HOW TO MAKE YOUR JOB PAY BY BEATRICE FAIRFAX "Just what do you mean by that , last statement, sir?" Jonefc stopped and looked in amazement at the customer he was trying to interest in his course on " Salesmanship." He had been halt ed in the very midst of his sales talk. the talk he had learned so thoroughly that he could recite it lluently and with oratorical impres t iveness even while he was thinking about his coal bill or his need of a new spring suit. "What do I mean?" asked Jones. "Why. what I said, of course. It is simple, in fact it is quite plain. All life is a game of selling, and the ratio of selling your goods to your is directly as your anility to sell your own personality plus the merit of your goods.'" "That is what you said before. I What do you mean by it?" persisted the customer. Again Jones assured him that it was all quite simple and that he meant exactly what he said. And I Jones does not suspect that he fail ed to make a sale because he had never learned how to talk. Talking is not a matter of recit- j . ing glibly a series of interesting statements. Talking is a matter of > presenting your statements so they will appeal to the person to whom you are directing them. When a man asks you to explain and you assure him it is all quite simple, you are inferring that he is • r.ot wise enough to comprehend a plain statement of fact. And you are antagonizing by your words in- i stead of making friends through therft. ; Almost all business is indeed a , matter of selling. And the most po- I tent selling force we have is our abil- I Ity to talk a customer into buy- j ing. That means talk just enough j to sell him—not enqjigh to bore him! i That means talk enough to awaken | his interest in your proposition and ' _ \ For A Shiny Nose And Bad Complexion Fans.—Famous actresses owe their leautifu! complexion to the follow ing French Beautv Recipe: Wash your lace with butermilk and rqi> in a teaspoonful of Crenie Tokalon Koseated. wipe, the face dry and apply Poudre Fascination—a very tine • oniplexion pmvder prepared espe dally for shiny noses and bad com plexion. Roseated cream is different from all others. Complexion blem ishes are banished and surprising resultf produced after a single ap plication in many instances. Success guaranteed or money back. Supplied at any pood toilet counter. Among | others Gorgas', Kennedy's Croll Kel ler's Dives, Pomeroy and Stewart's. I Bowman •& Co. ' ? SAVE HOMEY t BY GETTING TOUR If CLOTHES HERE ON OUR dwy WPh )1 M EAST PATMENT PLAN i! \ v/sssL H few days otf and you surehr fc jlj must b thinking of getting a New Spring II 1 /JfllF A"*OME IN HERE—where you get the latest jj II V* styles, best materials and workmanship. Hm Our Easy Payment I i* here for your convenience • \ fc] Let Us Show You The V \ Latest New York /jf m l| LADIES SUITS * MEN'S SUITS J jj mf OUR TERMS gB COATS YOUNG MEN'S SUITS I J K V^lll SKIRTS-WAISTS MEN'S HATS I § Choose what- vH# DRESSES MENS TROUSERS J )I f eTer you desire [j S MILLINER Y BOYS SUITS and arrange W. . Generous Credit Term* ■ j"*-"* JZf DRESSES Men's Suits /| 3 Vfift i° aD the Perfect Fit /> 95 s S Latest Shades Guaranteed *plO =Up ant * B#es FRIDAY EVENING, Bringing Up Father Copyright, 1917, International News Service By McManus % \ . -r H | ""~i n"?> late - out i whM foment I NO r^,ne nt - }y . r N o. DFAO 1 NUCTN'T COMPUIfH HE'b L \ LATE - BU T HE W O7- - HE OvPTAIN T * ,N ° F * n> ' H U , A ?° LO D V.TH<oOO CONWSNX- I | TELLIN' ME OF H, U IN *~ wJ CANAL C>OAT : 0 J A * WONDEO , P HEt> A HANDLE not enough to overstate it and make I him feel that nothing could be as wonderful as you claim your goods j to be. Talk enough to rouse curios- j ity and provoke investigation—not j enough to let your prospect "go | 1 stale" on the thing. "Xow, conversation —be it husi- j ness or social talk —does not come | Iby the grace of Heaven! It result* ; from hard work from developing the j j "gift of gab." j To talk well, you must first of | | all have a pleasant voice that does ! not rasp or irritate the person to I ! whom it is addressed. Then you must have something i 'interesting to talk aljout and a real j 'knowledge of the thing you wish to ; present. Furthermore. you must have i words in which to dress your sub- i ject vividly and vitally. A knowl- j edge of grammar and of that-fluent j i and charming thing, language, is so : completely essential that it seems : strange everyone does not know how worth while acquiring is a mastery of Engjish. And. finally, there is a knowledge and understanding of human na ture. This means you must study the person to whom you are going to talk and modify your conversa-" tion to suit his attitude and inter ests. • By reading good books, by listen ing to the conversation of your su- | periors, and by attending