in i 10 Sunday Morning, Joseph Gazette. April 16, 1911. St. REAL ROMANCES OF THE MR. EDGARS SWELL DINNER hearing the New Englander lay bare the crudities and the waste of the system that then prevailed.
A true business man is an economist. What is the economy in saving money In the manufacture of goods if it is be lost in the buying or selling? It economy is to be established in one branch of A. business, why not all? More than half men traveling at that time believed in the maxim "eaveat emptor" (Let the buver beware). To sell was the thing. It did not matter how the thing was done, the end Justified the means.
Occasionally the approach was made thrhugh a buyer's cupidity, occasionally through his ity, occasionally through shis appetistes, but seldom through his sence of business economy, Goodfellow ship, or what was termed goodfellowship, played decided part in selling. of course. all had to be included in the bill. Thief more the cost of selling, higher the price the buyer must pay. It was all wrong and it could not last.
Edgar and his Pittsburg frienc. agreed to this. They longed to see a better day ushered in. Much as was the waste through conviviality and graft, it was not to be compared with that through Incompetency. There was as much difference between well-trained salesman and the average tone as there was between the skilled, workman and the unskilled.
The country was flooded with unskilled salesman. When the day dawned that the skilled salesman prevailed they saw a country transformed. America, with its vast resources of raw material. would command the trade mered of the world. People would 1 be better clothed and better fed.
at. lower cost. It Wag little. short of 11 crime, it seemed 10 them, for great industries to. be utilized to only one half or two-thirds of their capacity inland for big mills to shut down for weeks or montlis at a time when the world needed their products.
The world could use their products it the products cost less. The cost of manufacture was not So great. but the cost of selling WAS out reasonable proportion. If studious. earnest men gave to the improvement Danderine ne Grows Hair and we can PROVE IT! The Great DANDERINE Never Fails to Produce the Desired Results.
IT enlivens and invigorates the hair glands and tissues of the scalp, resulting in a continuous and Increasing growth of the hair. Letters of praise are continually coming. in from nearly all parts of the country stating that Danderine has renewed the growth of hair in cases that were considered abaolutely hopeless. A lady from Brooklyn writes: a short trial my bair stopped falling, and I now have a luvely bead of hafr, very heavy sad over one and a quarter yards long. Danderine stimulates the scalp.
makes it healthy and keeps it so. It is the greatest scalp invigorator known. It is a wholesome medicine for both the hair and scalp. Even small bottle of it will put more genuine life in your hair than a gallon of any other hair tonic ever made. It shows results from the very start.
Now on sale at every drug and Toilet store in the land; 3 sizes 25c, 50c and $1.00 Free To show Danderine bow quickly we Cut will return send a mail large to sample free who by anyone This sends this free compon to the Out Knesiton Ganderine Chicago, with their name and address sad 10c fa stiver or stamps to pay postage, WORLD R. ALEXANDER EDGAR looks upon salesmanship 88 one of the most important branches of American life, as It is. Some day when the educators come to see it as he does there will be courses in salesmanship in high school, every college and every, university in the land. He has preached salesmanship, taught salesmansnip and written books on salesmanship. Today, broadly speaking, it costs.
almost as much to sell goods as it does to make them. In some departments of industry the cost of selling--that is, from the making of the goods to the delivery to the ultimate consumer--is far in excess. of the cost of manufacturing. Such a condition is absurd. It restricts production, curtails consumption.
and, being wrong, must be corrected In no. place in the world is the cost of selling 80 high proportionately as in. America. This is owing to extravagance, waste, Slowly but surely conditions are beIng improved. There was a time when craft, conviv.
lality and graft played large parts in selling. Soundness and honesty count far more today. The real salesman, however, has to have other qualifica. trona beeides soundness and honesty He must believe in the goods he sells, and, having that belief, he must know how to present them most attractively to each and every kind of buyer. To do this he necessarily must be a student of men and be able to get their minds in tune with him.
Paychology enters to a great, degree in the success of salesmanship. The real salesman studies psychology until he masters the real system of mental process. Once In a long time a. real salesman is born. but ninety- nine times out of hundred times out of 1,000 the real salesman is the development of earnest application and study that win in the law, in medicine, and in other branches of endeavor.
Some persons think any one with cheek and 8 fluent tongue is fitted for salesmanship. The real salesman rarely is glib. He seldom says a word too much. He is intellectual, not. gaseous.
He is a gentleman, not AN impudent. -sufficient Edgar probably has done 9.9 much as any one man in the United States to raise the standard of salesmanship. There is a bit of the evangellst about him. 'He is a most entertaining conversationalist, and has 8. fine vein of humor.
Most teachers are prosy. He 19. not, He has force, imagination and the power to stir the tions of men. Whether he talks to group of veteran salesmen or to recruits about to enter the ranks of the vast army of commercial travelers he, can arouse an enthusiasm and develop a spirit that would astonish a person who did not appreciate how deep a sentimental influence there really is in every business. But even great teachers like Edgar make mistakes.
