PART II.--PROFESSIONAL COMMERCIAL SERVIC_One Thousand Ways to Make a Living; or, An Encyclopædia of Plans to Make Money

The occupations described in Part I are the more elementary commercial

employments for which excellent training is provided by both public and

private commercial schools. This training lays a foundation for the more

advanced business education which will be discussed in Part II. It is

hoped that men who possess the necessary general education and physical

health, supplemented by elementary business education or business

experience, will consider these more advanced courses as they lead on

surely to successful business careers.

Men who need the foundation courses should take them, and if necessary

secure positions suited to their abilities at once. Such men should,

however, immediately plan for an extensive course in one of the higher

forms of commercial education. Promotion may result from successful

office work without supplementary training, but it will surely follow

the completion of such advanced business courses as are outlined herein.

None should be satisfied until the last educational resource that will

help in his progress upward is exhausted.

PLAN No. 1088. ACCOUNTING

Accountancy has been raised to a professional basis during the past few

years. Business has grown to enormous proportions and expert accountants

are required as heads of the bookkeeping departments of big business.

Then, too, public accountants are necessary for the public audit work

required by law, the periodical inspection of books by a disinterested

expert, the organization and reorganization of inadequate bookkeeping

systems, and the preparation of financial reports desired for special

purposes.

WHO SHOULD BE INTERESTED

Men who have a good educational background, a sound knowledge of double

entry bookkeeping, some aptitude for organization work, proven

mathematical ability, and preferably some office or other business

experience should have no difficulty in rising to a high place in the

profession of accountancy, assuming of course the possession of other

well-defined qualifications for success.

PROMOTION AND OPPORTUNITY

A man trained in accountancy will find many avenues of promotion open to

him. He may become head accountant for a large concern; auditor for

several branch organizations; or cost accountant in the production end

of big business. He may establish a managerial connection with some

large business organization, or become a consulting accountant with a

business of his own. As a matter of fact, practically no executive

position is beyond the reach of a trained accountant. Many such men

develop into efficiency engineers, and devote their time to

systematizing and reorganization work.

SALARIES

It is useless to state salary limits in terms of dollars and cents for

such a profession as accountancy. The limits are wholly dependent on

individual initiative and ability. The salary is commensurate with the

importance of the work and no man can ask more.

EMPLOYMENT OPPORTUNITY

As yet there is no crowding in this profession, and men will find

opportunities for establishing themselves in this field in any

industrial community.

NECESSARY TRAINING

A thorough study of the fundamentals of bookkeeping and business

practice must precede the study of accounting. Theory of accounting,

accounting practice, auditing, accounting systems, cost accounting,

practical economics, business law, corporation finance, business

organization and management, all enter into the training required for

proficiency in the accounting field.

EXPERIENCE REQUIRED AND WHERE TO GET IT

The training briefly outlined in the preceding paragraph must go hand in

hand with experience in practical work. It is highly desirable that men

who elect this course take it in one of the large industrial centers

where part-time employment can be secured in a large business office at

first and later with a firm of recognized practicing accountants. In

many such centers courses are offered by the local colleges with this

need definitely in mind. Classes usually meet between 5 and 10 p. m.

daily, thus leaving the business day for practical work. Those who

aspire to the certified public accountant degree given in most States,

can thus gain the required experience while preparing in college for the

stiff examinations set by the State examining board.

LENGTH OF COURSE

Two or three years must be devoted to study and practice before a man

can lay any claim to recognition in this field, and the full four-year

period is none too long for those who would achieve the highest places

in this profession. It must be remembered, however, that during this

entire time good incomes may be earned--often better than a man has been

able to earn before in ordinary office work. Unit courses of varying

lengths are also available to those who merely want special training for

special work such as auditing, or cost accounting. The length of time

for these courses will depend upon previous general education, special

training, and experience, but should rarely require more than from eight

to ten months.

PLAN No. 1089. SALESMANSHIP

With the inevitable expansion in business immediately following the

close of the great war there will be an unusual demand for salesmen.

Already requests are being received for salesmanship training in

connection with the Federal Board for Vocational Education’s program of

re-education for disabled soldiers. The trained salesman will find a

ready market for his services.

WHO SHOULD BE INTERESTED

Men who have had a good general education, and who have a liking for the

sales end of business should consider this calling seriously. Those who

object to being away from home much of the time will not find

salesmanship agreeable, as the great majority of selling positions

require much traveling.

TRAINING NECESSARY

The successful salesman must be able to talk fluently and convincingly.

He must possess a good knowledge of English and a good working

vocabulary; an understanding of human nature; a thorough knowledge of

his wares; a familiarity with business customs; and appreciation of the

value of business ethics; a fund of information regarding general

business conditions; and many other qualifications that, like those

mentioned above, can be acquired through courses of training. A

familiarity with the principles of accounting and other business

subjects also will prove helpful to a man who wishes to make the best

possible preparation for the business of selling goods.

The formal instruction in salesmanship will not proceed very far before

provision for contact with actual selling is made. Fundamentals can be

covered in short intensive courses to be followed by more advance

instruction on a part-time basis while the man is learning the practical

side of his work in an actual sales department. When the foundations

have been laid and the man has indicated the line of business he prefers

to be associated with, the Federal Board for Vocational Education will

through its placement department, secure for him a position where the

practical side of the art of selling goods can be acquired.

SALARIES

The income possibilities of salesmanship are excellent, but incapable of

definite statement, since so much depends on the salesman. In no other

branch of business does a man have greater opportunity to demonstrate

his worth. The salesman is the one employee who is quite sure to be paid

all he can earn. His sales readily indicate his value to the firm.

OPPORTUNITIES WIDELY SCATTERED

In this profession men may choose their own location to a large extent.

Salesmen are in demand throughout the whole country and men who have

climatic preferences will be able to indulge them without jeopardizing

their future.

PROMOTION

Promotion to sales manager is within the range of possibilities for live

men who make a conspicuous success of their work. The man who is

ambitious will have ample scope for growth in this field.

HANDICAPS

Men who take up this profession should possess good general health, the

ability to get about with a fair degree of facility, good hearing, and

unimpeded speech. Personality counts for much in salesmanship, and since

personal appearance is one factor in personality it should be suggested

that facial wounds, which are soon forgotten by friends, often distract

attention on first acquaintance and put a man at a disadvantage before

his customer. The loss of a leg or an arm will not prove a barrier to

this occupation so long as a man’s general activity is not interfered

with seriously.

PLAN No. 1090. ADVERTISING

The passing from war to peace conditions will increase the demand for

all kinds of advertising. Business has largely marked time during the

war because of lack of goods to sell and lack of men and facilities.

Now, factories that have been on war work will have to keep their plants

busy, win back trade lost through inability to supply old customers, and

create new fields for their enlarged producing capacity. Retailers will

have to keep pace with the new demands of readjusted commerce. All this

means more advertising, and more men to plan and execute it.

Advertising to-day is as much a part of every business as clerking,

bookkeeping, or stenography, for no manufacturer or merchant can do

business without some form or many forms of it.

WHAT ADVERTISING IS

Consider the sign over the door, the labels on packages, the leaflet,

circular, or catalogue describing goods, directions for using, sign

cards, window posters, mailing cards, and the like; then, the business

letter answering inquiries, or soliciting orders, the follow-up system

that turns the inquiry into an order, the trade-aid work of many kinds

that helps the manufacturer make good distributors of his dealers-and

you have a bird’s-eye view of some forms of advertising work that are

almost universally used, yet scarcely thought of as “advertising.” Add

to these the demand for sales-producing “copy” for newspaper, magazine,

and trade-paper advertising; the planning and preparation of

illustrations and typesetting necessary to put the advertising into

effect; and the vast quantity of such “copy” that appears daily, weekly,

and monthly in various advertising mediums--and it is at once apparent

that an army of workers is needed to carry on this work.

