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NY ONE who does us the honor The ground is here and there bestud Of a heart that feels no pain

to follow this department With lumps of only part-burned coal. At the sob of the autumn rain,
month by month may have His duty is to glean the whole,

And takes no breath of glee
been struck by the fact that To pick them from the filth, each one, From the organ-surge of the sea,-

To hoard them for the hidden sun Of a mind where memory broods most of the poems that we se

Which glows within each fiery core Over songless solitudes ! lect for reprinting are from the less

And waits to be made free once more. I shall be satisfied conspicuous periodicals. The names of Their sharp and glistening edges cut If only the dreams abide. the Forum, the llasses, the Bellman, His stiffened fingers. Through the smut the Asirror, Poetry', the Vautilusto Gleam red the wounds which will not shut.

A pleasant and well wrought little name a few—seem to recur more often Wet through and shivering, he kneels

poem of domesticity is this from Scribthan Harper's lionthly, Scribner's, the Ind digs the slippery coals—like eels

nicr's: Contury, Everybody's, JcClurc's and They slide about His force all spent

THE NEST. the Atlantic Jontlily'. This is not, of He counts his small accomplishment:

1 half-a-clozen clinker-coals course, by design nor yet by accident.

By FLORENCE EARLE COSTES. Which still have fire in their souls. We see the poetry of all these magaFire! And in his thought there burns

LAD is the grove with light, zines, and not once in a year, per- The topaz fire of votive urns.

And the glen is song-caressed, haps, are we refused the permission to He sees it fling from hill to hill


But longing comes ere night reprint anything that we select for that And, still consumed, is burning still.

For tlie one, dear nest! purpose. What the fact seems to im- Higher and higher leaps the Hame, ply is either that the poets do not send The smoke an evershifting frame. Far fields may seem more fair, their white-hot poems to the big maga- He sees a Spanish Castle old,

And distant hills more blue, — zines or that the editors do not want

With silver steps and paths of gold. Still claims that nest my care that kind but prefer those of a conFrom myrtle-bowers comes the plash

In the clawn-in the dew; ventional type that conform to the Of fountains, and the emerald flash Of parrots in the orange trees,

For tho the wild may woo more traditional "literary" standarıls.

Ilhose blossoms pasture humming bees. We are not looking for any particular He knows he feels the urns whose smoke

lly wing to many a quest,

Sweet in the clawn and the dew
brand of poetry. We are not sadelists.
Bears visions, that his master stroke

Are home and rest!
The old-style poems look just as good Is out of dirt and misery
to us as those written in vers libre. To light the fire of poesy.
We are not searching for curios or He sees the glory, yet he knows

“There are gains for all our losses." freaks.

The death of Madison (awein is a disWhat we try to find in a

That others cannot see his show's. poem is not novelty of form or even To them his smoke is sightless, black,

tinct loss to Imerica-he was still in novelty of theme, but beauty, vitality. Of uld discarded shards, his fire His votive vessels but a pack

the forties, but a cleath that inspires power, sincerity and carrying power,

such a beautiful elegy as the following, A pecldler's; still to him the pyre and it seems that we find the poems

published in the Louisville lizcuing

ince'11-cd, an enduring goal! containing these qualities more often He sighs and grubs another coal.

Post, cannot be viewed as a total loss: in the minor than in the major pe

JADISON CUIVEIN. riodicals, and not infrequently in the

I new volume of poems appears from dailies. The very essence of good Clinton Scollard ("Poems," Houghton

By VARGJRET STEELE ANDERSON, poetry is spiritual freedom, and per- Villin Company) and, like all his work, TIE wind makes moan, the water runhaps our bards feel less at liberty in it is filled with pleasing melody and

netı chill; writing for a periodical with many tra- pleasant fancies. Jr. Scolları never I hear the nymphs go crying through ditions and that represents a large surprises or dazzles us, but neither does

the brake; vested interest. he ever, or at least very often, (lisap

And roaming mournfully from hill to hill The name of Amy Lowell is a compoint us. There are no brass instru

The inaenads all are silent for his sake! paratively new one in the list of Amer

ments in his poetic orchestra and 110 ican poets, but it is already one that

Ile loved thy pipe, () wreathed and piping organ tones. But his reed instruments excites interest. She is distinctly mod

Pan! and his violins are very tuneful and he ern, not to say ultra-moderni, and, tho knows how to play them.

