davidaulloa/AmericanStories huggingface dataset:
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16


shall plan that you have enc, too.
What are your initials please?'
After the student has learned his part
thus far the trainer says: We viii
now pretend that ] am Mrs. Brown,
the mother of three children, one Of
them a bright little fellow in the high
school. the others in the grades and
all interested in education; and ! want
you. Smith TO canvass me To see how
you so about it in such a case"
After that the learner canvasses him
in the capacity of a teacher. "A preach
err a student, farmer. and a business
man. He is next given a text on "Ob-
jectiOns and How to Meet Them" and
is told to familiarize himself with
them In his next canvass of the
trainer he is required to meet objec-
tions like:
Got lots Of books now"
Hard Times"
My sister has one, which can bor-
row.
"A person can't buy every book that
comes along. and others Of like tenor
He is also given a list of stock
phrases 10 use, such as. The reading
of one good book made me what I
am. Abraham Lincoln. a dollar
in the head is worth five in the peck
ct benjamin Franklin.
The trainer tells the student he must
study his customer continually. He
must guard against talking him past
the order point. but when he sees he
has him, stop and take the order He
must not strike for the order when he
sees the customer Is not yet won, even
though the straight description has
been finished; but go back into the
book for his reserve canvass" Show
the customer where il would benefit
him; how, indeed, he would lose money
if he went without IT: and thus be sure
in some way TO book the order for the
work
After two months of this drill the
field manager visits the colleges,
meets the new agents. assigns them
their territory and gives them a two
hour talk on Opening the Field and
the work before them. This man is
one who by bulldog tenacity and deter
mination has fought his way from the
Tot of a poor book agent to a high
salaried position with a company en-
ploying thousands of canvassers. In
repOse his face is stern and severe; but
when he talks it is lighted up by an
exceedingly winning smile. He out
lines the entire summers work to the
boys He tells them how to make
township road maps, to work in the
direction of the brightest prospects"
and, having good list started, to work
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16

in circle SO as to keep on the con-
tiglIitv cf the list Of subscribers. He
tells them that their work VIII be the
hardest they have ever attempted: that
tba,, will meet rebuff and disappoint-
mant. thar the weak-hearted will give
IN after few days, but that all who
stand nv II 10 the end viii finally sue
coed He himself. when canvassing.
had worked for six hours for a single
order the getting of which enabled
him bv its influence, TO book two
more in rapid succession.
II is easily seen how this man made
his wav TO the position he holds; and
his talk encourages some and dis
heartens the weaker, The students
win he under his direct charge during
the summers work They must report
tho ffIV name of every person can
vassed his occupation. time spent can
wasting him. and if he did not order.
whv he did not Each week these re-
ports are sent in. The manager reads
them and makes suggestions. If he
thinks the agent is weak on some GER
lain noint. or does not press hard
enough in the face of an objection. he
tells him so. and directs him TO study
such-and-such sections Of the solicit
Tors text book. In this manner he
gives his personal attention 10 each
man under him. according TO his in
dividual needs Frequently the man
ager has more letters TO dictate in a
dav than he has time for. In such a
case he dictates them to a gramo-
phone, from which they are later tran
sJribed.
After the student has met his field
manager he packs his bag and betakes
himself to his territory. Usually two
go together, starting in the same town
and making their headquarters there
while working in the surrounding
country. Lists of influential names
are secured, and these, together with
the merits of the book, are the chief
causes of future sales. There are all
degrees of proficiency among agents,
ranging from the man who never
makes more than two sales a day TO
the expert who earns S120 a week sell
ing a moderate priced volume at 40 per
cent commission.
The book companies send out week
ly a fOur-page paper giving advice on
various points of canvassing, such as
selling more books in the best binding.
securing information, working after
supper. and on rainy days. The paper
contains also a roll of honor" show
ing the record of each man who made
sales above certain number in
week. There comes, also, a bulletin
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16
kansas city star

