THE MERCHANT'S PLAN @F THE Nfl@NTH

by HIAWATHA ESTES, A.|.B.D.

These excellenl house plons ore for sole os qre Mr. Esles populor Plon 8ooks. lvlony retoilers olreody sell or provide his Plon Eooks os o cusfomer service of proven populority. Mr. Estes house plon column qppeors in mony publicotions in the West. Use the coupon on this poge for informqlion without obligotion.

HIS UNUSUAL and stunning home has been desigrred to face an interior court and not a busy street. The design should especially appeal to anyone planning to build on a minimum size lot and who ap. preciates and desires privacy.

Here is proof that a sens€ of elegance is not at all incompatible with modern architecture. The home has a kind of charm that is easy, natural and unpretentious. Yet, it has considerable style and distinction and is not at all the typical house you see on the typical suburban street.

Clean-cut and crisp lines distinguish the exterior of this contemporary modern house. The front wall, plus the entry porch, is surrounded by a stucco frame which accents the modern sweeping lines of the design.

This simple rec[angular house is the least expensive shape to build. You will also obtain more for your building dollar as every inch of space in this compact house has been planned for maxim'- uee.

An analysis of this plan illustrates how well it is zoned into formal, informal and sleeping areas. The more {ormal living room and dining are at the front of the house.

Every new feature for easier and better food preparation is yours with this new

Box 404 i Please send me complete information about the special volume discounts il to retail dealers, on complete working plans and a full selection of home plan books. I realize there is no obligation involved. kitchen. The kitchen serves the formal dining room, the atrium and the family room with equal ease. A large window provides the informal nook area with a wide view of the atrium. This nook area is partially separated from the family room by a screen grill.

The heart of this floor plan is the atrium. It is not roofed so that outdoor living can be enjoyed in private throughout the year. This built-up area has a quarry tile floor and.four sets of sliding glass doors open from the house to provide complete access to this important outdoor room.

This is our year for some good old fashioned boasting. Of course we're tremendously proud of our history in the lumber busirress which began 35 years ago with great hopes for growth. As our reputation ior integrity and service grew, so did ouracreage and inventory, This inventory is now one of the most comprehensive on the coast. I Ptease calt us and discover why so many western retaiters have depended on Angelus for all of their hardwood and plywood needs. I

Vrl estern '" "

Chances are, you've noticed our alias has changed... and we thi*k, for the better. Like all good Westerners, it just indicates we are broadening our spread.. to keep up with the people rush that has found the West the best place to live. ^ and to better describe what it is our readers do. lt doesn't mean that $/e are changing our successful format which has been servingWestern Lumber and Building Materials dealers faithlully for the past 44 years. It does mean we are adding some new features to spark up the interest and help do an even better job for our loyal followers. Just so you'll know our plan, here's an idea of the territory we'll cover and sonte of the old and new items you'll be seeinl

HARD RIDiIIG.. , SMOOTH

Hold on to your ten-gallon there, partner-we're riding in with a brand new cargo of interesting and rnformative features to help you sell the Western Market. One of tlrese is a sales trainrng series "Smooth Selling" by nationally known George Kahn, a straight shootin' hombre who'll show you some new ways to convince West' ern critters your brand's the best.

ARE YOU A SALESMAN? I'll pickup some piece of information that man.

Certain words mean difierent things to will help me sell 1or1 insu.ran"^i'_

: Olllefen[ trulgs ]u a grguch that salesm6n,ryed to go .i all these terms take ;-;;;;;;;fr"a.. of leave-school, whether its grammar'.ligJt miles out ofth"i. way to avoid him. "i all on various shades Of rcdvc Duuwr' w[Gursr rF 6ra'rursrt '16' mues or [nerr way ]u avuru rrru' " t meanirrg, depending on the person using school or college. These are the individuals "Who wants to be insulted by ihat r them. A calcutta beggar would consider who are g"*t"I by in earnings, promotion crank?-" they would-say. __'il: r.d . .l rr- J ." difierent people. Rich, poor, smart, duirb, some people stop learning the dav they *". i' Cicutta i"ggu, passed promotron ,."!1 any American rich; itu' who can read and prestige. terate.

