davidaulloa/AmericanStories huggingface dataset:
The Western news. [volume] (Stevensville, Mont.) 1890-1977, 1906-08-22
"Make Hay While the Sun Shines" "

There is a lesson in the work of the
thrifty farmer. He knows that the
brig hit sunshine may last but a day
and he prepa res for the showers which
are so liable to follow. So it should
be with every household. Dysentery,
diarrhoea and cholera morbus may at
tack some member of the home with
out warning. Chamberlain's Collie,
Cholera and Diarrhoea Remedy, which
is the best known medicine for these
diseases, should always be kept at
hand, as immediate treatment is nee
essary and delay may prove fatal.
For sale by Corner Drug store.
The Western news. [volume] (Stevensville, Mont.) 1890-1977, 1906-08-22
Auction Sale

! will sell at public auction at my
ONE on Fifth street, Hamilton, on
Saturday, September l:
2 span work and drlvlng horses.
4 sets harness.
2 good Mitchell wagons.
3 buggies.
mich COWS.
2 yearling neifers.
l yearling colt.
l drag woodsaw and horse power.
] set blacksmith tools.
Household goods and other articles
too numerous to mention,
Sale to beg in at 2 p, m. sharp.
LEWIS FREDERICKSON,
f. j. NORRIS, Prop
Auctioneer. 45-2t
The Western news. [volume] (Stevensville, Mont.) 1890-1977, 1906-08-22
Notice to Farmers and Others.

"Sec. 1859. Every person who will
fully leaves open gate leading into
or out of any enclosed premises,
whether inclosed by a lawful fence or
not, is punishable by fine not ex-
ceeding twenty-five dollars"
The above law will be enforced, as
it causes great inconvenience to cattle
men, when driving stock.
LIONEL E. MANNING,
42-4t Stock Comm'r Ravalli County.
The Western news. [volume] (Stevensville, Mont.) 1890-1977, 1906-08-22
The Standard Millinery

Have just received an exclusive line
of up-to-date peticoats and the never
break non-rustible silver steeled Cres-
cent Corset. Get prices on our sta
tionery before buying elsewhere.
MCGEE & CHILLCOTT,
South Second street, next to Frank
Morris law office. Att
The Western news. [volume] (Stevensville, Mont.) 1890-1977, 1906-08-22
Notice to Teachers.

The regular teachers examination
will be held August 3lst and Sept
enber lst 1906, at the court house
in Hamilton The examination be-
ginning promptly at 8:30 a. IN.
Al 1t MABLE G. BEAN,
Co. Supt
The Western news. [volume] (Stevensville, Mont.) 1890-1977, 1906-08-22
Attest
Born.

Lyne-To Mr.. ana Mrs. A. w.
Lyme of Darby Aug. +, boy.
Osborne-To Mr.. and Mrs. Lowell
Osborne Aug. II, girl.
Hart-To Mr.. and Mis-. Fred Hart,
Aug. 10, girl.
The Western news. [volume] (Stevensville, Mont.) 1890-1977, 1906-08-22
Filed For Record.

Deed-F. B. Tanner and wife to
Laura B. Waldo, 6 acres, Darby; 81.
Deed-Mary A. Gallogly to James
Gallogly, 100 acres, Ross Hole; S1.
Los Angeles herald., 1906-05-27
Nv H.rhert z. price

IN this life everyone has got some
thing to sell IN order to get much
TO give in exchange for the money
he takes in to give as an equivalent
for every dollar received. Each store
has it's various lines Of merchandise
for sale. It is from this source they
derive their existence, they get their
profit and are enabled to pay the en-
ployes their salary. The question then
presents itself to every sale person
that IL they have got something to sell
what is their merchandise and their
assets? Their merchandise and assets
is to know how to handle the general
public, to produce and sell goods, and
Just as the quality of merchandise in
each store determines the price they
shall be sold for, just so does the
quality of salesmanship that each in
dividual person is capable of manufac-
turing and delivering to their employer
determine the number Of dollars they
can place in their pockets
The Successful and Unsuccessful
In every branch of business today
there are two distinct classes of peo-
pie, viz, the successful and unsuccess-
full the experienced and the mex
perlenced. The successful, because they
commenced their business career by
seeking out for their daily occupation
that which they considered them
selves best adapted to. and training
themselves thoroughly in that particu-
lar work. The unsuccessful, because
they formed no purpose in life. but all
lowed themselves to be led into their
calling; they did not seek it; they did
not take hold of the oars and row up
the streams toward the shore upon
which are to be found the priceless
treasures of success. Consequently
their everyday Guties possess no fas-
cination for them; they take no interest
in their work, nor look for opportunities
to advance. They are just about as in
experienced as the day they COM
menced.
write for those who have selected
salesrnanship for their vocation and
who aspire to success in this occupa-
ton.
The SaIesperson's Responsibility
All salespersons should first ap-
preciate the fact that they are not only
responsible for their own success, but
also that of their employers. Concerns
who have conscientious, diplomatic and
well trained salespersons can't fail to be
successful. This must certainly be con-
ceded as logical. But consider for
moment what a whole store full of dis
interested, don't care, shiftless sales
people would mean to a firm. Abso-
Los Angeles herald., 1906-05-27
Enough Sell Almost Any Article When You Know How Do