T. this country. where through indj-
,f5uaI efor, men rise from poverty TO
,rsat influence and wealth. ii is nat
Sr71 that every branch Of business is
-osda use Of as a round in the ladder of
e-rr7ss a round which is much used
sr5 much abused, is that Of the book
agent
THE character Of the book agent g
generally misunderstood. and so a
-rayalent dislike has arisen toward
,rose rireless workers whose task Is
one which only great courage and per-
ssyersuco can accomplish
The real life and purposes Of the av-
s-qg- book agent are but little known
M the people he meets.
To them ne is a glib. ready talker.
mil of assurance and brass" That
me work may be distasteful to him.
chat ha may be naturally reticent and
has had painfully to school himself to
tho effort is a possibility which the
good people who cridcise him so free
l,- never consider AS a matter OF
fact his character who tramps the
countryside with his prospectus under
his coat and whose persuasive powers
arc So much feared, is often merely n
,aIege student. ambitious enough to
gain mis- education at the expense of his
fVn finer feelings
Tariv in the spring the general agent
zopears at the colleges and meets stu
dents who are seeking employment for
tbrir vacation. He studies them and
makes contracts with them according
fo his idea of each mans ability The
contract is usually for the whole va
cation. or for about seventy to eighty
DAYS work Of actual canvassing. That
h. may not get discouraged in case
sales come slowly. the contra Il assures
him according to his supposed ability,
q guarantee of $50 to $500 for his work.
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16

enterprises in this city, and finally Sc
cured an interest in the old Central
theatre, which stood on the site now
occupied by the Auditorium. The firm
was Gallagher, Gilmore 4 Gardner.
But this venture was not a success,
and Gardner determined TO take mis-
wife on a starring tour. They went TO
Chicago and thence to the Pacific
coast. The fame Of the leading lady
went before them. and everywhere the
company played to big houses.
In the early SOS Gardner went 70
South Africa and met Barney Barnat0.
the diamond king. BaTnato was fas-
Cinated by his new friend, and put
him in the way. OF making a fortune
within a short time.
Gardner improved every opportunity,
and in two or three years was count
ed a very rich man and went 10 Aus
tralia. Barney Barnato soon after
ward sailed for England, but commit
ted suicide by jumping overheard dur
ing the voyage.
That was the opportunity of Card
ner'S life. He still retained an inter-
est in a Barnato diamond mine NJ
Kimberley. and no sooner had he heard
Of his benefactOr's death than he sailed
for England.
On reaching London Gardner began
booming his diamond mines Specula-
ton in the fields of South Africa was
rampant at that time, and the clever
Americans property was gobbled up
instantly. His stocks were everywhere
in demand. and in an incredibly brief
period he had become a millionaire.
g Q q
Gardner came back to America about
two years ago. he VentUred 10 visit
Philadelphia. His presence in the city
was discovered and certain papers
were served on him ". J. Gilmore,
proprietor Of the Auditorium theatre
took measures to collect about $4,000
which he said Gardner had owed him
for nearly twenty years. He did sue
coed in getting So 900 OF this amount.
but not until a few weeks ago, when
settlement was made. The other $1,000
has long since been OutlaWed-
Mr.. Gilmore said that during the
time Gardner was here his first wife
brought an action for divorce. The pa
pers in the suit were impounded. he
said. and the nature Of Mrs. Gardeners
complaint was never known. Mr.. Gil
more added that the wife secured q
decree and an ample settlement in
cash. Gardeners son, Frank L. Gard
ner, jr, is living in this city.
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16
BOOK SELLING A SCIENCE.
How TenderfOot Agents Are Coached in
The Business.


The hopeful new agent then navg a
good price for his prospectus and a
1ull copy Of the work" and sets about
learning the book He is given several
printed caHYasses to learn by heart. A
texS-boca on the art of soliciting. n
dozen copies of prize essays on can
Vassing three or four copies of various
other pamphlets bearing on his work.
ana copy Of Ebert Hubbard's ia
nous Message TO Garcia"
Hours are appointed for the learner
20 recite on the subject. first, of Open
ing the Canvass" He studies this
phase of the work from his printed
matter, and recites il to his trainer.
The trainer criticises the recitation.
makes suggestions. and. if the work
was satisfactory, assigns for his next
lesson, Complete Straight Description
of the Book
The student goes home. stands be-
fore a looking glass and. with his pros
pectus in one hand and the pamphlet
IN the other, goes over the rigmarole
until he has learned it by heart. Per
maps his roommate is going to put in
his vacation selling stereOscOpic views.
and makes all manner of fun of the
book agent telling him that dogs will
set upon him and doors slam in his
face, and other encouraging prophecies
Of that sort.
After the straight canvass" is mas
tered comes the Closing the Canvass
and Hitting Hard for the Order
Ilmid lads who have had no experience
are told to center all their power on
these points To finish reading the
testimonials of others who have pur-
chased the book and without lifting
the eyes from the pencil point to 60
right after the order. saying: Now.
Mrs. Brown. I Will be around deliver
ing this book TO these people about the
list of September. and at that time I
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16

