davidaulloa/AmericanStories huggingface dataset:
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

be seen this week at the Bijou, has
repertory Of five plays in which he
assumes roles in which some Of the
greatest actors have been seen. They
have created ideals which afford stand
ards Of comparison so this is a severe
standard of criticism by which his work
will be judged. He plays "Dr. Jeykll
and Mr.. Hyde,'' Richelieu, - "Othel-
1o,' Matthias in "The Bells" and
"Napoleon, characters in which such
actors as Sir Henry Irving and Richard
Mansfield have been seen here. He has
been a star and producer for eighteen
years and has played many parts. The
especially in effacing his personality, he
attributes very largely to his atten-
ton to makeup. -
An hour spent with him in his dress
ing room at the Grand operahouse in
st. Paul one evening last week, during
which he made-up, and explained the
process as he went along, was something
of revelation.
/, The Art Progresses.
"You are right, - said Mr.. Shea, Gin
saying that the public does not under
stand the Importance Of the makeup.
But the actor does, and dressing room
secrets are jealousy guarded by many.
However, am not SO particular. I'll
go thru the whole business for your
benefit.
"You must know that the art of
making-up has progressed equally with
improvements Of all stage effects, seen
ic, mechanical or otherwise. In
Shakespeare time the actors did not
make up at all. They wore the dress
Of the day, no matter what characters
they portrayed. TIE old Roman actors
did better than that, for they spoke
their lines from behind masks, and
afterwards stained their faces.
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25
Copyright, 1906, by Nath'l G. Fowler. Jr.

Copyright, 1905, by Nathl G. Fowler. Jr.
~HE salesman was born at the
birth Of trade, and ever since
Il their dual creation, he has been
in increasing evidence.
Selling has become an art. It's prac-
tice is universal. It is one of the two
fundamental elements of business. It
may be said with absolute truth, that
there is not Wholesale, or retail,
or a manufacturing house of any kind
without greater Or less number of
selling representatives. The tradesman
may know what he wants, and he
doubtless is aware that he cannot do
the maximum Of business without the
proper goods, and yet for some reason
which has not yet been fully explained,
the chances are that he will seldom
order these goods by mail, or go after
them, but will wait until some travel
ing salesman has called upon him and
solicited his trade.
whether he be proprietor or wage
Garner. It is he who represents the
firm in presenting the goods, and he
is virtually the go-between. The sales
man is a solicitor of trade, whether he
sells goods on the road or from behind
the counter, and his remuneration de-
ponds upon the perfection Of this So
licitation.
The travelling salesman usually earns
a higher salary. than is paid the coun-
ter man, and, while to be successful,
the latte r must possess the abilities of
the solicitor, 1t is not necessary that
he be SO alert and aggressive as the
drummer who goes from place to place
for orders. The real difference between
the outside and inside salesman is this:
The outside salesman takes the initia-
tive lille the customer, to some extent,
makes the first move when buying
goods from the inside salesman.
It has been claimed, and with a
sufficient degree of truth to make it
almost indisputable, that no man can
direct the selling of any commodity un-
less he has actually sold goods him
self. I do not recall single successful
merchant or storekeeper who has not,
at some time in his career, actually
met his trade face to face and per-
sonally sold goods, and probably e
per cent of the successful merchants
and storekeepers began as statesmen,
and nearly every prominent wholesaler
was at one time drummer.
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

