INDEX 497 



Page 



Summer and Spring Wood, Color in 336 



Slimmer Wood, Strength in 23 



Superior Beauty, The, of Wood 200 



Superior Knowledge Means Personal Profit 268 



Superior Points of the Wood Silo 390 



Superior Points, The, of a Shingle Roof 190 



Support, Lack of, for the Salesman 342 



Support, Retailers Urge Association 117 



Supply Catches the Demand, When the 366 



Supply What Is Wanted or Pass the Sale 272 



Surplus Stock, A Safe Percentage of 40 



Suspicions Are Contagious 249 



Sway Public Opinion, Salesmen Can 353 



Systems, Cost-Keeping, Study of ". . 86 



Systems, Unit Cost Keeping, Lacking 241 



T 



Tact and Judgment 63, 30)1 



Tact, The Elusive Definition of 131 



Take the Pace of the Customer 141 



Talents, Natural, Must Be Cultivated 286 



Talking Points, One of Your Best 333 



Talking Points of Wood, The, in Competition with Substitutes 93 



Tall Buildings Losing Favor 182 



Task, The, of Educating Ourselves 12 



Teach Others the Mlerits of Wood 152 



Teaching a pairyman About Silos 345 



Team- Work, Co-Operation Means 66, 304 



Team-Work, Co-Operation Which Mieans 303 



Technical Knowledge, Practical Use of 284 



Technical Knowledge, The, Required. . 371 



Technical Training in Constant Use 285 



Technical Training in the Lumber Business 26 



Technical Training in Lumber Business, S. E. Robinson 282 



Technical Work, A, on Finishing Yellow Pine , 330 



Telephone, Doing Business by , . 307 



Temperament, The, Make Your Talk Fit 141 



Temperament, The Study of 140 



Ten Reasons for the Sale of Wooden Silos, Address by J. Lewis 



Thompson 389 



Ten Reasons for Wooden Silos, Arguments Supporting 391 



Territory, A Small, The Advantage of 215 



Territory, How Best to Cover, Address by J. H. Heyl 212 



Territorial Organization, Arrangement for 48 



Territorial Organization, List of Members 114 



Territorial Organization, Purpose of 48 



Territorial Organization, The Salesmen's, Outlined 48 



Territorial Organization, Work for 48 



Test, Efficiency, Mr. Woodhead Submits to the 50 



Text of Proposed Amendment 15 



The Lumber Salesman and His Possibilities, by Capt. J. B. White 340 



These Things the Salesman Should Know 275 



This an Age of Specialization 311 



Thorough Knowledge Essential to Good Salesmanship 196 



Thompson, J. Lewis, Address, Ten Reasons for the Sale of Wooden 



Silos 389 



Tile, Slate and Patent Roofing 326 



Timber, Average, and the Density Rule 101 