on a Pullman sleeper which came into
Broad street station several mornings
since. On the evening before q Mr..
Brown called Ben, the cOlOred porter
and, handing him so cents. said: Ben.
when you black my shoes in the morn
ing 1 want you also To blacken the
shoes of my little boy" All right, sir"
replied Ben. In due time Ben came
around and attended to Mr.. Browns
shoes and overlooked the little ones. In
the morning Mr. Brown discovered
what had been done, or, rather. what
had not been done, and called the por-
ter to account. Use awful sorry. Mr.
Brown" said Ben. Il forgot all about
dem shoes. and you paid me for do
ing them, too" And then as if to make
his expression of sorrow more en-
phatic, Ben said: Mr.. Brown. Use
just as sorry as though I had black
ened those shoes and you hadn't paid
mo
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16

Fots ..'''-.. $500 ''.' ''''
COME IN AND SEE OUR LINE.
THERE Is NO ONE ELSE SELLS
AT ANY SUCH PRICES.
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16
Gents Furnishings.

Gents Furnishings.
Gents Linen Collars. the new STYLES,
worth 15c; our OIL
Nice line of new Neg!igee Shirts, with
two collars, 20.
only. .............. .......... 3OS
Percaie and Madras Shirts. with two
collars and cuffs, newest cRr
Fine Percale Shirts
75c and I'D
WE HAVE JUST RECEIVED A
BEAUTIFUL LINE OF SPRING
NECKWEAR
Mems fine black Socks. 2Oc IN,
Na4ue, 4OF------ -.---------... W
Mems fancy Socks
&c, 10c and &c
The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1902-02-16
TIE1ware and Granjfwsre

WE HAVE ONE OF THE LARGEST
STOCKS OF THIS LINE IN TOWN,
AND PRICES BELOW THEM ALL.
The Topeka state journal., 1902-08-12
Forbes Defeats Feltz.

Chicago. Aug. 12.-Harry Forbes. the
bantam weight champion, had little
trouble in outpointing and outfighting
Tommy Feltz, of Brooklyn, in six
round contest here last night Forbes
scored a decided advantage in every
round and was given the decision at
the end of the fight. Feltz was very
wild in his delivery and during the first
three rounds was unable to reach
Forbes with any effect. In the fourth
round FeltZ changed his tactics and
used a straight left for the body. AT
this style of fighting he showed a slight
Improvement but Forbes was his mas
ter in every exchange. Forbes used d
straight left jab in connection with
right hook which F'e1tz seemed to be
unable to solve. Feltz was bleeding
from deep cash in the cheek in the
fourth round. In the fifth Forbes pur
the Brooklyn lad down with a right
swing. Feltz tried to even up matters
in the last round. but Forbes blocked
cleverly and scored so repeatedly that
the perforna ance became monotonous.
Feltz appeared to have a big advantage
in weight.
The Topeka state journal., 1902-08-12
KANSAS MAKES GAIN
While General Average of Corn Con-
dition Has Fallen.

Washington, Aug. f2.-The m onthly
report of the statistician of the de-
partment of agriculture shows the con-
dition of corn on August l to have been
S65, as compared with S7-5 on July l,
1902; 54 on August 1, 1901; 87.5 at the
corresponding date in 1900, and ten
year average of 81. There has been an
improvement during the month of four
points in Kansas.
The substantial improvement in the
most important corn states would un-
dOubtedly have resulted in a marked
improvement in the average for the en-
tire country, but for the fact that four
teen southern states containing 1858 per
cent. Of the total corn acreage, show an
average decline during July of 10.7
poins.
wheat crop at about $780, 600, 900 bushels,
or an average of 1873 bushels per acre.
While this estimate is subject to re-
vision, threshing not being sufficiently
tions of the winter wheat belt to justify
the making of a definite and final esti-
mate at this tine, it is based on re-
ports of yield per acre, in bushels, re-
ceived from correspondents and special
field agents. If the estimate is higher
than was indicated by previous reports
of condition. it is due to the fact that
the crop is turning out somewhat bet
ter than was expected The estimated
average yield per acre in the principal
states is as follows. the states being
arranged in order of acreage: Kansas,
8.7 Missouri, 1872; California, Is; In
diana, Is; Ohio, 16: Illinois, 1866; Ne
braska, %; Pennsylvania, Is; Oklahoma
11.6; Michigan, ia.
The average condition of oats was
1874 against 92.1 last month. 1876 on
August l. 1901; IS at the corresponding
date in 1900 and a ten year average OF
1922
All the principal oat states, whether
representing an improvement or decline
still have an average condition compar-
ing favOrably with their ten year aver
ages.
The average condition of potatoes i'm
proved 1.8 points during July and on
at the corresponding date last year. sc
higher than on August IA, 1900, and IL 1
points above the mean of the August
averages for the past ten wears.
preliminary returns indicate an in
crease of IL per cent in the hay acre
age. OF the eleven states moving one
million acres or more last year. six re-
port increased and five reduced acreage
The condition of timothy hay has i'm
proved 81 points during July and is 4.6
points above the mean of the August
averages for the past eight years
Reports as to the production of clover
are on the whole unfavorable. In point
OF quality the crop is below that of last
year and also below the ten year aver
ages in all but three of the states of
principal production.
Notwithstanding the fact that there
has been a decline in the condition of
many states, reports on this fruit from
nearly every important state indicate
that more than an average crop will be
harvested.
The Topeka state journal., 1902-08-12
For Fort improvements.

