Perth Amboy evening news., 1922-04-25
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.

The young newspaper reporter in
terviewing Ellen Young. Doctor Of
Sales, continued mis- questions as to
what qualities she thought made a
successful business man or woman.
II think pettiness is a quality that
prevents the success of many BUSH
perversely. "P~ettiness OF all kinds.
For example, 1 have been in offices
where people spent fifteen or twenty
minutes discussing the fact that Miss
Jones or Miss Martin went home
earlier than the others the night
before, or that Miss Smith overstays
constantly on her lunch hour time.
People in Offices indulge in these
p~ettinesses out of sheer lack of con-
v~ersation. If / were going to make
q business success, n of the first
things / should do suggested the
business expert. would be to close
my mouth tightly every time some
one ventured to discuss some petty
jealousies. too. that are inclined to
make people narrow-minded. small.
and petty. II n is going 10 sue
coed in business. 1t Is necessary to
be broad-minded, to have big vision.
not to be afraid of other people step
ping into ones shoes"
The young reporter was scrib-
bling busily as Ellen Young talk
ed.
Another quality absolutely essen
tial to business success" the Sales
Doctor continued, lis self-respect.
II there is any quality that makes
an employer despise an cmploye 1t
is that cringing, boot-licking, yes-si-
no-sir quality that one often finds in
workers. While / believe absolutely
in respect to ones superiors, at the
same time / contend that every
worker, man or woman. should pos
sess a certain amount of dignity and
self-respect that enables him to
hold up his head as he walks about,
to meet his employer with a square
look in his eye, to talk to him with
confidence. There Is no place in busi-
ness today for modern, cringing
Uriah Heeps. If you are selling a
man your services and have a clear
conscience that you are giving him
the best that is in you, you should
the best that is in your mead conf
IDENTIFY, and to talk in a plain.
straightforward way. Don't be so
afraid of the boss hat you avert
your eyes or are afraid to talk to
him as man-to-man when the occa-
sion arises. II one doesn't respect
himself, he can't command respect
from another
what do you think of a person
who doesn'. like his work, but who
continues to do it?"
II think he has a certain amount
of persistence" answered Ellen
Young. but I don't think he will
ever get very far. 1 always tell
business people who don't like the
kind of work they are doing to tell
the boss SO, frankly. and to ask for
a chance to do some other kind OF
work.. II you don't like what you're
doing, you can't do it well. and the
boss will probably realize it. 1t is
absolutely deadening for a worker
to go ON week after week doing
something he doesn't like. There
must surely be some different kind
CT work, and while one may not be
transferred Immediately. it is well
to await an opportunity. l think
if you tell your employer honestly
the way you feel about your work,
he will respect o far more. At
least, he cannot but appreciate your
sincerity of purpose, your desire to
give your best efforts to a work you
like"
A retail merchant asked Ellen
Young: do you believe it IS good
policy for a retailer to buy from sew
eral houses, or to have dealings with
as few as possible?"
There is an interesting answer to
this-both for buyers and for sell
ers. The sellers will get something
about the buyers viewpoint which
he cannot put to profitable use as
a selling argument.
Let Miss Leigh answer your BUSH
ness questions on selling, buying.
advertising, employment, etc. ASK
our questions clearly and give all
the facts. Questions requiring tech
meal answers will be sent by mail.
Others will be answered in this col
umn.