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"Bedford," said Jones' wife, "I am tired of latest piece of work across to Laura or Cora. playing the clinging-vine role. I want to be an She had gotten the process this time, there was independent business woman and earn money.

no doubt about it—but before the words were Ever since we were married you have just well out of her mouth, some flaw manifested handed out what I needed for a hat or club itself in the work. The first five dollars' worth dues or household expenses, and it makes me of materials “to learn on" was gone early in feel so dependent. Now, I know a way to earn the fray. Mrs. Jones borrowed the next of money. Laura Prentice and Madge Boynton Johnny's bank and informed Johnny's papa are going into it and there won't be another that she was getting on splendidly, and bribed opening if I wait much longer It's a kind of Johnny not to tell. As the last penny's worth decorated china art work. We can earn a great of materials were expended and she still failed deal after we learn how."

to produce work that would pass criticism, she "Most of us earn money-after we learn had an idea. She never thought of it before, how," said Jones, dryly, lighting a cigar.

but of course the china should be put in the “Now, Bedford, don't be mean. Why sun to dry. Immediately she put the idea into shouldn't I help you in your financial strug- execution, then flew over to tell the others gle?"

about it. They hurried back with her, eager "Turn off the second girl," suggested Jones. to see the perfected work, when, calamity of

"And be a servant myself? No, indeed, Bed- calamities! the sun had dried the decorations ford Jones. I haven't come to that. Now, up into little daubs! It was past help. Mrs. Bedford,” in persuasive tones, "this work is Jones cried. Her friends looked dolefully down artistic and so easy to learn. It will be an

their noses. accomplishment in itself besides the money I “I have no more materials to practice on," can earn.”

wailed Mrs. Jones. “How much per hour?"

"Nor I." "Bedford! You don't work by the hour, but "Nor I." by the china you decorate !"

"Perhaps the girl will let me use her wages "Oh, pardon me. Well, I've no objection. if I promise to pay her interest," suggested Going to start in on your grandmother's giltedged dinner set?”

A new set of materials all round proved that Mrs. Jones turned away in disgust. “You three girls had been lenient.

In more exagcannot or will not realize that this is a serious gerated tones of hopefulness than ever three matter," she said coolly.

husbands were assured that the work was “It seems to be getting quite serious. I've “coming on beautifully." consented, what more do you want?"

The men said nothing; they were waiting. "It costs a trifle to learn it. I can soon pay And now, morning, noon, and night, the it back," coldly; "but I shall have to ask you decorators plied their brushes. Such zeal was to advance the money to start on.”

never before exhibited outside a festival to “How much do you want?"

raise a church debt. Social duties were neg"Five dollars."

lected; mending baskets piled high; careless “That five will be doubled and trebled and toilets were the order of the day; but they quadrupled before you have learned," he re- promised themselves to make up all deficiencies marked, as he handed over the money, “but if most handsomely once they got to earning Prentice and Boynton can stand it, I guess I money. A regular Monte Carlo was in their can." She cast one withering glance in liis midst. Every dollar that went into the condirection, but said no more. The three women cern only made it more necessary to put more purchased their materials of the suave art in to get the first ones out. The thing must decorator, who assured them they would be be conquered at any price. given “all the work they could do” as soon as When the last bit of material was gone and they learned how and started energetically to not a single perfected piece of painting to the work.

credit of one of them, three wails ascended to “Don't disturb me on any account,” was the heaven; three servants demanded a week's order given in each corner of the triangled con- back pay; three husbands looked expectant; spiracy. Johnny's broken shoe laces, Gertie's th-ee wives were ready to forego summer lost slate, Mabel's sore finger,-all had to ad- go vns if they might only escape "owning up. just themselves as best they could. Fifty times On the brink of despair, Mrs. Jones assumed a a day Madge went running madly with her gayety of spirits verging on the hysterical.



But when the cook gave notice, and Johnny At all times be polite and courteous. Govern insisted in dangerously loud whispers on hav- and control your tongue's capacity. Avoid ing his money for a boat, she broke completely bombastic remarks. A refined tone of voice down and confessed.

always commands the respect of the listener. “It's—it's—so wearing on the nerves,” she

KNOWLEDGE OF GOODS wailed; "the art work, I mean.”