Through one of the can monest of errors he lost one of the hest, of his accounts. It was in the davs when. in addition to superintending the manufactory, he was the salesman of A New England brassware house. One of his most valued customers was a Pittsburg glass manufacturer. Glass men are large buyers of brass goods.
Bottles must have stoppers. Lamp chimneys must have holders. A thousand and one products of the glass factories require brass attachments. Between the salesman and the buver of the glass company there was a most kindly feeling They had much common. They were men of high principles, clean living and alert to most of the things of interest in life.
of warm impulse and keen minds, they 1 discussed subjects of every character and kind. In nothing were they in more accord than in regard to salesmanship. The glass man delighted in No, sir: I'm proud of you. That is the spirit that should be spread. I wish it was in the heart.
and mind of every man in America. If it was this would be a better to live tive, staid and good people took seats in Rector's at about 11:30 p. m. They ate and they chatted and they laughed and they ate some more and drank a little champagne and looked about the brilliant room at thei gay company and were as happy and! carefree as they had been at any time from the days of their childhood. After a while one of the women thought it was about midnight and it was time! to go back to the hotel.
One of the men protested. and then. to add to his protest, pulled out his waten. He touched the apring and glanced the face and then he hastily closed the watch again. "What time Is it?" asked one of the women.
"My watch must be was the answer. The other gentleman thereupon consulted his timepiece, Ho showed such surprise that one of the ladies leaned over to look at his watch. "Why! she exclaimed, 3 o'clock!" And it 26. The men and the women never had, enjoyed a more delightful evening. Time never passed more swiftly for them.
From Rector's they went to their hotel. and said good- bye." for the Pittsburgers were to start for home before noon. Two months later the Connecticut WAS in Pittsburg to get his semi-annual order from the glass man and then proceed over his regular: route. The Pittsburger was glad to gee him and inquired about Edgar's family and about various friends of tael salesman lie had met in the East. When it came to a discussion of ness the glass man stid he had all the fixtures stock he needed Just then and he could not give an order.
Six months later the c'onnecticut man called again The Pittsburger again delighted to see him and had him out to the house for dinner and to spend the night. But the visitor did get an order. This time the glass man explained that styles had changed and they chad taken up 21 new line of metal trimmings that seemed to suit their requirements. He was sorry, very sorry, but it could not be helped. Regularly twice a vear for two Or three years Edgar visited Pittsburg and! called on his old friend, but never did Te get another order from him.
All this happened ten years ago. Recently the two men met in: Chicago The world had treated them fairly, well since they parted in Pittsburg The Connecticut man now is president, lof 3 corporation that has its headquarters in Chicago. He has all the enthusiasm. all the spirit of his younger days. He still preaches.
the gospel of good salesmanship in factory. in class and in public hall. He is known by tens of thousands of men. He glories in the progress that Is being made raising the standard of selling, and he looks forward with confidence to the day when America, by reason vi its good salesmanship. will be a pattern for the whole industrial world.
The Pittsburger has prospered, too, but no longer in the glass business "77" Humphreys' Seventy-Seven Breaks up Grip and COLDS You have tried "Seventy-seven" now send for a free copy of Manual of Specific Homeopathy by F. Humphreys, M. giving concise directions for the care of the sick and the of all diseases. more especially of women and children with Humphreys' Specifies-144 page book. that fits your vest.
pocket--mailed free. Humphreys' Horneo. Medicine. Cor. Mam and Anna Streets, New York (Copyright, 1911, by Richard Spillane.) Val Little Boy and His Dream.
The little boy amiled in his sleep that night As he wandered to Twilight Town: And his face lit up with a heavy light Through: the shadows that drifted down: But he woke next morning with tearstained eye. In the light of the gray dawn's steam, And out from the stillness we heard him cry, "I've lost my dream--my dream." And he told us then in his childish way Of the wonderful dream he'd He. had wandered away from the land of play To the distant Land of the Grown; He had won his share of the fight In the struggle and toil of men; And he sobbed and sighed in the breakIng light, to be entertained by a man from whom want my dream again." I bought goods. and I have stuck to As the years passed. by the Little Boy the grew The Connecticut man looked at him Till he came to the Land of the Grown: and smiled.
"'So that was the reason?" And the dream of his early youth came ne said. true. "Yes," replied the Pittsburger, "I The dream. that he thought had flown; suppose you are ashamed of me for Yet once again he smiled in him sleep entertaining the suspicion that you When these near by might have heard would Avant to buy influence in him weep, my "I want my dream--my that Nay." For he dreamed of the Yesterdays dream!" Ashamed of you!" exclaimed the Youth, New "Ashamed of And the smile on a mother's face. Englander.
you!" -Grantland Rice in Columbian. of the system of selling the same depth of thought, the same tireless energy they gave to problems for the improvement of machinery and other economies of production the trouble would soon be eradicated, but somehow man is not so persistent or painstaking in improving mall as he is in improving machines to serve the uses of man. Edgar, buoyant, ardent and sanguine, with a fine contempt for blockheads and wasters but an abiding faith in the good sense of American merchants. never lost art opportunity to preach the true principles of sales. manship.
