Perth Amboy evening news., 1922-03-20
ELLEN YOUNG
DOCTOR OF SALES
BY Ruth Leigh
Author of The Human Side of Re-
tail Selling" 1.-THE A B c OF Retail
ing" etc.

much. Here's a little secret hat a
successful salesman has told me
about rainy days, Ben. He says that
he has landed his biggest orders and
created his firms best accounts in
a rainy day; first, because there's
bad weather.. It's comparatively easy
for any salesman to see customers
on a rainy day; first, there's
| less likelihood OF their being out, and
second, because people are usually
in a more or less receptive mood on
rainy days. They have more time to
listen"
Gee, that's right-other statesmen
don't go out and you get a free Dad
No competition from other sales
men," Ben Lindsay spoke brightly.
Fine, Ben, you're improving. See
how it works? Make it q point to
make as many calls as you
can on a dainy day. Make it
a point to make calls on Sat
urday afternoons-or other days
when most statesmen aren't IN the
job. That's when you'll have your
| biggest opportunities. Every success
full salesman 1 know realizes that.
Buyers have more time for You
then" .
Ben Lindsay nodded as he tucked
| his order book under his arm.
Miss Young. If you have time"
| requested old, white-haired Mr.. Bar
ringer later that day, perhaps you
will take a look at Il boys clothing
department. We know we have the
best merchandise in the city at the
price, but for some reason our sales
aren't half what they should be in
relation to the size of the stock we
carry"
(Read Ellen Young's interesting
explanation of the reason tomorrow
Let Miss Leigh answe your bust
ness questions on selling, buying. ad-
vertising. Ask your questions clearly
and give all the facts. Questions re-
quiring technical answers will be an
swered by mail. Others will be re-
piled to in this column.
Business Questions Answered
I am a stenographer in an nsur.
ance office and I don't like the work;
in fact, 1 don't like st~enography al
all. Many of my friends who are
selling in stores want me to take a
lob behind the counter, but my
mother insists that selling is not a
nice work for a young lady VINO II
able to work in an office. l DOM
ISpG the ullleICISCs Nv SOo
there is any?-Grace G.
Your mother is probably old fash.
Toned in her ideas about this point
Selling behind the counter is al
skilled a profession as stenography
ltypewriting, nursing or bookkeeping
To-day, young college graduates. mel
land women, are taking positions III
I%stores, because retailing is a profess
sion that has been only recently rec
ognized. Today we have trained ex'
perts in every branch of store work
Most likely If you took a position IL
"a big store, you would have many
educational advantages through tina
| stores training department that vol
would v get in office work. J
don't want you to oppose your moth.
er's Judgment in this, but perhaps
she does not understand the situation
to-day. Store work is a profession
that requires as much skill as stenog'
raphy and it is attracting high elias:
type of worker.
Will you settle a dispute? Wha'
Is the largest department store II
the world meal in volume o.
business Interested.
\ The largest retail store in thu
! world is Marshall Field of Chicago
whose business (the largest in thu
world) runs from $65,000,0 900 II
$4,000 900 a year in normal times
Wanamaker's in Philadelphia ant
New York do a business normal.
Just under 5000, 900 per year; Car
son, Prize & Scott Of Chicago abou
1000, 900 per annum: Bon March'
Of Paris does about $4,000 00.
Passing through the drug depart
ment of the Barringer Department
Store for the second time. Ellel
Young noticed the young travelint
salesman, Ben Lindsay, still seatet
in a corner chatting with some girls
..But why aren't you working to
day, Benz" Ellen Young insisted. -
should think Saturday Afternoon
would be a~good time to sell neck
wear"
"Oh, no. None of the neckweai
buyers will bother to see statesmen
on a Saturday afternoon Miss Young
Neckwear, especially, sells big to tn
public on Saturdays"
'Then you really haven't done an.
business in two days. / saw you go
ing into the Crescent Moving Picture
Theatre yesterday.
Say, I couldn't tramp around II
that pouring rain. I'd never get al
> order sneezing my head off, with m.
cold"
IT waIit to tell you something. Ben
And you, too, girls" Ellen Younl
called back to the girls who wer'
walking silently away. This youn'
man Is never going to be a success
{ as a salesman. Do you know whyl
Because he's three-quarters defeat
ed when he starts out to sell. Nov
he's talking about neckwear buyer
not seeing statesmen on Saturday aft
ernoons. Do you know what ha
!, happened while he sat down her
smoking cigarettes and kidding yol
girls. as he calls it? Miss Benney
the neckwear buyer, has just place
, al order with a salesman from
Gross. Smart & Co. I happened t
see her signing it, as I passe'
through the store"
Ben Lindsey's jaw dropped. wv
! what? Is Hank Wildman in town
: "He is. You see. Ben, he didn'
/. feel defeated about Saturday after
: moons. He simply pitched in an
. tried.
; "Hank" Wildman probably starte,
J off with the determination, I'll do II
9 no matter who says it can't be don
. - and he did it. 1t probably neve
: occurred to him that he'd be de
: feated. Now why under the sun an
: salesman should adopt some absur'