So play'st thou sadly, lone within thine

hollow'; a Vew England writer-her brother is

He was thy blood, if ever mortal man, president of Harvard-she trains with

IF ONLY THE DREAMS ABIDE. Therefore thiou weepest - even thou, the Imagists and vers libre poets rather

Ipollo ! than with those who follow the New

BY CLINTON SCOLLARI). England school of the past. In her

F THE things of earth must pass

Bit (), the grieving of the Little Things, volume of poems recently published - Like the dew's upon the grass,

Above the pipe and lyre, throughout the “Sword-Blades and l'oppy Seed,” Vac Like the mists that break and run

woods ! millan—we find much that is dramatic At the forward sweep of the sun, The beating of a thousand airy wings, and of interest in other ways, but not I shall be satisfied

The cry of all the fragile multitudes ! much that is nourishing to the soul or

If only the dreams abide. evocative of the sense of beauty. The

The moth Aits (lesolate, the tree-toad calls, Nay, I would not be shorn

Telling the sorrow of the elf and fay; following is one of her best. Of gold from the mines of morn!

The cricket, little harper of the walls,
I would not be bereft

Puts up his harp—hath quite forgot to
Of the last blue flower in the cleft


Of the haze that haunts the hills.

Or the moon that the midnight fills ! And risen on these winter paths anew, E perches in the slime, inert, Still would I know the grace

The wilding blossoms make a tender Bedaubed with iridescent dirt. Upon love's uplifted face,

sound; The oil upon the puddles dries And the slow, sweet joy-dlawn there The purple weed, the morning-glory blue, To colors like a peacock's eyes, Under the dusk of her hair.

And all the timid darlings of the ground! And half-submerged tomato-cans Shine scaly, as leviathans I pray thee, spare me, Fate,

Here, here the pain is sharpest! For lie Oosily crawling through the mud. The woeful, wearying weight


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As one of these—and they knew naught This music that dared to enamor

Then let us clasp hands as we walk toof fear, The crowd with the clamor

gether, But told him daily happenings and talked It could not ignore.

And let us speak softly in love's sweet Their lovely secrets in his listening ear! Go-with your falsetto roar;

tone; Go—with your ready-made glamor.

For no man knows on the morrow whether Yet we do bid them grieve, and tell their

Why should you stay here to gurgle and We two pass on-or but one alone! grief;

stammer Else were they thankless, else were all

What surprises us in the "Pagan Of war? untrue;

Poems," by Franklin Henry Giddings O wind and stream, o bee and bird and

Here is another poem on war that (Macmillan), is not the fact that an leaf,

strikes a different note. We find it in eminent professor of sociology should Mourn for your poet, with a long adieu ! the N. Y. Times:

take to the writing of verse, but that

he should, when first appearing before Louis Untermyer is himself a very

the public in the guise of poet, display militant sort of poet, but it is evident THE SOLILOQUY OF AN OLD

SOLDIER. from his poem in the Nasses that his

so many signs of having written a great

deal of poetry. He exhibits a skill and militant Muse does not view witli

By O. C. A. Child.

freedom that can have come only from equanimity the blowing of men to bits with shrapnel or the laying waste of a

OU need not watch for silver in

many an hour spent on the Parnassian

your hair,

Heights. peaceful countryside.

Or try to smooth the wrinkles from
your eyes,

Or wonder if you're getting quite too EA! O SEA!

Heaving, restlessly,
OU sang the battle-
Or if your mount can bear a man your

Never at rest!
Boldly you called for the muskets to

Hurling thy strength on the shingles rattle,

And sands of the Shore !
You'll never come to shirk the fastest Whipping the clouds with spume!
You, in your slippered case.

flight, And bade the bugles lift to the breeze.

