SELLING LUMBER 



Proceedings of the School 

 of Salesmanship 



A Complete Report of the Activities of the 



Convention as Recorded by the 



Official Stenographer 



In accordance with a- resolution adopted on the 22d day of 

 February, 1916, by the Board of Directors of the Southern Pine 

 Association, providing for the holding of a School of Salesman- 

 ship under the direction and control of the Committee on Sales 

 and Distribution of the Association, and pursuant to the notice 

 and call duly issued thereunder by the said committee, the School 

 of Salesmanship was convened at the American Theater, in the 

 City of St. Louis, Missouri, on Monday, the 26th day of June, 

 1916. 



FORENOON SESSION. 

 Monday, June 26, 1916. 



The meeting was called to order at 9:30 o'clock a. m. by 

 Harry T. Kendall, Chairman. 



The following officers of the Southern Pine Association were 

 present : 



Charles S. Keith, President ; J. E. Rhodes, Secretary and 

 Manager; J. H. Eddy, Chairman Shingle Committee; J. Lewis 

 Thompson, Chairman Silo Committee; John L. Kaul, Chairman 

 Paving Block Committee; J. E. Jones, Chief Inspector; W. J. 

 Ferry, Advertising Manager. 



There were also in attendance members of the Association, 

 representatives and salesmen of members, and others, a full roster 

 of whom is appended to this report. 



The Chairman: Come to order, gentlemen. It is customary 

 to open all of the formal Association meetings with prayer; and 

 I am very much pleased to introduce to you Dr. William C. 

 Bitting, of the Second Baptist Church of this city. I will ask that 

 you all rise during the invocation. 



Dr. Bitting: Almighty God, we pray Thee now that Thou 

 Invocation wilt give unto us, in our deliberations, Thy word and Thy wis- 

 dom, to fit and inspire us to minister to the necessities of every 



