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Thousands of manufacturers and
selling agencies, some with many
items, others with a single intangible
idea will welcome further develop-
ment of methods for presenting their
product. As an example, many in-
dustries manufacturing and selling
such products as scales, duplicating
nietliods, industrial transportation
systems, safes and vaults, sprinkler
layouts, and up or down just as you
please, to even our much used office
typewriter. And sales most gratifying
as a result of using survey-proposal
or written analysis methods to sup-
port personal contact.

The analysis of a proposal made by
these and other concerns, shows the
proposal to be the result of survey
and to have resolved itself into ele-
ments whose component parts deftly
define present procedure, — state re-
quirements and comprehensively set
forth the explanation and recommen-
dation for the proposed methods.

There is more to written analysis
than mere dry facts and figures
briefly stated. There is more to sur-
vey-proposals than two or three let-
terhead sheets with paste-on illus-
trations or catalogue pages attached.
Yet it need not be an elaborate over-
written composition over which a
plebiscite is necessary to determine
its worthiness or unworthiness.

The Length of the Written
Presentation

The most practical submission is
neither extremely brief nor is it too
extensive. Its neat attractive intro-
duction may simply acknowledge col-
laboration or state the contents to be
an unbiased report and recommenda-
tion, or both. Neatness and pains-
taking detail in compiling, from an in-
viting style of binding or cover, to the
arrangement of pages, will tell much
during the opening moments of pre-
sentation. It is usual practice after
the first page of brief salutation or
introduction, to follow with a page



devoted somewhat similar to the fol- Although the primary purpose of

lowing: this article is to encourage the use of

,. . . . . written analysis and to urge the adop-

, uDjert: ^j^,^ ^f making thorough survey-pro-

/^'Vi H ♦"■ posals part of the basic laws of sell-

i^oiiaDoration: . j^g j^ jg ^^^ contended that this out-

^'■P?'*^: (a)....(b)....(c)....etc. Yme for proposal construction is by

Kequire- g^^y means all that can be accom-

™®"*^' (1) ■■('«).(3) ...etc. piished. Proposals may be dressed up

Ti,;„ .„„,. i,„ ™ ^ • t ^""^ made more effective by the in-

This may be made mto a very un- „„,.fi„„ „« „\,^^„, u ,.•

derstandable nag-e rig-ht to the noint ^eition of photographs or graphic

a^d businesslike Manv^ ^^^^^^- Photographs of present meth-

cur vvher?hfbusrexecutvrhl^i°^^^ efews°''of ''whaT' ■ '^'^"'P"^'^"^ T.T

been handed a proposal by an assist ^ n7^wo^r.l= ^TTf'~^^^^^^'^.

ant, quickly glances over a page of '„ "^pP^"^"/..? rf f *°, ^""^^"^

this kind senses the reouirements and 'concerns of the prospect, make splen-

tnis Kmd senses tne requirements and ^jj^ additions to the outline given

value of the proposition, and because ^he use of eraohs is rather restrinteri

of the confidence created by perhaps h,Vt "ht,.» t^,i^P!^^, V , . <•

nothing more than the construction, ^'l^ifrt J^5 ^^v, ' "" ""f iT

approves and orders the installation ^"'"f'^'^^^"' 5/,^?^ ^^"^""^^"Z ^^'"^*"'

or whatever it may be. Why not? 11^},^ tJnV^W^ of proposals
The details of the other naees have '^ depicting the flow of work . . .

ine aeiaiis or tne oiner pages nave ^^^. against old, have proved invalu-

Sef and ?hfn™s'"iadeTf nieces" ^'^'^ ^^ '"^^^ °^ ''-P'-^'"^ "-'^-n

sfry The appearance and Lranle- ^^^V"""'^ '^""'' '"' °"" """'^""'^'^
ment make it obvious to the execu-

tive that here is something that has Select the Salesman Who Can

been given thought . . . none but a Make and Record a Survey

responsible individual or firm would ^ir^^tv,^ ■» w n. ,

indulge in such careful analysis. fJ^^^r^^^ly^X K ^^^ f^'^ "'^""-

" •' racturer, the brokerage house or the

agency for the duplicating system, the

proper selection of salesmen has all to
do with the success of conducting
surveys and accurately recording the
results in writing. Analytical minds
equipped for specific propositions, in
addition to having acquired funda-
mental principles of general selling,
and being formative, are more desir-
able for constructing and writing new
or proposed methods. Disregard of
these individual differences in men or
lacking scientific selection, does not
effect a reduction of waste nor tend
to eliminate excessive selling costs.



