The evening world. Newspaper, September 30, 1921, Page 37

How to Reduce Your Weight Right in Your Own Home Helps Make Sale Ruth Leigh, Advertising Expert, Gives Pointers, Cites Examples How to Help a Customer Decide How to Narrow Down to a Choice Can You Beat It When to Talk and What to Say la Miss Reduction at Abdomen, Hips and Thighs Object of To-Day’s Exercise. ~ 5 a By Doris Doscher, The Jarr Family Thin New York Eevnine. W By Roy L. McCardell. which S| HAD MY HAIR, Boe: Recond of a ecrics of three articles iv Leigh advises ‘ ng Co. (salespeople how to make the most of (herr job of selling Wo, 2—THE PSYCHOLOGICAL MO- MENT OF THE SALE. By Fay Stevenson. } Comrrigh: he Press ‘Ta York Reming HE most difficult thing to ae~ vomplish for an over-stout person is the ability to acquire — nimbleness of tion especially Ia the limbs. Hxcessive weight asually e * 19) Pub) H Courtship and foot, with the head 6GETPHERD is a psychological mo- ‘ leaves a heavy deposit of fat at the SRI ts s | upper part of the leg which makes | ment fo every sale, and arriage | dt ray Maat ag The owner cot only mekware bot Mt | trsportant factor in closing # aale is | N, Mr. Inte. plaintively, “could” | ice of my neaaern, emai bese | knowing WHEN to close it. This may ’ “| vou tet me have a dollar, on BBY otner of my readers, Mier need. | sound simple and obvious, yet it at 1REL, We the Dome Pabianink Co | yy norrow; you know" flidation of ordinary selec prs | ‘6 » met steps in | j Mr. Ja as going to say Mre, Jar 3 | Feil, tag are Ble 8 “eh 66 EAR MISS VINCENT | new fe ‘had i det u aandiy ina was used in the axercieg: of ‘tesdaam retail selling. he trouble is the Am a girl of twenty | sehaislaet data lal Ly “ iilustration, and this will remedy the | many salespeople make one of two | rious sums for petty cash pur tears ficient years of age, have a | | ‘ es, CO. D. packages and money Condition. 1 Libbdeetat ds Libby Ud, Kine oth splendid education at a con ei) | u| ie moved wh tH ldren win The keynote of ail these exercises | too eaily and Ltestied to nese ne vent schodl, and though not con \4 ‘1 el hia ! D ind ae - \ “ah baer that you have had in the last few Jes- customer, or they talk p: si ceited, am considered awfully Bee a Ae la “ib rae tetcg S0ne has been to sicengthen your | ing point and talk themselves out pretty, | have good manners and ‘2 ‘ut he stopped short~such reminders jowers of resistance, and this te te the sale.” whenever | ge out am able to _ —— ee ee eee - - ways made his good Indy pee! of to-dny's as well. Grip the rope | ‘That ia what Miss Ruth Leigh, nu. Make friends among the girls iacacripe a doa % PERALTA My grace ous!” whimpered Mrs. J demi 4 th 4 : and boys. Although | have man rn = > Pe ‘i rmiy @round the bande and slip it Thor of “The Human Side of Retail Gin trends, they ore all seatteres AN INCH A 4Ou MANY ABOUT IWELVE verybody Is always asking me for underneath the 01 d specialist on re MM» r ; j=—2 , arr voney. ry > a cent of y ‘i LLU aus hel Gok e tee ea UL TUE Cee ( MONTH HURRY NOWES Wil NCHES, HUBBY ney. T never have a cent of MY welt up, litt the foot aM high a8 poss salesmanship, told me whe ° . a ak am ‘ toth fehl aed BUDS 6 ie dowd lt thle. This will hav 6 di L the psyyhological moment YOUNG men, but none of them y Nou NEED ») “DEAR y y when: Mrs, Tangle and { wero o tiled ha le the saree jscussed the psyyi a Reem 6 Bay any atcention te he } TOU IN ( pee ‘ ; fieia) effect as all weight-lifting ap- of the sale. aside from showing me great re TO OQ) 7uUR \ passing near the park and ex-soldiers “Next to understanding your cus- spect and being pleasant. Some- TS Soi. cre cocseting for the unemploy tomer, knowing when to close a sale oe aren ' LD Gis ae lik) HAIR Ul nd ft only had nine cents to give ‘ pare en s good looking ani . ore || 1em, while ti de me t@ the most tmportant part of