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THREE WIVES ATTEMPT TO HELP

THEIR HUSBANDS

"Bedford," said Jones' wife, "I am tired of playing the clinging-vine role. I want to be an independent business woman and earn money. Ever since we were married you have just handed out what I needed for a hat or club dues or household expenses, and it makes me feel so dependent. Now, I know a way to earn money. Laura Prentice and Madge Boynton are going into it and there won't be another opening if I wait much longer It's a kind of decorated china art work. We can earn a great deal after we learn how."

"Most of us earn money-after we learn how," said Jones, dryly, lighting a cigar.

"Now, Bedford, don't be mean. Why shouldn't I help you in your financial struggle?"

"Turn off the second girl," suggested Jones. "And be a servant myself? No, indeed, Bedford Jones. I haven't come to that. Now, Bedford," in persuasive tones, "this work is artistic and so easy to learn. It will be an accomplishment in itself besides the money I can earn."

"How much per hour?"

"Bedford! You don't work by the hour, but by the china you decorate!"

"Oh, pardon me. Well, I've no objection. Going to start in on your grandmother's giltedged dinner set?"

Mrs. Jones turned away in disgust. "You cannot or will not realize that this is a serious matter," she said coolly.

"It seems to be getting quite serious. I've consented, what more do you want?"

"It costs a trifle to learn it. I can soon pay it back," coldly; "but I shall have to ask you to advance the money to start on."

"How much do you want?"

"Five dollars."

"That five will be doubled and trebled and quadrupled before you have learned," he remarked, as he handed over the money, "but if Prentice and Boynton can stand it, I guess I can." She cast one withering glance in his direction, but said no more. The three women purchased their materials of the suave art decorator, who assured them they would be given "all the work they could do" as soon as they learned how and started energetically to work.

"Don't disturb me on any account," was the order given in each corner of the triangled conspiracy. Johnny's broken shoe laces, Gertie's lost slate, Mabel's sore finger,-all had to adjust themselves as best they could. Fifty times a day Madge went running madly with her

latest piece of work across to Laura or Cora. She had gotten the process this time, there was no doubt about it-but before the words were well out of her mouth, some flaw manifested itself in the work. The first five dollars' worth of materials "to learn on" was gone early in the fray. Mrs. Jones borrowed the next of Johnny's bank and informed Johnny's papa that she was getting on splendidly, and bribed Johnny not to tell. As the last penny's worth of materials were expended and she still failed to produce work that would pass criticism, she had an idea. She never thought of it before, but of course the china should be put in the sun to dry. Immediately she put the idea into execution, then flew over to tell the others about it. They hurried back with her, eager to see the perfected work, when, calamity of calamities! the sun had dried the decorations up into little daubs! It was past help. Mrs. Jones cried. Her friends looked dolefully down their noses.

"I have no more materials to practice on," wailed Mrs. Jones.

"Nor I."

"Nor I."

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A new set of materials all round proved that three girls had been lenient. In more exaggerated tones of hopefulness than ever three husbands were assured that the work was "coming on beautifully."

The men said nothing; they were waiting.

And now, morning, noon, and night, the decorators plied their brushes. Such zeal was never before exhibited outside a festival to raise a church debt. Social duties were neglected; mending baskets piled high; careless toilets were the order of the day; but they promised themselves to make up all deficiencies most handsomely once they got to earning money. A regular Monte Carlo was in their midst. Every dollar that went into the concern only made it more necessary to put more in to get the first ones out. The thing must be conquered at any price.

When the last bit of material was gone and not a single perfected piece of painting to the credit of one of them, three wails ascended to heaven; three servants demanded a week's back pay; three husbands looked expectant; three wives were ready to forego summer go vns if they might only escape "owning up.' On the brink of despair, Mrs. Jones assumed a gayety of spirits verging on the hysterical.

But when the cook gave notice, and Johnny insisted in dangerously loud whispers on having his money for a boat, she broke completely down and confessed.

"It's it's so wearing on the nerves," she wailed; "the art work, I mean."

And then did Jones laugh till his sides shook. "Never mind," he said between spasms, "it was worth the price any day."

Three women have completely lost their taste for business. They no longer despise the dependent role.

GOOD SALESMANSHIP

BY PORTER HUNT

There are distinct qualifications for successful salesmanship: Neatness, politeness, knowledge of goods, convincing argument, business

tact.

Neatness is most certainly important, as the first general appearance in the presence of the buyer bears much weight on the length and value of the interview. While dress does not by any means make the man, it must be admitted, however, that in the commercial as well as the social world it helps form the first impression.