with cold cream, too. Now I take the
stick of grease paint of the color suit
ed to the complexion wish. I make
strokes down each side Of my face,
down the nose, across the chin and on
my throat. Now I smooth it out with
my hands so it evenly covers the sur
face Of the face, neck and ears
CHOW I'll tone my face with red
slightly. It happens that I am imper-
sonating an elderly man SO I apply it
low on the. cheek. IF I wanted to ap-
pear young I would put it high up on
the cheek bones.
"Next I'll. doza little high-lighting.
I touch my cheeks, forehead and the
chin with a little white. draw this
white line down my nose, which makes
it look thinner and, more prominent.
With this slinner,' which looks like a
crayon, draw; In the wrinkles and
the crowsfeet carefully about the eyes.
I blend the wrinkles with this stump
Of leather. This blue line under my
eyes, and the black grease paint on
the lashes accentuates them. These
bits of fuzz are my eyebrows and
paste them on-so.& Now powder my
face and brush off the powder with
this haresfoot. Powder is the great
beautifer; it softens and gives nat.
ural effect and have it in shades to
correspond to the complexion I want
There is also a rouge used for touching
up and frightening the color Of the
grease paint makeup. .--
49,. The Wig and Whiskers.
ct tint my lips Slightly with carmine
and now I IN ready for my wig. !
draw it on carefully SO that none of
my own hair shows. If it does, I use
this water cosmetique, which looks
like blocks Of watercolor paints, to
blend my side hair with the color Of
the. wig, in case, there are no earlocks
Boards and ,mustaches are put on with
adhesia, which ,sgtick, =. with moisture
from sthe lips like eeourtplaster. i
CHOW look myself over carefully
use this orangewood lining stick fo]
tracing the wrinkles more accurately
and I rub my fingers about my eyes tt
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

In the early days Of the American
stage the actors used chalk, carmine
and black cork. Here's the article
that has made the Improvement and
brought about the complete harmony
between the actor and his surroundings
in these days Of realism in which so
much money ana care are disposed up
on correct stage portrayals.'
Mr.. Shea held up a stick of grease
paint. - ..'..1 .E -.
''This,' he said, lis to the actor,
what the brush and palette are to the
painter. Charles Fletcher, I believe,
was the first actor to use grease paint,
which was invented by the Germans.
Notice that it comes in different colors,
from alabaster white to dark brunette,
which T use for Othe1lo.
How It's Done:
"Now I'll begin" 49,
Mr.. Shea had by this time disrobed
to his underwear, and had seated him
self at his dressing table.
"Notice irst,' he said, "that this
is a triple mirror, that enables me to
see the sides of my face as well as the
front, This hand mirror is a magni-
flying mirror. In making up for the
different characters an actor studies
them in advance, noting the lines and
peculiarities. We have face putty,
by using which one can build up a
nose to any shape desired, SO that it
can hardly be told at close inspection,
or the shape Of my chin may be changed
or wart or mole added. -;
"First rub In this cold cream. 1t
fills up the wrinkles, and prevents the
paint from getting into the pores and
Irritating the skin. Vaseline could be
used. but it too greasy. I'VE wash of
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

presented. But there is temptation
everywhere, and the boy Of well formed
character, who is conscientious and
faithful, can safely take to the road.
Travelling may facilitate the distribu-
ton Of the bad, but the bad is sure to
come out, whether one remains at home
or travels. The boy Of loose habits,
who has little stability, who is easily
influenced, and, who cannot be trusted,
will Immediately yield to temptation,
will sacrifice his morals and undermine
his health. But if a boy is>so weak in
character that the road will ruin him
is it not logical to assume that he might
just as well be ruined rapidly on the
road as to stay at home and undergo a
similar but slower processq
H. i. +
The salesman should be impressed
with this one great fact-that the
amount of remuneration one receives
during the first few years, whether in
doors or on the road, is Of little con-
sequence SO long as it is sufficient for
his actual needs What the position
will lead to is Of most consequence.
! Small pay with good opportunity is
far better for the boy than more pay
with less opportunity. The boy dur
ing the first years of his salesman
ship is student Of business. No mat
ter how hard his work is, and no mat
ter how little he may be paid, he is
receiving more than he gives.
H.. = i. Il. i. ;;I,&s,
A word about the storekeeping sales
man, and by bookkeeping salesman ]
mean the salesman in the country
store. While his salary is likely to be
less than that of the city salesman,
and while the top is not SO high, yet
I verify believe that the average boy
stands a better opportunity for success
in life in the country store than he
does in the city store Only our bright.
est boys. will reach the tip-top, and
under any circumstances there is only
room for certain number at the top
and the great majority must be content
to remain in the lower positions. The
| country store salesman, tho he may
work every other night, is near his
home, enjoys a local atmosphere, has
|
the opportunity Of amounting to some
thing. Certainly, his worry and ex
penses are very much less.
I am aware that the. country store
does not offer very great opportunities
for success. Neither does the city
store. Competition is greater today
than ever before and greatly lessons
the chance Of rising. The probability
is that the average. salesman, whethe
in the country or in the city, will NO
rise very high in his calling, nor il
the member. Of any. other business o
profession likely to. There must al
ways be more soldiers than officers.
am SIMPLY comparing the opportuni
ties offered the country store sales
man with those enjoyed by the cit,
store salesman. believe that if on
is satisfied with an ordinary degre
of financial success, and cares. NOR
4 about himself, his family, his neigh
bors and his citizenship than he doe
about his actual money income, the1
he Isl far better off in the countr,,
j thansin the city.
/ Not enc inside salesman in hundre,
is "a good salesman, and most insid
/ statesmen possess aIittle real sellin
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