PERMANENCY OF EMPLOYMENT

The permanence of such work is attested by the fact that there has been

an increasing use of all forms of advertising, keeping steady pace with

America’s business growth. Even without taking into consideration

outdoor advertising--billboards, bulletins and painted signs, electrical

advertising display, street-car advertising, propaganda campaigns, civic

and organization advertising, each of which offers fields of great

extent--the employment of trained advertising men is as yet only in its

infancy.

PLAN No. 1091. OPPORTUNITIES IN THIS PROFESSION

The personnel of advertising staffs includes men officially designated

as follows:

_Advertising director:_ The man who plans and directs.

_Space buyer:_ The man who knows advertising media and the value of

space, and the one who places advertising contracts.

_Copy writer:_ The man who produces copy for advertisements, catalogues,

printed matter, letters, follow-up work, etc.

_Layout man:_ The man who assists the copy writer by preparing

typographical and art layouts.

_Proofreader:_ The man who reads proof on advertisements and printed

matter.

_Copy helper:_ The man who has charge of engravings, drawings, and

printed stock, and who supervises the making, shipping, return, and

safe-keeping of the same.

_Buyer of printing:_ The man who knows papers, printing processes, their

relative values, and also their sources. He also places the printing

orders.

_Art work buyer:_ The one who knows advertising art work; where to get

it and its value; and who also places orders for illustrations and

engravings.

_Commercial artist:_ The man who produces sketches and finished drawings

in pen and brush work, in tone and color, and who retouches photographs.

_Photographer:_ The man with special training in posing, lighting, and

photographing industrial subjects to secure pictures illustrating

features of the product, texture, and construction, who works often with

living models.

_Correspondent:_ The man who produces orders from inquiries received

through advertising, or who solicits orders through the mails.

_Advertising promoter:_ The man who sells the advertising done by a

house to its distributors, and who teaches them how to take advantage of

the demand created, and how to use the trade-aid matter furnished by the

house to its dealers.

_Advertising investigator:_ The man employed to discover the needs,

buying habits, buying power, consumption of competing lines, price

limits, etc., of groups of consumers, dealers, or jobbers by actual

contact with the individual.

_Advertising solicitors:_ Men employed by publishers to solicit

advertising for their publications; by manufacturers of calendars,

advertising novelties, etc., to sell their products; and by advertising

agencies to sell their service to the advertiser. Every newspaper,

magazine, and trade paper must have one or more, perhaps many,

solicitors, as must also the advertising agency and the maker of

advertising novelties, the bill poster, the bulletin painter, the

car-sign proprietor.

While this general list is in no way complete, it serves to show the

vast field open to men in advertising and may serve as a guide in

selecting the line of work to be undertaken.

KIND OF MEN NEEDED AND QUALIFICATIONS REQUIRED

Any wide-awake, intelligent, ambitious, optimistic man can become a

useful advertising man in some one of its many branches. Physical

disabilities will prove no handicap, providing general health has not

been too seriously impaired. A knowledge of practical salesmanship

helps, for all advertising is only a form of selling. Men of exceptional

education and executive ability find a field as managers and production

men. Good merchandise salesmen make good advertising solicitors.

Commercial artists can be made into advertising artists. Commercial

photographers and amateurs develop into photographers of advertising

subjects. Most of the other positions can be filled without much

previous training by men of ordinary general ability. The humblest

advertising position can be made a stepping-stone to something higher.

The kind of men that make good soldiers are needed in this

profession--sturdy, honest, determined, versatile men of good common

sense, adaptability, and capacity for work. Such men will soon acquire

the knowledge of detail necessary for advertising work.

FINANCIAL REWARDS

No more inviting field of labor awaits the returned soldier than that of

advertising, and there are few occupations in which the pecuniary

rewards for high-grade service are more attractive. A man’s natural

ability and training for this work are the only measure of his earning

capacity.

LENGTH OF COURSE

Men who elect this vocation will be given a short intensive course of

from four to six months in a day school, and will then be placed with a

good advertising firm for practical experience. They will, at the same

time, be enrolled in unit extension courses for further training on a

part-time basis. The time required for this advanced part-time training

will vary according to the ambition of the man himself, the higher he

wishes to rise in the profession, the longer will be the period of

training, but correspondingly higher will be the reward. Then, too, he

will be earning as he learns, and qualifying for a promotion at the same

time.

PLAN No. 1092. FOREIGN TRADE

For many years past there has been an active demand for men who would be

willing to represent American business in the foreign field, and this

demand has never been fully met. Just now at the close of the great war

there will be an expansion in the foreign trade of the United States,

and trained men for this field will be needed as never before. Men who

have seen overseas duty may be interested in preparing for overseas

commercial service. The living and working conditions are pleasant in

almost every commercial center of the world. Of course, hardships are

encountered in certain backward countries and in some tropical

commercial centers, but in the main a position as representative of an

American house in a foreign commercial center is an enviable one. In

those foreign commercial centers which have come to be of importance,

the American or European colony is a community in itself and frequently

one whose social life is delightful. Social position and prestige are so

important for commercial representatives in almost all foreign

countries, that the term “Ambassador of commerce” has been applied to

those who qualify and successfully represent American business houses in

overseas commerce.

The possession of a merchant marine adequate to the needs of the time

will lend a great impetus to our business activities in foreign

countries. More men will also be needed for the large number of tasks

connected with the handling of our shipping. The head offices of the

shipping lines are at home, and these offices have branches throughout

the world. Many employees are needed for the various duties in these

offices. Positions in the shore end of shipping include important

document work, and other work of a more routine character; salesmen who

can sell transportation to foreign trade concerns; ship brokers who

devote their time to the chartering of ships; insurance brokers who

handle the insurance end of foreign shipping; wharve superintendents and

master stevedores; warehouse managers; traffic managers, and port and

harbor experts.

TRAINING REQUIRED

Plans for giving training to men who desire positions in connection with

the shore end of ocean transportation with foreign trade houses are well

under way, and adequate vocational training of this type is now

available for the first time in this country.

No longer is it necessary for men interested in foreign-trade service to

contemplate a four-year collegiate course of study before they can form

connections with firms sending their wares to foreign markets. The

Federal Board for Vocational Education in co-operation with the United

States Shipping Board and in the United States Bureau of Foreign and

Domestic Commerce is actively promoting throughout the United States

courses in foreign trade and shipping. These courses are being offered

in evening, part-time, full-time, university extension, and

correspondence schools, and are open to graduate engineers, lawyers,

graduates of collegiate commercial courses, men who have had general

college training, men of technical or business training in any branch of

commerce and industry, graduates of secondary schools and, in fact, to

all intelligent men with a background of business experience combined

with a serious interest in international commerce or shipping

activities.

PLAN No. 1093. EMPLOYMENT OPPORTUNITIES

Recent conferences with the Export Managers’ Club show that all

enterprising export managers are in need of trained men, or men capable

of taking such training as will be necessary to the successful carrying

of their important work.

There are two general divisions in foreign trade occupations. The first

includes active service in the foreign field, and the second service in

the home country. In the foreign field clerks, assistants, salesmen, and

managers are required. Some concerns send traveling salesmen into

foreign countries to cover the field and report back to the home office,

while others send men abroad with instructions to take up their

residence there and establish an office for the permanent conduct of

their employer’s business. The establishment of such branch offices

calls for the employment of the usual types of office help. Banks and

other financial agencies also are created in foreign countries for the

benefit of American exporters and importers.

WHO SHOULD BE INTERESTED

Men of the American expeditionary forces who have seen something of the

world, and who have gained an interest in and a taste for things outside

of the United States, will find in foreign trade service great

opportunities. This is particularly true of those who have learned a

foreign language, and who are so situated with reference to family ties

that they can easily take up an occupation in a foreign country.

The list of positions that will be opened in this field is so extensive

that a man may find in it an opportunity to elect just the kind of work

he is best fitted to do.

Men who prefer foreign trade service in home offices will find excellent

opportunities as soon as they have completed the necessary preparation

for such service. Well-defined, intensive co-operative courses of study

have been worked out and are being offered in the large foreign trade

centers for men who desire to enter this service. Home office positions

include those requiring clerical work in connection with the preparation

of commercial documents, positions that have to do with financial

affairs and foreign exchange, adjustment work, foreign correspondence,

foreign advertising, transportation, credits, and collections.