How much more competent for salesmanAnd then did Jones laugh till his sides shook. ship is the man who has in his possession the

"Never mind," he said between spasms, "it minute details, or better, the knowledge and was worth the price any day."

experience gained from the practical touch Three women have completely lost their with the various processes of construction of taste for business. They no longer despise the the article he is marketing. dependent role.

True, in many instances there have been

representative men that have had a very limGOOD SALESMANSHIP

ited knowledge of the article they were selling yet whose success depended in a large measure

upon their social qualities. There are distinct qualifications for success

It must be admitted, nevertheless, that many ful salesmanship: Neatness, politeness, knowl

of these have met with apparent success, while edge of goods, convincing argument, business

in the majority of instances practical and extact.

perienced men fully equipped with talking Neatness is most certainly important, as the

points far excel them, providing their conversafirst general appearance in the presence of the

tional endowments are on a par with their buyer bears much weight on the length and

knowledge. To some purchasers where econvalue of the interview. While dress does not

omy reigns supreme the price is oftentimes an by any means make the man, it must be ad- incentive to buy, while a price inducement with mitted, however, that in the commercial as

a logical detailed description of the article well as the social world it helps form the first

would surely tend to influence the purchaser. impression.

CONVINCING ARGUMENT Provided his personal outward appearance

The kind of argument that appeals to combe acceptable, the next consideration from the mon sense is decidedly necessary. buyer's standpoint is the manner in which he There are many salesmen who confront the conducts his conversation, together with the

buyer with a natural hesitancy, possibly ordinary bodily carriage which he may assume.

through lack of self-control, resulting in insufThe good, bad or indifferent qualities of the

ficient persuasiveness, which tends to termman at this point often assert themselves. The inate the hope of negotiating business. average buyer presumably has been a student By being punctual, truthful and decisive of human nature, and this is where he puts his

your impressions either for good or bad. will knowledge into practical use, thus enabling be lasting. Your conversation should be inhim to a considerable extent to size up his

telligent, logical, forceful and significant. Too visitor, whose main object is to effect a sale.

muc'? talk oftentimes discounts the fever to POLITENESS

purchase. Be deliberate. Study the sentiments Without manifesting a degree of diplomacy of your customer and govern yourself accordin your untiring efforts to introduce your sales

ingly. article, you must expect nothing else than to be Maintain strict regard for the truth at all

tain debarred from even the slightest interview.

times. Always avoid conversation of any sort that would terminate in a heated discussion, as it

THE PRIZE WINNERS has a tendency to detract from the dignit; of the salesman, whatever may be the outcome The first prize in the recent COMMON-SENSE of the controversy. Remember also that polite- “story of success” contest was awarded to ness costs less than nothing, for its exercise Charles V. Story, of Freehold, N. Y. His story, should be a pleasure, and if executed in the “Luther Burbank," appears in this issue of Comright spirit it is sure to pay big dividends. Be MON-SENSE. The prize consists of a complete agreeable--always optimistic. Let the sun- course in Short Story Writing in the Pageshine of happiness govern your every act and Davis School of Correspondence. The next motion. Be an attentive listener and weigh most suitable stories were written by Richard carefully every argument advanced for or A. Naylor, England; Emma Burgess, England; against, then present your every available Claire M. Perry, Palo Alto, Calif., and Mrs. A. source of knowledge that can possibly in- E. Sigsbee, of Quincy, Ill. Their stories may fluence the buyer to action. Do not be too per- appear in future issues, and they received .sistent in effecting an immediate sale. Sug- proper tokens of appreciation for their praisegest some arrangement for a future interview.

worthy work.



