Show r alks to to Boys and Girls on Circulation Getting By CARL MARSHALL Bitten r Exclusively for The Salt Lake Telegram ARTICLE VIII THE THE WIND UP ext few tew days in lri hi THE TELE- TELE AMS AMIS big fig contest for boys andIs and Is are going to be the crucial s s tiie the telling days the days which who has hustled and who There will be some sur- sur iesT ies r because cause without a a. doubt pf ny the boys and girls are hold- hold votes but it Is an ex- ex for the windup spoke to a merchant the other who iwho told me that he had drawn check for 15 16 to help a boy out in he could turn in a largo large of ot subscriptions It is the season when everyone I giving and If there was r altime when the boys and girls could get subscriptions next five days are the days In inch ch it ft can c'an be done a Battery ome orne years ago In New Orleans a a ae cey e who had won several races which was not supposed lave th the pep In him to win was was' edoff edloff the track after ie had won illO 1110 to 1 shot horse The The Judges Ched the jockey and found on t Is called a horse battery orse b battery is a little apparatus It it four tour inches wide wid by seven inches long and b by liy pressure ot of a button on the saddle an electric shock Is sent through the horse borse which gives him a a. a shot of enthusiasm enthusiasm enthusiasm of f which he Is not capable when in normal condition The Tho moral of the above illustration is not ot a n very good one as as it Is considered con con- dishonest for tor any jockey to resort to such sucha a practice But the point I want to make malta is is' that every boy and girl In THE TIlE TELEGRAM contest in the next few tew days wants to carry corry around with him figuratively figurative figurative- ly speaking a battery and it wants to be a battery big enough to a shock into a horse because believe me It is going to be some race Tl Think lot lof your feeling If It you would ha have havo vo to watch some other boy go godown godown godown down the tho street in that thai brand new Culver racer on Christmas day when In your Judgment the boy riding in the racer is no brighter than you are You can surprise I yourself with what you can do If you try in the next two or three days There Thera are arc many advantages in the thelast thelast last days of a contest which you do donot donot donot not have in the beginning May I enumerate them briefly First you have the holiday hOllday sea- sea an when everyone feels feE like lIle help elp I ing ing v else lse if they do not they should This hIs should b be bem m made macic use of with your own people With strang strangers rs Do not be afraid t to sell them a subscription to TI THE TELEGRAM because you OU are no not asking them for charlt charity they ar are getting value received Second another advantage during the last days of a contest is that tha you OU can do what is called the he rush set ct ct which has been a vel very successful successful success success- ful method of ot salesmanship in many instances In mother other words do not hot waste a moment moment mo mo- ment of time you ou simply cannot canno come back acle some other time You mus must tell your prospect that it is now o or never that if he is going to do it In a away away away way that Is going to help hEp you Now is the time Heres the subscription heres here's the pencil wheres where's your you check Another big advantage during the last three days of ot the contest is your you own standing whether it is low o or high If it is is Islow low you can tell your you prospect that you are making desperate desperate desperate des des- effort to climb to the top and believe you yon can do it it and if it Is high you can tell him that you just need needa a few more in order to be sure to win Both arguments are good i if properly used Success Gets Success In closing let m me remind you boys and girls of Salt Lake that the experIence experience ex ex- I I you have had petting getting the subscriptions for the Salt Lake Telegram during the past weeks is an experience which will be with you for a long time and to o your great benefit The more boys and girls can learn of the twe twentieth century way of doing doing- business and the more they can be brought in touch with twentieth century business business bustness busi bust ness men flen the better off they will be ben ben n n later years when they enter into business of their own The average college graduate of to today today today to- to day is ready at the time of his graduation graduation grad grad- to take a position as office boy to the boy who did not get tho the col- col lego lepo education Bear that fact in mind That is no discredit to a col college col- col le lege e education but it is a tribute j COl-j to t the e boy who without the college education education edu edu- cation can climb to the top while the other boy Is getting the tion A practical business education Is what every avery boy in America needs today and there is no way in which he can get it any better than h by bumping up against the real business business business busi busi- ness conditions as they exist and among the real business men i I If YOU you have haye failed in this contest to win the capital prize do not get discouraged if you have really tried Be a good loser b but bt t do not in these last few days neglect anything which might place you at t the top of the list There Is no gr greater ater satisfaction in the world than the knowledge that one hal has tried Of Ot course the feeling is tremendously more when you have hwe succeeded and Just up to the measure that you think you will succeed in this contest contest that is exactly how much you will succeed |