Superintendents for packing and loading departments also are required.

Men who have had experience in the Quartermaster’s Department of the

Army during the war, and who have learned something about scientific

handling of merchandise, will find in the foreign trade field

opportunities to cash in on their special experiences.

WHAT TRAINING IS NECESSARY

A thorough study of the general technique of the home office in

connection with foreign trade and shipping is considered a necessary

foundation in any scheme of foreign trade education. A part-time plan,

in accordance with which men may pursue their studies while securing

practical experience with foreign trade houses has been worked out, and

it is now possible for men to get training under a co-operative basis

scheme of instruction and work. Courses offered will be given

intensively for short periods and on a unit basis. They will vary in

length from 15 to 30 weeks. The same provision is being made for the

study of languages and the geography of various countries that are of

interest in connection with foreign trade education. The United States

Shipping Board is taking steps to establish permanent nautical training

schools, as it is expected that more than 10,000 officers will be

needed to man the United States merchant marine. This means that men who

desire service in the actual transportation end of the business will

find an opportunity to secure training and a very ready market for their

service upon the completion of their courses.

SALARIES

Since special training is required for most of the positions referred to

in this connection salaries are proportionately high. Clerks and other

office men earn from $1,600 to $2,400 a year. Those who qualify as

junior clerks and senior clerks may hope to rise to assistant managers

of departments and general export managers. Advancement should be rapid

in view of the present shortage of men and the expected expansion of

business. In large export departments there are export managers who

receive from $5,000 to $10,000 a year. Even the latter amount is by no

means the limit for men of unusual executive ability.

The positions referred to in connection with the actual operation of the

merchant marine pay from $120 to $275 per month with subsistence. It is

possible that these amounts may be somewhat reduced after the war demand

for such service ceases, and yet it is certain that the financial

returns for this kind of work will be above those for similar service on

shore.

PLAN No. 1094. SECRETARIAL WORK

Executives in responsible positions are finding it necessary more and

more to rely upon efficient secretarial help. Such an executive must

generally have some assistant who is thoroughly familiar with every

detail of his activities, and able to assume responsibility for

innumerable details connected with the day’s work. The comparatively

small number of available secretarial workers and the hazy conception

that has heretofore existed regarding the real distinction between a

stenographer and a secretary have forced many executives to be satisfied

with stenographic help in the positions where secretarial help is

essential. Just now much attention is being given to this vocation by

colleges and schools, and there are many opportunities for securing the

kind of training needed for secretarial service.

NATURE OF THE WORK

There is a wide gap between secretarial and stenographic duties. Skill

in writing shorthand and in typewriting is now recognized as desirable

for the secretary, but the possession of this skill does not insure

secretarial efficiency. Since no training has been available for this

vocation in the past secretarial workers have been recruited from the

stenographic staff, and it is quite likely that a period of

apprenticeship as a stenographer will continue to be a very desirable

part of one’s training for the higher duties of a secretarial position.

The trained secretary relieves the executive of all detail by keeping

him informed as to important happenings in the business world that may

be of particular interest; by making notes of appointments and calling

attention to them at the proper time; by gathering data for the

preparation of papers and speeches; by standing between him and the

public, when the demands upon his time make it necessary to deny

requests for interviews without in any way offending those who are

refused; by attending conferences, and making notes on important points;

by arranging for transportation and hotel accommodations in connection

with traveling, and, in every way, by keeping the executive’s time free

for the more important managerial responsibilities devolving upon him.

QUALIFICATIONS REQUIRED

Men who possess a good general education, sufficient maturity, tact,

judgment, business sense, and knowledge of people may hope to succeed in

this vocation providing they have the right kind of training and

preliminary experience. Integrity, alertness, ambition to advance,

initiative, courtesy, and loyalty are prime essential characteristics.

Soldiers who have been attached to headquarters’ division in the

capacity of aides and secretarial workers will find in this field

opportunities to make their war experience count for the most.

PROMOTION

No occupation offers larger opportunity for advancement. A secretary is

in the closest possible contact with the executive who is in a position

to recognize ability by promotion and to whose advantage it is that such

promotion shall be granted. The secretary has an exceptional opportunity

to learn all the details of the managerial side of the business, and

when executive positions become vacant his superior is quite likely to

regard him favorably for advancement.

TRAINING REQUIRED

As a foundation for secretarial work, a man should possess a working

knowledge of shorthand and typewriting, and if these subjects have not

already been mastered, they will form the basic part of the secretarial

course. In addition, instruction will be needed in business English and

correspondence, fundamental principles of accounts and business

practice, commercial law, business ethics, and secretarial technique.

Many colleges are prepared to give instruction suited to the

requirements of secretarial work.

LENGTH OF COURSE

For those who already have a knowledge of shorthand and typewriting, or

who have had a course in bookkeeping and related subjects, or who have

had valuable office experience, an intensive course of from 8 to 12

months may be sufficient to complete a secretarial course. For those who

must acquire this foundation work a longer period will be needed. It

should be said, however, that those who know shorthand and typewriting

or bookkeeping can usually begin to earn wages in an office position

while continuing their study in part-time extension classes.

SALARY POSSIBILITIES

Secretarial workers may hope to earn salaries from $1,500 up. There is

almost no limit except the man’s ability and ambition to rise.

OPPORTUNITIES

Opportunities in this field are found throughout the country. Men who

are interested in social, philanthropical, religious, or political

activities may find secretarial openings that will enable them to be

intimately associated with the activity of their choice.

HANDICAPS

A secretarial worker should be able to get about with a fair degree of

facility; he should have a personal appearance that is not repugnant to

the public with which he is constantly in contact. He should possess

physical endurance sufficient to enable him to meet the rather severe

strain that secretarial work makes upon a man; and he should possess

good hearing and eyesight. An artificial limb would not be a serious

handicap providing it did not interfere with getting about too

seriously. It is also quite likely that one hand would suffice for the

accomplishment of the ordinary tasks of such a position. The main

requirement is that a man shall be keen and alert, and that he shall be

able to go about his work with vigor and cheerfulness.

PLAN No. 1095. LIFE INSURANCE SALESMANSHIP

There are more than 200 life insurance companies in the United States

having their head offices scattered throughout the chief cities in

different parts of the country, with branch offices in each of the

larger cities in each State, and resident agents located in most towns

of importance. In the smaller towns the life agency is often combined

with the fire and accident insurance.

Life companies are divided into the “Ordinary” and the “Industrial”

companies, and, combined, employ about 125,000 field agents and about

75,000 persons of other capacities such as clerical, accounting,

building and general employees, exclusive of casual employees such as

doctors, lawyers, etc.

Life insurance has been made nearly mandatory by modern business

practice. It has been popularized by adoption in the Army and Navy,

as a scientific method of providing for personal dependents. It is

in harmony with the trend of modern social, civic, industrial,

and financial-betterment movements. It is progressive within

itself--constantly devising new services to meet the requirements of

the public and thus opening new avenues to its salesmen.

Life insurance salesmanship requires at the outset but a minimum of

training, equipment, and capital, and these are being supplied more and

more commonly by sales organizations to their members who qualify for

the profession.

OPPORTUNITY FOR ADVANCEMENT

The work affords opportunities for personal advancement by extension of

acquaintance and by choice of associates and customers. It is consistent

with the attainment of social, civic, and business prominence and

financial independence.

Opportunities for promotion to positions as agency managers,

superintendents, and field supervisors are constantly presented to those

whose ability and experience justify such advancement.

WHOLE TIME NOT NECESSARY

Age, experience, and growing clientele become assets of increasing

value. There is no “dead line” and a permanent clientele of expanding

value can be built up from year to year.

While, of course, the agent physically able to devote full time to the

work is likely to succeed best, it is nevertheless true that one

physically handicapped may succeed measurably although able to work only

part of time daily or weekly. Regular office hours and days are

advisable but not necessary.

EDUCATIONAL REQUIREMENTS

Candidates should have at least a grammar school education, and more

advanced professional or technical training will be a valuable asset

although not essential for success.