critically >to your own talk you will find your self growing in ability to express yourself. Never mind how difficult this task Jl have set you sounds. Tou cannot have a job half or even one-tenth as difficult as was that of Dem<js ! thenes. the great Athenian orator. ! Demosthenes stuttered, and yet : he became an orator. He betook j himself to the seaside. Then he put ' small pebbles in his mouth and ■ with these to force him to speak ■ slowly and carefully and to work ' over his enunciation, he talked | against the roll and boom of the | great waves. When he had learned • to bring out his voice so sonorously , that it drowned the sea and to ! speak with such painstaking pre ' cision that he could manage his I stammering tongue and the pebbles ■ upon it. Demosteness no longer ; stuttered! And his fame as an I orator has come down the cen ■ turies. Now. why should not ;ou learn j to talk: Cats Whooping It Up; Post Quarantine Signs Fremont. O.—Physicians here are inuvestigating the report made by A. W. Haaser, sanitary policeman in 1 charge of tacking up whooping cough signs, that pet family cats have been found "whooping it up" and are suffering from the malady | in the same manner that it affects the children. If this is found to be true, the physicians will investigate the prob ability of a cat carrying whooping cought from one child to another. HAJFWUSBURG TELEGRAM THEFOUR O A SERIAL, OF YOUTH AND ROMANCE By VIRGINIA VAX DE WATER CHAPTER XXIX. Copyright, 191S, Star Co. Mrs. Livingstone was very quiet j on the ride from the theater to the j Astor. Cynthia—uncertain as to how much of the conversation be i tween herself and Milton had been ! overheard by her aunt—was vague- ] !ly uneasy. Dora chatted on uncon-! 1 scious of the tense atmosphere. When the party entered the res taurant Mrs. Livingstone took con trol of the situation. "Dora," she ordered, a* the wait ers drew out the chairs from the , table that Gerald had selected, "you 1 sit here. And Mr. Stewart, you sit next to me with Cynthia the other | side of you—between you and her | uncle. Milton, you will naturally I sit next to Dora.'' "But. Mother," Dora ventured, "as this is Gerald's supper paVty, don't ; you think it might be well to al j low him to seat his guests to suit ; himself?" Mrs. Livingstone shot a reproving glance at her daughter, but had the grace to appear to withdraw from the directorship of the occasion. "Surely," she agreed, with her best society manner. "Where do you wish us to sit, Mr. Stewart?" "Just as you decide, my dear madbm," Gerald said, with a bow. "As you have honored me by putting me by you, it would be ungrateful and ungallant of me to suggest any other arrangement." Mrs. Livingstone smiled her ap preciation of this speech, refusing to see in it anything but a compli i ment to herself. Again s"he had car- J ried her point, as her daughter real- I ized when she found herself safely ensconsed between Milton and her mother. She could not have a word aside with Gerald nor with Cynthia. But she would not let this fact spoil her enjoyment of the supper, and sp>e leaned across the table to make a laughing remark to her father. "You are in luck, father," she commented. "You have next to you the only woman who does not actu ally belong to you. You might have had either mother or me wished on you, and that would have spoiled your fun." "X predict, nevertheless." her father retorted, teasingly, "that no body will talk to me. Stewart here will monopolize Cynthia, my right hand neighbor, while Milton will be entirely absorbed in you and will not have a word to throw to an old man like me." The Mother Speaks "You are mistaken, sir," Milton assured him, "for 1 want to consult you about a business proposition made to me to-day." As he began to converse in a low tone to Mr. Livingstone Dora was for the moment left to her rtiother's mercy. Mrs. Livingstone made the most of her opportunity. "My dear," she said, in a low tone and with a face so serious that Dora regarded her anxiously, "you ; really must speak a word of warn* j ing to Milton. If this kind of thing i goes on there will be very disagree able gossip." "What do you mean?" Dora <Je manded. "Who will gossip? And : what will it be about?" "About the fact, for instance, j that Milton leaves your side to cort ! duct your cousin to the car," her mother informed her. "But," giggled at the ab surdity of ttie statement, "how could he help it? Gerald was with me, father with you—apd Cynthia could hardly be expected to come trailing across the sidewalk alone, could she?" Mrs. Livingstone frowned. "You are as much at fault as Milton," she reproved. "You should not insist upon Gerald's acting as your escort when you are an engaged girl, and he is in love with another woman." Dora's? eyes snapped. "That