good haven't one-third the opportunt ( K a m, while Mra, Rangle made me | balemnanship, declared Mise Leigh Wakil haveuwith aun feltewe ( \ ie hamed because she had a quarter “Too many salespeople do not appre- re uy ering Where | eee } 1 oy Wel, TE don't know bow 1 am to { 5 ate lks y worked a young man whom | eae! hn fownton get any cigars or ciate this art of when to stop talk admired always asked. another YM vthing if jon't let me have a | ing and displaying their goods. young woman out, and no matter / bd fisish : “When a customer appears more where 1 go | notice that the other | ar,” persisted Mi. date meckiy tak ln GAO BUUCLG Chan 4 , girl always gets the fellow. Will Seed aa eae Aims, for the love of Allah! Alma, wae - ouiy shown te her ana You kindly tell me what | am to \ Y y she iavacee ARE: article previously n tot do? PUZZLED E. C. B.” ‘ cia ae ; 1 her satisfaction is evident, that is Dorpot get BIA AMEE Wel \ | | | Mrs. Jarr crossen the ronm lke the time to close the sale. That is a r fide WHREWBN Has ees \ | i \__# ly Macbeth in the sleep-walking cue that the time to display more MtneA RRA J | / ne and fumbled u 1 lace bu | merchandise is over. The goal has ive the fewest beanx | \ nw cove: brought out a key | been reached. Kring her more mate. marriage C \ |e } | a N ; ial and sho will become confused wwlien. “oul -Kebr Ole ie ns { hi sy tht ened a bureau ‘Talk to her about some other ware with young men; bu : rye - <¥ e snd ve ap yer one yu ntertupe her line of thought you are not the onl 5 nrel brought out anoth key and powers of decision wird 1d Oia ath | ines a ee z i = =) SS is "i re ‘ wi ekeAchareG . But supposing a chstomer's dec NH ome Rweet tian = course Rena ; ARATE Es GRE LEAST ATRE: GOES BH sien narrows down to one or t rtt- on the Girls are not marr 7 =r A > - 3 ES) Wi Hd Lia dee lth ay cles, what ghould the good salesperson inj ie CHES, fibcatta a IT LL BE AVEAR ABOUT ») 1OQD PvE | ed Into the depthe of this and then do, then” I asked ae rl who is unsought by gre THEN REFORE ( TAR HURRY LAM GOINncy ts heard to say, “Where's iny hand q Mainly, she is going to buy on: Aten (ohans! Ww diss / Se OoiTe = lay tC NM h so the saleswoman should try to as- sit close and stay late OU C2 Bie)! bene Sn TAN Be " Ds sist her In a final selection,” replicd not worry but goes ahead with he, YOU CAN DO c mh TO TRAVEL. ), a Did you pat it 1 the mat Mise Leigh, | “Her question can sug- life work. 13 interested in yor YOuR HAIR (5 ¥ FOR A YEAR LE oss? ached Mr Jarr gest a decision. ‘Which of these bags business and p all your energy and se pos Ga A Sie pan y a ath” sna ppey 04 | Will you take?’ she may inquire, and spare moments in that, and then UP LIKE A Te a ae o> No, [did not!” snappeg Mr: art | her customer will realize that she is perhaps even four or five yeurs LADY Mes ( x | never put my bandbat under* the éxpected to take one and will try to hence—you will meet the right man a > \ WY mattress $ alwaye put it in this | decide Without further hesitation Perhaps he will be a much. better eRe ) } closet, hanging on a nail, and I dis i “A good salesperson, however, must Man than the ones you see chasing ctly remember so dol 4 @void urging a decision too quickly, about with your girl friends now Unsily ramen ber sapiens) eves q Ji is poor policy to give a customer before you were up this morning J j “Dear Miss Vincent: 1 have known a young man, who seems to like me very much and acts the impression that she is being hur- ried, Nothing Is more offensive to her and nothing will make her depart had my handbag out to get my purse sitn to the laundryman, and Without baying more quickly. ‘To a Very respectfully, for over a year. " ] shopper, buying is a serious business. me Shlsee om ast) see me every so gBreaned, and Mra She wants to go about it deliberately, Often and when I ask him why his