b'~ . . 1 -REFERENCEBOOKS\'i THATPAYDIVIDENDSi Handbook of Selling . . . . . . . . .$5.00!. ByCharlesB.Roth.Thiscomplete"sales kit" isanencyclopedia ofsalestechniquesand plans.lt isdesignedto bolster everyphase of salesactivityandofferscommission-building techniquesandproceduresthataretriedand true.The authortellsyouhowtolocateand classifyprospects,howtomakevariousap proaches,howtohandletheinterview,how to meetsalesresistance.howandwhentoclose thesale.Spotlightingmethodsandpractices thatputcommissiondollars.inyourpocket, HANDBOOKOFSELLING,insalesman\'s language,analyzesandexplains everydayprob lcms.demonstrating with actual casea. Easy Bookkeeping for Sheet Metal Shops . . . . . . . . . . . . . . .$2.00 Thisbook by the late F, U. Ritter, Secrctar;r of the Roofing, SheetMetal and HeatingEnit neers ofPhiladelphia. is anespeciallyfine book forthesmallsheetmetalshop.Themanual comeswith100 JobRecordSheets. Building Trades Blue Print Reading, Vol.1. . . . . . . . . . . .$2.40 Dalzell\'s 142pagebook in heavycoverwith spiralbindings,has124illustrations.14large testdrawings,and14tests[orpracticein takingoff. Building Trades Blue PrintFurringStripsHelpGiveThirdFace Reading, Vol. 2 $2.40 u Acompanionbooktotheabove,itr has9ToMarylandFireStation 11scaleblueprintswhichconstituteegular working drawings foraresidence, anapartment building.andacommercialbuilding.Mostof the c.\'l:aminationquestions.relativetothethreeTHISPERRYVILLE,;i.m .,firebetweenthe siding andthe wall along sets of plans. are set forth by trades to facilitatestationstarteditslifeover50 yearnwhich moisture cantravel andascape theiruse.agowithatileface.Itwaslaterat the base of the wall, or at the eaves. Howto SelectBetterSales- coveredwithstucco.KowinsulatingOtherwise- it would remain in the wall men . $5.00 ByWilliam Rados.This is the most compresidingisbeinginstalledovErthand eventually caus-e it to decay. w hen hcnsive volume in its field, written in the clear,stucco.furringstripsareused,noneofthe concise languageofamanwhobaslivedbis subjectandknowsitthoroughly.The authorThisphotographshowshow furringinsulatingvalueofthe siding islost. successullyattempts toremovethe guesswork fromthehiringproblem.Thebook\'smanystrips arc used wheninsulating sidingFurring strips haYe many important charts and sample questions include aten-pointis installed over anyhardsurface ma applicationsinsidethehouse.When rejection screen, questions on basic qualificatiorui andsuggestionsforapplicationfo:mdesigns.terial like brick, stoneor stucco.usedunderneaththefinishing surface Allthe information that the employerwantsto knowaboutrecruiting salesmen, selecting salesinbasementwalls,theyprovidean To provide anailing surface forthe men,judgingmilitarybackground,appraising present staff and choosingmen for promotion issiding,ordinarywoodlathorone byavenueofescape forinside moisture ablypresentedwithinthepagesof thisbook.andkeepoutsii- moisture,seeping two-inchwoodstripsartnailedtoe 425pages.the hardsurface withcutnails.Herethroughthewalls,fromruiningthe Business Executive\'s Handbook.thestripshave been applied horizon material usdto finish the insidwall. SecondEditio ,Revisedand n tally.Undersome conditions,itmaySometimeswhenfini,;.hingattic Enlarged . . . . $7.50 By S. M. Brown and L. Doris.THE BUSI- be advisable to apply themvertically.rooms,furringstripsarenecessary NESSEXECUTIVE\'SHANDBOOKisa brandne,.,compilation of practical, usable busi Furring strips also areecommenddbecause knee walls and rafters clo not rness data,writtenwiththe needsof the !XeCUwhenimmlatingsidingisinstalledproYicle an eren nailing surface. They tivcinmind.It covers such subjects as: Business Mathematicsoverahomeorfarmbuilding,withalso provide another air space hetween Selling by direct mailwoodexterior,whenthereishighinsulationandthenewwallhoard, Sales management Purchasingprocedurehumidity insidethebuilding.Useofaddingtotheeffectiveness of theinCredits and Collections Dealings with debtorsthfurring stripsleavesasmallgapsulation. General partnerships Corporate meetings. minutes, and resolutions Advertising procedure Business LettersUNCLESAMSTARTEDHIMINBUSINESS Sales contracts and forms Business insuranceAROOFINGcontractforthreetheroofer,thebillingclerkandthe Office management Types of business organizationshousesandsomerentedequipment,contractor - all of thjobs rolled into Corporate law and procedureall financedby nsmall militaryserv one, for he couldntafford ahelper. Financialstatements 1,600pages.6x 8.ice checkin 1950, started Larry LeemToday hehas 25 jobsgoingatonce Hiating Hotstu.ff $1.00ing in business atGardena, Calif.and canpoint withprideto alistof This handy pocket-si,ed manual containing aOriginallyfromLasVegas,N w wealth of information on the melting of asphaltsome 20,000 jobs done.He has a dozen and coaltar pitchinkettles.Contractors arcMexico,LarrycametoLosAngelestrucks,60roofersand4hot-applica advisedtopurchaseaquantity of the manualsin1934.Warservicepreventedhim for distribution to kettlemen.\\Vrite for quantitytioncrews. discount.from getting into business, earlier, but it ha.1itscompensationwhen UncleTheoffice,whichonce was covered SHELTERPUBLICATIONSSamreleased himwithacheck whichby his hat, now would need 48,000 hats 315 West MadisonStreethe turned into atruck-loud of roofingat therateof2hats toeverysquare inarentedtrailer.footofoffice,dockandwarehouse Chicago6,IllinoisOnhis first job Larry was the sales facilities which he occupies at 1843 W. man,theeostimator,thetruck-driver,143rd St.,Gardena, Calif. PAGE 14NATIONAL ROOFER'