He talked so well and tertainingly and had so fine a comhis subject that he was invited to various parts of the country alto address commercial bodies, the sellItling organizations of mammoth porations and. now and then, little classes of salesmanship in private schools. Not only that, but he wrote what has become practically a textbook on salesmanship. Twice a year regularly he went forth from his Connectieut factory to visit! the glass men of the Pittsburg and West Virginia territory and round up their orders. When he arrived In Pittaburg he promptly got in touch! with his old friend the buyer.
Generally he spent a night or two at the Pitteburger's Next the families! tot the New. Englander and the glass man became acquainted. Occasionally the salesman would take his wife on a trip with him, and when he did they always were guests at the home of the Pittsburger, The wives of the two men got to like each other 50 much that they corresponded regularly and now and then the Pittsburger and his wife took a trip East and visited the Connecticut manufacturer. said the Pittsburger one day when the New Englander 1'2 visiting him. "my wife and I are going East In about six weeks.
Can't we all meet in New "Certainly," was the reply. Arrangements were made at once, land when the time came for the meeting the- Pittsburger came East with his wife and and the New Englander his wife met them sister at one of the big -Broadway hotels. the to Jim." said the New Englander to the Pittsburg. man, "you're my guest now, and I am going to see if I cannot make your stay here a delight." Then Edgar started in. He took the party to Sherry's for dinner.
Earlier that day he had' a conference with the maitre d'hotel. He has A most discriminating taste in foodstuffs. and he knows what appeals to women most. and he knows, too, just what gO best with: certain his taste was not more exquisite thanwas that of the expert he consulted. Retween "them there was selected as dainty and as charming a dinner as that house could serve.
The service was. perfect; -the women were please beyond measure and the men as they smoked at the end of the meal were! in that spirit of accord that comes to men only when they have eaten well. have sipped just enough champagne or still wines to stir the blood and warm the heart. and are soothing the nerves and enjoying the fragrance of such cigars 89 come from just one little' patch of ground out from He vana. From Sherry's, after the cigars Were finished and the women had A good.
chance to lonk about the great restaurant and see such notables 88 were there, the party drove to one of the theaters. Mr. Edgar had engaged a box. The show was excellent. Pos-1 sibly it would not have seemed so good to a cold.
critical group. but who would not enjoy the theater after such a repast? Maybe no one but the host: saw the bill at Sherry's, but it called for $140. Every act of the play was delightful to the party, and when the curtain went down on the last act Edgar took his guests in charge escorted once them more. This Rector's. time he to The place was crowded, but he had reserved a table.
Lightness, kayety and brightness are conducive to full eating. It is surprising how much persons of moderate appetite will eat when in pleasant company and when they are under the stimulus of the example others. Maybe, too, a little wine, which they are not in the habit of taking: acts as a spur. Those five conserva- One of two things is almost certain to happen when two friends, both Americans, meet after years of parting. There is going to be an invitato eat or an invitation to drink.
These two old friends went to dinner. They about mutual friends and they chatted about their business careers, and after dinner they went to a theater. After the theater they talked about old times some more, and then the Connecticut man determined to get light on the mystery that had puzzled him for a decade. "Jimmy," he said, "tell me, will you, why it was 1 never was able to sell anything to you after that dinner we had with our families in New York?" The Pittsburg man looked at the floor for a few moments and then asked, "Haven't you ever guessed? "Never." said the Yankee; "I never have had an idea." Well," said the Pittshurger, "Ill tell you. You and I have discussed times the evils that attend salesmanship.
Knowing you as I do, it is possible I should have been ashamed for entertaining the thought I did after that evening in New York. We were friends, but I was a buyer and you were a salesman, You entertained us royally that night, but there was nothing to warrant you in spending lavishly for our entertainment. Asl. talked the matter over with my wife it suddenly occurred to me that I had placed myself in a most embarrassing position. I had permitted you to do what you and I had deprecated over and over again.
The several hundre. dollars you had spent wag just 56 much of the waste we had discussed. It would he put in the bill somehow. it wasn't. put in mine It would be in some other man's.
I believe in everything that is reasonable and proper. I in neither stilted nor priggirl, tot. knowing your strength of stow on this subject, I felt I had put myselt. where would he under obliga: tions to you. I made A resolution then and there never again to allow myself COMMERCIAL DEPARTMENT WE OFFER EVERY FACILITY THAT 15.
CONSISTENT WITH CONSERVATIVE BANKING. GERMANe AMERICANO NATIONAL BANK A ST. Jo Mo. SAVINGS DEPARTMENT WE. PAY INTEREST ON SAVINGS ACCOUNTS AND TIME CERTIFICATES.
HOME Patrons of Home Service Pay only A Half Rate TELEPHONE to talk to their friends over Long Distance after 6 p. m. This saves many subscribers the price of their monthly rental. Call Main And we will send a Representative TELEPHONE.