The influence of a carefully writ-
ten letter is often far reaching and
may be of vital importance to its
author.

Merle J. Abbett
Supt. of Schools
Ft. Wayne, Ind.



Other pages of the proposal-survey
(written analysis) first relate the
present methods. Obviously, these
give results of the survey and account
in detail the present routine or the
conditions found. In some instances
it may be well to follow this explana-
tion by general remarks, calling at-
tention to specific facts that need cor-
rection. Some accomplish this at the
time of writing present methods by
following each paragraph or expla-
nation, by another paragraph devoted
to what's wrong or needed. Proposed
Methods are next in sequence and con-
sist of as many pages as necessary to
outline the new proposed routine or
new proposition.

The writer is of the opinion that
more satisfactory results are obtained
if no attention is made in present
methods of what may be changed,
corrected, or suggested. Likewise
that the matter following the other
headings be confined exclusively to
the subject. The idea of reserving a
page for summarizing present meth-
ods versus proposed methods meets
with favor. Such sequence also per-
mits one to turn from the original
subject page, back to the summary
and quickly secure a complete picture
of the advantages. The final page of
course, should contain the guarantee
and word concerning service or other
features, closing by the submission of
investment required.



There is no mystery concerning the
construction of proposals or even
scientific selection of men to satis-
factorily present solutions by these
methods. On the other hand it is a
mistake to assume that well-gotten-
up proposals are simple because they
so appear. It is a matter of finding
out and setting forth, not merely fig-
uring out and making mental notes.
Selection of salesmen must include
their ability to make surveys and
written analyses based upon them.

Traditional methods of selecting
sales representatives are giving way
to psychological and scientific pro-
cedures, which, by use of tests found
indicative of the abilities or capacities
of applicants, tell with a high degree
of accuracy whether the qualifications
found meet the requirement. Selec-
tions of men based purely upon opin-
ion are now as antiquated as securing
sales by the proverbial derby-clad
drummer. The indefinable quality cal-
led personality has, and unquestion-
ably will, top the list of requisites.
Other factors, however, deserve ut-
most consideration and it is suggested
that selections should not be made
without serious attention to the score
of the following factors:

(Continued on page 21)



14



Adventures with Our World-Wide

Neighbors

By II. VV. Godfrey, Superintendent of Schools, Waseca, Minnesota

(A Student International Correspondence Exchange)



Knute A. of Jalsford, Sweden, is
very anxious to exchange one of his
beautiful, well-cured rat skins for a
buffalo hide, which, he hopes, one of
his Minnesota correspondents has re-
cently acquired during a hunting trip
on the plains of the North Star State.

Mary Jones of Portland, Maine, has
just requested the Student Letter Ex-
change of Waseca, Minnesota, to sup-
ply her with the name of a "pen pal"
in Mexico City, as she plans to spend
her summer vacation in Mexico.

Ruth Williams of Charleston, South
Carolina, desires the name of a pupil
in the London, England, schools. She
expects to visit her correspondent this
summer.

These inquiries and hundreds of
similar requests come in each day.
Director R. C. Mishek of the Student
Letter Exchange, Waseca, Minnesota,
sees that all these desires and needs
are promptly filled to the complete
satisfaction of all. Since its incep-
tion in July, 1936, the Student Letter
Exchange has provided hundreds of
thousands of "pen pals" around the
world. The Exchange arose, origin-
ally, from the classroom needs of the
Waseca High School, Waseca, Min-
nesota. Superintendent H. W. God-
frey and Mr. R. C. Mishek, Com-
mercial Instructor in the High School,
have seen the organization which
they planned grow rapidly from its
small beginnings into its present po-
sition as approximately the third larg-
est in the world. Judging by its
present rate of growth, the Student
Letter Exchange, in all probability,
will lead the field within a short time.