EXPERIENCE

Previous experience in either life insurance or general salesmanship is

not necessary, but will be of value, and those who have had to do with

insurance work in the Army will find this experience helpful.

HOW INSTRUCTION IS GIVEN

Many organizations are equipped, and others will be, to conduct

preliminary central office training courses for men intending to locate

at distant points. A list will be furnished later of localities,

companies, or agency organizations where definite courses of training

are now being given.

The novice will be given theoretical and practical instruction. Field

experience will be given under the guidance of qualified field

supervisors.

HANDICAPS

In the following classification certain types of diseases and injuries

are grouped according as they are regarded as being wholly, partially,

or not in any degree disqualifying for the profession of life insurance

salesmanship.

1. _Prohibitive._--Disqualifying for successful field salesmanship.

(a) Diseases:

Advanced tuberculosis.

Loss of voice and similar bronchial affections.

Heart diseases not permitting ordinary activity.

Contagious or infectious diseases, chronic or acute.

Epilepsy.

Nervous affections preventing mental concentration or seriously

affecting locomotion or speech.

Nervous affections causing involuntary grotesque muscular movement of

face, hands or body.

Insanity.

Complete loss of sight or hearing.

(b) _Wounds:_

Unsightly and repelling facial or head wounds.

Loss of both arms.

Loss of both legs and one arm.

Preventing distinct or audible speech.

Any wound rendering soldier an object of extreme pity.

2. _Partially handicapping._--Each case requiring individual judgment;

many such men might be able to devote part time if not all to

salesmanship.

(a) Diseases:

Mild tuberculosis of the lungs or throat.

Recurrent rheumatism of severe type.

Heart diseases interfering with usual activity.

Nervous affections causing involuntary marked movements of the face.

Serious varicose veins forbidding reasonable activities.

Indistinct hearing or sight.

(b) Wounds:

Loss of both legs but not arms.

Injury to arms or limbs compelling extremely awkward attitudes to be

assumed.

Entire loss of one hand and noticeably unsightly dismemberment of the

other.

Unsightly face or head wounds that can not be covered by hair, beard,

or glasses.

3. _Not handicapping at all_--

(a) Diseases:

Chronic diseases not preventing ordinary activity and not easily

noticed by others. This includes chest and head diseases, rheumatism,

deafness in one ear, Bright’s disease, shell-shock, etc.

Temporary diseases from which recovery may be slow but certain.

(b) _Wounds:_

Loss of one leg if artificial limb can be worn.

Loss of one arm or hand with or without artificial arm.

Wounds to arms or legs not requiring amputation.

Moderate disfigurements that can be covered by hair, beard, garments,

or glasses of usual type.

Scars on face or hands that are not repellent.

Loss of teeth--if plate can be worn.

Hernia--if truss can be worn.

PLAN No. 1096. NUMBER OF POSITIONS OPEN

The companies selling ordinary life insurance can absorb rapidly 10,000

candidates for sales positions, reasonably evenly distributed between

the two classes of partly handicapped and not handicapped. If the latter

class predominates, even a larger number could be used.

These men can be assigned profitable and suitable new business locations

either of their own or of the insurance companies’ selection, as they

prefer, or they can be used at their former place of residence no matter

in what sections of the country this may be.

The industrial companies, about 25 in number, can absorb about 4,000

candidates presenting disabilities of a nature that would not preclude

the physical activity required, since the nature of the business demands

that the routes assigned be fully covered each week.

FINANCIAL RETURNS FOR LIFE INSURANCE SALESMAN

The average earnings of all life insurance men, whether devoting all or

but part of their time to it, and including the unsuccessful and the

beginners but a few months in the production field, on the sales of 1917

was $1,000 per capita. The average of those giving it their entire time

is nearer $2,000 per agent. An additional yearly income for a number of

years is paid on first-year sales through the annual renewal commissions

on such business as renews, which in 1917 yielded an additional $1,000

per agent. By reason of renewals accruing in future years, the annual

income of a life insurance man maintaining a uniform production will

increase steadily yearly.

While the rate of compensation is based upon the commission plan under

which the income closely follows actual earnings and is in ratio to the

salesman’s efficiency and the intelligent effort he puts forth, the

methods of compensation are varied according to individual preference.

Such methods include straight commission, commission plus salary,

straight salary, drawing accounts against contingent commissions and

guarantees, and combinations of these methods as may be arranged.

The items of interest are that incomes are without limit as to maximum

and that earnings can begin even during the period of preparation and

study. The commission plan is thus not a difficulty, since the candidate

will be assisted by his Government allowance until he is prepared to

undertake work under a compensation plan which guarantees pay exactly

according to earnings.

To those qualifying for executive positions correspondingly larger

salaries and opportunities are open, and men having the capacity to

direct the activities of others are in constant demand. For this work

Army and Navy men, as a class, have had fundamental training.

EARNINGS OP INDUSTRIAL INSURANCE MEN

Salaries varying from $10 to $25 per week are paid to the field men of

industrial insurance companies, depending upon the size of the district

covered. Such agents are expected to make the weekly collections

assigned to them and to maintain the volume and number of such

collections.

In addition to this salary, the right and opportunity is given to earn

liberal commissions on new business secured, which in turn may operate

to increase the compensation for collecting future premiums.

Opportunities for promotions to positions as superintendents and

district managers are frequent, and the tendency is toward the retention

and development of efficient employees indefinitely.

PLAN No. 1097. OFFICE MANAGEMENT

This position is one that is usually filled by promotion and one to

which any man who qualifies for business by taking a complete commercial

training may reasonably aspire. Men who have executive ability;

knowledge of men and ability to handle them; the ability to organize the

work of an office on an efficiency basis; and a good general knowledge

of business are needed for office managers.

TRAINING

Extension courses in preparation for advancement to this grade of

commercial employment are available in many places. Those who already

have the necessary training for office work will be helped by definite

courses of instruction to prepare for this desirable line of promotion.

Others who have had neither business training nor business experience

may prepare for office work first in accordance with the plan suggested

earlier in this monograph, and may later qualify for office management

by extension courses under the direction of the Federal Board for

Vocational Education.

PLAN No. 1098. BANKING

The banking business is one in which the higher positions are usually

recruited from the lower. Many younger men are employed as messengers,

clerks, runners, etc., and it is comparatively easy to find promotion

material already in the organization. Since these lower positions pay

very small salaries and make no appeal to men, it is not likely that

large numbers of men will break into the banking business through

rehabilitation channels. However there are many men in our Army who have

had banking experience and desire to secure training for further

promotion in this business. Then, too, some of the larger financial

institutions in the big cities are in the habit of taking on men for a

period of training with a view to service in their foreign branches.

This practice will grow as our foreign trade expands. Men who have the

necessary general education and special training, supplemented by

overseas service, will find in this field an opportunity that will

challenge their interest.

TRAINING

Foundation work in the general business subjects such as bookkeeping,

business writing, business English, correspondence, business arithmetic,

and commercial law will be followed by instruction in economics, money,

banking, and finance. While there are comparatively few business

schools equipped to give the more advanced technical instruction

required, the Federal Board for Vocational Education will aid any man

who is interested in this business, not only to secure adequate training

for it, but also an opportunity to enter this field under the most

favorable circumstances possible.

PLAN No. 1099. COMMERCIAL TEACHING

Male teachers are in great demand for all kinds of educational work, but

in no department is the need for men greater than in that which has to

do with the training of young people for business. The commercial

teacher must associate himself with the industrial and business

activities of his community; he must mingle with business men and keep

in close touch with their business methods so far as they affect

commercial training. In practically every city and town in the United

States having a population of 5,000 or more commercial courses are being

offered in the high school. There are over 1,000 private commercial

schools giving intensive training for business positions. All these

schools, both public and private are in very active competition with

each other for the services of capable men teachers. Not only are these

schools in competition with each other for the services of men who are

qualified for this kind of work, but they are also in competition with

business which is constantly recognizing that successful commercial

teachers are usually well qualified for important business positions. To

the men who are contemplating training for a future career this fact is

of the utmost importance. The training that he takes for commercial

teaching and the experience that he gains in such a position will not

only lead to high-grade educational positions, but also to business

openings of more than ordinary importance.

