492 INDEX 



Page 



Salesman, Co-Operation with, from General Office 247 



Salesman, How, Can Help in Waste Utilization 238 



Salesman Hampered by Office-Made Route Sheet 248 



Salesman, How the, Can Help 177 



Salesman, Lumber, Duty of the 194 



Salesman, Lumber, Efficiency and the, Address by R. J. Tolson 286 



Salesman or Shipping Clerk to Judge? 41 



Salesman, Public Sentiment and the, by Gen. L. C. Boyle 347 



"Salesman," "Representative" as Well as 263 



Salesman Should Guard Employers' Interests 318 



Salesman, The, as a Traffic Expert 297 



Salesman, The, Can Regulate Selling Costs 260 



Salesman, The, an Association Asset 263 



Salesman, The, Knows Conditions Best 42 



Salesman, The, How He Can Aid His Customer 58 



Salesman, The, Psychology for 65 



Salesman, The Substitute, on the Job 76 



Salesman, The, the All-Importance of 348 



Salesman, The, Was the "Goat" 106 



Salesman, The, Should Know These Things. 275 



Salesman, The Lack of Support for 342 



Salesman, The Lumber, and His Possibilities, Address by Capt. J. B. 



White 340 



Salesman, The Lumber, Public Sentiment and, Address by Gen. L. C. 



Boyle 347 



Salesman, The, Preventive Measures for 316 



Salesman, The, as a Consulting Expert 179 



Salesman, The "Order Taker" Has Become a 290 



Salesman, The, An Institution v 393 



Salesman, Traveling, Cutting Out the 393 



Salesman, Why the, Must Know Grades, Address by W. J. Haynen. . 194 



Salesman Worth-While, The, Employers Want 171 



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



Salesman's Territorial Organization Outlined 48 



Salesman's, The, First Asset Is Confidence 248 



Salesman's, The, Most Valuable Asset, Wisdom 67 



Salesman's, The, Work is Distribution 128 



Salesman's Value, Getting the 130 



Salesmen, A Most Important Aid to 331 



Salesmen, Advertising to, The Importance of 333 



Salesmen and Commission Men, When They Conflict 250 



Salesmen and Dealers Must Be Educators 182 



Salesmen Are the Eyes of the Industry 309 



Salesmen, Backing Up the Promises They Make 251 



Salesmen Can Set the Public Right 44 



Salesmen Can Sway Public Opinion 353 



Salesmen, Do, "Play Favorites"? 37 



Salesmen, Good, Should Be Good Lumbermen 289 



Salesmen, How, Can Co-Operate with the Association 262 



Salesmen, Ignorant, Not Welcome Callers 11 



Salesmen, Information They Should Have 244 



Salesmen in the Front 356 



Salesmen, Keeping Posted on Correspondence 248 



Salesmen, Lumber, Should Know All About Their Product 202 



Salesmen, Letting, Answer Price Inquiries 251 



Salesmen Must Help to Meet Conditions 176 



Salesmen of Wood, Of Importance to 202 



Salesmen Should Read, Write and Talk 266 



Salesmen Should Watch Trend of Public Demand 204 



Salesmen Should Work Together 154 



