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EDITORIAL PAGE
THE ATLANTA GEORGIAN
Published by THE GEORGIAN COMPANY
At 20 East Alabama Street, Atlanta, Ga
Entered as second-class matter a postoffice at Atlanta under act of March 3, 1872,
i
- For Salespeople
' If You Shoot at a Bird and Miss--You Feel Silly
; The Salesman Should Be Equally Ashamed When He Aims at
| a Customer and Misses His Sale.
This is for saleswomen and salesmen in stores, or any kind of
selling.
Salespeople are engaged in a most important work, that of
DISTRIBUTING the products of factories, farms, of all workers,
Each salesman is engaged also in making his own way in the
world.
A great many salespeople find their work dull, uninterest
ing, monotonous. Many wait for the end of the day and watch
the clock.
These will probably be waiting for the day’s end and watch
ing the clock when they are old. If they chose to have it so, they
could find in salesmanship the solution of their problem—BUC.
CESS, INDEPENDENCE and FREEDOM.
Life is all a HUNT. Each has his game in mind, each hunt
ing for something. Nearly all hunt for dollars, here in America,
where money represents everything else.
If salespeople in stores, or on the road, would hunt their big
game, which is the CUSTOMER, as they would hunt other game
out in the woods with a gun, there would be fewer clock watch
ers and fewer failures.
A customer entering the door of a store should be, to the am
bitious salesman, the same as a wild duck coming within sight of
a man lying in wait in the marsh, :
The man waiting for wild ducks does not look bored when
the wild duck appears. That is HIS CHANCE.
If he misses he feels foolish, charges himself with one more
failure. If he succeeds, he knows that he is improving—and la
ter in the day he tells somebody about it.
The salesperson who will look upon the customer approach
ing him as the duck hunter looks at the canvas-back rising from
the water will not long remain a minor salesperson. Other clerks
will soon be working for him. ,
When you see a customer, big or little, important or other
wise, say to yourself, ‘‘There is my chance. It is my chance to
study human nature and learn for myself whether I understand
it better than I used to. It is my chance to increase my average
of success, or to lower that average. If it goes lower, I go
lower,”’
As the customer approaches you, study the personality with
which you are about to deal. In the five minutes, or ten minutes,
or one minute following, you are to learn something more about
the possibility of YOUR making a success of YOURSELF.
The man with the ability to be in business for himself—some.
thing ‘‘better than a clerk’'—can ‘‘sell’’ any customer entering
a store. ]
You must look the customer in the eye.
Don’t have your eyes wandering away while you talk, don't
look unhappy and downtrodden. Try to imagine that you have
been sitting out in the swamps since daylight waiting for a wild
duck, and HERE is the duck.
Find out what the customer WANTS. Don't try to tell the
customer what he or she OUGHT to want.
If a woman comes in to buy a fifteen-dollar dress, do not pull
down something at seventy-five dollars, then push it languidly
across the counter AND KILL THE SALE.
The first thing that you show to a customer ought to be at
least SIXTY per cent of what the customer wants. If you can
get exactly what the customer wants at once, you are building
up yourself, and may feel as proud as the man who brings down
two ducks out of three with his two barrels.
You may say that nine-tenths of the work you are doing is
done for somebody else.
So it is. But if you don't do the ONE-TENTH for yourself,
and the nine-tenths for the other, you will remain a dreary sales
man, a tenth-rate customer hunter, and never heard of.
Everybody has to begin by working for somebody else, or
working in a small way, unless a father or grandfather has done
the work.
The duck hunter sitting in a swamp, when he shoots ducks,
is going to provide dinner for a number of other individuals.
He can’t eat all, but that doesn’t make him look bored and
listless when the ducks appear. HE TAKES PRIDE IN HIS
WORK AS A HUNTER.
If you take pride in your work as a salesman or a saleswo
man, forgetting the question as to who is to have the profit, ig
noring gloomy reflections as to whether you are paid too much or
too little—it is usually what the person is WORTH—if you con
centrate your whole energy on the sale, and put your intelligence
into wise treatment of each customer, you may count yourself
on the road to successful work and a bigger reward.
~
The on thing necessary for practical success is UNDER.
STANDING OTHER HUMAN BEINGS.
Salesmanship is the great gymnasium of the mind. . Sales.
ship gives more opportunity to study humanity than any other
kind of work.
The smallest employee in a modern store lives in the stream
of success. All the materials are passing him, all the opportunity,
all the training are there.
