The Washington herald., 1917-01-08
Interesting Chats
From Hotel Lobbies


THE old-type" of business man b
, rapidly passing and In his place has aris-
! en- more determined and rssourcsful
individual" said E. p. Perrins, lecturer
and psychologist at the University Of
Colorado, who IL at the Raleigh Hotel
I'VE can no moro do business In the
style that grandfather used. than We
can grow wingA
"One Of the greatest opportunities OF
the age awaits the American business
man in South America and we need to
get and hold the trade OF these countries.
resourceful type Of men who will hon.
estiy and sincerely study the needs and
peculiarities of those countries.
The old haphazard methods Of selling
Will not go. We must deliver service as
well as the goods.
I'VE must acquaint the South Ameri-
! cans with American wares in such q
manner as will be as productive OF re-
suits as some American advertising
campaigns. II ever we will have use for
creative genius and imagination It will
| be In the continent south of US. We will
| be In closer competition than ever be-
fore and only hard spplicative salesman
ship will answer.
There has long been a need for some
education along psychological lines for
! the business man and now we are be-
/ ginning to get IT,
I'VE educate and train men for nearly
all other lines of endeavor. but until the
last ten years little special training was
given the salesman. Systematic training
and scientific application of modern
ideas and methods arc rapidly becom-
ing . byword for our most successful
salesman and the idea of relying on
hypnotism to sell goods is going into the
discard. The need of acquainting a GUS
toner with the name and merits OF ar
ticles In never more apparent"
mo matter II we are at war In Eu-
rope. / maintain that the world was
never at any time as intellectual as II
lis today" said Prof. Cyrus z. Martin,
of Boston, at the Ebbitt "I do not mean
that II is all In our heads, either. but
we have this intellectually In our
Libraries. Washington is no doubt one
of the greatest educational centers in the
world. Here I notice almost every type
Of student and scientist and 1t seems to
be a mecca for brains
"On every hand you can meet we'll
educated persons from all over the uni
verse. One great advantage of the Cap
ltal City Ia that the brains of the gov
ernment of the greatest country In the
world are located here. Boston is intel
lectual, of course, but not IN the sense
that Washington is
Tn time I expect to see Washington
the seat Of the great proposed pan-Ameri-
can university. There is more real knowi-
edge to be had In this city than any city
of its size In the world. In Boston we see
education as It Is thought to be applied,
but there seems to be more Of an
outlet for brains in actual constructive
work.
The government is the greatest buyer
OF brains and yet 1t has been for many
years the training school for the great
corporations. The need Of a higher wage
scale in order for Uncle Sam to hold the
most capable men Is very apparent
I'VE should have the best brains avail
able in the government service and we
must have them II the departments are
run on an efficient basis. Let US hope
that Congress will take note OF this item
because the citizens of this country are
beginning to demand more and more
service from the different departments
and although additional employees are be
, ing constantly added, II would seem rea-
sonable that Uncle Sam, by reason Of
high wages. would get the pick of trained
men"
Something is needed to teach oul
youngsters the value of outdoor life,
said James z. York, Of Greenville, s. c.
who is stopping at the Harrington. NO
, so many years ago I was as pale and
puny as many boys in the cities, wher
something happened that forced me to 81
outdoors ard stay there.
IF we are ever to have an army WORTHY
OF the name, we must have youngster'
that can stand long hikes and msneuverl
out of doors in all kinds Of weather.
believe in universal military training anc
that every young man should serve hi
country for at least two years.
'If we never go to war, so much th'
better. We will have fine lot OF yount
men who like the open, and there vii
not be half as many weaklings as ther'
are now.
Army discipline and practice with 9
rife never made a boy less a man, anC
many will have a chance at life in tht
open they would not otherwise be aolt
to afford.
THE physical training that young
man receives in. the army or navy al
,yo,. stands him IN rood stead in after