The sun. [volume] (New York [N.Y.]) 1833-1916, 1908-09-22
SEMINAR In SALESLADYMG
DIANA HERSCHELL STARTS HER
CLASS or GIRLS

CLASS or GIRLS
TO Lure . Person Int Buyfns without
GIVING offence p an Art She Knows
she Cultivates our Five Senses
and Presently o Can DO II. Too.
There was one In a glove fitting black
princesse frook and additionally adorned
with an arrangement Of pufs, braids
and pompadour that was fully entitled
to be described as q couture. There vas
another in dove gray with an early VIC
torian adjustment Of fia1en curls n q
oonfdinr smile. A third wore her hair
plain and a blue serge frock. a fourth
was distinguished by a Peter Pan collar
and a string OF coral beads. and there
were several others each one OF whom
was taller or shorter or prettier or thinner
or Younger than any Of the others.
But when they were seated at desks
in Classroom 40 Of Public School "a
last night they all looked alike to Miss
Diana Herschell.
1t is in this particular room that Miss
Hersohell has promised to devote two
hours of four evenings In each. week to
initiating the above mentioned young
women In the mysterious art OF making
persons buy things. She made 1t under
stood right in the beginning. However
that she wasn't going to give them tho
slightest tip as to how to cheat any one
or even how to get ahead OF any one.
In fact she said most emphaticaily that
nome but the highest mercantile standards
- - ---.ktAnaI in the SaIeQ.
women's Seminary.
When IL was also made clear to the most
casual listener that the course was not
desIaned TO turn out salesladies but
simply persons who could properly n
swiftly serve customer. the one with the
~ooiffure murmured that she didn't know
but what she would Try to get back her
application blank.
sOh. don't do that demonstrated the
one who wore hers plain. Then youh
miss the chance Of getting a certificate
Now. selling things, according to MISS
Herscbell-and she certainly knows. Do
cause she has sold evcr and ever 20 many
that the ones she sold them to hadn'
even thought Of b~uyinS-isn't " mateer
OF hypnotism or Yogi philosophy OF eVen
blind chance. ..n.vo-
LIANT amile at the one who wore her hair
plain, sas. definite as darning stookihes
and quite as material
sSare it is muYmured the only man
present. Most always it's just a matter
OF buying q man a drink, or several. ,,a.
Miss Herschell frowned and saio sunny
that the technique o. " snoeher course.
Then she asked the n with the refer
pan collar what were the CONSTITUENT
parts OF every sale. n the young woman
twisted her necklace and
that she didn't know.
sOh,' proceeded Miss herschen cosa.
ingly, simagine, every one OF you, ina aI
vnn are selling something, and you will
see pictures x
which. the prospective links between the
supply and the consumer s9uinteo vio-
Iently at the foor.. or the door. or tne
ceiling, .the young lady IN the iroh' ee"'
"A vase. replied the n addressed, in
a tone OF timid solemnity.,
skh.s commented the instructor graci-
o,,sly. .you cell china then. But II 0
are selling the vase there Is something
else you must see besides the article itsen.
Can any one tell me what II sL \, tho
THAT is right said Miss Hersehell
anooura oinoiyee sbut there Is still another
part to this picture. Who sells the vase
10 the customer
h And again she had guessed right the
After hat Miss Herschell demonstrated
conolusively by using the process de-
nominated in the science OF pedagogy as
developing that although he ve senses
were very useful a SGs %srs so s Sx :
means the whole thing. One had to study
awfuIly hard, she said, to learn how to see
with the ewes and how 30 hear with the
ears and 70 feel properly and ecienth.
cally with the fingers. Tho Q
smell wasn't really 80 important, she
nioved in a GROCERY store. nor the sense
Of taste unless one wished to become a
o a wine t~aster,' interpolated the
man. But every n pretended not 70
The real essence and backbone and
theme Of the lecture was contained In the
abatement that every sale wa a contract
between two minds and that In order Tor
a ealesperson to be the kind that gets her
salary rdised about three times q year
she had to develop the kind OF mind that
could make any customers mina take q
back seat the minute 1t came within the
sellers aura.
In subsequent lectures the members
Of the seminary are to be taught how 20
be polite TO customers who iook TOT an
hour and thirty-nine minutes and don't
buy anything; how TO- find out what a
customer wants who doesn't know her.
self; how to prove that any goods s.ked
for and not n stock are passt. and how
to find a perfect match for q piece q last
To every student who q demonstrate
In oral and written examinations her
mastery Of these abstruse processes.
and who likewise offers In evidence q
thesis OF not lees than 10000 words on
aThe Gentle Art Of Diplomacy In Its
B,siness CopditioDs,' will receive q d.
ploma and the degree Of B. B.