He can succeed if he WILL, he can make himself an em
ployer and owner if he WILL. :
But he must hunt the customer as intelligently as he would
hunt rabbits or quail if he were out in the fields. He must feel
humiliated when he misses a sale; he must exult when he suc
ceeds.
In short, the man with ambition WILL work, in spite of all
Wm map without ambition will remain as a filler.in.
‘THE ATLANTA (GEORGIAN
MR. BATCH
TS O NELL WHAT A U (v iio !GO Away !
—=) WONDERFUL. IDEA' g ;
HOW DID You EVER ’:IEORVS oy 9
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X Dr. Parkhurst's Article
On Folly of Women Who \}Vorry Over Predictions of Future Made by Fortune Tellers—And
on Necessity of Including Training of Body in Modern Educational Plans.
HAVE before me a letter writ
] ten by a widow with & con
siderable family of children,
who has shown herself to be very
foolish and has made herself ex
ceedingly unhappy by going to a
fortune teller and <having some
things told her about her future
that have so seriously disturbed
her that she fears she is losing
her mind. She had certainly lost
some of it before she went to a
fortune teller or she would not
have gone.
She claims to have seven good
children. If she has motherly
character enough to accomplish
as much as that, one would sup
pose she would be possessed of
womanly sense enough to know
that no fortune teller can give her
any information about what is go
ing to happen to her health, her
property, her children or anything
else that concerns her or that she
is interested in.
It is not strange that in the
earlier ages people should have
put confidence in those who made
fraudulent pretense to prophetic
knowledge. Chiromancy, necro
mancy and chartomancy played
an important part in the drama
and In literature up to the middle
of the nineteenth century, but as
intelligence has increased this and
other superstitions have gradually
disappeared till no person who
has not in her constitution an ele
ment of foolishness will either
consuit a fortune teller or put a
hair's weight of confidence in any
fortune teller's deliverances,
BETTER USE OF HINDSIGHT
WOULD GREATLY LESSEN
NEED OF FORESIGHT.
I am not writing in this way
for the purpose of shaming the
woman who has written me, for
that would be ungensrous, but
only for the purpose of impress
ing it upon her mind, and upon
the minds of any others that may
be similarly childish, that there is
nothing in the pretended disclos
ures that have been made to her
that needs to cause her an in
stant's unrest, whatever such dis
closures may have been.
If my correspondent has a Bible,
as presumably she has, let her
read the first verse of the twenty
seventh of
which mmm otm
By Rev. Dr. Charles H. Parkhurst.
tune teller and of all others who
lay claim to an intuitive insight
into the future. We have hind
sight, otherwise known as mem
ory, but no foresight, and if we
would make more careful and sen
sible use of hindsight the neces
sity for foresight would be con
siderably obviated. ’
What I mean by that can be il
lustrated by an experience which
I once had in Switzerland while
traversing a difficult glacler in a
heavy, blinding snowstorm. We
wanted to pursue a straight
course, but could not gee the point
at which the course terminated;
indeed, we could not see twenty
feet ahead of us, and the only way
we could save ourselves from go
ing off to the right or the left an‘d
swinging round in a circle was to
guide ourselves by the tracks we
had just left in the snow behind
us. That is what I mean by
using hindsight as a substitute for
foresight. o
God does not intend that we
should know what is going -to
happen to us. It is for our happi
ness that we do not know, and my
correspondent has made herself
unhappy by foolishly supposing
that she has thwarted God's in
tention and that she does know.
————
By William F. Kirk.
HERE he sat, old Hiram Fox,
I On an empty cracker box,
Every minute getting bolder
With a ¢hip upon his shoulder,
Grimly talking through his hat,
There he sat!
“No, sir! Uncle Sam is yeller!
Don’t ye say he ain't, young feller !
If T had my way, I'd larn em !
All them foreign nations, darn 'em '
Tell ye what—l'd like to see
Some one sink a ship on me!
There'd be Cain to pay about it
Double quick, and don't ye doubt it!
Germany knows well enough
We won't never call no bluff.
England busts gur Constitution—
She's forgot the Revolution ™
Thus orated Hiram Fox
OUn an empty cracker box.
Talking, talking through his hat.
There he sat'
By James Swinnerton
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It is indeed true what the poet has
written:
“Blindness to the future kindly
given
That each may fill the circle
marked by heaven.”
- ' - -
TRAINING OF BODY AN ESSEM
TIAL, EVEN BASAL, FEATURE
OF EDUCATION.
