle. The servants have to be well nourished so they can-en- Joy their Thursda: ci. Mommer needs her daily sirloin so her form- fitting gown can have something to fit. For Paw its a very simple probe lem in arithmetic, broad jumping and finance. Last years Fawther was one leap ahead of the grocer, but 1921 ain't so much of a leap year. Signs of relief are few for Fawther No wonder hay fever brings tears to his eye: He can’t move his family to the poorhouse, because he can't ly schoolS, high schools and coil ate poate wt, ete The Silent Sufferer | raise the price of a booze permit, Ha can’t live at his present address, be- cause too many {nstalment guys pick up the trail. Every citizen is en- tiuled to Hf, Mberty and pursuit of The Jarr Family By Roy L. McCardell How to Reduce By Doris Doscher cess in this line will have to By Sophie Irene Loeb. attention to t their custome: about this; it ory op 101, by the Prem Publishing Co (Te New York Frening World.) , rT: ’ osti happiness. But Faw: peement understanding | huma OMI, you Who dave 50 much and of the ground her little friends do the © Answers to Readers’ Questions * Copyright, 1921, by the Prese Publishing Co. (The New York Evening World.) iy hovk'the iage ebb would glad- | mingled ta ication to buy ing are constantly complaining; task for her. eneae : Copyrlalit, 1921, by the Presa Publishing Co. (The New York Evening Wort.) G6T'M to meot Mrs. Stryver down- Mra. Jarr nor her friend Mrs bios on to the’ fret ie could only a retail s vol whore avo ape She usually directs thet 0} ‘ A ‘1 : ht. ‘The: ot e first-nan Fen Cone are te wh well and strong and oo7'6 Usually, dive nghom “hey INDLY let me know how of the advice you have given oth- town and go to an antique Siryver was in sight Bbeh eae For life ts still worth th Bi young salesperson in regard to re down in you who think “sho came to my. attention the other much | should weigh. | am are, liam, sightsen years! of aus auction wale with her, ses Jy“ depoard that was put Up, ad jnigsion, if a guy could or price of ad= underatanding his cunsomien?” J MOU ATSB te ind miserable; day, and 1 asked her to go on one of forty-seven years old, 6 feet feet 6 inches tall and weigh oowoy yhout antiques,” remarked Mrs. bit aspiritedly on it until It was . guy could only raise the i Miss Let you who h lit ho our boat excursions where we have i 157 pound: Most of the flesh is ’ h No sooner price, Mla te Barone pea You who have jou who pur boat excursions where we have inches tall, Just now | weigh 170 in my legs and hips. How can! J as Mr. Jarr started for his knocked down to him. No sooner price. ple" declared) Miss Leash stave lost a Sed ono: for guile, siic Suid never geen anc Pounds, 1am the mother of five reduce them? !_am a telephone office teah''when Mr Jarr'went to look ¢ M om pis & busin , eae you who faye Progen an arm or 8 river and wo called for her In the children and a reader of Tne spetater andl |. am sisting: dawn “[ didn't know exaotly what had Svor his purchaso. ‘Then he arranged a toa a bu ; See EHURIORIGA, WhOse Galtenue ie SuLomOnild Evening World. E. J. W. cer and fond’ of sweets. ales affected her imind,” @ald Mr. Jarr, for its belng repaired and came home Going ! Work is a matt: H p ta riche ory, ob cladnase the tt iene eater and fond of sweets. Also , g q Vian beings Chita My BttiGe thei gogs in thie wanna ears ene HEM At forty-seven years of age, and Iam. troubled with blackheads “but If It's old furniture affects her 2t MR yoy at the auction," SAR SOBUR ONE Womore in e cars of age aDd never be describe ‘9. one en for your height, 140 pounds would be 39d pimples How can | net rid old bean, why, so be it.” sac aeons . é SOBER ONE: A writ, : never be described. No one enjoyed y ght, 140 1 1 remarked as soon d@& he was kissed { Bebirrin 1 varying stream of indi f flim pest tole Gees see cere ne One Tene ample. It isa great mislake to over. of them?, FAT AND ANXIOUS, TeTAYO. 36 oray to) ape he eee ee ee eee ee treeat er of humorous stories ng ST oeanae too & s much as she,'for te a gre ake to ove f ) yea, greeung lady fair a , se H Be teat Rareundaen : ponnds her it was a ifetime pleasure Ih a few eat aft. wo have reached our full You are about twenty pounds over: Jarr retorted, “At last It a more a fine old mahogany sideboard as te te called upsin to © best way ty study people in ae ; a oM hours, “and It was one of her good sree ; weight. To reduce your legs and! se onieapinal tic han cheap as dirt," write a series of sertous articles. te observe their w fons anil The on of her spine. | days" ys she expressed It, meaning Maturity. A change of diet to Heht hips T would suggeat the trunk bend. S000 | Meot old furniture than “iiiow cheap is that?” Mra..Jarr } In the