Provided his personal outward appearance be acceptable, the next consideration from the buyer's standpoint is the manner in which he conducts his conversation, together with the ordinary bodily carriage which he may assume. The good, bad or indifferent qualities of the man at this point often assert themselves. The average buyer presumably has been a student of human nature, and this is where he puts his knowledge into practical use, thus enabling him to a considerable extent to size up his visitor, whose main object is to effect a sale.

POLITENESS

Without manifesting a degree of diplomacy in your untiring efforts to introduce your sales article, you must expect nothing else than to be debarred from even the slightest interview. Always avoid conversation of any sort that would terminate in a heated discussion, as it has a tendency to detract from the dignity of the salesman, whatever may be the outcome of the controversy. Remember also that politeness costs less than nothing, for its exercise should be a pleasure, and if executed in the right spirit it is sure to pay big dividends. Be agreeable always optimistic. Let the sunshine of happiness govern your every act and motion. Be an attentive listener and weigh carefully every argument advanced for or against, then present your every available source of knowledge that can possibly influence the buyer to action. Do not be too per.sistent in effecting an immediate sale. Suggest some arrangement for a future interview.

At all times be polite and courteous. Govern and control your tongue's capacity. Avoid bombastic remarks. A refined tone of voice always commands the respect of the listener.

KNOWLEDGE OF GOODS

How much more competent for salesmanship is the man who has in his possession the minute details, or better, the knowledge and experience gained from the practical touch with the various processes of construction of the article he is marketing.

True, in many instances there have been representative men that have had a very limited knowledge of the article they were selling yet whose success depended in a large measure upon their social qualities.

It must be admitted, nevertheless, that many of these have met with apparent success, while in the majority of instances practical and experienced men fully equipped with talking points far excel them, providing their conversational endowments are on a par with their knowledge. To some purchasers where economy reigns supreme the price is oftentimes an incentive to buy, while a price inducement with a logical detailed description of the article would surely tend to influence the purchaser.

CONVINCING ARGUMENT

The kind of argument that appeals to common sense is decidedly necessary.

There are many salesmen who confront the buyer with a natural hesitancy, possibly through lack of self-control, resulting in insufficient persuasiveness, which tends to terminate the hope of negotiating business.

By being punctual, truthful and decisive your impressions either for good or bad will be lasting. Your conversation should be intelligent, logical, forceful and significant. Too much talk oftentimes discounts the fever tc purchase. Be deliberate. Study the sentiments of your customer and govern yourself accordingly. Maintain strict regard for the truth at all times.

THE PRIZE WINNERS

The first prize in the recent COMMON-SENSE "story of success" contest was awarded to Charles V. Story, of Freehold, N. Y. His story, "Luther Burbank," appears in this issue of ComMON-SENSE. The prize consists of a complete course in Short Story Writing in the PageDavis School of Correspondence. The next most suitable stories were written by Richard A. Naylor, England; Emma Burgess, England; Claire M. Perry, Palo Alto, Calif., and Mrs. A. E. Sigsbee, of Quincy, Ill. Their stories may appear in future issues, and they received proper tokens of appreciation for their praiseworthy work.

AUTHORS AND THEIR BOOKS

Quotations Proverbs and Common-Sense Sayings

The compiler of this work, O. S. Duff, has used rare judgment in selecting only those sayings that are directly applicable to every-day use by the average person. Each quotation expresses a splendid thought in the most concise and beautiful language. The sages of all times have contributed their best ideas in their most inspired moments-one does not need to read a great deal of nonsense in order to get a little sense-it is all sense, from beginning to end. The especial value of this work is that it furnishes a ready suggestion for an article, an editorial, or an apt quotation for a letter or an advertisement. Often another's words can be made to just clinch one's own thoughts in the most pleasing manner. The "Common-Sense" sayings are culled from the editorial pages of COMMON-SENSE-those crisp thought germs that appear from month to month, and are valued so highly by the readers of the magazine. The author of the book has been for a long time a reader and staunch admirer of the magazine and has culled from his files what he considered the best of its editorials.

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

Practical Punctuation

Many people whose attention has not been. directed to the matter are doubtless unaware of the fact that punctuation today and punctuation. of a few years ago are two different propositions. As the old-fashioned involved sentences and long periods have passed away, so also have the complicated methods of pointing. This is the first book to be published giving the modern simple methods of punctuation, applicable to business writing, such as advertisements, business letters, booklets, and also literary writing suitable to magazines and newspapers. Anyone who has occasion to write for publication of any kind would be immensely benefitted by frequent reference to PRACTICAL PUNCTUATION.