When it is a question of mili
tary training in our public schools
as preparation for actual service
in the fleld, the fact, publicly
stated to be a fact, that it is not
80 intreduced into German schools
ought to have large weight witn
us, for the Germans have a con
siderate way of dealing with all
questions of education; and,
moreover, a policy of national of
fense and defense as efficient as
that in vogue in Germany would
seem to be equally adapted to our
own condition and needs.
The discussion is certainly prov.
ing of practical value, for it is
bringing to the front the question
of systematic physical training for
our school children, and that is,
after all, the matter of underlying
interest and limportance. The
training of the body is an essen
tial and even a basal feature of
education, although by education
is aimost invariably understood
the training of the mind.
Man, as he exists at present, is
composed of mind and body, and
each of the two factors requires to
be sound in order that the man
may be sound. The interplay be
tween the two is constant. The
two sets of machinery gear into
each other. The body furnishes
the physical basis of life.
Whatever authority the mind
may exercise over it, the body it
self reacts as a determining in
fluence both upon intellect and
character, Nor can the requisite
training be left to random and un
scientific impulse. Hence the im
portance that it should be adopted
as a feature of the school curricu
lum, for the overdiscipline of cer
tain parts of the body is not the
equivalent of an equable discipline
of the whole. The total soundness
of the entire body is made up of
the contributory soundness of
each part.
BODY SHOULD BE QUALIFIED J 0
MEET ANY AND EVERY POS.
SIBLE SERVICE,
One effect of training so.con
ducted will be to induce respect
for the body. And respect for it
will, in its turn, induce a becom
ing care for it, and a prudent and
respectful use of all its functions.
Now it would seem that physical
disc{pline of this comprehensive
kind, which, instegd of alming to
fit the body for some particular
variety of activity, military, for
example, seeks to qualify it for
any and every service when its
energies may be ultimately re
quired, s much more in keeping
with the demands of an all-round
physical development.
In mental training it is quite in
order to discipline the intellectual
powers for a special line of serv
ice when once the powers have
been attained, and not to give
them a specific direction till first
they have been secured. S 0 in the
education given to the body.
The first thing is not to fit it to
@o this thing, that thing, or the
other thing, but to help it to be
come & complete body in all its
parts, and thus to put it in con
dition of abundant readiness to
discharge any physical obligation
that circumstances of life may
lmpose B
THE HOME PAPER
World Must Also Prepare
e o oo el el o
Ella Wheeler Wilcox Says
0 @l e e o heee
For Coming of Great Peace
Return of Master Should Not B(:_ Overlooked by Peo
ple of Earth in Their Struggles for National
Honor and Wealth—Simple Formulas of Love
Powerful in Results.
By Ella Wheeler Wilcox.
! URING Christmas season
D the following telegram was
received from the daughter
of a famous general:
“Is not spiritual and mental
preparedness more important to
the country than any plan of mil- .
itary preparedness, and is it not
the duty of the American press to
consider this question?
H B M
That is what is the matter with
the world at the present time—its
lack of spiritual preparedness.
Over in Europe for 40 years there
has been but one thought in the
minds of some of the countries,
and that has been preparation for
war.
America is now preparing for
possible war. From a letter writ
ten by a seafaring man, familiar
with all the ports of the world, is
taken the following:
“l was in Australia when the
war broke out. At that time I
said that all the world was suf
fering from a terrible disease,
which I called armamentitis, and
that war was the only remedy.
That the disease was virulent and
a medicine would have to be
taken in large doses. We are hav
ing rather more of the medicine
than I bargained for, but if we
are not, cured, I hope we wn.l, at
least, be the better for it.
“But when Kaiserism is dead,
we still have another heartless
giant to face; I mean Commer
cialism. Kaiserism says that the
highest ideal for a nation should
be power, dominion, territorial
aggrandizement. The aims of
Commercialism are markets; their
capture and retention and wealth
in the aggregate, never mind
about its distribution. 5
“A sorry spectacle, but worry
ing about it does not alter it. We
can only try to ‘tune our souls to
symphonies above and sound the
note of 'love.’ We have a junker
class in this country. They op
pose every means of social ad
vancement; they held up their
hands in horror and said the
country would be ruined when
the old age pension bill was
passed, ‘providing about $1.25 a
week \for the deserving over 70
vears of age. They said we could
not possibly find the money. Now
we are spending more on war in a
week than the pensions cost in a
year,
“Where will it end? But still T
suppose whatever is, is best.”
PREPARATION OF DIFFERENT
KIND MADE BY FAITHFUL
SERVANTS OF GREAT
MASTER.
