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Nearly every proposition has its few vital points. The salesman should, as much as possible, confine himself to these and to supporting argument.

Perfected intuition is perfected art, and by studious development of the intuitive, a salesman can arrive at the highest point in skill of which he is capable. Intuition is not all a matter of heredity. Nearly every salesman repeats his mistakes again and again. This shows thoughtlessness. It shows that his mistakes were either not known to him as such, or had not been analyzed. A mistake is a benefit only when it has been given intelligent attention after it has been made.

It is not necessary to know all the mistakes we can make before choosing a course, but it is necessary at least to know that the one we choose is not altogether a mistaken one.

We cannot inform ourselves from within, on all matters, we must gain our knowledge from without. We cannot, in the nature of things be our own educators, but must obtain our education from others and from our contact with our surroundings. We know nothing whatever "out of our own heads."

Many salesmen, serving the thought that they “know what they know," of their own power of reasoning, and giving no credit to the real forces operative for their education, absolutely shut the doors of their mind against improvement.

This is the cause or one of the causes for such a large percentage of ineffectiveness among salesmen. They are like the old farmer, "a good fellow but somewhat 'sot in his ways.”

Of course the customer is 'sot' too, but if the salesman is as slow as the customer there is no hope for him.

A man must be a little ahead of his trade to accomplish the best for himself.

"I am too tired to give thought to such things when I have finished my day's work.” Then make it a part of the day's work.

"All this rot about salesmanship makes me weary anyway. It is written by a lot of fellows who have nothing to do but gather up and print stuff of something they don't know anything about.” Has it made the salesman think? Think more and better than before? Yes. Then what matter who writes it if it has helped the salesman who reads it, and it has!!

A man's character is made up of what he approves.

If the salesman is too tired to think, then he should welcome the aid of the man who will think for him, and let him approve or disapprove.

So when an employer does a little thinking in his leisure and writes the salesman his views instructions, should the salesman not consider the fact that the employer has had more time to think than he? Why not profit by the work of the man who has time to become an expert in his business of thinking ?

The salesman will say that he is thinking all the time. But he is half doing it. If he is doing it right, let me say, he is also selling a lot of goods, because right thinking will lead to right acting and skill. If he is thinking right, he doesn't need so many reminders as he receives from his house, because there is nothing in the world that will shut off instructions from the house so quickly as an abundance of orders sold at the right price.

"But why tell us all this? We know it now, it doesn't help to sell our goods." Yes it does. It will do it if it merely makes you think, or know that there is something to think about. It will help wonderfully if it causes you to catch and make a record of your valuable ideas as they go flitting through your mind, when you are leaning back in your chair or are at the table or on the


It will help if it stirs you up to an effort to write a treatise on real salesmanship based on your own experience just to show the fellows who are now

worst sort, but it has got to be done and should be done before a man goes out on the road, instead of taking lessons after he goes out at the expense of hotel bills, the customer's patience, and the employer's charity.

Now suppose a salesman in reading this, acquires a thought about thought, how it springs into being by being born of another thought. Can he not use the idea as an argument with his customers? If it is of value to the salesman it will be of value to the custo


writing that they don't know anything about it.

Many a man has been indebted to a fortunate phrase for his greatest success. The phrase may express the clinching ideas in a manner that will arouse a whole series of activities beneficial to the salesman.

How is he likely to find this fortunate phrase, this lucky joining of words? By reading matter bearing upon his work.

Preparedness in salesmanship is less in the line of merchandise than in the ability to properly present it. Thought stores enable a man to display ability. If he wants thought he must seek where thought is recorded.

Nothing can come from motion but another motion; and from a thought but another thought. Thought isn't grown spontaneously. It only grows from seed thoughts well cultivated.

The unconscious motive in all action is to seek pleasure and avoid pain. The salesman can arrive at the point of real pleasure in selling merchandise only by enduring a certain amount of initiatory drudgery and pain.

Learning the minute details of many lines of merchandise is drudgery of the

Suppose a salesman is aroused to a belief that there is something in the word salesmanship besides twelve letters, will he not begin to assemble his own experiences for review with the purpose of learning their real value?

If he becomes more expert it will be because he becomes a better observer, and when he gets into the habit of making observations carefully, he also acquires the habit of teaching his customers what he learns. This method of giving customers the benefit of observation is good salesmanship. It arouses the customer's interest in the personality of the salesman and this meansmore than half the battle.