Fred Naylor ha{ a different idea. -He i' ani *rite is thoughi of as smart by an illi- QuAuflEs NEEDED breezed into the buyer's ofrce ,one day; tl -- ----o--successful his stuck out his hand and announced:

A mark ol the successlul salesman ls nls

The term 'osalesman" produces the same work habits. If you are committed emotion-

"Mr' Grant, I've made "p T-{ vnind about t;' kind of semantic p.oblem. To manypeople, ally or philosophically ,' if'" "igi -h;;;;;;, y', 111-9:1 IT,-^*"'1g, to like You and 1 the noun would apply to anyone i"ft" *td ih"r, torg"t ol"r-.rr.hip. Th"e man who youo,re going to like me'" "' l .rryttring to ..ybody. This would include writes the big ticket thinks nothing of put- The crusty purchasing agent was 1 su,r, 1 sii"*ali'pitchmln, door-to-door gadgetven- ting in a 10,i5 o, fa-houia"y. a ' ' nlise{ ttrlt {t 1_f"l :::nds he simplyr:r SroewalKpltcnmen'(loor-r0-(Io(rfga(Igetvcil- trngrnalU, IDOTIU-nOurOay. ".-*-;:-; -r-: - --:i_l- - " .'., dors, nerisboys and store clerkJas-well as iho*", bdirol said that genius is 99 stared at Fred, open *outh|{' , , . , ,i: the man ,n"Ling gr00,000 a year selling percent work. The salesman's income will Then he b-egan roanng with laughter and ' i technical industrial "q.rip."r,r. ' - i"r""i"lfy U't"l;;;i; the time he puts on put out his hand' :! A salesman is a cieutiue individual. He the job. Planning is also important. Fred walked ofi with ahuge order' , , , also is a man who develops ma-rkets, who A sales manager for a wefl-known rubber 1n::: :T:9:]yflt-l^"rt-": aids the buyer as well as himself, ani *ho "";;;;;;;";; " dir"ourug"d sales- man ean truly cater to the needs of his cus' i1 is constantly trying to increase his sales man how many prospe.r."il:"f#*.";:""il;; tomer's mind, but you should have a toily I I L f -t-- rL:-- -.-L:^L *^+:-,^e^ Ll* I ;;ff;;t;;;""' 'olo1.*o,,' the salesman said. good idea of the things which motivate him ; r trvt

Unless you can really communicate with ooHow many had you pl"nrr"d to see?" -his {ears' aspirations' likes and tlislikes' ';r a customer so that he thinks like yori and is the boss continued. , This quiz will*:l y"]t ::tll-h""ny 3"1 :11 J-- *-'motivated to buy through your persuasive "As many as I could," the salesman an- help you answer the questio^n:. Am I a ''' powers, you are nor a salesman. - swered.

Wersr yOU afe nOt A Salesman. Syered.

"r;i;;i;"*'rii" ;;;;;;;i;*"iyo" ."p;i;.;;"ir-*--:"D'

rng is {or vou' ', are not a salesman.

There is a lot of concern today about Am r A sAtEsl/tAN oR AN ORDER TAKER?

l. Do I actively seek new knowledge about selling? i mer needs-not what he wants-you are The television quiz scandals, the price fixing

Unless you can determine what a custo. whether this country is on the -nrul .kidr.

2. Do llpend extra time with a customer on hls ; not a salesman. conviction of some businessmen, the link problenis? Yes E No fJ lti hnk problems? Yes Ll U lil

Unless you have a thorough knowledge between sports and gambling--all these

3. Do lworktelond 5.0'clock on some^days without ' of Iourseli yoy are not a salJsrnan' haye pro-it"d serious ioul ."u.*.hing. l[T-Et o,{o'E t burden or chore? J yourserlr yuu alc rluL-4 D4rwudu' nave PruurPltu s,urluuD Duul De4rurrurS. ygs ff No ! .:

4. Do I plan my working day? Yes tr No tr l you have some insight into their character, but I do not believe for a minute tlat rnor'

Unless you have studied other people so I'm also concerned about- this question,

5. lf the competition uses unfair tactics, do I main- '-11 you are not a salesman. ality-particularly business morality-is an lf,,JrTt dignity and composule Ol#tEtt'il3''H ; """;;-;-u*or"'* ;;i","f,;;;: ----- -'-------r them?' Yes E No D .r

