482 INDEX 



Page 



How Best to Help the Association 264 



How Do You Rank as a Retailer? 297 



How Forest Service Experts Work 81 



How One-Size Orders May Cause Trouble 206 



How Salesmen Can Co-Operate with Association by Ben S. Wood- 

 head 262 



How the Lumber Industry Differs from Others 203 



How the Salesman Can Aid His Customer 58 



How the Salesman Can Help 177 



How the Salesman Can Help in Waste Utilization 238 



How to Know the "Heart" Man 143 



How to Offset Inroads of Substitutes 327 



How to Use Preserved Wood 225 



Human Nature, The Faculty of Judging 303 



Hundreds of Friendly Notices Used 333 



Hurried, The Slow Man Resents Being 141 



I 



Identifying Species "By the Feel" 24 



Identifying Variety in Lumber 23 



Ignorant Salesmen Not Welcome Callers ._._. ..._.. 181 



Ill-Advised Efforts to Meet Competition ..~..... 19i 



"Immediate," "Prompt" and "Rush" Shipments 39 



Importance of Shipping Clerks . .. 246 



Importance, The, of Advertising to Salesmen 333 



Importance, The, of Courtesy 298 



Importance, The, of Good Health 294 



Importance, The, of Traveling Salesmen 255 



Importance, The, of Writing Orders Correctly 210 



Importance, The, of Personal Neatness 62 



Important to Salesmen of Wood 202 



"Impossibilities" the Successful Man's Goal 174 



Improved Wood- Working Machines Needed 240 



Increased Profits in Economical Selling 303 



Increased Sales, Salesmen's Ability to Specialize, Means 273 



Index to Lumber Grading Rules 439, 440 



Industry Dependent on Sales Department 306 



Industry, The, Salesmen Are the Eyes of 309 



Industry, Special Articles Boosting 332 



Industrial Plant, Each, a Separate Problem 313 



Industrial Trade Demands Close Study 312 



Inevitable Variations in Low-Grade Stock 36 



Infant "Efficiency," The, Appears 291 



Influence, The Architect's, Widening 175 



Information, Advance, The Architect Has 179 



Information for Your Office 374 



Information That Salesmen Should Have 244 



Information the Mills Should Have 318 



Initiative and Originality 64 



"Initiative" Means Developing Your Job 302 



Inroads of Substitutes, How to Offset. 327 



Inspecting Car Siding, A Basis for 104 



Inspection! Service, Association 116 



Inspectors Handle Stock as They Find It 100 



Instruction Helps Sell Lumber 283 



Instructions, Salesman's, May Cause Trouble, When 39 



Insurance, Low Rates, en Mill-Construction Buildings 274 



Institution, The Salesman an 393 



Intellectual Type, Dealing with 142 