midst of them he becath ne si hee ( nenative (a Nomeaal ag bad as ust but nourishing food is much better Ing and twisting, touching the floor !t 18 to collect home-brew formulas inquired so sobe eette $ : it hs TERINAIGER was able to drink tt all im) for your genera) health, The alter wth the hands, the squat, the hip like that dry gin one that dropped Well, um-—er, $140," faltered Mr aber and that his i ‘ on Tut ale t this influ NaI, he has but while to siay-- bath rubs will improve your ci itter-bath rub, several of the charg- out of your pocket this morning. Jarr. | aad. kita wife threatened ave him. } Piothat there are sha dressed in A despair? Not at pas itt TEE MNES E ay sate tion much better than a heavy diet. Jf 'ail the Jeg and leg crating exer. Where can you get any chemically Tae wuorply Well that wae the waa lat ; 1 oma . Vi tionaires or w pers ie ip Sauda rine anine Ine The care of five children gives you s. A person with your occupation pure alcohol, and why put glycerine Very siduhoard I wanted to buy, und as informed, upon Inquiry, that faut a cent in their pooke ewer, jo table near the ‘ehe does love the wolld—her littl: plenty of exereise, but you must take Snot need the hearty food that in it and essence of Juniper berries?’ Mrs. Stryver and [ had to go shop. $ he Was taking h ) the man arly morn world that she sees from her table at such exercises as stimulate the mus- in Outdoor worker would and the fact That's to make It taste like gin,” Ping, L asked Mre. Hivvens, a friend 3 ously and that he should.write a 1 eeking,to ado jee iat you have blackheads and pim- : of Mrs, Biryver's, to did it in for $ few funny artic! ar The y : cles of the torso. ‘ Mr. Jarr explained, ‘Rangte tells ine i articles and go off §) *want “ - She does not ery out in anguish: at ple 4 that your diet is too heavy me if it didn’t go higher than fifty a 1k j 1 AR re ' She wate children below who qtat Fate has handed to her. She Wouldivoupleses iitimeknow, 0d » been eating too that the formula you apeak of makes dollars, And she just told me she lone and kid himself a bit 1 ti her hand, will probably rea haye-niade agarden, Bach’ child was ‘ng her cross with the fortitude ofa a ble t ‘ 1 many your digestion 18 4 dry yin that can't be detected from could have gutien It for me for forty This he did and soon became i tance Goormetet u given 4 space of ground to cultivate Poe foe the nee Ee if it ia possible to get a complete inpiired Mupgonilone: to you oe en ied Gul (na Brome only’ there wae a beif-widted tno 4 himself onon more $ “Rut the bes » understand a it wished aad little plot has also come ty het—even the mors set of exercises and diet from = would be to pa t attention to BEDI De See eet there without hia Keeper, and he ran Brethren and Sisters, don't take 4 ‘ mers t y them into been given to Mary for her own use. “rr y were rich | would hunt out all you? | am about fifty pounds the bath rubs. Every night be sure cocktail . it up on her, and then’ on himself, $ , psblbcae rr taiel ah dase Sede oc } H a ent types ance, there is Since cannot sonally take cxre (he jittle Marys in the world like this overweight and would like to re to bathe your face spat with lot “Tf ite only the Mquof men care peing the only bidder after it got up 3 life seriou u do, some “amelie ‘Trt ner ‘ld, and 1 would that all their duce. Would be glad to pay for , a good mild sonp, Fins DE cor, why do they make Bronx cock- to. fifty dollars!*® one will sur hrow {t Into ate Cust Talk days which are numbered were made me. iV. @: cold water and rubbing |") al 0 ed M “ Palthfuily mT t b Cust een SEE Neue ame #8 arith, gold water and rubping <alle, why do you put orange Juice in |_""Tain't sol’ cried Mr. Jarr: “A § you." Faithfully, ' ‘ the Do You T would hire enough automobiles to ,, Y2t can secure @ complete set clean out the pores from the them?" Maclean for ma pays “itn cr ALFALFA SMITH. Soe” ak *Absent-M go around and take them out to see, the exercises, dict and silsgestion . but only by giving up your “To dlaguise the taste of the gin. $500!" 