Are you still growing? Growth is ar the No salesman should think honesty is olcl t ?3r' fft ftlt'gtt as an effort to help me? i Even if

Unless you can see the customer's point "That isn't planning, that's hoping," the 1"" 9lr1"l"^ o'yes" answers means that sell' ,'l heart of salesmanship. [ven rt you have tashioned. 'lhe man who cynrcally orsre'

The man cynically disre'

Z. WoutO t spend custom-ers it -didn't '

7. tVould lspend time with custom_ers if it didn't ;i been selling for 25 y"ut. yon should still gards business principles is deluding him- ^ mear.mon6y t9 me.? Yes n No E ,

9:"tJltot[:ngun0ers*n0 mv 'wn wea*nessesr IOOK IOf neW l0eaS ano mef,nt}tls. sell. ' Ypc T-l trln l-l

8. Do I know -and understand my own weaknesses? 1l look for r,"i id."r and metfiods. self.

One of the nation's leading insurance Honesty and dependability are rrot out- g. bi: t"Oo'aifrfiing about them? .I salesmen surprised his supervisor one da,v worn attributes. The salesman who has them Yes ! No I Ly volrntee.irrg fo. the firm's training is endowed with human values that w-ill t9'R:',like neoile l:::tt",,"" l::,.,:,y g ll. Do I sometimes seek out an appraisal of my work? Yes E No f1 : "our." fo, sales-recruits. translate into earning'power. ll' et" H i o.But, Dan," the boss said, "you sell more Let me mention another equally import- fZ. illt|?foo* forward to sates meetinYis*O, Jf,"r.H i Uu.,vgLL).^.vvvggvE.g,,r-.-'.....---:-_--lz'Uo||ooltru]wa[ut(,salcs[||tsul'|||B'5a5du]a||UE:i insurancethananyoneintheorganization.attribute:maturity.!o|earnsomethingthatwi||he|phe? This will be kid stuff to you." -

A man who flies off the handle at critic- Yes E No n __-1,-_^ -u--L _^. ^i, :1iJili,H;"*rd

I#;

, day goes bv i",ilr'"", ,*r;;. fi"';;;;'i";;,j;;;1,

13. Do I reel..my customer's problems affect me? i Yes! Notr that I don't learn something nev'. In that who is criticizedo will use the censure as a

14. Do I believe that selling and service go to- i training course, no matter how basic it is, Iever for improvement. gether? - Yes 3 I{o tr '',

REPRTNTS FOR YOUR SALESMEN.., eQch arilcle ln thls se-rle8 is.ex- go4-sgltan-t-s, s4es-Tlglling gvlFl^o,n-t!9tYic-e-D-ePartment, Emptre state ;i o-a-n-o-ea to aoproxtmatefv'ZbOtj--woiai-inctuaei a sell-evaluatlon qulz-:- Bulldtng, New York, N.Y. 10OO1. Artlcletitles are: iJpitnteA lri2 colors tria e page lolm.at, on whlte sloqqY pap_el-a-nq^ls

1. Tho Saloima4 to a J.f.P. 0. YouAroAGooilwlltsslosma'ri .r 3-hble punched to flt any standard 3-rlng bhder pnces are as rol-

2. Ars You A Salesmon? Too ' " j lows: -

S. Got Acqualnted Wlth !. Glorlng T-ho Eqlo- ..:t t. f,owTbSetUpAnlntorvlew- ',i rd i5 ri i[6ffi i;iiiiii iriiirei ..::.:::-::-:$t% A;a; ;ac!r

4. iou'roontstalq .Q. &elartng Bgtyoen Bourilr : I ;6 fiffi;iffi i;i;;t;*it[t -:..--........--....-......-.:.::...--:.-...i6 cenii eaclr

I to I coDtos (of eech er6elo) .-.--....-....---EO ccntr cac! t""f @mpLry

-' ammututron

6. Yorrcon'tFlrCwlthout l0' rhc-conDotltlon ro6 6i norJt"prdJ-t"iiffi"i,?ii,rci---..-:::.--.:--:::.:--26 :j;its;scii ll: I*"rt"i"r#s$rort ca,ne