Jarre went on with her memory-vait- THE ROPE LEG RAISIN o to get 100 per cent. value for her Calls are so limited he claims that ¥ ) Apt G EXER money, and she refuses to be hurried we fatten’ demands most of his i ice ant : “Then, too, the time to close a sale ime. ike but I do not feel “lt know T put It there, and the poratus work hag, but aced es Meperdaiinreeloronethe cdatomarcone: tlatihells eallingithaltnathes la t door was locked. Ob, my poor PAURIMS walk Nag Pie ira ts scrving. Study each one carefully felt he were going out with other S kanal Butamallcwonder (hap d don't So met es eee ey Lan and employ the utmost tact in clos girls | would not have any sym - Lhe: rice to the high position This leg-rais- ing. This is a decisive moment in Pathy for him. Do you think | . remember anything, the way I aM ing reduces the fat at the top of the the success of any retail transaction Should give him up? 9.30 24 IL bothered and worrled about every- jeg, ana also by the pressure and and one cannot be too watchful of it. “TROUBLED.” —— thing {nm this house ‘ ¥ : 1 “When a customer appears in Simply consider him as a triend pee wee ader the mat. Sirti Feduces the abdomen and hips cisive and hesitant, when a sale rat t 1 suitor SES carrer atu St bk ie - ee on K ie , This exercise takes but @ moment of @ecems to drag alor unsatisfactorily, a tress,” croaked Mr. Jarr. or he bad time , ou ¢ do q a try to find Me thedaaaon tor the da Dear Miss Vincent: | am a girl ; . ud passing glances at that feminine my i YO n do it quite a few fay. It Mra Jones la not satisfied Of eighteen and’ quite popular * ' % u x lances at that feminine times without becoming fatigued hee UU He Tress calnenus thevneyesueeclal lth Going Down! ’ elps for the — § mssvic's nes on reverat occasions too much cannot be sald of the entirely now line. ‘Try to render as- 9M€) He took me around and in- qepceeen Regret at Ss t e 0) t angerou when Mrs. Jarr was playing pat-and- wondrous effect of what exercise will pintancarinineininkiien (oaolber oduced me to a is chums. nA EMPTAO aS s M tl > luke from under the ticking. He had 4, tha @tour neve: Te ain “A good saleswoman can often bring Ten bles ehving paid geod deal do not mistake that feel- A ’ 5 otner visions of bille, Higher Thought pam- ayptied to su = Hi aa . t Preiss. : her customer t i lon by refer Recamnalanakyy abatenn yo ene ng you have for your em- A e In a Woman S I ife ? eee Perit phtets, newspaper clippings, Icky ae really need it, and you know ' rin her previous comments on the 3¢0e Bngry. ployer for fear. There ts a fot ce : b charms, old mementoes and other and ; merchandise, fere's that heavy Party and he wouldn't speak. P > often Bo completely de ng sured junk of the woman- NOW unsightly an stout top iimb satin you liked,’ she will remtid ner | Sat down beside him but he was 3 uf differance een fear and SS ee aicovadiiy: prraleniidar SUleiNarth teen Gg, and bow matured and tungeace customer. By referring to her pre £0 chilly that 1 had to leave him RESPECT Heya pat: x Pavel troyed by emotio i ; is and b oe eer proal #he wil accomplish 2d join some other friends, Now pet ‘It’s Touching to Be 30; More Touching to Be 40; nea! that eating ts im Why do you persist in nagging ma fut it makes your entire appearanee, two objects: (Cl) bring out goods which N@. 