Perth Amboy evening news., 1922-04-27
ELLEN YOUNG
DOCTOR OF SALES
BY Ruth Leigh
Author OF THE Human side OF Re-
tail Selling" THE A d c Of Retail
ing" etc.

! told me, as you Just did. that h,
| can't AFFORD to take a vacation be
cause he has to keep his business
running"
well, / suppose those men wer,
| placed in the same position I am
, have to keep watching that thing
\ are going well. Why. l haven't had
a vacation for sixteen years." Merritt
ran a tired hand over his wrinkled
brow.
well. you should be ashamed tC
admit 1t. I think any business exec.
utive who thinks it Is commendab.,
TO make hat statement, who feel;
sure that his business would 60 u
rack and ruin without him. deserve;
to get hit because of his short-sight.
edness. Why. do you know. Mr.
Merritt continued Ellen Young
that the most successful bushes,
men today are those who feel them
selves unnecessary in their organi-
nations, who can go off on a golf trir
or a hunting trip any day. without
feeling that their presence would be
much missed at the ofice?"
"Oh, say, Miss Young. that's
bunk"
Bunk. nothing. I'm going to tell
you something about organizations
Mr.. Merritt. and when 1 am through
you may agree with me. The first
principle of any good organization"
she began, as they a down com.
fortably, "is to delegate responsible
ity. The trouble with the average
tired, overworked business man to-
day is that he is trying to carry the
whole load OF the business on his
shoulders. He thinks that is watch
ing the business. 1t isn't. A good
executive today makes each worke:
In his employ bear some part of ths
burden of the business. That's wha:
he pays his men and women for.
Now suppose, Mr.. Merritt, you wers
to call around you the heads of your
different departments. Suppose you
were to make lists Of different re-
sponsibilities and duties and say TO
each man: IT expect you Il do So
and-so. l pay you a good salary to
see that it's done, either by you o.
by some n in your department.
You are responsible for this work,
and 1 don't want to hear or to know
anything about it except at stated
conference time. when l expect you
to report its progress"
"Oh, you can't trust people to do
that!" objected Merritt.
You can't II you don't try. I'll
grant. But give your workers credit
for some intelligence. If they haven't
any, fire them, and get men who
have. And if you hire men with
brains, why not let them use them?
Don't you see. Mr.. Merritt, by shift
ing responsibility to each man you
the executive. have your time and
brains free<for thinking out bigger
plans. for increasing and improv-
ing your business, for c%ultivating
broader vision. Why should you
burden yourself with petty details
or with the responsibility of this
whole factory and Office? I should
say, Mr.. Merritt, that if you had
your business SO arranged that you
could go off for a months vacation.
and know that each department
head was responsible for his work,
organization. If you can't feel that
way, your people aren't worth a
cent. If you haven't people that
you can depend on, get those whom
you can. Rest assured. they'll en-
joy the responsibility, and they'll
work much harder with this ems
of authority over their own work,
than they do at the present time.
Make one Office manager respon-
sible for the office. Make the factory
man responsible for production.
Make the shipping clerk responsible
for incoming and outgoing ship
ments. Give your advertising man
ager real authority to direct your
advertising. Don't try to have your
finger in every corner of the bust
ness pie"
Ellen Young will continue this
talk with Emanuel Merritt. Tomor-
row she tells him some reasons for
playing in connection with working.
Let Miss Leigh answer your BUSH
ness questions on buying, selling,
advertising, employment, etc. Ask
your questions clearly and give all
meal answers will be sent by mail.
Others will be answered in this is
sue.
Business Questions Answered
Do you believe that an employer
has any right to dictate the type of
dress to be worn by his women m
ployes. or to attempt to say how
hair should or should not be worn?
ETHEL.
Yes-if the dress worn by the wo-
men employees in any way inter-
feres with the dignity. routine. at
mosphere or general tone of the
business. If any woman in business
dresses so that her clothes are
brought forcibly to the attention OF
her employer, there is probably
something too conspicuous and too
outstanding about them. In that
case. il the employer feels h a these
clothes interfere with the discipline
or efficiency of the office, he is JUS
titled in requesting moderation. In
stores, for example. employers re-
quest dark clothes to be worn by
saleswomen. A well-dressed BUSH
ness woman does not e obtrus-
i've clothing. This applies also TO
headdress. I presume you refer
more particularly to bobbed hair.
While I wish to say nothing on this
subject Git depends entirely on the
individually, II an employer feels
that a woman's headdress is accom-
panied by a certain attitude and
makes the carer too conspicuous,
thus interfering with routine, he is
justified in making recommended
tons.
Copyright, 1922. Public Ledger CO.
Feels Like a New Woman
81 was suffering from kidney trou-
BILE for several years" writes Mrs.
Arthur Demullle. r. F. ID. /. Gras-
mere. N. Y, land suffered so much
I felt completely lame all over. Since
I have been taking Foley Kidney
Pills / am not so lame. My back