Tulsa daily world. [volume] (Tulsa, Indian Territory [Okla.]) 1905-1919, 1918-02-17
Selling Rules Elusive;
Engineering Laws Fixed

any cost fof unor atb.t s,,,,,.
pends E,,E ''' "'
r,,,s, wa P'hhA
w maze TO doNclail with hu
man irailtIcs IIupant,,. ,.,,.,
,HahEed and Il IA inn,.s,,,i." Wv
business with human b.in,' 4" u'
~ I'm iucrcial plans IN hlinsu 49,.
'''I'ie, the thing th,t ,n..,
change to sult ,outttin,.. ""Hl
ness method A ,''''' )" '"' must
'IEu" that 10 Is ''''"eci might
business confn,,, '''"b',tI 10 make.
mat % is cour,r,,i, human tads.
certain exactly aim, '3 ''NN lp as.
htNe ana 20 oIf,r II 49, np'' ought 10
after an this pc,rl. ,''"l. hut IT,
"h"t they ought H., w." h"i want
not exchange D,,, ""lN ana VIII
'"Eir must be- tnr.,,, '"T o.
me uHukIuptrs r,ur, ."' winds II
ed Then thar. .s 3D., \" u' avoid
sometimes abptrap,r,' NV IuL 10
Iot VI ekpeIIrn., ~ aY"''' a. rae
cal, reasonable ,,tI,,,""t "t'b"' hr Iogi-
10 do thing ib,f - "u' h"ful
not be done prnf.,,ir, 'n'''NN can
exists for tho pu,r,., "''" "1hIh'ss
profit n might making
uonaI and ,cr.tlply ,.,,,..''' Nl ia.
ID t"u.Dyliudc. luf,r',,.u. ~" uuld
stage of m. nIu.r,, ,rt at 'hle
doubt that ucn a ear .,,,r,, ,','' ,. ~ ',o
10 run and rum we'll U", ,'''I'
entN SAYS. "b.ut a., t,'l'' 'NP'NI-
enc does. hpr,u,e ~ una no
man beings u,lh1 nY,. 't".
cannot Doe Induced T., "ul'''
thing with irst t,,.r -" |, au'
II is extremely dlffisni, ,'.,'"rIS.
To do logical thing. A., ~ NV"
sense that rbrn,Ic,t ne same
can be made tn do I,pjrat ,rl,,,,. ,Il,u''
Certain laws ID, ,bo ,',"h'y"l 'h,IGo
ti"", uIE"lrn. 'ut they are not Of
ItIed as absolute Hrredi,y environ
u.'nt' hahltH Of thought and conduct
''" ih"ushud other Influences
Nt'p human beings on a course as
'"tl'' from the strictly logical
VI" ud p"lh', as 'hdt Of q ship dodglng
I'utoui' torpedo. The time win
'nus when psychology and sociology
VIII rc commercial text books Even
no" the man who wins isqsorced TO
study to greater eNteut"than his
Fellows who fan, the nature of tho
human beings whose dollars he
would take In exchange for some.
i,hing he has Even admitting this.
however the fact remains that such
STUDY really has been superficial
lhther ihan truly scientific. which is
one reason why so few conlmerrt,l
mon are able ~ predict new trends
OF trade Even iu economic matters
business mon have NOT been srier
tio. There arc cases where prir.s
have been cut on the eve ~ a time
when the demand FOR cars simply
could not be mot and while those
who cut prices lost money thcv
might have maIs { verse who did moi
sold hil the cars they could ami
'"Shed ih'
Had the commercial man ANYTHING
so dependable as the enriueer's
sci"nce TO build upon hc Woilld ma,
make such mistakes. but he has not
The engineer works hy set of rules
and he knows what he Will get when
he puts certain things together The
commercial man works by guess bv
the light Of lunches and oftenttnes
10y blind luck Yet engineers and
commercial men must work 10.
Rethcr. n they DO not cooperate
neither will succeed Conditions
must be accepted as they are and
~ mus, make the pest OF them. II.
wv hut 40 ior n'kerS to complain
'ha' eng nave no commercial
@''N" or business punch. or Tor engi-
H''IS I" complain mat commercial
men are Illogical business men viii
continue 10 act on huH"hcs and hc
Htos'chi IN the scientific sense, until
PhS S'hoIoRy ana sociology have he
come iu'i-ledtrd sciences and their
laws mace hNHll"hI' Tor the use OF
nose VINO wiz study ana apply
theH' hul rhtlnc'rs nay" no excuse
,or ue,hb il"Hi'", Ihelr iran has
ue'u u''4e'' th' factors WIN Whlrh
'"cy ueA' nave u'oh I"!ry tNed
~ started this paper hy saying
that notable differences seem to eS-
ist between commercial men and en-
gincers Some OF these differences
have suggested. 5ogethor with what
seems TO be the tenSons for them !
helleNe thai engineers man Tor man
~ ',,HI'u'N "ru'vl ~" P'l. ,,u'
IItUl man az conn ',',. a.. n''''t. olt
ie"soi lor 'hlH ~ l"', tht ehs'n't'
haH Science NoIh'uH l"i h'Ill- M
"'htt 'N ,""' h'vn a" h1' u''ot'.' eu
tu''lH ny "'''"'"" pu' "'""h"
framing.
"A contrary condition exists In
commerce Any clean-look'ng young
man. without training. can get
chance Il, the 9'sins d ond oi ,'le oI1', n,,
ness, "nd u ne "HpP, na 7" -, % %,n,
knack. ne Us cor h'l''u as 10 n"' Wv,
pubu' VIII in'7' ''ReI.E WY . WN'
year aHd nus uuu'l'' ,rn.
'"hsln'i'Nun 10y uls ''nllot, @
empower 'h'.n9''''T ,I,
directly very ll't" ''""' WV ''''