One of the very astonishing and in-
teresting things which has been dis-
covered, in its development, is that



One of the outstanding benefits
of the correspondence exchange Is
the noticeable Improvement in the
handwriting. Boys and girls de-
sire to appear well in the eyes of
their distant friends and therefore
use care in their handwriting.

The Educator will gladly assist
any school in locating other schools
to exchange correspondence.



the pupils in most of the leading
countries, and many of the smaller
countries, of the world have learned
to write letters in the English lan-
guage by the time they have reached
the age of fifteen or sixteen years.
In many cases, of course, they have
learned before that age. South and
Southeastern Europe, however, are
not as "English-minded" as other
parts of the continent. English is the
first foreign language which must be
learned in Germany. It has been
found that English is used extensively
in such varying countries as Esthonia,
Latvia, Japan, China, Liberia, Ceylon,
Federated Malaya States, Argentina,
Chile, Peru, Ecuador, and even in
"darkest" Africa. In fact, English
seems to be taught wherever there
are any schools, however crude or
elementary they may be.

Teachers and pupils of foreign
countries frequently complain of the
constant use of slang, idioms, and
"short-cut" expressions by the stu-
dents in the schools of the United
States.

Pupils of the United States ask
most frequently for the names of
correspondents in Hawaii, Germany,
Holland, Sweden, France, and the



British Isles. In this connection, it
is interesting to notice that the
Hawaiian correspondents almost in-
variably remind us that they are citi-
zens of the United States and not of a
foreign country. They emphasize the
fact that the attitude of respect, loy-
alty, and love of their own country,
the United States, is taught as much
in Hawaii as in the schools of the
States.

An endless number and variety of
intensely interesting occurrences,
problems, and difficulties could be re-
counted in outlining the development
of the Waseca Student Letter Ex-
change. This is true also in explain-
ing the securing of the names from
foreign countries and related phases
of the work. For instance, it has
been found that Italy requires that
boys shall correspond with boys and
girls with girls. Any other arrange-
ment will not be allowed. Again it
has been observed that most of the
pupils in foreign countries have hob-
bies in which they are very much in-
terested.

In the Student Letter Exchange of
Waseca, Minnesota, an ideal method
is made available for the most stim-
ulating motivation of the pupils use
of English in letter writing and in
similar ways. The use of the Exchange
by the pupil brings with it another
much desired educational benefit. The
cultivation of a better understanding
of the life, ideals, and aspirations of
the people of other countries is one
of the most needed and desired ob-
jectives of education today. There is
no question but that the Exchange
provides one of the most ideal and
most effective ways of realizing this
aim through our schools.



>=:iy^ _-<n - C-<i-^



>=:iy^_-<n - C-<i-^ , - <-</^ £^^ ^"i^f^L^^-^.'C-o'fr^^.^'^t^



^ - -^y-







This specimen was writlcn by Mary Simon, a teacher in the Clinton County Nonnal School of St. John, Michigan, where penmanship
is given proper attention. It is one of the schools that believes in training teachers to teach handwriting eflficiently.



15



Why Many Fail To Obtain and Hold

Good Positions



Many young men fail to achieve
success because they lack the power
or inclination to do hard work. The
head of one of our large department
stores, in addressing a body of teach-
ers, said: "No man in the practical
world of today can hope to get on if
he shirks his woi'k. I ask you to use
all your power and influence to instill
in the minds of those you teach the
truth that a man owes work to the
world, while the world does not owe
him anything." An expert account-
ant of many years' practice, said:
"The best man I ever had in my em-
ploy was a plodder." The writer, in
his experience as a teacher, coming
into contact with many thousand
young men, has rarely, if ever, found
a student who did not possess suf-
ficient ability to make a successful
start in life if he was thoroughly im-
bued with the precept — "Keeping
everlastingly at it brings success."
Let every young man keep constantly
before him the maxim, "If I would
succeed I must work."