Stinging with spray
To query if she really cares to dance,

The Face of Space!
Glory you sang—from your couch-
Il'ith a weak and sagging pouch
To find your eye less keen upon the sight,

Sea! O Sea!
You uttered your militant prattle-

Or lose your tennis wrist or golfing

Life! O Life! l'ou sang the battle !

Gull on the breast of the Sea !
What was your singing for,


the music ceased on highest Seeking, tirelessly! With its two-penny craving for gore;

Building thy nest on rocks sublime With its blatant and shoddy glamor

Your charge had won, you'd scattered Of the Coasts of Time! False to the core?

them like sand,

Braving storm for thy young! Evil enough is the poisonous clamor

And then a little whisper in your throat, Searching the sky Illy should you yammer

And you asleep, your cheek upon your By light and night! Of war?


Life! O Life!
Safe in your club or your den
Thrice happy fate, you met it in full cry,

Peace! O Peace!
You watch them go past you again;

Young, eager, loved, your glittering

Sweet in Life's Heart Other than when you sirst sung them,

world all joy

Brooding, endlessly! (Thankful that you're not among them) You ebbed not out, you died when tide Calling thy strength from shoreless deeps Soldiers no longer, but men.

was high,

Of Eternity! Ven-and young boys—who were hot with

An old campaigner envies you, my boy! Laying Hate's wild hurricane ! the breath

Staying with calm Of your ardor and noisy ferment

We do not know whether the follow- The scath of wrath! Look at them now; they are broken and ing poem has been published in any of

Peace! O Peace! spent. . . . the magazines. It came to us from

Rest! ( Rest! Are you not glad thai your doggerel sent

the author printed on

a card as Never! So long as the Sea Hundreds of these to their death?

friendly token of the holiday season. Heaves restlessly! Go now—stop clearing your throat; It is in Mrs. Wilcox's best vein:

Never! So long as Life Drop those fat hands that smote

Yet tirelessly Your twanging and trumpery lute.


Braves storm and night! Go now—and learn from that battered re

Never! So long as Peace cruit


Of Eternity Of his jubilant sixty days !

Broods sweet in Life's Heart!

HE days grow shorter, the nights But when these cease to be,
Of the horror that crowded the dawn;
Of a fragrant and peace-breathing lawn

grow longer,

Rest! O Rest! Turned to a roaring blaze;

The headstones thicken along the

Death shall bring thee! Of frantic drums that blustered and beat

way; A nightmare retreat ; And life grows sadder, but love grows

In the Springfield Republican, which Of the sickness, the death-dealing stenches;


prints many poems evidently by tyros, Of the blundering fight through the sleet

For those who walk with us day by day. appears every once in a while one that Waist-high in the water-filled trenches.

arrests attention by felicity of phrase The tear comes quicker, the laugh comes Of women ravished in a gust

or sentiment. The following is felici

slower, Of horrible, hasty lust;

tous in both respects.

The courage is lesser to do and dare; And children conceived with the crippling And the tide of joy in the heart falls


lower, Of frenzied and cancerous hate. ...

And seldom covers the reefs of care.
The dusk settling down like a blight,

UN-RISE and moon-rise,
Screening unnamable hordes;
But all true things in the world seem

And lure of earth and sky; Searchlights stabbing the night


Sun-rise and moon-rise
With blinding and bodiless swords;
And the better things of earth seem

And echoes that reply;
Of a sudden welter of cries


With hours between to sigh in, And death dropping down from the And friends are dearer as f-iends are To laugh in and to cry inskies. ...


To dream in—and to die in What was your singing for?

And love is all as our sun dips west. And so the world goes by!



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Shelbyville is somewhere down South—it doesn't matter just where. It is the place where Judge Musgrove was living when he decided to mix up in the European war. He doesn't live there now, but his memory will long be cherished. Just why and wherefore is told by Charles McDonald Puckette, skilfully and amusingly, yet tenderly withal, in the Saturday Magazine of the N. Y. Ezening Post. We condense the tale slightly.

SHudge Musgraven colonels Ledbetter,

THFenched asjaomana Belgian Lim he said.