soften the effect and give shadowy
appearance.
SAT the last I blend the wigband
closely with the forehead by rubbing
grease paint over it good and hard, so
as to obliterate the lines of joining,
and then powder it to take off the
gloss. I make up my hands the same
as the face to correspond with the
complexion, only making them lighter.
/ use liquid cream applied with a
sponge for the hands-the grease paint
is likely to spoil handsome costume.
The women use this for their necks,
arms and hands, about which they must
be very particular, for naturally they
would look coarse and red under the
stage lights.
Making Toothless Man.
"There are enamels for both whit
ening and darkening teeth. For max
ing the teeth disappear altogether, or
so only one or two isolated molars are
visible, as is necessary in the makeup
Of Hyde, there is black enamel that
can be applied with brush after a
tooth has been carefully dried, and a
| black paste that can be scraped off
easily. The latter use. have known
| black courtplaster to be used as a
makeshift. ='.r.:.s
| = ".There are number Of things that
the amateur experimenting with the
makeup will find on the market. Some
of them are good, but generally I'm.
necessary. They can buy makeup boxes
that will contain all the essentials
Let me give one hint about simple
matter. Buy good cold cream. The
cheap creams contain vaseline, likely
to encourage the growth of hair on the
face if used constantly, which is OBJ
jectionable to ladies, especially. Cocoa
butter does this even more than the
vasehne. No matter how pure grease
paint may be, any break in the skin
should be, kept entirely free from for.
! eign matter, 50 courtplaster should be
used to cover any abrasion in the skin
before making up and removed after
ward. ...e .- g.. .ss..-
"Wigs are study in themselves anc
I won t undertake to give advice about
them, but just this suggestion for anna
teurs: Crepe hair can be bought by
the yard; it is prepared for making
boards, mustaches and eyebrows. I
comes in many shades. Wool can b.
used as a substitute, but does not lool
as natural"
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25
vi. THE SALESMAN.

should connect himself with some bust
ness which he will not outgrow. For
the first few years, he will be learning
and really accomplishing very little.
This is his apprenticeship, and he can
not dare hope to receive more than
few dollars week. When he becomes
salesman, he begins to rise, and if he
has the right kind Of stuff in him, and
the conditions are right, his rise may be
rapid.
The rank and file Of country store
statesmen, that is, inside men, do not re-
ceive on the average more than $40 or
$12 week, even after they have be-
come thoroly experienced, and the max
imum pay probably has never exceeded
$25 week. Department store sales.
from $1S to 500. The average sales
men in small city stores, and even in
to a good salesman Of experience being
from $2S to 500. The average sales
man in small city stores, and even in
those located in large cities, receive
anywhere from So to 500 a week, COM
paratively few drawing the latter sala-
ry. es
+ + +
There are two reasons why the inside
salesman cannot expect to draw more
than moderate salary; First, he does
not have to 20 after the customer; and
second, fully 80 per cent of inside sell
lers are women, who are willing to do
work for less than men. The mer-
chant, in business for gain and not for
philanthropy, buys his salesman in the
market and pays market prices, altho
to the credit Of business it must be said
that there are few merchants who in
variably pay more than market rates,
and in return maintain an unusually
high grade Of business which is perma-
nent in character. T. w.. r.
The demand for bargains, and for
cheap goods Of every class, is a mighty
factor in the maintenance Of low sal
aries. The customer, more than the
storekeeper, controls the situation. So
long as the majority Of our shoppers
are demanding bargains and goods at
cut prices, it is evident that a grade Of
craftsmanship suggestive of high sala:
ries cannot always be maintained.
b Resident statesmen of experience, in
| wholesale houses, command salaries as
high as $4,000 a year, and few enjoy
incomes Of $4,000 a year; but the aver
1 age annual salary paid to the first class
resident salesman is probably not more
than $4,000. ,
X + !.
The travelling salesman usually be
gins at $40 week, and the average
B salary Of good salesman is less thar
81, 500 a year.,
i First-class travelling statesmen seldom
/ receive less than $4,000 a year. Those
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