TWO DEPARTMENTS REPRESENTED

Commercial teachers are naturally divided into two groups, those who

teach shorthand typewriting, and related secretarial subjects, and those

who teach bookkeeping, business arithmetic, commercial law, economics,

commercial geography, and other subjects known as the business group.

While it is possible to make a preparation for either of these two

departments of teaching, it is more desirable for a man to qualify in

both departments in order that he may be qualified for a position as

department head where the supervision of teachers in both lines of work

will fall upon him.

QUALIFICATIONS AND TRAINING NECESSARY

A man who contemplates commercial teaching as a profession should

possess the following qualifications: Good personal appearance, abundant

energy, resourcefulness, cheerfulness, good general health, and the

ability to move about easily. It is undesirable for anyone who is to be

brought constantly in contact with the public to have physical

disabilities that will be offensive or will seriously distract

attention. In dealing with young people in educational work it is even

more necessary that unsightly wounds shall not be conspicuously apparent

in those with whom such young people come in contact in their work. This

does not mean that one who has lost a leg or an arm should consider

himself in this class. Among the best teachers that have ever presented

commercial education to boys and girls are men who find it necessary to

use a crutch or a cane.

Commercial teachers should be thoroughly qualified to handle all of the

commercial subjects named above. Their training should also include

thorough courses in psychology, pedagogy, school management, and history

of education. Such courses of training are provided in a few of the

State normal schools, and in a number of the best universities. Men who

contemplate this profession are urged to be satisfied with nothing less

than the complete course of training in one of these institutions. This

is of the utmost importance in view of the fact that for public school

commercial teaching State licenses are required and the qualifications

therefore, are such that graduation from an institution of high standing

is the surest way to qualify for such a certificate. It should be said,

however, that for private school commercial teaching there is no license

requirement in most of the States. Men who have a good general education

and are well qualified in the technical subjects named above, will have

no difficulty in securing profitable employment in such schools.

Training for such positions can be secured in much less time than is

required for the full course referred to above.

LENGTH OF COURSE

An intensive course of one year, assuming a good foundation with which

to begin, should prepare a man for a position as commercial teacher in a

private business school. The same will suffice for training a man to

accept a position as commercial teacher in a high school providing he

has completed a normal school or college course. For those who have only

a high-school education, two years in a State normal school, or from two

to four years in the commercial department of a college, will be

required to complete the full training for commercial teaching.

SALARIES

The salary range for men commercial teachers may be stated as from

$1,200 to $8,000, depending upon experience, general and special

education, and personal qualifications.

PLAN No. 1100. PLANS AND SUCCESSES OF DISABLED MEN AND WOMEN

_Chart summarizing data relating to 133 cases of disabled persons who

have taken commercial courses--Tabulation of replies to questionnaires

sent out to schools._[34]

[34] All salaries are on a pre-war basis.

===============+=============+============+============+=============+

---------------+-------------+------------+------------+-------------+

PA. | | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | |and | |

| | | | |

|(no | | | |

| | | | |

KY. | | | | |

| | | | |

| | | | |

of legs. | | |and | |

| | | | |

| | | | |

| | | | |

| | | | |

PA. | | | | |

| | | | |

arm | |school. |and |seating; |

| | | | |

| | | | |

| | | | |

| | | | |

hip. | | | |seating; |

| | | | |

| | | | |

| | | | |

20. Amputation| do. | do. |Business | do. |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

leg. | |school. |and |climbing of |

| | | | |

| | | | |

28. Loss of |Unknown. | do. | do. | do. |

arm. | | | | |

| | | | |

| | | | |

hip. |(clerk). | |and |desks. |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

off. |(farmer). | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

hip. | | |typewriting.| |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

burned. | | |and | |

| | | | |

| | | | |

| | | | |

| | | | |

47. Very lame.| do. | do. | do. | do. |

| | | | |

48. Very deaf.| do. | do. |Business | do. |

| | | | |

| | | | |

50. Lame. | do. | do. | do. | do. |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

off | |high school.| | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | |and | |

| | | | |

| | | | |

| | | | |

off. | | | | |

| | | | |

| | | | |

| | | | |

| | | | |

|(factory girl| | |for |

| | | | |

| | | | |

| |school. |and | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

off. |machine | |and | |

| | | | |

DEL. | | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

75. Left arm |Gun accident | do. | do. | do. |

off. |(farm hand). | | | |

| | | | |

off. | | |typewriting.| |

| | | | |

PA. | | | | |

| | | | |

| | | | |

| | | | |

| | | | |

80. Withered |Birth | do. | do. | do. |

arm |(student). | | | |

| | | | |

| | | | |

| | | | |

off. |(student). | |and |fingering on |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

off. | |graduate. |and | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

R. I. | | | | |

| | | | |

| | | | |

| | | | |

off. | | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| |1906. | | |

| | | | |

| | | | |

leg. | | | | |

| | | | |

102. Withered | do. | do. |Steno- | do. |

arm. | | |graphic. | |

| | | | |

| | | | |

104. Stutters. | do. | do. |Secretarial.| do. |

| | | | |

105. Spells of | do. | do. |Special. | do. |

| | | | |

| | | | |

| | | | |

| | | | |

leg. | | | | |

| | | | |

110. Artificial| do. | do. |Commercial. | do. |

| | | | |

111. One short | do. | do. | do. | do. |

leg. | | | | |

| | | | |

112. Badly | do. | do. |Secretarial.| do. |

| | | | |

113. Lame, | do. | do. | do. | do. |

| | | | |

114. Speech. | do. | do. |Commercial. | do. |

| | | | |

| | | | |

leg. | | | | |

| | | | |

| | | | |

| | | | |

119. Short leg.| do. | do. |Bookkeeping.| do. |

| | | | |

120. Left | do. | do. | do. | do. |

| | | | |

121. Bad hip, | do. | do. |Commercial. | do. |

| | | | |

122. Spinal | do. | do. |Bookkeeping.| do. |

| | | | |

123. Hunchback,| do. | do. |Commercial. | do. |

| | | | |

124. Paralysis.|Infantile | do. | do. | do. |

| | | | |

125. Paralysis.| do. | do. | do. | do. |

| | | | |

PA. | | | | |

| | | | |

| | | | |

N. Y. | | | | |

| | | | |

| | | | |

arm. | | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

| | | | |

---------------+-------------+------------+------------+-------------+

===============+=================+=================+==================

School, case | Time | Present | Remarks.

number, and | required. | status. |

disability. | | |

---------------+-----------------+-----------------+------------------

PIERCE | | |

BUSINESS | | |

SCHOOL, | | |

PHILADELPHIA, | | |

PA. | | |

| | |

1. Deaf and |Not longer than |Shares equally in|Rendering

dumb. |usually required.|profits of firm. |excellent service.

| | |Results in the

| | |case of this young

| | |man were

| | |satisfactory

| | |beyond

| | |expectation.

| | |

2. Loss of |Succeeded as well|$15 per week. |Her progress met

left arm. |as students of | |all expectations.

|like ability. | |

| | |

3. Infantile |Doing as well as |Is still a |This young man’s

paralysis.|others of similar|student at this |affliction is such

|education. |school. |that his parents

| | |must bring him to

| | |and take him from

| | |school every day.

| | |

4. Paralysis.|Somewhat longer |Doing |

|than average. |satisfactory |

| |work. |

| | |

5. War |Did not finish, |Is a minister |Decided as his

wounds. |but was making |now; average |physical condition

|average progress.|minister’s |improved to

| |compensation. |prepare for the

| | |ministry.