HELBYVILLE unanimously elected

HE Judge pronounced German, “You gentlemen come up to my office,"

French, Russian, and Belgian im he said. and the Squire to be the Town Board partiality by the eye, adding more "Judge, you're not ailin', are you?” asked of Strategy and Committee on the Con than usual mystification to official com Colonel Ledbetter, surprised. “There's a duct of the War, with offices under the muniqués, but strategy suffered little sight of folks in town who'd like to chat sourball tree on the Court-house Square. thereby. The reading done, and prelimi- with you." It will introduce you sufficiently to Shel nary views exchanged, the Committee on The more from Paris to Bordeaux was byville to say that to the Judge, the the Conduct of the Ilar was ready to not more momentous than this shift from Colonel, and the Squire all inilitary his- expand the theme of things military to the sourball's shade to the Judge's office tory, strategy, and tactics were not older the edification of Shelbyville, who drop over the hardware emporium. The Judge, nor younger hy one day, nor greater in ped by, genial and interested, to listen. for old time's sake, kept this room, with scope, than that part embraced in the four The Board saw no reason for moving its his name and "Attorney-at-Law” painted years' campaigns of the Army of North- offices from the three hickory chairs un on the door, but its portals saw him in ern Virginia under one Robert E. Lee, a der the sourball, where its members had summer not oftener than the rain came man highly spoken of in Shelbyville. settled all previous questions of politics, and drove him and his friends from the Likewise, the years had stripped husk of economics, and history, from the fall of square. ... historical fiction from the kernel of fact man to the fall of the Republican party, "You gentlemen come on up with me,” until it had been established in Shelby- in which events they found a close con the Judge went on. “There's something ville that of the Army of Northern l'ir nection. They were in the vortex of Shel- real important I want to tell you." ginia Judge Musgrove solus thie byville's life, for the Court-house Square center, while the Colonel, unaided, held was marketplace and forum alike, and the E LED the way across the street, up the left wing, and the Squire, regiments, town and county, willing to be instructed, the steps, and opened the door. squadrons, and batteries in himself, had had drunk deep for years of the spring of

“Drat that boy Rabbit,” he excompassed the right. So Shelbyville, as wisdom which flowed under the sour

claimed. “He hasn't been here to clean one with a military past, was interested ball. ...

up this week.” He pulled up the window in the present war.

The Judge laid aside the newspaper and sashes, and set sticks of stovewood to Intelligence of hostilities was fetched to surveyed the square in meditative silence. hold them up. When he turned, the other headquarters by the Judge's boy, Rabbit. Friends from three counties stopped to two had already found their accustomed By reason of common ancestry Rabbit pass the time of day, but the Judge roused chairs. Colonel Ledbetter, till believing bore a faithful, if helpless, resemblance to only for a moment to reply absent-mind- that Judge Musgrove must be ailing, a Turco trooper. Rabbit was dispatched edly, and seemed then to sink even lower looked at him in surprise. The Judge each morning to the station to wait for in his chair. More than a few friends kicked the spittoon within effective range. and grab the Judge's city newspaper,

scanned anxiously the face under the old of all three, and sat down with the crumthrown from “the vestibule” as it slid black felt hat, with its white beard and pled newspaper in his liand. through Shelbyville — without stopping moustache trimmed after the approved “This war's not goin' right,” he began. These communications having been trans

Confederate veteran pattern, thinking that "What's the matter with it?" demanded mitted to the Board's hands, the Judge the Judge in this mood must be ill. Colonel Ledbetter. “Nobody's quitting, read the progress of the war aloud, and In a brief span his thoughts slid back eh?” the Colonel and the Squire followed with easily over the fifty years. He saw his “No, Colonel,” the Judge replied. “That index fingers on a lithograph map, on home-coming from the war, his marriage, ain't what I mean. But I've been thinking which the North Sea had been compressed and the day not long afterward that he a lot about this lately—this war. Here in a cartographical crime to allow for had laid Mary and the baby under the we've been sitting down peacefully and printed praises of a plug tobacco. If Sir cedars in the cemetery. beyond the church. talking about the fighting when a passel John Rushworth Jellicoe had once seen He was alone in the world now, and his of millions of men are engaged in a war that map, he would have sunk a small work was done, save to fill his place in as big as ours ever was." ship between the Skager Rack and the the kindly scheme of things in this little "Well, I'll reckon they aren't havin’ Orkneys and bottled up the Kaiser's fleet town.

anything more excitin' than the Bloody for good and all.

