INDEX 493 



Page 



Salesmen Should Study Factory Uses of Lumber 85 



Salesmen, Some, Not "Well Born" 287 



Salesmen, Some Questions They Ask 33 



Salesmen, The Training of, Neglected 169 



Salesmen to Remember, Something for .... . 352 



Salesmen, Traveling, Territorial Organization of 114 



Salesmen, Traveling, The Importance of 255 



Salesmen, Trade Extension Work for 267 



Salesmen, Withholding Credit from 249 



Salesmen's Ability to Specialize Means Increased Sales 273 



Salesmen's School a Step in Advance , 357 



Salesmanship, Address, D. M. Barrett 161 



Salesmanship Becoming an Art 376 



Salesmanship, Good, An Example of 351 



Salesmanship, Good, Not All in Selling Quantity 374 



Salesmanship, Good, Thorough Knowledge Essential to 196 



Salesmanship Is a Science Today 125 



Salesmanship, Lumber, Address by Edward Hines 356 



Salesmanship, Specialization in, Essential Now 369 



Salesmanship, School of, What It Should Do 132 



Salesmanship the Act of Growth 163 



Salesmanship, The Goods the Essential Thing in 132 



Salesmanship, Where We Learn 162 



Sap Wood to Heart Wood, Decay Spreads 220 



Samples of Queries Received 20 



Sap Lumber Good When Creosoted , 7 76 



Saving on Hotel Bills 257 



Sawmill, Co-Operation from the 69 



Sawmill, Co-Operation from the, Address, C. E. Martin 243 



Sawmill Costs, Address, C, J. Mansfield 186 



Sawmill Costs, Association Figures on 188 



Sawmill to Yard 228 



Science, Salesmanship Is a '* 125 



''Science," Phrenology an Empty 134 



Science, The Definition of a 125 



Science, A Real Start in 136 



School, Salesmen's, a Step in Advance 357 



School of Salesmanship, Attendance Classified as to Firms Repre- 

 sented 403 



School of Salesmanship, Proceedings of 6 



School of Salesmanship, Roll of Attendance at the. 394 



School of Salesmanship, What It Should Do 132 



Schopflin, Frank, Address, Stumpage and Logging Costs 158 



Seasoned Wood, Well, Takes Paint Best 378 



Seasoning Checks, "Small," The Meaning of 101 



See That Yellow Pine Is Properly Used 197 



Secrets, No, in the Lumber Business l!8 



Seidel, Julius, Welcoming Address by 8 



Self-Control a Factor of Efficiency ' 299 



Self-Control a Brake 60 



Sell Lumber, Instruction Helps : 283 



Selling, An Analysis of 128 



Selling Cost, Relation of, to Cost of Production 261 



Selling Cost, Direct and Indirect, Address, W. M. Beebe 255 



Selling Costs, High and Low 260 



Selling Costs, The Salesman Can Regulate 260 



Selling Difficulties, Some, of Today 369 



Selling, Economical, Means Increased Profits 303 



Selling Energies, The Best Utilization of 155 



Selling Errors, Claims Arising from. 315 