| | |

STONE BUSINESS | | |

COLLEGE, NEW | | |

HAVEN, CONN. | | |

| | |

6. Loss of |No report. |Salary $2,500 a |

leg. | |year, general |

| |manager New Haven|

| |Bridge Crucible |

| |Steel Co. |

| | |

7. Short leg.|2 or 3 months |Doing |

|longer than |satisfactory |

|average. |work; salary, $90|

| |per month. |

| | |

8. Paralysis.|Not longer than |Satisfactory |

|usually required.|progress; $2,500 |

| |or $3,000 a year.|

| | |

BOWLING GREEN | | |

BUSINESS | | |

UNIVERSITY, | | |

BOWLING GREEN, | | |

KY. | | |

| | |

9. Paralysis |Not longer than |Employed Postal |

of legs. |usually required.|Telegraph Co., |

| |$1,700 a year. |

| | |

10. Paralysis | do. |Making |

of legs. | |satisfactory |

| |progress; salary,|

| |$1,500 a year. |

| | |

11. Loss of |No longer than |Salary, $1,800 a |

leg. |usually required.|year. |

| | |

12. Deformed | do. |Progress |

legs and | |satisfactory; |

feet. | |salary, $2,100 a |

| |year. |

| | |

13. Loss of | do. |Progress |

arm. | |satisfactory; |

| |salary, $1,080 a |

| |year. |

| | |

PIERCE SCHOOL,| | |

PHILADELPHIA, | | |

PA. | | |

| | |

14. Hand and |Longer than usual|Progress |Is happy and

arm |to change from |satisfactory; $32|contented,

crippled. |right to left |per week. |according to his

|hand. | |own statement. The

| | |course selected

| | |has given him a

| | |better opportunity

| | |than any other

| | |line he could have

| | |followed.

| | |

15. Loss of |Average time. |Progress |The very marked

leg. | |satisfactory. |success of this

| | |man is due to the

| | |type of his

| | |business training.

| | |

16. Three | do. | do. |He was right

fingers | | |handed and by

right | | |training in pen

hand. | | |holding and in

| | |penmanship it was

| | |not necessary to

| | |change to left

| | |hand. Works for

| | |father.

| | |

17. Left side |Somewhat longer. |Progress |Paralysis affected

paralysis.| |satisfactory; |his right hand so

| |present salary |that it was

| |$12 a week. |necessary to

| | |change to left

| | |hand. Acquired

| | |fair degree of

| | |speed in writing.

| | |

18. Dislocated|Less than |Progress |

hip. |average. |satisfactory. |

| | |

NORTHWESTERN | | |

BUSINESS | | |

COLLEGE, | | |

CHICAGO, ILL. | | |

| | |

19. Loss of |Longer than |Progress |

both feet.|average. |satisfactory; |

| |present salary |

| |$25 a week. |

| | |

20. Amputation|Shorter by 2 |Favorable |“It is our opinion

of left |months than |reports. |that the business

hand. |average. | |public will be

| | |more considerate

| | |of the application

| | |of the crippled

| | |soldier, and he

| | |needs only a

| | |chance to dispel

| | |any doubt of his

| | |ability to adapt

| | |himself to

| | |requirements.”

| | |

21. Deaf. |Longer by about 2|Satisfactory; $14|

|months than |per week. |

|usual. | |

| | |

22. Partial |Shorter by 1¹⁄₂ |Satisfactory; $15|

paralysis.|months than |per week. |

|usual. | |

| | |

23. Little use|Finished on time.|Most |

of lower | |satisfactory; |

limbs. | |cashier in bank. |

| | |

RIDER-MOORE | | |

AND STEWART | | |

SCHOOL, | | |

TRENTON, N. J.| | |

| | |

24. Hand |Regular. |No report. |

maimed. | | |

| | |

25. Both legs | do. |Doing well. |

maimed. | | |

| | |

26. Loss of | do. | do. |

leg. | | |

| | |

27. Loss of | do. |No report. |

hand. | | |

| | |

28. Loss of | do. |Satisfactory. |

hand and | | |

part of | | |

arm. | | |

| | |

DUFF’S COLLEGE,| | |

PITTSBURGH, PA.| | |

| | |

29. Right leg |Average time. |Satisfactory; $75|

off near | |per month. |

hip. | | |

| | |

30. Right arm |One-half longer |Most |

off at |than usual. |satisfactory; |

shoulder. | |$100 a month. |

| | |

31. Loss of |No longer than |Satisfactory; $50|

left hand |usual. |per month. |

at wrist. | | |

| | |

32. Right hand|Less than the |Satisfactory, |

stiff, |average time. |$100 a month. |

fingers | | |

straight. | | |

| | |

THE CEDAR | | |

RAPIDS BUSINESS| | |

COLLEGE, CEDAR| | |

RAPIDS, IOWA.| | |

| | |

33. No use of |No longer than |Satisfactory; $30|

lower |others of same |per week. |

limbs. |education. | |

| | |

34. Both legs |Regular. |Satisfactory; $21|

off. | |per week. |

| | |

35. One leg | do. |Satisfactory; $90|

off. | |a month. |

| | |

36. Both legs | do. |Probably |

off below | |satisfactory; |

knees. | |$1,200 per year. |

| | |

BURDETT | | |

COLLEGE, | | |

BOSTON, MASS. | | |

| | |

37. Hip | do. |Probably |This student was

trouble. | |satisfactory; $10|lame to the extent

| |per week at |that he had to

| |start. |rely upon a cane,

| | |yet this did not

| | |interfere with his

| | |progress in

| | |business life.

| | |

38. Short | do. |Probably |Case 38 found it

limb, | |satisfactory; |difficult to walk

paralyzed | |salary unknown. |on account of

hip. | | |short limb and

| | |stiff hip, yet

| | |ordinary

| | |facilities were

| | |adequate for his

| | |comfort.

| | |

39. One hand |Regular. |In business with |

off. | |his father. |

| | |

40. Twisted |Longer by about 2|Probably |

neck. |months than |satisfactory; |

|usual. |started in with |

| |$8 a week. |

| | |

41. Loss of |Regular. |Salary unknown. |

left arm. | | |

| | |

42. Two |Progress a little|Probably |

fingers |slower than |satisfactory; |

missing. |average. |salary $12 per |

| |week. |

| | |

43. Hand |Slightly longer. |Satisfactorily |

burned. | |employed; $15 per|

| |week. |

| | |

44. Hip |The same as other|Satisfactorily |

trouble. |students. |employed; $8 a |

| |week to start. |

| | |

45. Right arm |Did not complete |No report. |

off. |course. | |

| | |

46. Lame. |Regular. |Satisfactory; $25|Was very lame and

| |per week. |had to use cane

| | |constantly.

| | |Completed course.

| | |

47. Very lame.| do. |No report. |Uses crutch.

| | |Handicap does not

| | |interfere with his

| | |progress.

| | |

48. Very deaf.|Less than | do. |Completed course

|average. | |but underwent an

| | |operation and died

| | |before taking

| | |place.

| | |

49. Short leg.|Regular. |Doing excellent |Walked with cane.

| |work; $12 to |

| |start. |

| | |

50. Lame. |Has not completed|No report. |Excellent student

|course. | |and mentally

| | |qualified to take

| | |any business

| | |course.

| | |

UTICA SCHOOL OF| | |

COMMERCE, | | |

UTICA, N. Y. | | |

| | |

51. Loss of |“Not much |Doing very well; |

left hand.|longer.” |present salary |

| |$18 per week. |

| | |

WATERBURY | | |

BUSINESS | | |

COLLEGE, | | |

WATERBURY, | | |

CONN. | | |

| | |

52. Loss of |Regular. |Holds responsible|

right leg.| |position; $30 a |

| |week. |

| | |

53. Right arm | do. |Salary $40 a |

off | |week. |

(student).| | |

| | |

54. Deaf and |About 3 months |No report. |“I believe

dumb. |longer than | |typewriting would

|average. | |be better as they

| | |could make fine

| | |copyists; easier

| | |to place.”

| | |

FERRIS | | |

INSTITUTE, BIG| | |

RAPIDS, MICH.| | |

| | |

55. Leg off. |Regular. |“Doing well,” |

| |$1,200 a year. |

| | |

MEEKER’S | | |

BUSINESS | | |

INSTITUTE, | | |

ELMIRA, N. Y. | | |

| | |

56. Left arm |2 months longer. |Most successful. |This man is now a

off. | | |millionaire.