Quotations Proverbs and Common-Sense Sayings Correct English, How to Speak and Write it

The compiler of this work, O. S. Duff, has This book is a delight. The author, F. L. used rare judgment in selecting only those say- Johnson, gives in concise, clear, easily underings that are directly applicable to every-day use stood rules, each fully illustrated, the laws govby the average person. Each quotation expresses erning the correct use of the English language, a splendid thought in the most concise and beau- together with an exhaustive list of words comtiful language. The sages of all times have con- monly misused, and their correct use. This book tributed their best ideas in their most inspired bears no resemblance to the old-fashioned grammoments—one does not need to read a great deal mar and rhetoric, which were such bugbears to of nonsense in order to get a little sense—it is most of us in our school days. It wastes no time all sense, from beginning to end. The especial on fine technicalities. It goes right into the subvalue of this work is that it furnishes a readyject of clearing up all the difficult points in writsuggestion for an article, an editorial, or an apt ten or spoken language with a terseness and quotation for a letter or an advertisement. Often briskness that makes the book a pleasure as well another's words can be made to just clinch one's as a benefit. The book seems designed especially own thoughts in the most pleasing manner. The for quick and ready reference by business men, "Common-Sense" sayings are culled from the advertisement writers, correspondents, stenogeditorial pages of ComMON-SENSE—those crisp raphers, and magazine and newspaper writers. thought germs that appear from month to month, But it would be found equally useful to students and are valued so highly by the readers of the and teachers, and in fact every one who appremagazine. The author of the book has been for ciates the value of correct speech. a long time a reader and staunch admirer of the Published by the Publicity Publishing Co., magazine and has culled from his files what he Chicago. Price, 75 cents. considered the best of its editorials.

Published by the Publicity Publishing Co., Chicago. . Price, 75 cents.

A Word with the Editor.

Whenever any one asks, “What is the purpose

of COMMON-Sense?" I reply, "To help you make Practical Punctuation

your life a greater success, in business, social, Many people whose attention has not been private or public lines.” directed to the matter are doubtless unaware of

To this, I will add that the editorials are drawn the fact that punctuation today and punctuation from actual successes and failures—from conof a few years ago are two different propositions. templation of men and affairs—not from books As the old-fashioned involved sentences and long and the theories of others. Such faults are made periods have passed away, so also have the com- matter of comment that in the editor's opinion plicated methods of pointing. This is the first are of sufficient magnitude to form an obstacle book to be published giving the modern simple to one's advancement. Virtues that would add methods of punctuation, applicable to business to one's successful living are commended. The writing, such as advertisements, business letters,

articles and sketches used are designed to be of booklets, and also literary writing suitable to

practical help to the largest number of our readmagazines and newspapers. Anyone who has oc

ers. The value of the little magazine lies in the casion to write for publication of any kind would be immensely benefitted by frequent reference to

fact that it's all meat—there is no chaff. PRACTICAL PUNCTUATION.

Many eyes see more than one pair. You In this day, when salaries are governed largely daily note traits, or hear of acts that breed suc

cess or failure. Will you co-operate with us, by by the employe's ability in these lines, and when anyone who has a story in his head can put it giving us the benefit of your observations? into shape to meet the approval of some editor, Write us a letter-short or long, as the subject providing his construction is correct, too much demands—telling of the things you see, hear or careful attention cannot be given to the mechan- believe, that go to make or mar a man or a ical details of writing, of which proper punctua- woman. Letters giving points of sufficient value tion is the most important.

will be published. Address, Published by the Publicity Publishing Co.,

Editor COMMON-Sense, Chicago. Price, 75 cents.

88 Wabash Ave., Chicago, Ill.


Be honest and sincere in your words as well as your actions. Watch the buyer's attitude and weigh carefully his sentiments. Make strong appeals to his judgment. Do not be overbearing-too forceful or persistent.

Exercise your skill and employ your concentrated nerve power to interest the buyer so as to induce him to make a purchase.

Allow no one to talk disparagingly of your firm without a decidedly open rebuke.

Exhibit nothing but good-will toward everybody.

Do no man an injustice or injury. Talk business from start to finish.

Familiarize yourself with the buyer's instincts and desires as far as possible and conform your ideas to his as nearly as consistency will allow.


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People's blunders come largely from failing to think. The writer of this announcement manages the advertising of a very large concern, but evidently his thoughts were straying when he concocted the following offer: "Anybody who can prove that my tapioca is damaging to health will at once receive three packages, gratis."

If you are canvassing or selling goods or looking for a good story for your paper, and you are not successful as soon as you thought you would be, remember that old song, “Keep Pegging Away"; be sunny, be cheerful, keep your spirits up, and the time will surely come when the reward will be yours.


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