92e8 around with a girl he told There is no sensible person on ; ; “ : anit 1 Forcing a child to eat ¢ that T put it under the mativess?” Not only that, but itis the one thing may have been forgotion during the ™e he detested because, she was earth who does not fight to gain Tragic to Be 50, and Heartbreaking to Be 60° Pe RGaa anh aiiRE I Ee ashe Mrs, Jur ell, just to show (oT inuere vou from moeine tna aad lid reason fo 80 cattish. at would you ad- owever, they are care : en ” ik i , bi f h er 5 fl gale, and (2) give a valid reason £9" Vige'me to do? CRICKET TREN carats MeO EYED GA Rose Macaulay in New Novel “Dangerous Ages ute cruelty ‘And #h lifted the mattress ‘from and actively about your pleasures and RET eg eerie dircetty to Stop going with hie chums and in ¢ (Ui 10.880 that It ta not contused : It ia far better to avold the $ Off the box speing—and there was her duties. So it is the one thing that eee ee ee otoval auasicswoman @ short time you will sea he will re. % With fear. On the other hand RiOHA LW Go ile GlLiGenEk: LAR fe binding you tightly in the chains @ customer's approval a saleswoman # Short tine you i E tions nis, all ‘Wall, ita no wonder T forgot 1 n review pointe wich have been er from his seeming fit of angor. tf you are afraid of the “boss, By Ruth Snyder veraation during meals should be } put it there, vou drive me wild, you vf obesity. Once you are rid of thi viously approve: ae can demon- “Dear Miss Vincent: For a long there must be something you are Copreight, 1921, by the Prem Publisuing Co. (‘The New York Evening World of a pleasant nature, A threat of and the children'” sa Mrs, Jarre. portion of your overweight it will be pirate det socde sealn TAU AUS Ohi | have, seen a nice young doing which is wrong TA'T ta the most dangerous age in @ woman's life? Look around your § junishment may inutill fear What was It you wanted—a aquar- no effort for you to do all of the dea of narrowing down sale 10 man whom | haven't had a chance Gis face ulate Gi oh over watch yom mother, sister and grandmother. i mt aioe exorimens 37 ; an immediate decision, to meet. Every time | see him he The fact that you work ov aU te DH AiaG aReRIR CTIA ET LiioR What nee ctere tha imose 7 [eMmine wos arcuen Roger scot dollar, (f you please. t really other excrotses. You will soon find nis order, to narr Wd wn to a nods and tips his ha Wattive time ts no reason why you ure 3 4.) $5 the tle ala God of Happloasst ng inay produce grief and hold. heed. a aallir, pleated Mr Jarr ; that you have acquired # more youth- | ean Oo SECHYE # nal decisi entitled t " "i ‘4 i 1 OW bu dy you de with tha ve- ful and acefu ving Salarceapie ‘che ramove ali: orien’) Ge eel anti we tt ane eee entitled to even a postage 1p As to that,” sald Mr, Cradock, “we may say that all ages are dangerous 3 ine the child up ‘to ridicule taf | Wit) did you do with tht ane an " « n ie way a moving i r we or a firm letterhend n ¢ eget eri Pllowaniic ambe dollar bil no abou Ms again 4 upon you merchandise. Many a customer de How can | know him better, for | DOS aArm: leliarneng: Si en/.8R tole) people In ehla , peta deine changed lant night?” asked Mra. Jarr, | ie it impnesible Pasty to parts without buying because she be- feel certain this is a case of love velope. Mr Cradock 1s a psychoanalyst. He Any of the emoth viciously, y moning | np ue y “ comes contuised by “too mich mer~ ak firat sight, ani ‘Think {t over, Sincerely, is only w fiction character drawn those things For some people, too guna lam etc acprilte end u know where it went—you fot acquire the fat which only eomes chandise. ‘Keep the counter reason- papas ne Pree i ie WAta MuGhiluvla’ (niaee navel Terem religion including the twe dollar® ¢rom inactivity. Gols clear’ isa splendid rule for ,,\WReM ono live (iireetly next door ed ALFALFA SMITH R Macaulay feet BOVEL UR neice se: tanacandra ciate ; unly intertise | with Gt ae ete DAG aie Dace ¥ | closing a sale. esate ¢ n cue aif ave you your employ crous = ARES, put Moves, gafd her moth Mrs. Ifijlary, sharp 1 pene hou) s, DS Ay If of that, please ay : “To most women, making up their J"6n aT uP ae ne aie*| 9) er'e respect? breathes and revenis himself as inuch ly, because she had all these contacta pee ofall, excite Wall, takera dollar and be done Answers to Questions, | difficult and unpleas is beg ain Pee } viaic with life, except work, anc t