| | |

57. Hunchback.|Regular. |Salary $100 a |Now in Government

| |month. |in Washington;

| | |doing excellent

| | |work.

| | |

58. “Club | do. |Satisfactory; |

feet”. | |salary $150 a |

| |month. |

| | |

59. Left arm |Regular. |Most successful; |

off; legs | |salary $175 a |

paralyzed.| |month. |

| | |

60. Left hand |2 months longer. |Not much of a |Did not apply

off. | |success; salary |herself to her

| |$60 a month. |work while at

| | |school.

| | |

SPENCERIAN | | |

COMMERCIAL | | |

SCHOOL, | | |

LOUISVILLE, KY.| | |

| | |

61. Leg off. |Regular. |In Government, |

| |Washington |

| |(present salary |

| |about $150 per |

| |month). |

| | |

62. Right arm.| do. |“Very successful”|

| |salary $120 a |

| |month. |

| | |

63. Right arm.| do. |“Quite |

| |successful” |

| |salary $70 a |

| |month at time of |

| |marriage. |

| | |

MORSE BUSINESS | | |

COLLEGE, | | |

HARTFORD, CONN.| | |

| | |

64. Leg off. |Regular. |Satisfactory; |

| |salary about $75 |

| |per month. |

| | |

65. Left arm | do. |Satisfactory; |The Morse College

off. | |salary $30 a |has educated a

| |week. |number of one-

| | |armed people.

| | |

66. Deformed. | do. |Satisfactory; |

| |salary $35 a |

| |week. |

| | |

67. Deaf. | do. |Satisfactory; |

| |salary was $2,000|

| |(now deceased). |

| | |

68. Helpless |Completed work in|He was |Since the

from waist|much less than |exceptionally |instruction in the

down. |average time. |successful; |Morse Business

| |salary $2,500 a |College is so

| |year; cashier in |largely

| |country bank. |individual,

| | |special

| | |arrangements for

| | |these cases are

| | |reduced to a

| | |minimum.

| | |

WORCESTER | | |

BUSINESS | | |

INSTITUTE, | | |

WORCESTER, | | |

MASS. | | |

| | |

69. Right arm |Average. |Very |“He was so

off. | |satisfactory; |enthusiastic he

| |$1,200 to $1,500 |did better than

| |per year. |some students with

| | |both hands.”

| | |

70. Loss of |Average. |Salary $1,000 per|Had difficulty at

one leg. | |year. |first in placing

| | |him, but after

| | |securing

| | |artificial limb it

| | |was much easier.

| | |

GOLDEY COLLEGE,| | |

WILMINGTON, | | |

DEL. | | |

| | |

71. Right arm |Average. |Unknown. |His handicap

amputated.| | |seemed to spur him

| | |on to unusual

| | |efforts.

| | |

THE DRAUGHON | | |

BUSINESS | | |

COLLEGE, | | |

KNOXVILLE, | | |

TENN. | | |

| | |

72. Index |Average. |He is an |

finger off| |excellent bank |

left hand.| |man; $2,000 per |

| |year. |

| | |

73. Right arm | do. |Very |Now in employ of

off. | |satisfactory; |the Quaker Oats

| |$1,500 a year. |Co.

| | |

74. Left arm | do. |$1,200 per year. |A man with left

off. | | |arm off gets along

| | |all right as

| | |bookkeeper, etc.

| | |

75. Left arm | do. | do. |It is one of the

off. | | |best lines for a

| | |man who has lost

| | |left arm to

| | |follow.

| | |

76. Middle |Completed 4 |Has been very |This man is a

finger, |months ahead of |successful; $960 |valuable asset to

right hand|schedule. |per year. |the bank where

off. | | |employed, and has

| | |certainly “made

| | |good.”

| | |

BANK’S BUSINESS| | |

COLLEGE, | | |

PHILADELPHIA, | | |

PA. | | |

| | |

77. Loss of |About a month |Doing well, $80 |Case 77 is 18

right |longer than |per month. |years of age, has

hand. |average. | |pleasing

| | |personality and

| | |good health; these

| | |are very much in

| | |his favor.

| | |

78. Loss of |About a month |Is teaching |Consider this case

right arm |or two longer |commercial |a most remarkable

below |than average. |subjects, $90 |one. She did

elbow. | |per month. |everything so

| | |well. Teaching

| | |high school, State

| | |College,

| | |Pennsylvania.

| | |

79. Loss of | do. |Now very |Took much pains in

left arm. | |successful, $100 |writing, therefore

| |per month. |developed into a

| | |very fine penman.

| | |

80. Withered |Several months |Successful; $70 |

arm |longer than |per month. |

(left). |average. | |

| | |

81. Loss of |Average. |Successful; $45 |This case has

both legs.| |to $50 per week. |artificial legs

| | |and has very

| | |little difficulty

| | |in moving about.

| | |

GREGG SCHOOL, | | |

CHICAGO, ILL. | | |

| | |

82. Right hand|Longer than |About $200 per |Although colored,

off. |average. |month. |this person had no

| | |difficulty

| | |securing position.

| | |

83. Sprained |No report. |Reporting |

wrist. | |meetings of War |

| |Industries Board.|

| | |

GEM CITY | | |

BUSINESS | | |

COLLEGE, | | |

QUINCY, ILL. | | |

| | |

84. Third and |Longer by |Unknown. |

fourth |possibly two | |

fingers |months than | |

off right |average. | |

hand. | | |

| | |

85. Left arm |Twice as long as |Is employed. |

off. |average. | |

| | |

86. Left arm |Average. | do. |

off. | | |

| | |

87. Badly |About average |Is employed in |

crippled |time. |Rock Island |

in hips. | |Arsenal. |

| | |

88. Right arm |Not much longer |Automobile |

off. |than average. |salesman. |

| | |

89. Paralyzed |About a fourth |He is assistant |

from waist|longer, but his |cashier of a |

down. |grades were |bank. |

|above average. | |

| | |

GRIFFIN’S | | |

SPRINGFIELD | | |

BUSINESS | | |

SCHOOL, | | |

SPRINGFIELD, | | |

MASS. | | |

| | |

90. One-armed.|Average. |Is a lawyer. |

| | |

91. One-armed.| do. |Prosperous; |Is now treasurer

| |leading man in |of the Chester

| |his company. |Granite Co.,

| | |Chester, Mass.

| | |

PALMER METHOD | | |

SCHOOL OF | | |

PENMANSHIP, NEW| | |

YORK CITY. | | |

| | |

92. Crippled. |No report. |Successful; $5 |

| |per day. |

| | |

BRYANT & | | |

STRATTON | | |

COMMERCIAL | | |

SCHOOL, | | |

PROVIDENCE, | | |

R. I. | | |

| | |

93. Loss of |Average. |$1,300 per year. |“He is active in

both legs.| | |business every day

| | |and is still

| | |employed by the

| | |same firm. Has

| | |entire confidence

| | |of his employers

| | |and now has charge

| | |of the office.”

| | |

94. Blind. |Little more than |Satisfactory; $12|It seems to me

|regular. |per week. |that typewriting

| | |would be the only

| | |course blind

| | |persons could

| | |undertake

| | |satisfactorily.

| | |

95. Both legs |Average. |No report. |Is working at

off. | | |present and seems

| | |to be improving

| | |all the time.

| | |

96. Withered |Still studying. |Still studying in|

arm and | |school. |

hand. | | |

| | |

97. Deaf and |Average. |“Doing |Some difficulty in

dumb. | | nicely.” |placing him on

| | |account of

| | |inability to

| | |answer phone.

| | |

98. Fingers | do. |“Doing nicely as |

off on | |bookkeeper.” |

right | | |

hand. | | |

| | |

99. St. Vitus |Possibly 10 weeks|“Doing nicely.” |

dance. |longer than | |

|average. | |

| | |

100. Totally |Average. |In the same |“I think any man

deaf. | |position he took |as mentally alert

| |on leaving |as this one would

| |school. |succeed. I would

| | |not recommend such

| | |a course for the

| | |ordinary deaf

| | |person.”