A little girl was requested by her
mother to practice her music lesson



by James Kea
The Packard School, New York, N. Y.

one hour each afternoon; and, when
censured for sitting idly beside the
piano, she said, "I am practicing
rests." Too many of our young men,
particularly those reared in the cities,
imitate the example of this little girl.

Many good positions are obtained
through well-written letters of appli-
cation. The ability to write a letter
in good straight-forward English, in
a rapid, neat, and legible style of pen-
manship, free from errors in form,
punctuation, and spelling is an accom-
plishment well worth acquiring. A
large portion of letters of applica-
tion show on their face the utter in-
competency of the writer, and find
their way to the wastebasket. A
young man of good ability and liberal
education applied for a position pay-
ing one thousand dollars a year. The
letter was written from a large city,
and did not contain the street and
number of the applicant. The recipi-
ent could have obtained the full ad-
dress from another source, but this
omission caused the application to be
considered unfavorably. Another ap-
plicant lost a position through failure



to remove his hat during an interview.
Another wore soiled linen. A few
cents invested in a laundry bill would
have yielded a large return in that
instance. It is not indispensable to
have the assistance of influential rela-
tives and friends in order to obtain a
desirable position.

Many young men fail to render
valuable service, through lack of abil-
ity to do accurate, systematic work.
The business community demands
well-trained minds, capable of grasp-
ing details and carrying out instruc-
tions in a correct and. orderly manner.
The young man who possesses this
faculty is a rarity, and never need be
without profitable employment.

Above all else, the young man who
would succeed must be honest and
temperate. He must be what he would
appear. There is a premium upon
those who possess sterling manhood,
fixity of purpose and a deterhiination
to overcome obstacles. Life's highest
prizes are within their grasp — "Suc-
cess."

Reprinted from "The Caledonian"



^^/c?n^y^^if'Z^^:d/:::^ya^>ca4^




C-Ct777c



P'(i^j?Liinj0) iyiUPjiil CiLLEtli




<:-€^n^








2<i^^^^;S^?^?^.<J?^







<:^^4.^;ti^^n4Jy'.^^ffr^^(2d-i^i7nJ^



The above shows how skillful J. A. Wesco, the peninan, was. Few penmen could surpass him in skill.



16



The Educator







^^-^T^-^'l^O'. tJ<_ ^;^i-^^^-<-?;^








^^i^*^:^^^*^^
-^J^



■ - ^'^^




Ihi, r.p«,e„t, ,h. regular work done in ,he classes of .he fifth grade in Monongah. Wes, Virginia. I, was handed in in .he Englirf,

class by Joseph Ea.es. Miss Ruth Koon is ihe leacher.



TIic Educator



17



DIAMOND JUBILEE

During 1988 R. B. I. will be cele-
brating its seventy-fifth anniversary.
Over 60.0nn graduates have passed
through its doors into successful jobs.
R. B. I. was the first business school
in America to publish business text
books which were later sold to the
American Book Company and are
still being printed and used in Public
High Schools in America.

Rochester Business Institute was
the first business school in America to
offer teacher training courses and did
so until 1900 when the State of New
York organized its teacher training
college in Albany. R. B. I. was one
of the first schools in America to offer
a two-year course in Business Admin-
istration and Secretarial Practice
work. R. B. I. was one of the first
schools in America to be approved as
a school of Higher Education. Today
it is probably the third largest school
of its kind in the country, with a reg-
istration of close to seven hundred
day school and seven hundred evening
school students.

School Activities.




Four U. S. Government Penmen

These four men are employed by the government in Washington, D. C. as
penmen. Reading from left to right they are, A. B. Tolley, P. E. Strieby,
Ervin Davis, and C. E. Leslie.



