Newspaper Page Text
EDITORIAL PAGE
THE ATLANTA GEORGIAN
Published by THE GEORGIAN COMPANY
At 20 East Alabama Street, Atlanta, Ga
Entered as second-class matter at postofice at Atlanta under act of March 2, 1872,
-——SSSYAHPVVDVDVZ— —A—A—V—AB — ——A A e —AAY e —,ee——
~ 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
ng the clock when they are old. If they chose to have it so, they
could find in salesmanship the solution of their proflIem—SUC
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 salespersont 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 dnderstand
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 afe 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, & 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, wher he shoots ducks,
& 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. i
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.
%mmuumummm 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 flelds. 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
ditions.
h the man wiglout smbition will remain as & filler-in.
"THE ATLANTA GEORGIAN
MR. BATCH
) NmErry LADER! '?“ég(igo JAWRY !
HOW DID You EVER (e "7""
THINK CF 1T ?2s "‘lfl;
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77 TREX
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.- Dr. Parkhurst's Article -t
On Folly of Women Who Worry 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
-1 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 disturbel
her that she fears she is losing
her mind. Bhe had certainly lost
some of it before she went to a
fortune teller or she would not
have gone. i
She claims to have seven good
children. If she has motherly
character enough to accompligh
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
propert#, 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, nrcro
mancy and chartomancy played
an, important part in the drama
Ané in literatare 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
consult 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.
1 am not writing In this way
for the purpose of shaming the
woman who has written ‘e, for
that would be ungenerous, 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 hes an in
stant’'s unrest, whatever sueh dis
closures may have been.
" It my correspondent has a Bible,
s presumably she has, let her
read the first verse of the twenty -
sevenih ghapter of P'
which cov rs the case 10r.":.‘
By Rev. Dr. Charles H. Parkhurst.
tune teller 2nd of all others who
lay claim to an intuitive insight
into the future. We have hind
sight, othcwh’ 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
1 once had in Switzerland while
traversing a difficult glacier in a
heavy, blinding snowstorm. We
wanted to pursue a stralght
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 g'umlv from go
ing off to the right or zle left an‘l
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. ~
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.
R —
e e
' . .
: By William F. Kirk.
HERE he sat, old Hiram Fox,
I Ou an empty cracker box,
Every minute getting bolder
With a chip 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 we!
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 ‘blaff,
England busts our Constitution -
She's forgot the Revolution ™
Thus orated Hiram Fox
On an empty cracker boy,
Tnlflntulk!nl through his hat
There sar’
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 ESSENMN
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 field, the fact, publicly
stated to be a fact, that it ig not
€0 introduced into German schools
ought to have large weight with
us, for the Germans have a con
siderhte way of dealing with all
questions of education;: and,
méreover, a policy of national of
fense and defense as efficlent as
that in vogue in Germany would
seem to be equally adapted to our
own cohdition 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 Importance. The
~ training of the body is an essen
~ tial and even a basal feature of
- education, although by education
is almost invariably understood
the training of the mihd.
Man, as he exists at presént, 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 /irdtellect 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 moundness of
each part, ?
BODY SHOULD BE QUALIFIED 70
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 functione,
Now it would seem that physical
discipline of this comprehensive
kind, which, instead of aiming 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, is much more In keeping
with the demands of an q.ll-mund,,
physical development.
In mental training it is quite in
order to discipline the Intellectual
powers for a special life of serv
ice when once the powers have
been attained, and not to give
them a specific direction till first
they have been secured. 8o in the
education given to the body.
The first thing is not to At it to
do this thing, that thing, or the
other thing, but to help it to be
come a complete body in all s
parts, and thus to put It In con«
ditlon of abundant readiness to
discharge any physical obligation
that circumstances of life may
impose.
THE HOME PAPER
World Must Also Prepare
+'o+ ol e e o T@e
Ella Wheeler Wilcox Says
ded hedk e e e e
For Coming of Great Peace
Return of Master Should Not Be Overlooked by Peo
ple of Earth in Their Struggles for National
Honor and #Vealth—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? 3
H E M.
That is what is the matter with
the world at the present time—its
lack of spiritual preparedness.
Over in Eyrope for 40 years there
has, been but one thought in the
minds of some of the countries, ‘
and that has been preparation for |
war, 1
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 followlng:_
“T 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 will, 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.
“A sorry spectacle, but wgrry
ing about it does not alter it. We
can only try to ‘tune our souls to
symphonies above and souynd the 3
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, prxldln( about $1.25 a
week for the deserving over 70
yvears of age. They sald 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 {t end? But still 1
suppoge whatever is, is best.”
PREPARATION OF DIFFERENT
KIND MADE BY FAITHFUL
SERVANTS OF GREAT
MASTER.
Meantime from a little 'l'hé
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 Georgian:
We like The Georglan 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, social and political, It
is not hidebound or circumscribed,
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 afraid to speak
out against wrong and ‘corruption
in the city, State or nation. It
strongly commends the good In
the national Administration and
boldly condemns that which en
dangers our sepublic and places
it In an unenviable light before
the world,
Some ultra-partisan papers
would not utter a word against
+ the Administration though its pol
foy was driving the ship of state
on the rocks, wrecking the nation
and bringing it into dishonor and
contempt before every country on
earth. Thelr motto ts: “Stand by
the party if the nation to
smash.” From them you za‘ntz
but one side of the great fasues,
apd that is entirely prejudicial.
the greatest glory or brilllg.ut
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 S&ver link more
closely together “the Servers’
wherever in America some of
those souls be born, 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:
“T 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 is 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 oft
en:
“I am a Link in the ' Golden
Chain of Love that stretches
round the world, and must keep
my Link bright and strong.
N “So I will try to be kind and
gentle to évery living thing T
meet, and to protect and help all
who are weaker than myself.
“And I 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 horizon.
Like a mighty priestess of old,
she cries to a bleeding and suffer
ing world, “Endure, endure, for
Your salvation draweth nigh; it is
even at the doors! Nothing to re
gret and nothing to fear,” she
tells us; for we are only witness
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 syrely come as
‘the war came. Itrla well to be
awake when He comes. It is well
to be ready to do the work He
may ask us to do.
\Are you ready®
We take The Georgian because
there are no finer editorials in any
paper in the land, and The Sun
day Amerlcan stands peerless and
contains what a reporter for an
other daily told us “they could not
buy or secure in any way.” En
tering Atlanta but recently, its
circulation has far outstripped all
other papers, showing the people
know a good thing when they
see It y
«=The Georgian is a 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 it we are brought in
touch with its great papers in
New York, Chicago and SBan Fran
cisco. It is 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 liguor
Advertisements from its columns,
and not only here, but in all ity
Issues In the other great citles
reaching from Maine to Caltfornia
m# “r:.d by nuiuom.'
are a roaso
why we take H?Mn. r”
(REV) AL 1. TULL
Atlanta.