Perth Amboy evening news., 1922-05-19
ELLEN YOUNG
DOCTOR OF SALES
By Ruth Leigh
Author Of The Human side Of Re-
tail Selling" THE A B G Of Retail
ing" etc.

Works sighed YEARLY. showing
a ay some papers before him with
= nervous gesture.
Don't know whats wrong with
me today" he growled. II can't
seem to concentrate or to think
clearly of anything"
IF you'll pardon my saying &C.
I think I can tell you part of the
trouble" Ellen Young. Doctor OF
Sales. spoke gently.
II wish you could"
"Your desk. 1t may not be the
cause. but it's a cause. I don't won-
der that you can't concentrate, M.
Browneli, with a Uttered desk such
as you have before YOU" Ellen
Young gazed in wonderment at the
huge hat-topped desk, piled almost
q foot high in some parts with pap
ers. files. letters. booklets, clock
samples, and dozens of other mis-
ceHaneous dusty articles.
The president shrugged. "Oh. my
desk-that's got nothing to do with
it."
"All right. I'll make a bet. I'll
wager that IL you. your secretary,
and I were to clear of this desk.
you'd sit down before 1t and start
your work with a clearer head and
and a more concentrated mind thai
you have had in months. Very few
business men realize the significance
of desk psychology"
Mr.. Brownell was beginning to
look interested. you mean there's
even a science in desk arrangement,
these efficiency days?" he asked.
Not a science. particularly. but q
simple common-sense arrangement
o.lo,r1atoA 20 Laa4 Atrr naryac anil
brains in good working order. The
whole principle Of desk arrangement
is this: Keep absolutely nothing on
your desk except the three or four
papers you're working with"
"But / need these things. / like to
have everything right where l can
lay my hands on it," objected the
executive.
"Well, aren't the drawers of your
Z desk convenient enough? Most BUSH
ness executives don't realize how
restful and quieting 1t Is to nerves
to have a big simple. free desk with
lots of empty space to work on. All
this mess on your desk keeps Jag
ging your nerves. annoying you sub
consciously"
But how can I arrange my things
so that 1 know just where to find
them? As it is, l know that this
pile is advertising: this pile deals
with letters to answer: this pile or
ders to look at, and so on"
why not use plain, simple, man
lila letter files, properly marked. and
have your secretary, instead of lay
ing papers on your desk, put them
right into the files in your top draw
err, where you will keep all current
matters? Put samples of clocks III
another drawer. Have a shelf built
to put your books on, Clear away
all this collection of dusty papers
and articles. Have a definite. sys-
tematized place for everything. and
keep things out OF sight, but with
in reach. 1 think you'll find, Nj.
Brownell, that your office will not
only be a more restful, attractive
place to work in, but others in your
Office will find it easier to concen-
trate in talking and in reporting to
vou."
The president of the Wilson Clock
Works was studying his desk with a
cold. critical eye. Then n hand
reached out toward an electric bell.
Miss Watkins" he turned toward
his secretary. who reported at the
door, I'm going to indulge in a 1T
tie QeSk EMERGENCY tHlS dltSihoVh'
Better get a big apron to protect you
from dust, and a still bigger waste
basket. Then III show you what
we mean by desk psychology"
All three laughed. But Thomas
Brownell was the most relieved.
THAT fellows a darn good sales
man." said the purchasing agent of
a large drug products concern. but
he'll never get ahead because he
has no tact"
Have you tact? Do you know 1t
when you meet it: especially in sell
ing? Read tomorrow's paper and
find out.
Business Questions Answered
Do you think women make good
window trimmers? I meanis this a
profession in which many women
succeed? GRACE.
I know very few women window
decorators. At the same time l have
never been able to hnd out why there
are not more. 1t is certainly a pro.
fession to which women are eminent
ly adapted by taste, training and
instinct. You'll do we'll to take up
this work. If you can demonstrate
your ability, because you will have
so little competition from women.
rorxr;oh< 1900 puhIic Tadger 70