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 stub of the order book, signed by parent or guardian or some responsible person guaranteeing that the corset will be paid for when delivered. You should make a practice of doing this whenever you have a doubtful case.

When leaving, thank her for the order, assuring her that she will al­ways find her corset an investment that will yield profit and pleasure.

It will be well each night to take half an hour at least in reviewing the experiences of the day. Ask yourself why it was that you lost; this or that order.

95. DO NOT ANTAGONIZE.—Never do anything by word or man­ner to create opposition or antagonism. The saleslady who is genial, pleasant, good tempered, mild and kind under all circumstances, is the one who succeeds the best.

SECTION 10.

 * Directions for Taking Measurements.

96. THE FIRST THING to decide when taking an order, is whether you can fit your customer in a Standard Corset. To determine which one of our Standard Models is best adapted to your customer's figure, and to ascertain the proportions of her figure, take all regular measurements called for on our Special and Custom Order Blank. (For complete in­structions see Book, "How to Take Measurements") explained in part as follows :

1st. WAIST LINE, which is determined by drawing the tape line tightly around the waist over corset, outer garments removed and corset properly adjusted and laced, then deduct 2 inches from the full waist measurement. For instance, if the woman measures 26 inches around the waist, and she desires to wear her corset open 2 inches in the back at the waist line, the way a corset should be worn, order size 24. All other dimen­sions will be made on the same proportions as given in our revised Catalog.

2nd. BUST SIZE, which is determined by drawing the tape smoothly but not tightly, around the larger part of the bust in front and just above the lower edge of the shoulder blade in the back and deducting 3 inches for Back-Laced Corsets and 2 inches for Laced-in-Front.

3rd. HIP SIZE is determined by drawing the tape line tightly across the abdomen and around the hips exactly 6½ and 9 inches, respectively, below the waist line, and from this measurement deduct 3 inches for Back-Laced Corsets and from 1 to 2 inches for Laced-in-Front. Take both measurements as shown on Figure "A" of our instructions on measurements.

4th. UNDER ARM MEASUREMENT is taken from 1 to 9 as shown in cut "A" of our instructions on measurements, and Special and Custom

"DON'T ADMIT THAT YOU CAN'T MAKE SALES WHILE OTHERS ARE SELLING."