Perth Amboy evening news., 1922-05-15
ELLEN YOUNG
DOCTOR OF SALES
BY Ruth Leigh
Author Of THE Human side OF Re-
tail Selling" ''The A 3 c Of Retail
ing" etc


year-old s~tenographer. when l go
to apply for a new job. i answer
advertisements, get replies and then
when j go to call / never seem TO
get the job. L guess it's because i
don't make a good impression on ac-
count of my nervousness"
J Ellen Young nodded sympathetic
| ally. There are a great many peo-
pie like YOU. Helen. who lose out at
the final interview. Often it's just
nervousness that keeps them from
putting their best foot forward. OF
course, one is on trial Il a certain
extent, when one goes to interview
a prospective employer about a job,
yet oddly enough. 1t is confidence and
assurance that most quickly impress
the prospective employer"
The young woman agreed, yet
hopelessly.
Getting a job, Helen" remarked
Ellen Young kindly, is a matter of
good salesmanship. You go into an
employer with something to SELL
your services. You have a set price
on them and you, like every sales
man, attempt to make the employer
see the value and desirability of
your services or merchandise. Most
people make the mistake of being
too personal. When you sell your
services o must be impersonal
about yourself, your work, your abil-
ity. as IL they were abstract things
outside of you.' You don't get nerv-
| or personal when you talk about
a chair or a hat. Well, regard your
services in the same light. Talk
about yourself as If you were a per-
tect stranger, discussing him with
the prospective employer"
| ttD.r& sf II A~~a ~ax a. 49,
always think that the employer will
think I'm o conceited," objected
the young s~tenographer.
Don't worry about that. OF
course there are two ways of say
ing everything. You a talk about
yourself and your ability in an i'm
personal. modest way, or else you
can overtalk about yourself in a too
grand. I-know-it-all-way. It's up to
you to select the medium course.
Remember this: No employer is go
ing to think any the less of you If
YOU boost yourself and talk about
your wi good services and ability.
You wouldn't be a good worker If
you weren't fully aware of your
own ability. If you can tell an en-
ployer just what you can do and how
well you a do 1t. that's what he
wants to know. That's what he's
got you there for, to size you up"
But I get so nervous" insisted the
young girl. MY hand Just shakes
when 1 get a letter dictated on
trial"
"Of course, we all get nervous"
Miss Young agreed. alphabetically.
But If you go in there with a con-
fdent attitude, knowing that you're
trying to do your best, you won't
feel so nervous. If you will remem-
Der that the average employer is as
glad to get a good worker as the
worker is to get a good job. you will
feel more confidence in yourself.
It's a give and take proposition. You
have as much to give as he has to
offer you. You're not asking him
for anything for nothing, and you're
not trying to put anything over on
him. Just think of your job in that
way, Helen, that the employer wants
your services as much as you want
the job. Perhaps our hand won't
shake so much the next time"
AS Ellen Young stood at the door
of the Merchants Union Bank. wait
ing to see m of the agents. she was
rather amused at the sight of Thorn
as Branchwood, first agent, acting
the role of peacemaker. Evidently.
there had been an argument which
he was settling.
If you have ever had any argu-
ments in your Office. disputes which
were finally brought up before the
boss" to settle. you'll get some ex-
ceedingly valuable help from tomor-
rows article.
Let Miss Leigh answer your BUSH
ness questions on buying, selling, ad-
vertising. employment and so on.
Ask your questions clearly, and give
all the facts. Questions requiring
technical will be sent by
mail. Others will be answered IN
this column.
Business Questions Answered
Jas what is meant by labor turn
over? I hear the term used, but do
not know just what it indicates.
INQUIRER.
According to the committee on
employment of n of the best
known schools in the country, labor
turnover is defined in this way: The
turnover is the change in the per-
sonnet of any working force that is
brought about by hiring and termi.
mating the service. either by resigna-
ticn or dismissal of employees"
Copyright. 1922. Public Lerger Co.