2 . ry ' Know 9°¢} and see, and see some more; to feast BION So far in Unis tone te etiment present diet and eating simple, wh f curse eAld’ Mr. gars “Buti tell ) ta eyes ¢ e flelds o ruittul- end ia MOREE ALS ae ment some and 1 ative fruits and xreen # = ey / ' Custome 4 their eyes on the flelda of fruittuls oy the back numbers, sending suf- $70" nd) laxstive suite and aad me about this old clothes--T mean old ae | 1 ere ‘ ness and the sky, and the beauties of [tthe back numbers. sending sit, vegetables and wth leht broiled 4 i cone tL QUESTIONS. nature everywhe The first date of publication was meats In place of the heavy dishes furniture—euction Mra, Stryver le i We 4, What does “hic jacet’ mean? would show them only the lovely Jute 13 that you have been using can you ex* going 102" ‘ Customer, z \ things of life. I would see that they je 28 pect to cl your complexion, It ia "0° 5 } -pibs-With- Ite Hi 2, From whose writings is “the had every comfort that money could | am a steady reader of your necessary thai you walk at least an “Well, Tam not going { ( Mether Leeann Gy child is father to the man” quoted? y, and I would count myself blessed column and | would like some tieur a day in the open air antique furnitu TH tell pare) 1 a Whe waa the mithalocicsl d for the chance of doing it It is all old and crazy as Mos. 4 78 . ¢ these customers ia a Queen of the Amazons? pO Breet Joy ae man ene Sty ver is herself, It breaks if you sit ag? } SE ae Grain Att tA What was the arastern limit of AA Hive Nee speuaie e ousewi e? ora 66 on it JAVELLE WATER ; salesperson wh ab he Nae Lay riginal have lost the greatest boon—h Th H 5 f Ss S pb k ‘Yes, U've noticed when we are at tity. the nd put them in a thirteen States? ‘ q dlentify them and pu ‘ And if you have canse to sorrow, or * the § yer’ sockil function d fi pogertain. class at understand them 5, Where was the ancient Kingdom time to brood, if you Jug a grievance Gwen © Be addi! Sane * ; ae Soe binesd 2orelie Waieert werk anil apprees ist what they wWint. of Numidia? close and can see nothing but gloom, . , shuwsa her ¢ i oh y Ie all w has stood the test, ‘To every nities wisiies 19 6, Whose daughter, to escape pur- come with me to Mary's window and Conreiadts: 201L,; be Cie Rread, Rubllshina: Ce. /(ihe New Tork vening! Wer} she stands around holding @ bottle of ie! aye lt = toate old n nee i enon 1 ! suit hy Priapus, was changed into a look at the golden light In hor eyes ANDWICHE n be made several be beautifully cleansed if put ina box jiquld glue 1dy to stick any of the It's simply made in any clime, emem ber s Every uJ e. and e i elie sp! » mile a " th vt led v! « oa Hs) it 0; ' ", ) ling with her your f i. 7 What beautiful woman, accord. Sie feos her, litle plot oe teave keep perfectly fresh If placed i ey tant ot brush one's vesight." "ae ing to Greek mythology, did the gods 5 8 ally coun “aves . al with a prush, n ae . over ag iocur 1 th at Roraarinite PaaS +4 Rromethe, * and the new buds. an earthenware receptacle and cov jubilee and you broke a chair your ean to What type Batre ; 9 use “And every day there ts a new hope ¢red and the vessel left in a pan of eral lage: has bee shed, 1¢ id Mrs. Jare, “And Mra WANDER 8 WONDER WORKER heft of fire from heaven? After silk taee has been washed, let belongs. After that born in her heart that something Stryver gave you such @ look! Did col c t lie for half an hour in warm milk your attitudy to he 1 8. How many sides has a paralelo- move will grow wp even though she Sold water, aie Pan wae do it on purpose ber good will. Wher ne gra cannot, And she knows just. as yo whish has boon aged & Very smell diin't! Mr. Jarr asserted ‘The secret of pure white clothcs. passed down pleted you wil What is the name of the larg looms come forth that they Spoons or forks for ¢ dessert pave sae of eK mn water nn neues But I tell you what, if you from mother to daughter, is simply—Javelle Mmaried out (ed qiobular’ giaes bottles used as con- s will come in are not put on t le when fm ry and Iron on the wrong side such old junk and have Tm, on a board covered with sey nick- nesses of clean flannel process of making this moat famous bleach Chlorine the des- eutiman problem, Wy 1 tainers of corrosive acids? thetr m; for ne {r, but are pla 1 wil break it on (pu hing setting rt p! places to lost in the univer in simplictty Itself (f you use Wander ated Lime. Directions on each cai te or In position on the table 10. What are the principal ingredi- and though PRARAAAARARAAAAAAAAAAAASAAOOOA +) ents of sealing Wax? ody may shrivel und die the sun- where the dessert Is served oven just dare!” snapped ry published, Miss Leigh will tall re Dos Wordsworth: 3. Hip: touehed her talale bys ot ean be re 1 by k ie witli the de one ! i Send 15 is from cane of Wanders Lye . about “The Pavchological Mo li 1, Misstisipy! Kiver: 5, N And thus hertmuine Kile ito ‘ Pay i Munnel dinnnd it faa da tin 4 Simran ug ~ 2%, ‘cents postage 10 | ancien, ment of the Sale. ; > Ss REV UMRGHE Te Y t have heer \ NG she us 1 Pan) bayattt © slipped 5 ‘Tables Book tor Cooking hae wit a, curboys; 10, has indeed made the world better jovsen toe accumulation in the works from bis ufticn and attended the auc. i offer good until Jam. 1, turpentine, ber coming—even you and L Quills and wings that are solled can of the clock, tion, He lovked around but nellber 6 " , ' j * BS = ~ ow one ee ere areoeen