J. A. Baker of the Tome School,
Port Deposit, Maryland, dropped into
the office of the Educator. It is the
first we have had the pleasure of a
visit from Mr. Baker since 1929 when
he last attended the Zanerian. Mr.
Baker is doing well and is enjoying
his work with the Tome School.



A GOOD BUSINESS

A photograph of a hand-made
diploma has been received from J.
Frank Livengood of 421 S. Main
Street, Los Angeles, California. Mr.
Livengood is going through a rushing
season of diplomas. He engrosses
resolutions and does all kinds of pen
work.



il



Ollij il;.s;il0liISi|lB



1 - . I -i

(^j| Good^flbw5liip! Jfiatis

■ I tlic one and onlv wav of ZxfQ.
^V \ £ivc it, for in it vou wilTfiind \{\^
*-;■' ^ rift in tlic clouds, and tiii"ougla
(J,:) I it vou will find coumgc so fliat

■ I vour feet wirfncvcr falter in

• \ tlicpathwav? to tliat pinnacle
'•^M i vcfiicli afrdcsircbiifsofcw
^'^]| attain success.

CluiuiniiCliiliiif|<miiltnn



GJlFcrsiis,



r\Tiri



nr:rT%Ci\\^



lias t'liithfiilly s.!i:vv\"> tlw

iifthr <*vjmiltiin|1rrsliijtrri;iu Cliuirlt
as its druthci: rtuD d'lnmsdiu' f^" "

pcnk,0 of Kv»ciilv-ou*; ycari.auJ

r'hci'raii, each in«]ut*cr thereof has ^crtv<i» an inc^ti-

I nutt'U wilxKi of coura<.ic imi i-ciijjious iuspii-aliiMifm:!

flK iiii^sai*^* lm^ piiiloit-'pl'i.;? cfoiir vctv \■0I-fr^•:;^

" ' Lficr, Kiv-rvToi\- bcil , . ., .. , .. .

rSnlurft, Ihai a> a iti^M icluix of appiv*:iaiivMi, U-v*l

im^ csftsm wlucJ> w*; Imw for i)uhn ii'. patrrsVnii.

, _, wtf lwi'<:t»y pi«;stul Jo hiiit, ihU icilimouiul au^ wish

'^- -^' liiin liuulth, happitw55j tinj iao^^p^i!^ in his future

journey through fif*: whicJi wi. know will [■>< one *'fi■o^llimw^

hroHu'flv' service to iii^ fellow num.au^ hvi il fuiibcr- ^ ■



_„H)atriKlitlc.



<Ci> 1(7 {'^h'



b<i. coiifiirr*!** \ipcn him hv the



Two album paeM prepared by M. C. Leipholz of 2819 While Avenue, Ballimorc, Maryland. Mr. Leipholz receives considerable engrossing
to do in addition to teachingT In a recent letter he stated that he belie>cs if teachers realized the financial returns and pleasure secured from
engrossing, that many of them would take up engrossing. We congratulate Mr. Leiphok upon his success.



18



Practical Engrossing

by E. H. McGhee, McGhee Studio, 143 E. State St., Trenton, N. J.



JIB (?D (f T63533imiI213

abcdcfg \)\'} klrnopqretuv
\^xyt Jlcticv'mc^ useful for
?^cf»olution$ and (Tc^ttmoniab

^ quick brown tox iumpi^ over tkc Uev doq. (![renton.?).|.



This is a very practical and attractive alphabet. You w/ill like this alphabet, especially if you have been doing
much of the Old English Lettering. It is commendable because of its legibility. Use special care in putting in the
hair lines. These hair lines can be made with a broad pen if the pen is sharp. On the most careful work put the hair
lines in with a fine pointed pen. Rule up the edges of the straight strokes. Practice on each letter and give special
attention to those strokes and letters which give you the most trouble.