A f ineala and the wis th it!” sighed Mrs. Jarr. “But | ping it anata be the duty of a nce before £ apoilbound vision of the iiatinae) BR On BOE Tet WAS not permit her young ie pe Naya tre Har bil and you | have read your interestins | tactful saleswoman to help the cus- reader as any living character. And looking pityingly on 3 Children to be disturbed by uny are in @ hurry ‘o take this: it'e columne for quite some time an tomer who cannot decide. When a All her folks are alive; are typtoal her mi: rand grandmother thinks thing that will distract the mind 3 pinnty." And she handed him 29 pave decided to a you for some customer appears to hesitate after all . e of the times. ‘In elderly people there is such ie 1 the business at hand while { Port sty in coppers. advlog ot ao slgbthen year ot jortments have been shown her a ta ‘ ' minom euch truce” Mah alie, the 3 onling, ; : Gaicawoman can suggest a decision In Maxims of a Modern Maid The story deals with four genera ett ee ee ee worght an ones During these beautiful autumn iby inches in height. Will you one of several ways: tion soul, To be aimless; to live on en days 1 1 wuould be out-of lanes tall me my correct weighty 1 “She can open her salesbook, take ‘ | Phere’ t-grandinamma, settled tions and be by them consumed; thn loors fthe day. Freab alr © rn fp, eRe, ere charge purchase?’ and mildiy satisfied with Ife .at was pitiful. To have done one Kk : | growth of the child as K reducer on the market. Do you | ‘Is this a char ; " life and to be in return cast avide rowth of the child as & “Do you wish to take this with Caprrizh!, 1921, by the Prom: Publisaing Co. (Tee New York Evening Worta.) eighty-four, who thinks by Jifaiiikave prakeni ool: Wine waa per food. At this aeason of how * Sink Set, silt nel ISS A’ B. ] ” RT ARON che oe i i “Time is dead. What next? SecaiAe ia thing What Ui date it year a child may out . B. veut PSA reau would like ieun LIRTATION is lke football practice—a helpful and even necemsary 4, 17 On mlasidiy eaptented: tate in the thas ar matccrnatins any time between elght You are not as tall as the average | yorde?? preparation for the great game, up to a certain point, but after that nen there is her daughter, Mrs, break her absurd rules # wrest out orning «nd sunset. If Copyright. 192%, by the. reas Pubiigaing Co of your uge, but your welght Is (d) ‘Would you like to have me tending to make the player go stale. Richas H llary, who ut the age of °f the breakage somett ron mbulater about right for your age T do not | show you that satin you wanted? tichard Hillary U Pieditgied self by which to Ifve at the last § protected QUESTIONS think if you are faithful in both the | “Or detter still the intelligent sales- When the feminine martyr shows that she isn't happy unless she hag #!Xty-three believes herself to be an the litt of ri aun does 1-—-Where are the finest emeralds ‘diet and exer ., ‘ tally ag Bs | Woman can cone {0 the COMLOMIENE go. cine 65 excere chouy man nushana ia likely da cive it ta fac old, discarded woman, “thrown away ed on ad y in tts ayer obtained? tructions given for the chest after assistance by enlightening hee rather 6 my eave har husband 4 iieely to give it to-her the dust-heap Itke # broken Neville'a stater, held lfm at 4 a annnnnnnne? 