ability; consequently it must be as
sumed that one can earn a living be-
hind the counter even if he cannot
develop more than the rudiments of
craftsmanship. - @.~..-. 49,. r-
h. ..,r /. + j. -. 49,
: While a good talker does not neces-
sarily make a good salesman, the
good salesman is almost always q
good talker. Either he talks much and
well or else talks. less and very well.
There are some who have little to say,
and who seem to possess the ability
Of saying much in little. But compare
lively all successful statesmen are fluent
takers. They know how to represent
that which they have to sell, they know
how to present the good points Of their
goods so that the buyer will want to
buy; and, further, they possess the
power Of persuasion, that power which
enables them to make the buyer feel
as they feel, and want to do as they
want him to do. This is not mesmeric
power or anything supernatural. It is
simply natural ability, born Of nature
and developed by experience.
The successful salesman must under
stand human nature. He must know
how to approach customer. He must
anticipate his customers wants, and
he must be genial, meeting people easily
and be himself easy to approach. The
grabbed boy, the conservative boy, the
boy who is not popular with his fell
lows, is not likely to make good sales
man. III: -'c-
The salesman is prominently a
business man. Selling is permanently
removed from anything savoring of
professionalism. The fact that selling
is pure business, and even cold-blooded
business, offers no excuse for lack of
school training. A liberal school
education, even in the higher branches,
is reasonably sure to be Of material
assistance to the salesman. While ]
would not recommend classical col
lege course, I see no objection to it.
It can in no way interfere with his
success, altho it must be admitted that
perhaps, in some cases, the four years
Of college-spent time can be used to
better advantage At any rate, the
salesman Is school education should pass
thru the higher grades of the common
schools.
If one is to devote his life to tn
selling or management Of mechanical
ARTICLES, like machinery or electricity
graduation from an institution of tech
nology is to be highly recommended.
The more the salesman knows abou.
what he sells, the better able he is t.
sell it. IF his goods be Of a scientific
or mechanical nature, liberal train
ing in a scientific or mechanical insti
tuition is next to essential to fusf
success.
4. !. !.
The salesman, above all, should b
well posted on the common topics
i the day and be able to converse in
diligently upon popular subjects. I
reasonable amount Of talk, or genera
talk, is necessary for the tconsumma
/ tion Of trade, and all this talk canno
be directed to the goods themselves. I
vast amount of it is Of general ane
social import To successfully carr
on an animated and interesting coz
versation, salesman must be a we
Uniformed man, his knowledge encon
passing men and things in general.
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

