Show AN AUTOMOBILE TOR Who He is What He Does And How Ho Does Docs It I I FREE RIDE RIE FIEND PASSING If I J lint It Cold lood Dont Ol t to liny a n us usTin lS Tin Th lo U Y IM l Up In that city within n 1 city et located on nn onor or near n nr from Times to where tin th topics or of conversation lire 1110 limited anil an the th term of oppression o Ie slon most In use nio ne car shaft drive sparking plug ami clutch cutch the demonstrator JA one having au authority lU to the Now NIH York Evening Post Scarcely necessary t tadd II add hh his 10 mado with the Iw automobile since In tho glon glun whee once olce tUo tho horse and wa wn wagon gon supreme tho motor o Ot and trec Its 11 accessories now tOW decorate the tho windows of over second store for tor a 11 couple of oC mie It I In Is not strange perhaps that those th I ty 1111 having In In little in common common with wih Is ts Inhabitants should have notions more or less leal erroneous or nt 01 confused concerning tho work of tho automobile demonstrator ra 01 Frequently 1 1 u 1 I II t is IR thul tho Iho Individual In oily oil overalls who IK IR to bo 10 found tink tinkering ering erIng with wih a n monkey wrench on a corner In this section while aa ll crowd around n Ii p car asks questions In tho jargon t of ot the quarter IH I the demonstrator for Cor lending AS AR a n matter matel ot the or Is 11 superior Ilm who does not af at affect overalls but expects In fi short while to be a earning a o comfortable salary Balan and large slon Every l r lending manufacturer lias lt t least two or three such sueh men In his hi employ In New and ami at ut leapt Ica t tsuen seven suen out of lOot 0 of tho highest paid class c salesmen a have graduated from STRICTLY C O 0 B D Moreover the tho Is II not notus us ni many mun outsiders n of ot amateurs who superintend the tho maiden mulden efforts ot prospective 0 purchase 11 era ell and directs their attempts to con control tho car which he hopes to as o In selling This hl for 01 very er good reason relon the Iho manufacturers are I obliged ed el in Il tho very vory nature of nf to use their very and most mORt expensive earn for Cor demonstration and Ild they tho cannot nerd to 10 any an es us Once th I been Ind ind the purchaser halt be become I come the actual he Is IA at ft lib liberty lb erty crt to take the wheel I down a experiment In 11 endur endurance ance aneo with n t crosstown cro car 11 at Colum Columbus bus If IC ho feels so 10 Inclined Cut until the money monc ban hal been beon paid 1111 ho hI I must not tho machine for O yards nr In the most mORt secluded country highway of or tlc FOR IR If H having made mIO his tho Iho now new owner owne feels that tha t ho needs leel somo t tanco anco anc or at least supervision In his hla early most of at the principal firms will wi furnish services of a 1 chauffeur free frIo of ot for tor tour four or 01 days daH hut but such chauffeurs are fro not to In bo ho confused with wih tho demonstrators d tors Tho work of ot these the latter has bean be n greatly ty In Ih thc tho elementary of tho motor motorcar car eI IIvo moro under understood stood by h those who uru 11 Ik ly to fou b como COO owners Now it IH tho special Improvements of ot a I particular mako of lt which call cal for 01 tho diplomacy of ot the tho demonstrator His lle prospective victim has hns been down tho lino Ino and andIs andIs Is posted on al nil ni tho lino points of ot tho put out by Brown Bron Co Jones Brothers Robinson Inc Incho nc ho Is IA from Missouri niu If Smith t Smith think they have something bet better bo ter tel than anything el ell on 01 tho market markt they the have to show him TUB TIB D Here then is 18 work for 01 tho astute demonstrator Ho 10 must t bo convincing undo and above alove all al things In Inquisitive Inquisitive without appearing to tn bo ho moro 1010 than ordinarily curious Ho must got gota at a the heart hr of oC things and find out not merely merly what tho th man with tho money says ho hI thinks but bul what hat ho thinks and what bo he really wants to tO that when report Is II to tho swe man who has ha ben been assigned 1 to this client valuable assistance will wi ho given In preparing on nn argument which will wi not bo wasted