He rose suddenly.

Angle,” remarked the Colonel reminis




cently. “After McGowan's South Caro- from the Rappahannock to the James, the grove-one of the Shelbyville Musgroves linians had closed in there wasn't room same as General Lee.”

down South. Says he fought with Lee for any more if there had been a dozen

It was supper time before the Shelby- and he was on his way to tell Sir John millions. I remember—”

ville War Board adjourned from the French how to run the war and lick the “You cert'nly did fight 'em, Colonel,” Judge's office. Colonel Ledbetter and the Germans. Says too that we mustn't let interrupted the Judge kindly. “Now as Squire left the Judge at the gate, and 'em know in Shelbyville—they think he's to this war there's one piece in the paper turned and watched him as he walked, already on the battle line—and he's going I didn't read you. It's by a military unconsciously with more erect carriage, over as soon as we can get him up. Now, writer in New York, the paper says. Just up the shaded path to the porch. The what d'ye think of that?" you listen to this now:

Colonel spoke a little wistfully, a little The Super listened while the interne “American readers familiar with our doubtfully, but confidently.

retold the story. own Civil War will not fail to observe "It ain't scarcely according to President “I guess it's not you,” the Super said. the parallel between the tactics of Sir Wilson's ideas of neutrality to give all “You told it twice the same. It must be John French and those of General Lee that help to one side,” he said. “But him for the psychopathic ward. I'll see.” before Richmond in 1864. The problems there considerable of the utch "By the way,” added the interne, “I of Von Kluck are the same as those of among the Yankees. Maybe it's the way think it was the sight of a darky in the Grant; with a stronger force he has at that justice and retribution was meant to bed next him that brought back his tempted a ferocious frontal attack upon

memory. I've moved all the black ones the English troops moving simultaneously The next day the station agent flagged out of the ward now and quieted him upon Sir John French's left flank, to get “the vestibule” and Shelbyville sent its down.” between him and Paris. Just as Grant fighting contingent to the front.

The Super heard the story from the hurled himself savagely and ineffectively

Judge's lips, and met the interne outside. upon Lee in the Wilderness, at Spotsyl OOK the next time as you walk, ride, "We'll pull him through first,” he said vania, and Cold Harbor, seeking at the or drive by the Plaza at 59th Street

very thoughtfully, "and then—well, I'd same time to accomplish his flanking and Fifth Avenue at the statue of

hate to send him back to the Colonel and movement, and suffering terrific losses, so General Sherman, where he rides always the Squire with anything less than a dishas Von Kluck sent his troops against the toward the South on his bronze horse with charge from an army field hospital.” gallant English at Mons, Charleroi, at Miss Victory leading him on. Sherman

The days slipped by and the Judge exCambrai and Le Cateau. Three times has going southward is a subject calculated to changed the Squire and the Colonel for Sir John held them off, and retired be- produce a strong emotional reaction in

the Super and the interne as his boon fore the movement around his left flank. persons from a section of the country companions. Then one evening very Indeed, it is to be believed that the Eng- where he gained some notoriety for his quickly the Judge followed the enemy over lish general has followed consciously the riding. But the sculptor, Saint-Gaudens, the river that is beyond the James and the tactics employed by Lee in that remark chose to employ a piece of symbolism Pamunkey and all rivers, and the attendable campaign which kept Grant so long which heightens a Georgian's emotional

ants bore him out.
out of Richmond.'”
reaction to a point approaching frenzy.

The interne sought the Super.
Underneath the horse's feet is a spray of
HE Judge finished and the Colonel Georgia pine.