X-RAY HALF-TONE OF COLUMBIA CAR MARK XLVIII. 24-28 H. P. Made by Rogers & Co. for Catalogue of Electrical Vehicle Co., Hartford. Only half-tone of its kind ever made..


By George F. Burba

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THE Spirit of the Times shall teach us Speed.”

Life is motion,-speed. The more life, the more motion.

Speed has been worshiped in all ages, by all people. Mercury, favorite messenger of the gods, had wings upon his feet, --symbolical of flight. Flight at that time was the highest conception of speed. Camilla was the most popular servant of Diana, because she was swiftfooted; ran like the winds; tarried not; got there.

The ox-cart was the quickest way of getting a burden to a given point. Horses were caught and broken to harness because they were swifter than the ox. The automobile was invented because the Spirit of the Times, in very truth, had taught us speed.

Not all the imperfections of the mind of man, nor thoughtlessness, nor fear, nor the abuse that is its portion, can curb the progress of a race by lessening the demand for power cars. The Spirit of the Times has taught us speed. This mighty messenger of men, swift steed of steel and springs, faster than Mercury, quicker than Camilla, as elegantly proportioned as the thoroughbred, as graceful as the swan, more powerful than the teams of old Pharaoh, has come to stay, because of the love of man for speed.


As for the sport that comes from automobiling-pity the gods who had to be content with riding upon the wings of a storm. It must be indulged in in the country to be fully appreciated. All good things will sooner or later come the farmer's way. Night is the best time to contract the disease--for automobiling is a disease; caused by a germ; the symptoms as well marked as the symptoms of that most acute of all diseasesLove.

Night is the time for automobiling, the best time, the exhilarating time. And a moonlight night-just as a moonlight night used to be the best time for buggy-riding. Not that the moon is needed, for it is not. The automobile has its own moons, full-rounded ones, glaring monsters that reach out and bring close to you the country roads ever drawing to a point, but never reaching it.

The fields and fences are a part of the game. The uncertainty that lies just over the end of the reflection; the breeze weaving through the hair, for all the world like the waves that weave through the curls of the mermaids. The motion—all motion is a poem—the vibration, the resiliency, the thought that beneath the hand lies the unseen power of half a hundred horses, the dust, the speed-everything and everybody seems good when one is in a car in moonlight, tearing off strips of space and hurling them back into the teeth of the night.

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It was a philosopher who prayed for the luxuries of life, stating that, given the luxuries, he could get along without the necessities. If it is claimed that the automobile is a luxury, so be it. Given that, we can get along until the luxury becomes necessary, for has it not been stated that the luxuries of today are the necessities of tomorrow?

But speed—a necessity at all times, ever a luxury-for that we pray. We would be active and agile; we would run the race hard from start to finish; we would outstrip disease and scud before all sorrows. Spurred by ambition, winged by the desire to accomplish something worth while, stripped of the weight of fear, we would show such pernicity of decision and such continuity of purpose that he who tarried for a moment would be blinded by our smoke. For what would it profit a man to gain the whole world if he could not ride in an automobile?



A duck, who had faithfully stuck to well and favorably known the world business during the summer and laid over.-Editor Studebaker." several dozen fawn-colored eggs, complained that she


Sure thing! and then, too, if he hanciated. "See that hen over there?” said dles the Studebaker wagons they will the duck; "she has not laid as many help him cackle. They have good eggs as I have, nor so big, but she has "tongues”; their cackle will "reach” a books written in her honor, while no- long distance. They will cackle "evener" body says a word about me." “The without getting "tired” than any living trouble with you is,” said a wise buff, "felloe.” He won't have to "hound" peo"you lay an egg and waddle off without ple to buy Studebaker wagons. 0! saying a word, while that sister of mine somebody head us off ! We're getting never lays without letting everybody in the “skein" all tangled up! Didn't know the neighborhood know of it.”

that a duck could raise such a "hub" Moral—If you want to be appreciated, bub. What! Who "spoke”? This is cackle about it—advertise.-Bill's News. "standard." Don't attempt to "spring"

Moral No. 2—The hen had a good anything further! We'll take our "seat." article to cackle about. So has the man This has started the "wheels” in our who handles the Studebaker line, which, think "box." Feel as if we needed a like the hen's manufactured product, is "bolster.” Whoa! Back up!

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