Show Interest t Health TX 4 TT Menus Beauty Heart H Recipes Women f A n and it the a Home Home rv S Your Children VV or 1111 1116 First R n 11 r ri i A Fortune to Share Sharer r By VASH YOUNG S S ARE YOU LOOKING FOR THE TUE WRONG BOSS Together wo we made a list and in it were cheerfulness courage interest in others and so on He decided t to try this thia method out a a. while I It brought him some ray of happiness and hope enough to last until he be returned returned returned re re- re- re turned to the stage This s case casc seems to me very Important tant for it illustrates a mental condition con con- altion I often encounter I should explain a again aIn that all the these e incidents ere known to mc me because I 1 give over ove one day each week to people who are in trouble Those who have come cometo come cometo cometo to me tell others and my friends send many of their troubled callers to meI me mc I am glad to see them alL My inherItance inheritance tance as I have said required thaI that tha I do everything possible for m my fellow ellow humans and nothing gives me mc a greater thrill than to see some downcast downcast downcast down down- cast man or woman w man take a new look at life lite and go forth to fight a battle and win a victory over n negative think think- ing GIVING OTHERS A LIFT Sometimes one line of reasoning and end sometimes another is effective and end sometimes I fail to do any good gooc goodat at It all aIL But I try I have made it jt ita ita a rule these pa past st 10 successful years to devote less than half of my time timeto to my own affairs I must earn a living but I need happiness as much muchas as I need food and shelter and a considerable part of my happiness comes from these official extra duties I 1 rarely am asked to give money Ito to an any troubled caller for it is not mone money he needs so much as s it is an nn affirmative attitude toward life I It ItIs ItIs is a viewpoint which brings happiness that I have to share But I was talking of selling Sometimes Sometimes Some Some- times Limes I wish I were a sales manager Id I'd like to be one just for a 11 week or so Just long enough to write one letter etter to all of m my salesmen Sales managers write many letters Pep Pcp letters let let- ers Go-getter Go letters Confidence letters Letters full of ot drive Packed with forceful expressions Bull letters letters let let- rs the boys call them Salesmen are not such hero worshipers as they pretend to be when in the presence of ot their bosses Heres Here's the letter Id I'd send end out to my salesmen INSTRUCTING A SALESMAN Dear Mr Blank Your reports recently have been beena a disappointment Our competitors in n your jour district are enjoying a big business in orders while your orders ar are falling off Our product is right our ur prices arc right and our adv advertisIng advertis- advertis Ing ng is intelligent The trouble therefore therefore there- there fore ore must be with you I ha have hae e given your our ur case careful thought and arid have decided to rescind all previous Instructions in- in and issue in place of ot them the tie following 15 things you ou must do I 1 Get up in the morning and start lart thinking of yourself 2 If It things dont don't go just right at home lome be sure to get in a couple of ol nasty digs at someone before leaving leav leav- big ing the ho house se 3 If Ie it is a rainy day kick about the he weather and let it interfere with your Jour our work 4 Dont Don't be pleasant when you go r into the office 5 If you hear of a big order going through label it luck for the other f fellow and be envious of him instead of f trying to learn something from it that lat will help you ou 6 Sit down in your office and andIan plan Ian your work during the golden hours you ou should be in your our prospects prospect's office aUice fice 7 Do the easy nonproductive things lings today and kid yourself into int thinking that you ou will get down to work vork tom tomorrow 8 Plan your work ork so that if it you miss niss a few calls today you will be left eft atra stranded ded high and dr dry until to to- morrow 9 If you jOU get an nn order be satisfied g o. o out and celebrate and then rest resta a while before re trying tring for another 10 If you jOU are ahead of your quota take it easy 11 11 If It you are arc behind give up en- en tir Irely tirey ly and then then start start over again next month when your jour next quota period sets acts in 12 12 Convince yourself that your territory is not so good as the other fellows 13 Give in to that let down feeling feeling feel eel eeling ing after eating too much lunch 14 Dont Don't waste any time studying study- study big ing ng the business 15 Enlist all your thinking against you jou ou instead of in your favor Yours for the company V VASH A H YOUNG Some such letter as that would rid ridic ridi- ridi c ule l a salesman out of the foolish non non- reductive productive methods all too frequently engaged In Satur Saturday Saturday Saturday-In In ay-In In The Perversity of Human uman Nature Vash Young will show how you how to use reverse En En- gUsh lish Copyright 1933 by Vash Young Published by arrangement with the Bobbs MerriU ill company |