Perth Amboy evening news., 1922-05-11
ELLEN YOUNG
DOCTOR OF SALES
By Ruth Leigh
Author Of The Human Side Of Re-
tail osilinG.~ The a B g Of Retail
fne." etc.

N work Keeps plfing up ana up,
more every day." sighed the presi-
dent of, the Lyon Metal Products
Company YEARLY. Il suppose I'm
10: systematic. that's the trouble"
TT isn't lack of system" Ellen
to him. its lack Of a plan. 1t makes
all the difference in the world how
one goes about his work. whether
or not it's well done. / know one
business man who Is much like you.
IL you'll pardon me for saying so,
Mr.. Draper. Sits down at his desk
each day and does the irst thing
that comes into his mind. Dictates
= letter. then remembers a phone
call. makes the call. then suddenly
remembers to give some instructions
to the order clerk. While talking
TO the order clerk. he suddenly re-
members ne wanted to telephone .
customer. He leaves the order clerk
standing in the middle of the room
and rushes of to make this phone
call, and so his business day goes.
He wonders at s o'clock why he's
oomplishsd. It's simply that he
spends his day in a jerky. uncertain.
sxcitable way"
Instead Of a plan," put in Mr..
Draper with q smile.
Ellen Young laughed. There's
o to this plan business than you
seem to think"
shown"
very well, then" Ellen Young
looked around his desk for . min
ute. Now, suppose at the begin
ming Of every day you were to sit
down at your desk and say to your
self. What have ! to do today?' OF
course you can't always tell at .
o'clock every morning what new,
unexpected things are going to hap
pen during that day. You can. how
ever. anticipate certain routine mat
ters hat come up every day."
You mean like letters, phone
calls, instructions to people, and SO
on ?" Mr.. Draper asked.
Eyes. Collect in one pile all the
letters that need to be answered. If,
during the course of debating them,
you suddenly remember a phone call
note 1t on a piece Of paper headed
phone calls Keep all your phone
call slips together. Do the same
with instructions to subordinates.
Note on a slip the m of people
to whom you wish to give ORDERS"
Then you mean to give all my
orders at one time. eh?"
Yes" Ellen Young shrugged.
isn't 1t far more eficient and salts
factory to 50 about your work AZ
this orderly way than to jump ner-
vously from one thing to another?
You know yourself that it's far bet
ter to do q few things well than to
DO many things c~arelessly. Rest
assured. too. that your stenogra-
pher and your clerks will like this
system a lot better. 1t won't inter-
rupt their work so much"
Draper nodded. picking up the
sheet OF paper in front of him. You
mean that I'm Just to sit down In
the morning and make an outline
of what ] have to do that day ?"
Certainly. Don't do the first
thing that comes into your mind at
the minute you think of it. Most
things can wait. Go about your
work quietly and Systematically.
Dictate all your letters. When you
finish. make your phone calls, and
so on. I'll guarantee you one thing,
Mr.. Draper" Ellen Young thumped
ths desk emphatically. "If you don't
ge- more work done at the end of
a day according to this plan, 10
nut lees urea n nerves
racked at the end of a day by work.
ing with this plan, I'm no Doctor o;
Sales"
Draper laughed. "All right. Miss
Young, we'll test your reputation"
Ellen Young's reply was a confident
nod.
This business of a plan" re-
marked Ellen Young to Mr.. Draper
later In the day. when they were
talking about retail advertising,
applies equally well in retail adj
vertising. You'd be surprised how
many advertiserss today go aheai
and spend their money, really waste
II, because they have no plan"
TomOrrow's talk is about adyer-
Using plans. You ought to read H..
Lee Miss Leigh answer your busi-
ness questions on buying, selling, ad-
vertising, employment. and so on,
Ask your questions clearly, and give
all the facts. Questions requiring
technical answers will be sent by
mail. Others will be answered in
this column.
Business Questions Answered
Do you consider it good policy to
ask for an increase in sa1aru urbac