h EASY PAYMENTS Installment purchases of electrical equipment, Flee Rev, vol 66, 1181 (The) power of easy payments, Elec World, vol 66, 1413 5 Campaigns Appliance campaign in Pueblo (Colo), Flec Rev, vol 67, 146 (A) clean cleaner campaign, Flee Mdse, vol 14, 337 Coming appliance campaign at Augusta (Me), Elec Rev, vol 67.43 Cart tail appliance campaign, Elec Mdse, vol 14, 55 Electric cooking campaign in Savannah (6a), Elec Rev, vol 67, 838 SHO if every seven seconds (St Lons), Flee World, How an electric range campaign started in Buffalo, Flee World, vod 65, 551 Lancaster applan e sile, Elec Mise, vol 14, 184 Manufacturers asiting central station in increasing appliance bad, Fer World, vol 65, 146 』bi、q*yfit slat it } at pangra, Fler World, vol 66 Selling five suction sweepers in a day in Toledo, Elec Worli, vel 65551 Selling an iron a minste (Birmingham, Ala), Flee World, vol 65, 1764 Southern California Firon Co range campaign, Elec Rev, vol Southern California. Co opens, canpugn on elextric ranges, Flee Seher sells 100 irons, Elec Mise essful applane camp a gn in 4722 Vacuum cleaner campaign in St 1 vol 14, M Colar bas (0), Flec Rev, vol Rec Rev, vol 67, 10) Eight Hundred at ! sixty two sweezers in one not, Bee M'se, ♥ √ 14, 101 Thirty-day drive in Columbus (O), Elec Mdse, vol 14, 161 Philadelphia, 110 washing machines in one month, Elec Rev, vol 4 Christmas Typical Christmas campaign, Elec Mdse, vol 14, 333 5 Winter Appliance campaign in Denver results in 6000 sales, Elec Rev, vol 66, 110 Striking flat iron campaign in Boston, Elec World, vol 65, 233 Successful vacuum cleaner campaign in Brooklyn, Elec Rev, vol 66, 622 6 Prosperity Week, 1915 Advice to dealers, Elec Rev, vol 67, 797 Boston, Elec Rev, vol 67, 1007 Cashing in on, Brooklyn, Elec World, vol 66, 998 Demand for sales helps, Elec Rev, vol 67, 942 Novel features in many cities, Elec Rev, vol 67, 954 Plans, Elec World, vol 66, 515, 851 Results Elec World, vol 66, 1352 List of shows, Elec World, vol 66, 1070 Unique features, Elec Rev, vol 67, 981 b CO-OPERATION WITH DEALERS Free current for cooking in Tacoma apartments, Elec Rev, vol Free electricity with each appliance, Elec World, vol 65, 45 C ESTIMATING THE COSTS OF CAMPAIGNS AND DETAILED FOLLOW-UP Campaign results in 110 washing machine sale, Elec Rev, vol 67, 1010 Campaigns of a year in Providence (R I), Elec World, 65, 1313 d INDUSTRIAL CAMPAIGNS Rockford (I) "made electrically" exposition, Elec Rev, vol 67, 723 6 Buying Directory of manufactures, N E L A, 38th conv, comml vol, 234 Law of buying (letter), Elec Rev, vol 67, 487 Purchasing appliances for retail stores, Elec World, 65, 1704 REPORT OF COMMITIFE ON EDUCATION OF SALESMEN Introduction of Course Your Committee for this year has ine! its efforts to introducing and conducting the Course in eral Engineering, as outlined in the report of last year. tus of this course together with circular letters and er alvert ang matter has been mailed to all Class A, B, D and embers. £tle Association. The columns of the Bulletin have been used for arti les relative to the course as well as Bulletin orld appear from the foregoing that all members of the keremation should be fanabar with the work now being con !.. te ! S.pe of Course This course is intended as a practical comal course, and your Commattre has kept in mind that it is te the edu at on of men now employed by men ber e m; anies, and has ma le it practical in every way to meet the demands of The course is compiled by n en directly allied with gel in the central station business It is intended to De en plavee in keeping pace with the rapid devel»; ment mes of e'e troty, thereby nakr g hơn of more value to mpany and enabling hơn to prepare himself for advan e p to March 1-t we published the first five lessons, the read, for distribution or in process of preparation In accordance with our report of last year the lessons in this ave been sent out in »thly, beginning November 1, 1915, er the f Howing outline ་ ༞་ " ་༴ སོ COMMERCIAL ENGINEERING COURSE Lesson 1-Salesmanship SELLING This lesson treats of the characteristics of a good salesman, such as health, knowledge, industry, enthusiasm, honesty; the fundamental principles of salesmanship; psychology of salesmanship; sales steps, from gaining an audience to closing the sale. Lesson 2-Selling Compaigns In this lesson these subjects are considered in detail: Selection of kind and time of campaign; mapping out of campaign; price lists and schedules; training men regarding methods and talking points; conducting the campaign and analyzing results. Lesson 3-Locating and Following up Prospects This lesson considers methods of selecting lists of prospective customers; of following up the sales to such prospects; the points to be borne in mind in taking the order; the filling out of the order blank in a clear, concise and comprehensive manner. It also includes a discussion of various terms; namely, cash, charge, credit information in connection with charge orders; deferred payments, rentals; written orders; the attitude of the salesman with reference to the actual execution of the order. Lesson 4-Advertising Under this heading are considered the many forms of advertising, such as newspapers, magazines, house organs, calendars, novelties, booklets, pamphlets, billboards and the value of each from the central station company point of view; psychology of advertising; writing of successful advertisements; when and how to advertise; co-operation between advertising and sales work. Lesson 5-Merchandising A study of the principles of merchandising, including such items as cost of doing business, stock records, credits, collections; also methods of introducing new appliances and a study of appliances from the point of view of revenue. Lesson 6-Relations with Customers This lesson considers the importance of a proper attitude toward the public, correct speaking, writing and use of the telephone, so as to secure harmonious relations with customers, METERING AND RATES Lesson 7-Meters and Metering This includes measurements of electrical energy and a studv of various types of watt-hour, curve-drawing and maximum-demand indicators now in common use, such as commutator meters, mercury meters, induction meters, Wright demand meters, maxicators, printometers, etc. Lesson 8-Rates This lesson takes up the Hopkinson, Wright and Doherty rates, blok and step rates; minimum charge; cost-of service and vale-of service theories of rates, and shows how the principles are used in modern rate making. LIGHTING Les Iliuminants This subject covers the principles and operating characterstars of modern electric illuminants, and the fields in which the different types find application. The different sizes in which the various illuminants may be obtained, and the progress whi h the myre important types have shown over a period of years, are thoroughly discussed Lesson 10-Comparative Costs Under this general head, the first cost, maintenance cost, and operating cost of the more important modern illuminants, electric ather, are compared and discussed. The methods of figuring crparative costs are explained, in order that figures may be really computed to fit any specific set of conditions. Letrom 11—Principles of Illumination This lesson covers in detail the general requirements which st be fulfilled by a satisfactory high ting installation. Distribut. n curves are analyzed, and their appli ation to illumination calrlatans is ex; lained Reflectors and enclosing glassware are treated at length, and the application of the different types is throngly discussed Working intensities ar 1 utilization ethenes are given in convenient form, and the present day mattials of calculating i'l in ination are illustrated by reviewing stafa tory installations which are in a tual operatin Iles:be ect of glare is discussed and its evils demonstrate i |