"We'll notify Shelbyville now,” the Su

per said, “but,” and he looked away and the Squire looked at him inquir So it was that Judge Musgrove, shaking absently. ingly. his stick at General Sherman

“That's what I was thinking," answered “Well,” observed the Colonel, “if that bronze horse, and offering to fight the the interne hopefully. “I've got a friend gentleman's fighting like General Lee he'll

whole war over again for the sake of down at one of the consulates. He'll give win, won't he? I'm not acquainted with that spray of Georgia pine, did not see me a sheet of paper or something sort of the French family, but I reckon he comes the taxicab swinging out from the park. official, you know.” of real good people.” The chauffeur jammed on his brakes as

The Super looked at him gratefully. “If that's the way John French is fight- he caught sight of an elderly gentleman

“You'd better go now," he said. “I'll ing,” said the Judge decisively, “I think in his path, dressed in old-fashioned rai- be thinking up a piece.” there ought to be some one over there to ment and carrying a gripsack. He was tell him just how General Lee would do too late. The Judge went down under the N THE way down-town the interne it.”

wheels. The grip-sack, sent careening, had another idea. No matter if it He went on before the others had time flew to the protection of a gamin who

wasn't a Victoria Cross or the Leto answer this remark.

thought it providentially sent and de- gion of Honor that some exile had sold “I've thought it all out down on the parted; accordingly the paragraph in the for bread in the Bowery pawnshop-it was square. One of you gentlemen 'd be best Times next morning noted only that an a military decoration fit for a soldier. to do it,” he added generously, “havin' aged and unidentified man had been taken Then he and the Super sat up for long had such a part in General Lee's victories. to the hospital unconscious after being hours that night and composed a docuBut, Colonel, there's Miss Cassie and the struck by a taxicab.

ment which isn't in the files of the hoschildren for you to look after, and your

pital records. It was upon a piece of rheumatism's been real troublesome lately,

HREE weeks later the interne in the paper with a crown and a seal at the top, I know. The Squire's got a public office in this town and he can't be spared”—the and reported to his chief. There "His Majesty's Government beg to inSquire now held no higher office than was a queer look in his eye and inside of form the relatives of Langdon Cheves notary public. “There's nary a soul that's him a feeling of indecision whether to

Musgrove, brevet-colonel in his Majesty's leanin' on

me for support or comfort. laugh or be solemn. Yet only six months Own Guard, that he died gallantly on the Times come when the house gets right before he had been one of those callow field of ,battle as befits a soldier. For conlonely evenings. It doesn't come easy to ambulance surgeons whom you see sitting spicuous service and valor and a merileave Shelbyville and the pleasant society nonchalantly on the back seat the while torious gallantry, his Majesty has been of you gentlemen, but I reckon it's a sort you always imagine that the victim is dy- pleased to bestow a decoration upon Coloof duty, and I'm aimin' to set out. When ing inside.

nel Musgrove, and to restore his body I get to John French's camp, we'll re “See here,” he blurted out, "that old to his relatives and friends with special name that whole heathen country with fellow in the ward came to just now honors." Virginian Christian names so I'll know found his memory and told me the whole And "the vestibule” stopped again, and the place better, and we'll lick that Kluck blooming story. Says he's Judge Mus- Shelbyville took its warrior home.

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asked how I had got along with petitors. I planned my approach--they sists of two classes of men-technical

Dr. Johnson once remarked that example is always more efficacious than principle, and this is especially true in business, principles too frequently being confused by theory. If there is one department in business which has during the past few years been overloaded with theoretical discussion and befogged by “psychological” principles, it is the sales clepartment. Following Dr. Johnson's sage advice, the editor of this department asked William G. Clifford, a recognized investigator of sales problems, to

correlate the facts about actual methods employed by successful sales managers.
ALK of rapid-fire salesinan- proposition and was told to come back ural inclinations, his needs, his likes

ship,” says William Wain for a decision later in the week. I did and dislikes.
scott, branch sales manager of this and came away with a starting Much selling is done in shot-gun
the Robert A. Johnston Co., order that cqualed, in volume, orders fashion by presenting a mass of va-