Fort Leavenworth, Kan, Aug. 12-The
bids for the contracts for six new infan-
try barracks, one new artillery barracks
and one gun shed and one stable, new
post bakery, a hay shed and other build
ings will be opened at Fort Leaven-
worth next Monday. Contracts will be
awarded for new buildings and other i'm
provements amounting to more than
$500, 900. Major Mccarthy, the construct
ing quartermaster, has printed specif1ca-
tions giving full details of the buildings
ready for contractors. Contractors from
Kansas City and other points are show
ing an interest. and it Is expected that
more bids will be received this time than
heretofore. Contractors from all points
are invited to examine the, Specifications
and submit bids. 1t is the intention to
begin work on some of the new barracks
buildings by Sepember 1.
The Topeka state journal., 1902-08-12
JAPAN AT THE FRONT.
Gen. Woodford Has High Opinion of
the Asiatic Yankees.

New York. Aug. 12.-Gen. Stewart L.
Woodford, former minister to Spain.
has returned to- his home here after a
trip through Japan. In speaking of this
trip the general says:
What most impressed me there was
the really brave attempt that is being
made to raise the standard of education
among the people, particularly among
the women. The public school system
is extensive, embracing schools of ali
grades from the kindergartens up to the
two imperial universities at Toxic and
Kioto. The empress has established a
special institution for girls at Toxic.
known as the Peeress school, where the
daughters of the nobility, of high gov
ernment officials and of officers of the
army and navy are educated. Among
the professors in the universities are
several graduates of Harvard and Yale
The Japanese are a wonderful peo-
pie. Compared with the rest of Asia
Japan is almost immeasurably in ad-
vance. Her people are clean, polite and
industrious, and indicate that Japan is
certainly to be at the front in the de-
velOpment of the new Orient"
The Topeka state journal., 1902-08-12
SHIFTING WIRES.
Western Union Preparing to Give
Place to the Postal

New York, Aug. 12.-In anticipation
of an early surrender to the Postal
Telegraph company of the telegraph
offices and wires along the lines of the
Pennsylvania railroad, the Western
Union company has many construction
and repair gangs at work in the terri
tory affected. They are building new
lines, repairing old ones and endeavor-
ing to establish new connections as far
west as Buffalo.
There are 25 wires between Philadel~
phia and Pittsburg and 65 wires be-
which will have to be taken down be-
fore December and replaced by an
equal number of wires along the new
routes which it is said will be by way
of the Reading, the Beech Creek anG
the Buffalo, Rochester & Pittsburg rail-
roads into Pittsburg, and by way of the
last named railway into Buffalo.
The Topeka state journal., 1902-08-12
GOVERNMENT SOLD
100000 Boxes on Which Importers
Refused to Pay the Duty.

New York, Aug. 12.-The appraiser at
this port has sold for the government in
the last three weeks 100000 boxes of
lemons because the importers declined to
pay duty on them. Most of the lemons
imported here have come from Mediter-
ranean ports and the amount has been
greatly increased within a few years.
They used to come in sailing vessels,
but now they come in steamers which
bring much larger cargoes.
The chief reason for the present g1ut,
however, is believed to be because there
has been no prolonged hot spell. Fewer
lemons has been consumed and the visi-
BILE supply has increased until the price
has gone down to a point where it would
be money thrown awny to pay the duty.
importers, therefore,, have preferred to
lose the amount they payed for the lem
ons on the other side and have abandoned
vast quantities of the product.
The Topeka state journal., 1902-08-12
BELIEVES IN FOOTBALL.
Chancellor Andrews Says It Trains
Children in Endurance.