BOMB SOE QUALIFICATIONS Speaking of or tho In which the tho demonstrator and tho salesman work worl together the manager of at ono one of ot the tho largest companies in tho ot at automobiles said ld last Int week Although wo employ only men for lor this work they ro men of ot ex exceptional o ability nb 1 ty really realy have havo a 1 great grent deal to do with tho Increase of at our business In Now York Bach of tho three In Il n a born diplomat whoso first thought Is to offend tho thoman man or woman who linn hil linon referred to him by 1 tho salesman All Al of at thorn know something tho makeup ot t mankind as well wel as 18 tho interior of or orthe the tho machine which they tho demon domon demonstrating and tho th construction con of ot all ni tho automobiles pu IU out by our prin principal cipal competitor THE THE 1 lm Thero was 11 a It It Il was comparatively OI to sail lel provided you could find with who were wert In tho Hut that bun slightest day hll HOMO gono by tho purchaser Just ho ht if In tt I In IO Ul I to i ui to show h him i m tt wo it itIn I In tho old hud to and ll lots loty ot them In to In tn hU Inclination until It should become u I feor tho wh n thu doad heat wim wal In II hll HI would woul to half ft II lox 1 Inns no le II rr 0 that ho h would bo miro of IrM tr unto luto with wih tho of a earn for tor a month or II mOlO j w Wil anxious to IQ wild no wan Wil too 10 grant oat If IC w WI tho th lt of n I wll Jut we c all 11 IH Ii no In Tor It today and anel U I la I ox In moro ways than onn ono Vor l ol vv wu hl ut lt only of lt our J OOS curl out ott of thu factory yot ono 1111 of oe If l In N w II York rk for tot You con rolly It I would bo ho of folly rol id t thin milling all 11 tho I 1 not only It I but bil urion du tho Iho of o it I for fOT tn 0 much for tho of f Imn He I turU to I n I 1111 who h J not hud In Idea Ido ot C buy bl In i HYll l by most x that thA h wu follow hUN huro hUNtt j tt t UH u I Inc lo 10 look lonk at lt a n aMT MT tl 11 If It hu lu that ho known an 11 W 1 iva o do licit him to m nl and tro tl a lonK toch tOCh u would Jud lr I bo 10 wanted ste WB W turn him hin to a I who hati luw probably graduated from tho ranks of ot the tho und who realizes e what ho Ims to t do o First l ho lw knows 1101 that ho must reduce TIUI e to the simplest talk as Ito oC ot tho thC of oC the tho shop UN 11 He tin Iw hut but Is able ablo to explain Its II al f ro that Ihl tho Uw uninitiated one the ti main Idea wn In sim simple n ho points out nut how our OU our cr differs from for others and why h wo 0 con contend on tend Ilat hat It I Is an nn Hi J IS now It J Is I seldom that ho nn 11 r purchase for UI ho Imo per perfectly well wol that the Ih I I Im Is IR to 10 visit other got ot other othor Information hear other r argument Ho merely suggests ts that VP WI should hlll lie bo pleased to gl 0 a t of e what the lh car cor can do 0 An Is 1 1 taken and IHl it the th demand for Cor the UI dem Iem demonstration does not come Immediately thu tho prospective customer IH IR followed In sent ont and In tho the Ihl nat flot le himself of the financial of ot tho visitor Thin hlA done he follows tho handbooks with a n visit In II p J irsKin n and for Cor a demonstration HIS JIAN MAI Tho fhe demonstrator calls l ll y mont and amI his hii man for tor a I drive over roads which opportunity to 10 show what onn On bo done dono by ly tho cur car under all al hinds of ot 1 stances how It t hills hilI what wha I con on when wh n pod Is J necessary hov I It can bo controlled how attention the demands and so o forth He I makes himself agreeable In l In admitting that other othI Cr have hn good points but has hn to 10 confer that although ho hI has hl many of ot them ho never noor saw RW n 1 car like 01 because ml h her ro como u 11 lt ring of o arguments that I box d don on C IM that arp Ill moro loro or less I M solf In 11 time he ho reports port to 10 tho salesman who now become more In II tont If It not less 1 pol li tho fe Is II made by b tho 01 utter II e l tho demonstrator returns from tron his hi trip Go G lightly on 1 o bi h will vI eay 0 but bt enlarge on so 10 In addition to tl helry bell one if C Cour our his strong points seems ers to bo bi a fad of |