Milwaukee, "is mostly poppy- that I consider myself fortunate to ob- ried arguments at the prospect in the cock. Few are the worth-while sales tain in a month. Ind what pleased me hope that some of them will get under that are made in a hurry. It sounds most of all was that he complimented his skin. Then in due course the salesfine and reads well to hear of a me on the grasp I had of his require- man can, by watching the prospect's salesman who breezes in on an entire nients. He told me I was the only expression, decide the angle from which stranger, and in ten minutes or so salesman who has called on him who to present his case. comes away with a big order. In- submitted a proposition that warranted This plan, however, possesses the stances of this kind have as much real serious consideration.

disadvantage of being time-wasting. foundation in the general run of busi "Of course I went straight to the The salesman has often to devote his ness as the story of Vladdin and his man who hail tipped me oiï, and told first two or three calls simply to findwonderful lamp. But they sound fine, him of the good news. Then I pro- ing out the right angle of appeal. And nevertheless.

ceeded to get back at him in a friendly calls cost money to make. Seldom is “This speedy work can, of course, way for having chiclecl me for my ap- it that a salesman can, with this methoften be done on a low-priced specialty parent negligence in not following up od, strike a winning appeal at the -a sort of knick-knack. But it is sel- the prospect more promptly. I talked first interview. And in consequence dom, if ever, accomplished with an to him something like this:

he wastes a lot of time in unproducarticle that costs more than a few clol "You thought I was asleep at the tive effort-time for which his concern lars, and then not as a regular thing. switch because clicli't call on the has to pay.

Furthermore, many You can put it down as a brass-tack chain-store man for a few clays, espe- promising sale is killed from the start fact that the general run of sales are cially when my competitors were hot simply because the salesman, through made only after long, persistent effort on the trail. low; I want to tell you his lack of knowlelge of conditions, on a prospect. To make your selling that all the time I was really working makes a bail first impression on the talk hit the bull's-eye, you have to base harder than my competitors, altho I prospect. A bad first impression is it on a knowledge of the prospect's nat- didn't even see the prospect. While very difficult to overcome. ural inclinations, his likes and dislikes. my competitors were rushing in on the

EALIZING the clisadvantages of And to obtain this information takes prospect, talking in the air and subtime, unless a salesman is a mind- mitting all sorts of half-bake proposi

the "butt-in” method of selling, reader, which he isn't. Now here's an tions, I was learning from outside

many concerns clevise methods to example to back up what I say: sources what sort of a proposition he

overcome these by fully informing a “A month or so ago one of my good would be most interested in. I found

salesman of a prospect's condition in

advance of calling on him. il typical customers tipped me off to a man who out his history, his ambitious, his inwas about to open a chain of stores in clinations, how much capital he had,

example of the application of this idea a suburb of Chicago. There was a good and the like. Then I prepared a propo

is shown by the methods used by the chance, he thought, for me to make a sition to fit exactly thiese conditions.

New York Edison Company, in workbee-line to the store owner and sell And as a result I won the confidence

ing on owners of private electric plants him before any of my competitors got of the prospect on my first call and with the idea of inducing them to close on the job. landed a choice order on my second

down these plants in favor of the Edicall. Ind furthermore, from what I

son central station service. FEW days later I met my cushave since learned, I know that I spent

The organization of the Edison Comtomer friend on the street and he less time on him than any of my com

pany's private plant (lepartment conthe chain-store man. Ile seemed surtrusted to luck. And as a result of my

men, and salesmen.

A list of private prised that I had not yet called on him

plants is compiled. It is the duty of planning, I won out." -in fact hinted that I was negligent in

the technical men to obtain the exact not promptly following up such a live HIE preliminary stage of every sale data on each of these plants, such as tip. 'Several other


consists of mental skirmishing by horse-power and condition of boilers: learned the news,' he said, “and I know the salesman to find out the pros- horse-power and efficiency of engines;

are hot on the trail. pect's point of contact. Know this the size and operative state of dynamos; Better get busy quickly, or you'll lose salesman must, for even the most skil- type and use of elevators: size of out.

fully-phrased selling talk will fail to pumps; capacity and type of system of "Well, several days later I called on awaken a responsive chord in the pros- refrigeration; size of laundry and the chain-store

man, presented my pect unless it be predicated on his nat- number of mangles; price and grade




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