| | |

101. Artificial|Average; |Head bookkeeper, |

leg. |he had an |very successful. |

|excellent record.| |

| | |

102. Withered |Average. |“Is doing well as|

arm. | |stenographer |

| |and bookkeeper.” |

| | |

103. Hunchback.|No report. |No report. |

| | |

104. Stutters. | do. | do. |

| | |

105. Spells of | do. |Did not graduate.|

queerness.| | |

| | |

106. Legs | do. |No report. |

affected. | | |

| | |

107. Weak | do. |Did not graduate.|

mentally, | | |

bad eyes. | | |

| | |

108. Wrists | do. |No report. |

badly | | |

deformed. | | |

| | |

109. Wooden | do. | do. |

leg. | | |

| | |

110. Artificial| do. |Has not |

foot, very| |graduated. |

lame. | | |

| | |

111. One short | do. | do. |

leg. | | |

| | |

112. Badly | do. |Did not graduate.|

burned | | |

face. | | |

| | |

113. Lame, | do. | do. |

diseased | | |

knee. | | |

| | |

114. Speech. | do. |No report. |

| | |

115. Paralysis.| do. | do. |

| | |

116. One short | do. | do. |

leg. | | |

| | |

117. Short leg.| do. |Did not graduate.|

| | |

118. Hunchback.| do. |No report. |

| | |

119. Short leg.| do. | do. |

| | |

120. Left | do. |Did not graduate.|

handed. | | |

| | |

121. Bad hip, | do. |No report. |

used | | |

crutch. | | |

| | |

122. Spinal | do. |Did not graduate.|

trouble. | | |

| | |

123. Hunchback,| do. |No report. |

badly | | |

deformed. | | |

| | |

124. Paralysis.| do. |Did not graduate.|

| | |

125. Paralysis.| do. | do. |

| | |

PIERCE SCHOOL,| | |

PHILADELPHIA, | | |

PA. | | |

| | |

126. Right hand|A month or more |Has succeeded |“The good results

off. |longer than |very well in her |obtained by

|average. |position. |training, and the

| | |excellent

| | |opportunity

| | |afforded, would

| | |assure us that

| | |anyone of like

| | |affliction could

| | |be readily

| | |trained.”

| | |

ROCHESTER | | |

BUSINESS | | |

INSTITUTE, | | |

ROCHESTER, | | |

N. Y. | | |

| | |

127. Paralysis.|Can not be |No report. |

|absolutely | |

|regular in | |

|attendance; he | |

|will require | |

|twice the regular| |

|time. | |

| | |

128. Paralysis |Average. |Earning about $25|Is constantly

of right | |per week. |gaining in

leg and | | |experience and

arm. | | |acquaintance and

| | |expects to better

| | |himself. He is

| | |full of courage

| | |and hope for the

| | |future.

| | |

129. Anchylosis| do. |Earning $18 a |

of hip | |week; is worth |

joints. | |more. |

| | |

130. Paralysis,|About the average|With Western |

withered |time. |Electric Co., |

arm, | |Chicago; |

impeded | |most successful. |

speech. | | |

| | |

THE MARTIN | | |

SHORTHAND | | |

SCHOOL. | | |

| | |

131. Both hands|About 6 months |Her vocational |Student’s home

amputated |longer than |training a |environment was so

4 to 6 |average, largely |complete success.|bad that it was

inches |due to lack of | |difficult to

below |early schooling | |counteract it. She

elbow. |and health. | |received a good

| | |deal of newspaper

| | |notoriety and it

| | |went to her head.

| | |Her family seemed

| | |to try to exploit

| | |her misfortune.

| | |

132. Both limbs|Average. |Very successful. |

amputated.| | |

| | |

133. Right leg |A little longer |“I expect him to |

amputated.|than average, |be very |

|lacking general |successful; |

|education. |earning $100 per |

| |month.” |

---------------+-----------------+-----------------+------------------

PLAN No. 1101. TEACHING AS A VOCATION

ACKNOWLEDGMENT

The Federal Board for Vocational Education is indebted to Teachers’

College, Columbia University, for contributing material that served as a

basis for this monograph, which has been prepared by Dr. H. L. Smith,

Superintendent for Co-operation for the Federal Board, under direction

of Charles H. Winslow, Chief of the Division of Research. Acknowledgment

is due to Dr. John Cummings, of the Research Division, for editorial

assistance.

WHAT KINDS OF POSITIONS ARE OPEN TO MEN IN THE EDUCATIONAL FIELD?

The following types of positions are open to men in education:

(1) Teaching positions.

(2) Supervisory and executive positions on the strictly educational

side.

(3) Executive positions on the strictly business side.

(4) Miscellaneous positions, such as those held by attendance and

probation officers.

Teaching positions open to men may be classified as follows:

1. Positions in the eight grammar school grades--

(_a_) As teachers of the regular grade subjects (elementary school

subjects) in rural schools.

(_b_) As teachers of the regular grade subjects (elementary school

subjects) in fifth, sixth, and especially seventh and eighth grades in

the city schools.

(_c_) As teachers of special subjects in the grades, such as music,

mechanical drawing, manual training, agriculture, commercial subjects,

physical training and playground work, including coaching in

athletics.

2. Positions in high schools, as teachers of practically all high-school

subjects, but especially in the sciences, such as geology, physics,

zoology, botany, and chemistry; and in agriculture, commercial subjects,

debating, history, mathematics, foreign languages, English, drafting,

shop work of various kinds, and printing.

3. Positions in all-day, part-time, or evening vocational schools as

teachers of vocational subjects.

4. Positions in normal schools, colleges, and universities.

The greater part of the teaching in the elementary schools is in the

hands of women, and much of it should continue in their hands since they

are better suited than men to teach the lower grades. But children,

especially in the upper grades, should come in contact not only with

women, but with some men as well. More teaching in these grades,

therefore, will doubtless in the future be put into the hands of men.

In the rural schools, except where schools have been consolidated, a

teacher usually teaches all subjects in all eight grades, or in a number

of these grades. In city schools in the regular grade subjects, each

teacher generally handles one group of children, all of whom are in the

same grade. In the upper grades of the elementary schools in cities,

particularly in grades 7 and 8, each teacher generally teaches one

subject, and teaches that subject to different groups of children in

different grades. Under these conditions the teacher has opportunity to

specialize along the line of his choice. One may specialize in the

regular old line school subjects, such as history, reading, arithmetic,

writing, and geography, or in the newer subjects, such as music, art,

and agriculture. Art teaching offers an attractive field. So do

agriculture, woodwork, foundry, forging, sheet-metal work, concrete

construction, simple electrical construction and wiring, printing, shoe

repairing, and mechanical drawing. Except in the largest cities, the

teachers of industrial art subjects are usually called upon to teach two

or three such subjects. One’s preparation for the teaching of these

industrial art subjects should include first, a knowledge of the shop

side of these lines of work; second, some knowledge of the everyday

problems of industrial production, distribution, and consumption; and

third, some knowledge of the method of teaching.

PLAN No. 1102. MEN TEACHERS NEEDED

Men who have strong sympathies with children, who have seen life outside

of their own town, State, or country, who, like our soldiers returning

from the front, have faced death with as much bravery as they have faced

life, such men know what it means to overcome difficulties, and the

experience and ideals of such men are needed for the proper education of

our youth. The influence of such characters should be felt before the

close of the elementary school, which is the most important part of any

educational system, the foundation on which higher education is based,

and which, therefore, offers a field not unworthy the finest type of

soldier.

There is a growing demand for men teachers in the best high schools and

normal schools, and this demand is likely to increase as the result of

the war, which has shown more clearly the need of the influence of men

in our secondary schools and which has drawn many women into industrial

occupations that were formerly closed to them.

One Thousand Ways to Make a Living; or, An Encyclopædia of Plans to Make Money · 第 16 / 22 章

PART II.--PROFESSIONAL COMMERCIAL SERVICE