Chicago, Aug. 12.-E. Benjamin An
drews, chancellor of the University of
Nebraska and ex-superintendent Of
Chicago schools, thoroughly believes in
football part of the necessary edu-
cation of young men. IF 1 had 100 or
1000 children 1 would want every one
of them to play football, if they were
strong enough, and to play it hard and
strenuously," said Chancellor Andrews
in a lecture at the University of Chi
caSo.
Boys ought to be trained in stren-
uousness," he said. THAT is the great
value of football: it is a school in en-
durance. courage and resolution.
thoroughly believe in the game
The Topeka state journal., 1902-08-12
EARTHQUAKE AT SkAGWAY
Water in Lynn Canal Rose Five Feet
Suddenly.

Seattle, wn, Aug. ia cable to the
Times from Skagway Alaska, says:
Yesterday a most severe earthquake
was felt here about noon. The first
shock was so seconds long, rafting
things up generally. Several large
plate glass windows were broken
chimneys in the northern part of the
city tumb1ed down. The water in Lynn
canal rose five feet very suddenly, then
subsided as quickly. A report from
Juneau says that the little fleet there
was pitched around and several cap
sized. The first long shock was fol-
lowed by a lighter one. Yesterday
evening at o'clock another light shock
was felt.
The Topeka state journal., 1902-08-12
barn and his body was found at noon
suspended from rafter by a piece Of
Death of Profe.sor BLACK.

Portland, Ore, Aug ia special to
the Oregonian from La Grande. Ore,
says: Professor Charles w. M. Black.
assistant professor of mathematical in the
University of Oregon, died here Of con-
sumption. Professor Black was on his
way to Colorado where he hoped his
health would be benefited. He became
seriously i'll and was removed from the
train in dying condition. His rela-
tives in Boston have been telegraphed
for instructions concerning the DISPOSE
ton of the remains.
The Topeka state journal., 1902-08-12
Boy Cured of Collie After Physicians
Treatment Had Failed.

My boy when four years old was taken
with collie and cramps in his stomach I
sent for the doctor and he injected NOR
phine, but the child kept getting worse
I then gave him half a. teaspoonful Of
hoea Remedy. and in half an hour he was
sleeping and soon recovered.-F. L. WIZ
klns, Shell Lake, Wis. Mr.. wilkins is
bookkeeper for the Shell Lake Lumber Co.
For sail by all druggists.
The Topeka state journal., 1902-08-12
STAGE WAS WRECKED.
Five Persons Hurt, One of Them
Fatally.

Denver. Col, Aug IA special to the
Republican from Georgetown, Col, says
that the Grand Lakes stage was wrecked
near Coulter five miles north of this city
and five persons hurt, one fatally. The in
jured are:
Louis Lafty. internal injuries: will die.
Mrs. J. T.. Throckmorton, Georgetown,
wrist broken and knee dislocated.
Miss Allie Tab, st. Louis Mo-; left leg
broken
Mrs. l. B. Bradley, Kansas City, Mo-;
three ribs broken.
Unknown man, head cut.
The stage was well loaded with passen-
gers, most of whom were tourists en- route
to Grand Lakes, a mountain resort in Mid
die park Near Coulter the horses became
frightened and got beyond the control of
the driver. The stage was overturned and
badly wrecked. There were number of
other passengers but they escaped with a
few bruises.
The Topeka state journal., 1902-08-12
Pensions for Kausans

Washington, Aug 1.-THE i5:lowfng
pensions have been granted Kansans:
Manhattan, Sc. Increase: Daniel San
born, Girard, $50; Bannus Hutson, Fort
Scott, IS; James Grace. Fort Scott. SO:
John Morrison. Sedowa, SO; Horatio
Felt, Almena. s12: Homer Akers. Kan
sas City, $12; Hamilton Eagleson, Ra-
mona, s.; John Aarsh, Burlington. S.;
The Topeka state journal., 1902-08-12
Crescent Iron Works Sold.

Works at Elizabeth. N. J., controlled by
the Samuel L. Aloores Sons company, has
passed into the hands of the new ship
building combination. organized by Lewis
Nixon. The price paid is said to be
about $450,0O0. The estate of the late
Col John Kean, father of United States
Senator Kean. holds a ten-year mortgage
on the plant for $4,000. This will be
paid OF within week.