Perth Amboy evening news., 1922-04-18
ELLEN YOUNG
DOCTOR OF SALES
BY Ruth Leigh
Author Of The Human oide Of Re
Ing" etc.

"You asked me II I think there's
a chance for q young salesman In a
department store, Mr.. Elders"
Ellen Young had q twinkle in her
eye. Instead OF your wondering
what this store has to offer you as
a future, did YOU ever stop to think
what you had to offer this store?"
The young mar, q salesman In the
mems furnishing department OF the
Barringer Department store, looked
pushed,
Holding q Jobs . givs-and-take
proposition. Mr.. Elders" Ellen
Young was serious now. whether
you're 4 salesman In . store, or
whether you're . travelling sales
man, remember this; You'll get as
much out of your job a. you put
into 1t. I know n young salee-
man who sits around all day, yawn-
ing. watching the clock and won
dering why he doesn't get promoted
to the job Of general manager. He
won't. Do o know why7 He
doesn't advertise himself f~avorabiy."
"Oh. ! don't believe In advertising
myself" interrupted young Ed
ders hastily.
"well. If you don't you'll never be
the general manager Of this store.
You must. remember that we're all
advertisers; we advertise ourselves,
our store, our concern to every one
with whom we come In contact. II
you walk across this floor In a sleepy
careless, heaven-help-me manner,
you're giving yourself . free adver-
tisement-and a mighty bad one On
the other hand. II you walk in a
quick, springy, alert manner, you're
conveying by q silent advertisement,
that you're on the job all right"
But how does that affect my fu-
trre here? IL mean that's what
I'm in doubt about"
DIN every way. Suppose you at
tend to your job. You're not too
lazy to stay late at night. You give
ideas and suggestions to your super
Tors. You advertise by every word.
look and action that you're interest,"
ed in this store and that you want to
progress. What are you doing? You
are advertising to Mr.. Barringer and
to the other heads Of this store that
You'll make q good executive. And
there's your future. I don't mean
that you must force the attention OF
people on yourself, or try too notice.
ably to advertise yourself, mean
that it will pay you to advertise
youorself by your quiet actions. oy
l WHdt yOu uOs ~ 86ld pNAOANt AAhs
Elders. when you work for q con-
Germ you must give something
give loyalty and faithful service II
you want to get something in the
way of a future and q salary in
crease"
But I know lots of fellows who
are working in stores for years, ana
never"
Here's something that will inter-
est you. Mr.. Elders. ! Just happened
to think Of It," Ellen Young took .
notebook from her bag. II Just came
from Minnesota where a merchant
there, determined to ind out Just
why SO many salesmen failed 10
make good, compiled the record OF
cot statesmen who failed. Here are
the tabulated records OF their fai''
ures:
Thirty per lent failed because Of
laziness. They didn't take the trou-
| BILE to learn the goods they were sell.
ing thoroughly. and they wouldn't
bother themselves with the details
OF price and saleA ideas.
Sixteen per cent lost out because
they would not follow instructions.
Instead of paying attention to the
! rules laid down by experienced man.
ayers, they insisted upon following
their W ideas.
Twelve per sent of the failures
were due to lack of courtesy. q re.
fusal to learn that when a C
has spent money on merchandise,
salaries, advertising and fixtures. an
impolfte salesman can offset the
whole investment with q word.
Ten per cent dropped out from
sheer Jack OF ability to stick to the
game and see 1t through. They
wanted an easier game and they
had to 20 elsewhere to hnd It.
Eight per cent were given . thor
ough trial. but failed to show that
they possessed the conhdence-hold-
ing qualities essential to success In
selling. They simply could not bs
relied on
"Twenty-four per sent talked too
much. watched the clock. didn't set
to work on time, were dishonest,
were disturbing influences in the ar
faults which precluded their sue
cess.
Think that over, Mr.. Elders"
said Ellen Young seriously. "Then
decide for yourself whether you'll
make q success as a salesman. 1t
all depends on you. You must
give service to get a future"
What do you consider n Of the
most important points, Miss Young
IN advertising to women?" asked
Carl Havercamp, the Advertising
manager of Hills & Maran, > wo-
mems specially shop. after q dinner
at the Advertising Club Of which
Miss Young was guest.
Ellen Young's answer will be CIV
en- in tomorrow's paper. 1t will pay
any one interested in advertising to
read 1t.
Let Miss Leigh answer your ques-
tons on buying, selling, advertising,
employment, or other business
problems. Ask your questions