of long experience and Of exceptional /
proficiency, may enjoy annual incomes
Of as much as $4,000. Comparatively
few exceed it, altho there are now "on
the road' a number Of men drawing
salaries as high as 900 year, and
probably there are some whose annual,
incomes are not far from double this
amount, but these men are great ex-
captions. ''>.@ .."
Unless the travelling salesman sells
upon commission, all Of his necessary
travelling expenses are paid by his firm.
The salesman on commission is real
|sly in business for himself, and his In
come almost always exceeds what he
would receive on salary. Some sales
men have dual arrangement with
their employees by which they sell upon
both salary and commission; that IS to
say they are guaranteed a certain
amount every year whether or not their
commissions reach it. But 1t is OBJ
vious that no concern will continue to
paw a stated sum if the amounts that
it would pay on commissions long con-
| tinue to be below such sum.
| The store salesman is confined to
narrower limits, and unless he posses
ses exceptional ability, stands little
chance Of rising above the position Of
head of his department.. The travel
ing salesman has much better oppor-
tunity for advancement. His work is
more difficult and requires closer at
tention and greater energy. II he
makes success Of it, he is likely to be
recognized and to be promoted. If he
is particularly successful, and has built
up a large clientele, it occasionally hap
pens that he is given an opportunity to
enter the firm, or he may form busl-
ness partnership with other statesmen
Of his capacity. AS substantially all
merchants and storekeepers were at one
time statesmen, we must draw the con-
clusion that the selling department Of
business offers the greatest opportunl-
ties for advancement to the boy who
wishes to enter business life. :.
| I have said that the. inside salesman
does not find SO good an opportunity
for advancement as does the drummer.
While this is true, and while I would
advise the boy to go con the road' in
preference to remaining inside, 1 do
not wish to give the impression that
there is no opportunity behind the
counter. There are many men Of strong
selling ability, who do not seem to pos:
sess the aggressiveness necessary fol
drumming. They are natural statesmen
know how to impress the buyer, and un
1 derstand goods, but, for some reason
they lack the. ability to get out into the
open to fight trade face to face. The
place for these men is inside. Thei,
ability is sure of recognition, and
! altho they may have to wait longer fol
j it, sooner or later, unless conditions are
1 very much against them, they will b
: promoted to responsible positions, ane
occasionally they may combine witt
others in establishing a business Of
their own. The first class inside sales
man frequently becomes a buyer.
The travelling salesman is without
, a home; he lives on trains and in sleep
ers and at hotels, He is obliged to pu-
: up with every kind of accommodation
!, and is exposed to sickness and to acct
! dent. Every form of temptation. il
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

Ability without the assistance Of an
encouraging environment will hinder
the boys advancement sometimes;
however, not SO much as will less
ability with a good opportunity. 1t
is therefore extremely important that
the boy should start right, that he
The Minneapolis journal. [volume] (Minneapolis, Minn.) 1888-1939, 1906-02-25

The travelling salesman usually be-
gins at $40 a week, and the average
salary of a good salesman is less than
ST 500 a year, IS
First-class travelling statesmen seldom
receive less than $4,000 year. Those
The Hope pioneer. [volume] (Hope, N.D.) 1882-1964, 1906-12-27
Local News Items
As Told To Us
As Told To Us

Mr.. and Mr.. E. M. Fuller and
family are spending the holidays
with Mrs. F's parents in South
Dakota.
The G.. N. water tank at this
point is about completed. 1t is
located south of the depot a few
hundred feet.
Oscar Brunsvold received word
of his mothers illness and start
ed for his home at Northwood
Monday evening.
Miss Ella Nelson departed
Wednesday morning for Minnea-
polls, where she will spend the
holidays with friends.
Mrs. j. +. Beckerjeck and chill
dren are spending the week with
relatives at Casselton. J. F.
spent Christmas there.
In the gold watch contest at
Strickler's Jewelry store Xmas
there were five within 40 seconds
of the time the watch stopped.
A Meyer will pay $500 a ton
for any old iron, will also pay
highest market price for old rub.
Der boots, shoes, brass and cop.
per.
DR.. Sherman, Fargo's leading
dentist, has secured a specialist
for making artificial teeth. He
NOW takes pleasure. in guarantee
ing you a perfect fit. New Ed
wards building, Fargo.
The Hope pioneer. [volume] (Hope, N.D.) 1882-1964, 1906-12-27

You will soon have to write it
1907.
Does your piano need tuning?
Ask Mr. Gardner.
Arthur LANCER spent Xmas
with home folks at Casselton.
Latest styles in fancy vests.
Kraabel & Kraabel
The Bankers Child at the
Opera House next Monday eve
ming.
The Masons and Eastern Star
will hold joint installation this
evening.
Girl Wanted - For general
house work, Apply to Mrs. w.
Fl. Sabin.
B. D. Wallace was transacting
business in Fargo the latter part
of last week.
Mr.. and Mrs. A. E. Robinson
of Sharon spent Christmas with
relatives in town.
Ray Hagan left Christmas day
for Minneapolis where he will
spend a couple of weeks.
Mr.. and Mrs. Gene" Warner
and family of Hazel, S. D., are
visiting relatives in the city.
M. N. Mallory left Monday
night for a fortnight's visit with
his people at Plainview, MINI.