Meantime from a little Theo
sophical leaflet there comes this
comforting statement: Ages ago
there came to the world a group
of souls whose main mission in
God's great plan was to work
wherever workers were most
needed. Through incarnation aft
er incarnation they have been
ploneers in many great move
ments by which humanity has
benefited. Choosing not always
Letters From the People
THIS MAKES US BLUSH, BUT—
Editor The Georglan:
We like The Georgian at my
home because it always gives the
latest news from all over the
country. It informs you on the
most varied topics of importance,
domestic, soclal and political. It
is not hidebound or ¢lrecumscribed,
giving you the news of only one
part of the country. It covers the
States from ocean to ocean,
It is broad and liberal, bold and
fearless, It is not afrald to speak
out against wrong and corruption
in the city, State or nation. It
strongly commends the good in
the natlonal Administration and
boldly condemns that which en
dangers our republic and places
it in an unenviable light before
the world.
Some ultra-partisan papers
would ngt utter a word against
the Administration though its pol
fcy was driving the ship of state
on the rocks, wrecking the nation
and bringing it Into dishonor and
contempt before every country on
earth. Their motto is: “Stand by
the party if the nation goes to
smash.” From them you can get
but one side of the great lssues,
and that is entively prejudicial.
the greatest glory or brilliant
achievement where the world's
applause might be won, they have
instead been willing when needed .
to take a share in the lesser work
which is often the greater in the
Master's eyes.
May The Server Ilink more
closely together “the Servers”
wherever in Amerlca.. some of
those souls be bornm, so that all
may again work together in the
pioneer movement of preparing
for the coming of the great
Teacher. May The Server be
worthy to be His servant.
In an hour and a moment that
we know not of the Great Teach
er cometh. It is well for us to
think of spiritual preparedness. It~
would be well for us all in the
dark and troubled times to realize
that we are surrounded by
“clouds of witnesses.,” It would
be well for us to read and ponder
on the words of that great man,
Sir Oliver Lodge, wherein he
states: y
“I tell you with all the strength’
and conviction I can utter that we
do persist after death; that peo
ple over there still take an inter
est in what s going on here; that
they still help us, and know far
more about things than we do,
and are able from time to' time
to communicate with us.”
ANNIE BESANT'S GREAT FOR
MULA FOR SPIRITUAL PRE
PAREDNESS BASED ON
LOVE.
And here is what another great
soul, Annie Besant, says of the
need of spiritual . preparedness
this is her formula to repeat Qfimet.
en:
“I am a Link in the Golden
Chain of Love that stretches
round the world, and must keep
my Link bright and strong.
“So I will try to be kind and
gentle to every living thing 1
meet, and to protect and help all
who are weaker than myself.
“And T will try to think pure
and beautiful thoughts, to speak
pure and beautiful words, and to
do pure and beautiful actions.
“May every Link in the Golden
Chain become bright and strong.”
The “New Civilization,” dream
of all the world's idealists, based
on peace and co-operation, with
Brotherhood the informing spirit,
is seen by Mrs. Besant to be al
ready appearing on the horizen.
Like a mighty priestess of olq,
she cries to a bleeding and suffer
ing world, “Endure, endure, for
your salvation draweth nigh: it i
even at the doors! Nothing to re
gret and nothing to fear,” she
, tells us; for we are only witnesp
ing the passing of the Old in or
der that the New may arise out
of its ashes,
All about us are great souls, do
ing their work in their own way,
helping to prepare the awakened
for the coming Teacher. This
Teacher will as surely come as
the war came. It is well to be
awake when He comes. It 1s well
to be ready to do the work He
may ask us to do. |
Are you ready?
We take The Georgian becauss
there are no finer editorials in any
paper in the land, and The Sun
day American stands peerless and
contains what a reporter for an
other daily told us “they could not
buy or secure In any way.” [ln
tering Atlanta but recently, its
circulation has far outstripped all
other papers, showing the people
know a good thing when they
see it
The Georgian is & member of
the family of the great Hearst
dallies which cover the United
States and far outnumber all oth
er dailies of the continent, and
in reading 1t we are brought in
touch with its great papers In
New York, Chicago and San Fran
clsco) It s not sectional, pander.
ing to a small circle, yet it treats
home and State interests fairly,
loyally and without prejudice.
We like it because it was the
first daily in Atlanta to bar liquor
advertisements from Its columne.
and not only here, but in all ily
issues in the other great Citles
reaching from Maine to Californi,
and read by millions,
'hm'. a“l"h.o' of the reasc:
" (REV) AL. TULL
Allanta.