2-—-What Greek philosopher found a Path her hal Gonthier neta } Shan trying to force her to Yes, Gladys, Lucrecta Borgia seems to have been frequently guilty of egg shell.” She thinks Ae a bgt thirt yeurs famous system of philosophy ba hed Moa yale ALE SBuS ae e body is | q . an, looking on life 7 iy princip. p! re is th se J 1 io take the blue or pink gown,’ murder in the first degree, but pertapa the men she ned caNed her “Time is fo long I can’t bear tt” ~ se eae ape tached let, on oy <a pal that pleasure is the 4), easily mou nto correct lines. a customer. aie is ihe pavahalogtcal ‘eutie!" And so ts dreadfully unhappy It wa touching ges 4 ‘ enly pnidine Ana S—-How many degrees from the ~ m—aror your a dha nelgint POAROHE ANE ne Cinyer aMee “ Then ‘there 1s youth, embodied tn was ing not SARA t ey . E Tcl canine? +. “For Your ¢ i rectates the fact Retwe ea) Jo! ‘ oe td F are ech ve o ut bod usily ren ing world’s lov poles ie the Eyuator at all points you should weigh 14. inds) Do net OPPs it for a little girl or boy?’ ahe en real Jowe and the sort of tepid. stale affection the average Lue 420) ana Gorda, twenty and twenty ervan vot at Mines 4 Which is the shallowest of the t uce too quickly, but be very — | ae band and wife have for each other, there ts us much difference as between one ang bubbling over tn May, the 1 ith neck to prove her Great Lakes faithful in folowing out the exercises, #*a Httle girl of six with light hair swimming in the ocean and in a fifty-foot tank of lukewarm fresh water. jude u who thinks 5——What is the average weight of a 4s you need a more even development | and blue eyes,’ replies the customer " : é e Gan techer? For the hips and knees try the squat, “Well, as long as eis the right Ku Kiux Klan disclosures bave confirmed every woman's conviction that we wets at QM 1 x « Wh fala the caste (ea Bl the leg and leg circling exercia color for'giris, and she has light hilr, men never grow up, ‘The titles, costumes and spelling of the organization Kee? uP . ane we touening the floor w h fingertips ap | woman, one of whom would have loved to call himself a King Kleagle or an Exalted ad Ge v) hae ta’ had y 4 Phat a or right granted by » Gexsennomn °¢ normal “Go the sale closea wi e Ovclocal ASR PIGNIMEAAY ORT, fan ihe: ee caretilapal per Zanive an individual, association or corpe aN Be @ue to the ability of th esperson e of iif gr w im t ie Tar Eee : ang: 8 alle r your ght you should | to ask leading questions and to as Once man hatled the beloved woman as a “goddess;” in later times he had flirted with Now fe away ding from ‘AR raed | Panels negligent g._what is the privilege of sending weigh about 110 pounds . ence grasps the idea of \ standing The blow of an enemy is like @ swordthrust—easy to parry, and, at att en 8?) What were ike a hy ae pe eG earls Franklin born? your age bul Mc} enaugh (ioe her customers aad knc wis WH 2N worst, a clean, quickly healing wound; but the unkindness of a friend ig tbe links lite Ay anny % to unnapp ved on t dicul planet--how 10—-Who was the greates: of ' a Ril ere MOVRISDEIEA ST Fe wil and HOW to close up a sa an emotional dumdum bullet, mangling all the fibres of the heart. age over cold Beas of tedious re- BUT to Pamela, Nan's sister, Rowe many more we're guia tr live on It French-Canadian poete? your full’ bot ae ; ” ; : eret? he roused, “and MACAUMAY pas given She secret that whal trifle! Age is ¢ mater of ex- ANSWERS. mon be 1 ; issory 8 ust 10 re's work,” she muse “AD seem oO n*K eke lo io 1 ttle tn ” In a third article Mise Leigh yoneeaee pcreipgee cypress pane ty. And intelle: Peitatine ia Aes @ t. eoedingly little Imporiascs 1, Colombia; 2, Epicurus; #, 90; 4 V. M. V.—138 pounds is entirely ‘ worth the cost of collection after @ certain length of thme, and ought to be there's natural gayety, And Intellec- agains eh the othera so resi , ae . p . re pel von wit, discuss “Making the Sale] 0 tiiwea i tual interests, And contacta ‘§ith lessly beat.” Bo the story tells Erie, 5, 20 pounds; 6, Auber; 7, fran- too nvucy for your thirteen years. Tl Satisfies.” . %, other people--permanent contacts, wd = Purela is thirty-eight “Dangerous Ages” is published py chis& franking; 9% Boston; 19, need toSbay strict attention tw your Li very kiss in a petal fallen from & “rose of love's mystery, net temporary ones, and beauty, “Al} “She is meen, debonair and de- Bon) & Liveright, Louls Frechette. a ew . “ { \