is a sweeping statement!" she ex claimed. "Your match-making ten dencies make you suspect every man you meet of being in love with some girl you know. Gerald is the ( exception." "Did I hear my name?" Gerald asked across the table. * His eyes met Dora's, and he saw that something was amiss and tried to change the curernt of a conver sation whose purport he could only suspect. "I trust you, Mrs. Livingstone," he smiled, "not to allow your aaugn ter to say anything against me. Now dear people, let us decide what we are going to e&t and drink." Mrs. Livingstone was so com pletely a woman of the world that i she was able to speak and act as if , there had been no passage-at-arms i between her daughter and herself, and Dora soon followed her lead. Gerald turned his attention to Cynthia, hoping in this way to make Dora fancy him ignorant of her perturbation. The others, tak- I Ing the cut from their temporary host, appeared to ignore any con ditions that might threaten to mar the peace and harmony of this so called pleasure party. The Group Talks On So the group talked on, as such groups do, each one conscious of an undercurrent of thought, yet I each pcting as if the topic under discussion were the only one in his or her mind. Yet Mrs. Livingstone found a chance to say one more sentence in an aside before her companions left the restaurant. It was when, supper over, Gerald Livingstone stepped to her side and held her wrap for her. "It is very good of you, dear Mr. Stewart." she murmured, "to give our little niece the experience of coming here to supper to-night. You have theered her and done her good. She has been depressed, as I told you the other evening I can see already how happy an influence you have over her. And, as 1 love her, I thank you." Gerald glanced at Cynthia. She certainly very attractive, as she waited ior ....ton to bring her wrap to her. Her eyes were down cast. her cheeks flushed and her mass of auburn hair was like a crOwn on her graceful head. Yet, as Gerald Stewart gazed, he felt for her no emotion save one of Pity. (To Be Continued.) GROCERS REITERATE CLAIM The meeting of the committee of twenty grocers opposed to the cash and carry system last night drew forth a repetition of their statement that the cash and carry system is merely a means of unfairly attract ing customers. They repeat that they do not object to the cash and carry system as such, but merely to the maltreatment of the practice, wherein they allege some grocers sell certain goods below cost as a bait to attract trade to sell other com modities at an unfair profit. NO COLLECTION FOR BAD DEBT Steve Gustovitch, who says he lives in Steelton, was committeed to jail last night. Gustovitch escorted a young lady home. On the way he loaned her some money. One of the boarders kicked him out, and Gus tovitch went to the police for first aid to the pocketbook. When the police refused to act as a collection agency he "cussed" until he was locked up for the night. | DandYLine Specials : All Gray Kid Boot Leather ! j j; Louis Heel Goodyear welt, |! ; 9-inch tops; all sizes, $6.50 j j I Same in Brown except & l / 2 - J! j; inch top, $5 00 ; I These are all Leather < j ;i Shoe, and are made in ! > ; Harrisburg. jj DandYLine jj SHOE STORE 202 Market St. Garments A toat/sWMBpMMiI ♦ f Easter Ladies Bazaar Smartly Tailored Suits , Wonderful At Prices You Cannot Duplicate Elsewhere We took the lead in showing the newest and best style . creations—We are maintaining that leadership and an inspection of our offering will amply convince you of this. Suits at j Suits > 19-75 to 23-75 24-75 In all-wool mannish serge I n about 20 beautiful ! In every conceivable fash —and poplin—also tweeds \ st y' es —* n wo °l materials ; ionable cloth and newest —ilk lined, splendid. tossy \ ™dcl s| to suit every figure, and sport models—all sizes color and all sizes. You wIU and colors. * Incomparable Values. "Wonderful Suits." j f". Charming Easter Splendid New Dresses j; Skirts f| l| Beautiful Are here in greater variety than I JAJ Georgette we have ever shown before, and Crepe de Chine, j: g reater values to °- |P 1 1 j\\ Charmeuse, All Sizes and Colors. f| 1 I I Chiffon Taffeta, -r. ' M French Serge, * Woo Poplin /HI All Wool Serge V U For Afternoon and ? tr ! pe <* | llks fj /] o/ .11/ Striped Satins 4Q$ VJ I Street Wear Khaki Cool R __ \I J Baronette Cloth |_,y / iB 11-75 to 19-75 to 39-75 ! Ladies Bazaar Values All. Mixtures J V'- Wonderful Easter Striped Voile Georgette, Satin Georgette Jj y v/ Hand-embroidered Crepe de Chine beaded—values, Colors, Flesh and a .. v.i— Ail ° ther blouses - White Incomparable Values All $6.75 to $12.75 Jadies Bazaar 8-10-12 S. FOURTH ST. Harrisburg's Garment Institution MARCH 15, 191 R. 9
Significant historical Pennsylvania newspapers