INDEX 483 



Page 



Intent, The, of Association Rules 110 



Interests, Association, in Brief 123 



Interests, Employers', Salesmen Should Guard 318 



Interior Finish, Mr. Brooks on 277 



Interior Trim, Short Leaf for 278 



Interiors, Wood Block, Big Possibilities in 383 



Interiors, Yellow Pine, Painting 380 



Interpret Emphasis, Learning to 139 



Investigation Would Astonish Manufacturers 240 



Invitation, An, to Ask Questions ' 19 



Invocation at Opening of Convention, Dr. W. C. Bitting 6 



Item, Dealing With an Abnormal Demand for One 207 



Item, The, of Entertaining. 258 



Items of Trucking, Loading, etc . 226 



Items, The, of Selling Expense 256 



Items, The, of Logging Costs 159 



j 



Job, "Initiative" Means Developing Your 302 



Jones, J. E., Address, The Density Rule 334 



Judging, Character, as a Business Asset, Dr. S. L. Krebs 124 



Judging Human Nature, The Faculty of 303 



Judging Lumber, Varied Standards in 319 



Judging the Order, Address, F. R. Watkins 203 



Judgment and Tact 63,301 



K 



Keep in Close Touch with the Mills 197 



Keep Posted on Mill Stocks 2tf 8 



Keeping Salesmen Posted on Correspondence 248 



Keith, Charles S., Address, Organization Means Efficiency 11 



Keith, President, Introducing 11 



Kendall, H. T., Address, Purpose of Meeting 10 



Kidder on "Standard Mill-Construction" 178 



Kiln-Drying Long Leaf/ Difficulties in 227 



Knowing Your Product, The Value of 70 



Knowledge of Competitive Materials, Possibilities in 54 



Knowledge of Grading Rules 56 



Knowledge of Substitutes , 53 



Knowledge, Practical Use of Technical 284* 



Knowledge Required, The Technical. 371 



Knowledge, Superior, Means Personal Profit.... 268 



Knowledge, Thorough, Essential to Good Salesmanship 196 



Known Quality, Architects' Confidence Based on 181 



Krebs, Dr. S. L., Address, Character Judging 124 



* 



L 



Lack of Support for the Salesman 342 



Landing an Order After Three Tries 343 



Lath, No. 1 Pine, Pitch in 110 



Lath, Shingles and Box Shooks, Boost. 306 



Latitude, Wide, in Extending Credit 368 



Laying the Foundation for an Order 386 



Leader, A, in Selling Short Lengths 346 



Learn Factory Uses of Wood 238 



Learn to Know Our Product 151 



Learning to Interpret Emphasis 139 