In this day, when salaries are governed largely by the employe's ability in these lines, and when anyone who has a story in his head can put it into shape to meet the approval of some editor, providing his construction is correct, too much careful attention cannot be given to the mechanical details of writing, of which proper punctuation is the most important.

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

Correct English, How to Speak and Write it

This book is a delight. The author, F. L. Johnson, gives in concise, clear, easily understood rules, each fully illustrated, the laws governing the correct use of the English language, together with an exhaustive list of words commonly misused, and their correct use. This book bears no resemblance to the old-fashioned grammar and rhetoric, which were such bugbears to most of us in our school days. It wastes no time on fine technicalities. It goes right into the subject of clearing up all the difficult points in written or spoken language with a terseness and briskness that makes the book a pleasure as well as a benefit. The book seems designed especially for quick and ready reference by business men, advertisement writers, correspondents, stenographers, and magazine and newspaper writers. But it would be found equally useful to students and teachers, and in fact every one who appreciates the value of correct speech.

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 your life a greater success, in business, social, private or public lines."

To this, I will add that the editorials are drawn from actual successes and failures-from contemplation of men and affairs-not from books and the theories of others. Such faults are made matter of comment that in the editor's opinion are of sufficient magnitude to form an obstacle to one's advancement. Virtues that would add to one's successful living are commended. The articles and sketches used are designed to be of practical help to the largest number of our readers. The value of the little magazine lies in the fact that it's all meat-there is no chaff.

Many eyes see more than one pair. You daily note traits, or hear of acts that breed success or failure. Will you co-operate with us, by giving us the benefit of your observations? Write us a letter-short or long, as the subject demands-telling of the things you see, hear or believe, that go to make or mar a man or a woman. Letters giving points of sufficient value will be published. Address,

Editor COMMON-SENSE, 88 Wabash Ave., Chicago, Ill.

BUSINESS TACT

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.

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.

INCREASE YOUR YIELDS PER ACRE

By applying a little science to your farm. THE SCIENTIFIC FARMER Is devoted to scientific soil culture, and scientific soil culture means simply that you make every hour's work count for the production of crops. Its editor is Prof. H. W. Campbell of Lincoln, Nebraska, the best known soil expert in America to-day. Its departments and special articles are handled by men who know, and also know how to tell you what they know.

There is an idea for the farmer on every page of every issue. Send 10c for a Sample Copy. SPECIAL OFFER: Send One

Dollar and get The Scientific Farmer for one year and one copy of Campbell's Soil Culture Manual, the best book on soil culture ever printed. It sells for Fifty Cents per copy. You get it for nothing if you subscribe to The Scientific Farmer.

THE SCIENTIFIC FARMER, 1715 California St., :: 8:3 Denver, Colo.

Ο

THE SPECK

THE MAGAZINE OF QUALITY

NE of the best and brightest magazines for the home ever published. It's the magazine of which you have heard so much,and the one which is always' different." WHAT A FEW OTHERS SAY:

"I examined your paper with great interest."— Chas. Twigg, Editor of Printer's Ink.

"It's worth more than the price you ask."A. C. Hunt.

"No home should be without it, for its contents are elevating."-T. Lewis.

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Be Your Own Collecting Agency

Save fees and commissions. The best scheme ever devised for collecting poor and slow accounts. Keeps the whole thing in your own hands. The book tells just how, is copyrighted, and is sent postpaid anywhere on receipt of only two dollars.

R. W. Van Hoesen,

SPECIALIST
Franklinville, N. Y.

66

COMMON-SENSE ADVERTISERS

'HEART THROBS"

"CONTRIBUTED BY 50,000 PEOPLE"

19

NEW BOOK HAS BEEN PUBLISHED! Did I say new? Yes, but as old as the hills, for inside the bright new covers are "Heart Throbs"-tender sentiments of humanity from the time of Christ down to the present day. Such a book as this, for real heart interest, has never before been conceived. Not one man's compiling, nor one hundred, nor one thousand, but over fifty thousand people have unbosomed themselves in lending their tenderest sentiments to the publishers.

What an unfolding is here, O ye of pessimistic faith and discouraged mein! A realization of the spirit found personified in this book will cure you for all time.

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Here's an incident:

The copy for the book was placed in the hands of eight printers who had no knowledge of the work. Every one of the eight has placed an order. "I want that book," they said.

But why? Printers are surfeited with such things.

MR. JOE CHAPPLE,

302 TRUDE BLDG.,

CHICAGO, ILL.

If you could see the book you would know just as everyone who has seen this volume knows. It is a treasure trove. The heart strings of fifty thousand people, attuned to all that is high, noble and cheerful, playing in one grand sympathetic symphony, will strike a chord in your own soul. Get a book and see if it does not.

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