^^ mniM^^^^:6lJoy^/iw//^i^m^^fJ



Tliis beautiful piece of Script was prepared by F. W. Martin of the Martin Diploma Company of
Boston, Massachusetts. Mr. Martin is one of America's finest Script writers as well as one of the out-
.standing engrossers. Mr. Martin, like most engrossers, has found Engrossers' Script a very profitable line
of work.



CONGRATULATIONS

Through the Salvation Army Tri-
State News of Minneapolis, Minne-
sota, we learn that F. O. Anderson
has been promoted from Captain to
Adjutant in the Salvation Army. Mr.
Anderson has two hobbies, his work
in the Salvation Army and penman-
ship. Many of our readers will re-
member seeing some of his skillful
work in the Educator from time to
time. While Mr. Anderson has been
following penmanship only as a side
line and hobby, he has developed into
one of the real skillful penmen of the
present day. In 1910 Mr. Anderson
took up penmanship here in Colum-
bus. At the present time, Mr. Ander-
son lives in Fergus Falls, Minnesota.



19



Lessons in Card Carving



Our design of this lesson is intended
to illustrate one of many ways to use
decorative carving in making up dis-
play cards of many kinds; such as
mottoes, window cards, posters, etc.



You may consider this
largely as a review lesson.



lesson



I suggest you review instructions



by .1. D. (artJT, Dccrfield, III.

Lesson No. 15

in former lessons and design some-
thing pleasing for yourself.

In making up this lesson I did the
Old English lettering and then out-
lined with waterproof India Ink, the
capital letter "T" for Illuminating.

After this I did the brush work and
left the carving to the last.



Some beautiful poster work can be
designed for the show window and
schoolroom that will please those that
are looking for new things in the line
of decorative display.

Success to you in your endeavors.

Send me some of your work and I
will gladly return it with helpful sug-
gestions.




mil ftm mtnmi nu B^att
far rui^iir fill in a irntitr •
f^^^^g00tinf0s.



PENMANSHIP SECTION, EAST-
ERN COMMERCIAL TEACHERS
ASSOCIATION

Bellevue-Stratford Hotel

Philadelphia, Pa.

April 1.5, 1938

At this meeting a motion was made
to appoint a committee on advertis-
ing, in order that the public and pri-
vate teachers of penmanship may be
better informed as to the services
rendered tiu-ough the Penmanship
Section of the Eastern Commercial
Teachers Association.

The following committee were ap-
pointed:

Miss Catharine T. Boyle, Chairman,
South Philadelphia High School
for Girls, Philadelphia, Pa.



Mr. Herbert E. Moore, Assistant
Principal and Director of Pen-
manship Department, Taylor's
School, Philadelphia, Pa.

Miss Olive A. Mellon, Supervisor
of Handwriting, Atlantic City
Public Schools, Public School
Adm. Bldg., Atlantic City. N. J.

Mr. Max Rosenhaus, 13 Norwich
Ave., Lynbrook, N. Y.

Miss Gertrude E. Toomey, Board of
Education, 249 High St., Hart-
ford, Conn.

Mr. William A. Richards, Principal,
Augusta High School, 110 Fourth
St., Augusta, Kentucky.



SETH B. CARKIN

Seth B. Carkin, 53, for the past 13
years president of the Packard Com-
mercial School, 253 Lexington Avenue,
New York City, died suddenly. Mr.
Carkin was a native of South Hope,
Maine. He was graduated from the
Rochester, New York, Business In-
stitute, and from the University of
Rochester. He taught in the St.
Johnsbury, Vermont, Academy, The
Rochester public schools and in the
School of Education of New York
University.

In 1929 he was president of the
Eastern Commercial Teacher's As-
sociation. He is survived by his
widow and two daughters, Mary S.
and Judith W. Carkin.




Written by G. C. Greene, of the Banks Business College, Philadelphia, Pa.



20



SAFETY SENTENCES

The specimens reproduced below are copies of the original verses prepared by children of the Milwaukee Public
Schools. Miss Madge Guequierre, supervisor of Handwriting in Milwaukee Public Schools, sent them to the office of



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