tant feature. What does loyalty mean?
It is this: That clerks will never
speak disrespectfully of the firm who
employ them, Of the sign over the
door; while they work under the roof
of their establishment they will be
loyal to them. They should never re-
main in a place where they are not
perfectly satisfied, where they have
lost confidence In the goods. where they
are always dlsgruntled or annoyed
for they not only hinder their own
prospects, but create a feeling of dis
satisfaction among their associates
also and injure the business generally
1t is only right that they should ten
der their resignation, or go to work
with a loyal, willing heart.
Every salesperson should give in ex-
change for their salary, experience,
education, Judgment, politeness, hon
esty, truthfulness and loyalty. These
are the virtues and accomplishments
they sell when they engage themselves
to any concern. Then there is LOYALTY
to the goods-being unable to recom-
mend a piece Of F7ods or anything else
that is not perfectly right. Loyalty to
those I'm authority over them-the buy
er, superintendent or whoever they
may be. If they tell them anything
for their personal interest, they should
listen attentively, and have an appre-
citation and gratitude for any one who
is willing to aid them in their business,
and by their kind advice assist them
to get their foot upon the next rung
of the ladder of success.
Stand by One Another
Loyalty also means this: They will
never speak disrespectfully or unkindy
to a fellow clerk, or do anything detri-
mental to his or her success. They
will not become selfish in their mo-
tives, but realize that the clerks next
TO them are just as anxious to succeed
as they are, and the taking away of
customers from them for their own
self-gra tifcation without any regard
to their success simply signifies mar
row and uncultured nature.
On the contrary they will cultivate
an unselfsh, kindly and sympathetic
disposition. Such a spirit as this pre-
vents friction behind the counter which
always keeps the mind disturbed, and
where such things prevail the best res
suits are not obtainable.
In closing this article upon sales
manship quote a verse which | think
is an excellent motto for everyone
to keep before them:
If you strike a thorn or rose,
Keep a-goin';
If it halls or If 1t SHOWS,
Keep a-goin';
'Taint no use to sit and whine,
When the fish amt on your line,
Bait your hook and keep on tryin'
Keep a-goin'.
Los Angeles herald., 1906-05-27

whether they are earning what they
pay them or are entitled to more. If
they are q good salesperson II will not
take them long to become a valuable
acquisition to the store, and they VIII
receive what Is their just reward; but
don't expect to reap rich harvest
after two or three months service.
Look to the old world and learn a
good lesson in patience. In Europe It
is the custom today, and has been for
many years past, that an applicant
tile business must have an influence
to obtain a start in the particular es-
Establishment selected. and in many
cases pay a premium and give their
services for two or more years in order
to learn the business. This Is true
with many of the leading houses at the
present.
An Ordinary Education Necessary
They must have an ordinary educa-
ton. BY that l mean they must know
the elementary branches Of legible
penmanship and plain figures. The
knowledge Of multiplication, addition
and subtraction are the necessary
things for them to be well armed with
7 know numerous persons who have
lost their positions because they could
not write out a plain, intelligent sales
slip or figure correctly. They must
rot be satisfied because they can sell
two neckties at % cents or half dozen
spools of cotton at 5 cents and figure
the total in their head. Any dummy
can do this. But become so proficient
that they can figure rapidly and cor
rectly so many yards of goods and a
fraction at 12k 1874 cents a yard, or
whatever the price may be.
Neatness of Appearance
1t should not be necessary for me
to say anything pertaining to neat
ness, but some salespeople treat this
essential very lightly To cultivate
the habit of neatness is one of the
most important things to do. There
are certain lines of business where
untidness is not noticeable but in
selling goods salespeople come in con-
tact with people of refinement who find
a great deal of comfort in having neat
appearing saespersons wait upon them.
l have noticed some men upon seeing
move from their mouth a fist-full of
tobacco and prepare themselves to
wait upon her with a breath sufficient
to drive the customer four or five
blocks away. Fine clothes are not so
necessary to neatness, but keeping the
whole person in attractive form.
AS to Loyalty
In salesmanship it seems to me 10y
atty sums up practically every impor-
Los Angeles herald., 1906-05-27

higher position by becoming ac.
quainted with the goods they are sell
| ing. They should learn how they are
made, become familiar with every pro-
cess Of their manufacture. and every
detail that will be of service to them
in selling the goods They should show
the customer that they know then
business and that they talk from a
practical experience
Can BE Divided in Two Glasses
First. As to the ability Of man or
woman to take hold of the general
public-to have the tact Of drawing thu
general public to their store-to please
the general public, and to have the
ability to induce them to look at the
goods after they have once crossed
the threshold of the store, and get them
to purchase.
Second. The ability of a man or
woman when customers are standing
before the counter to take their minds
away from everything and interest
them, shall say, in the personality of
the goods they have to sell. Know
how to introduce the goods properly,
create the introduction into attention
the attention into interest-interest
into desire, and the exchanging of the
goods into money.
Personality
Personality is a most essential requi-
site to good salesmanship. Personality
means the qualities that enable per-
son to enter into sympathy with the
general public to stamp personality
and service on their minds so forcibly
that when they think of buying an
article the store Immediately flashes
across the mind of the intending pur-
chaser. and their next thought finds
them standing before the counter.
No man or woman who lacks per-
sonality in craftsmanship can ever eX-
pect to be successful. They had bet
ter seek some other occupation. Their
income is based on the goods they SELL
and the impression left with the shop
ping public is going to decide how
much business they are going to draw
to the establishment. The more GUS
toners they can get hold of to build
up the business the more goods they
are going to sell, and the more goods
they sell the greater will be their re-
muneration.
Taking an order and waiting upon a
customer is not salesmanShip. Having
once done this, it requires tact, intui-
ton and judgment, and these elements
must be realized when commencing to
introduce goods. There is no such
thing in salesmanship as changing the
expression of ones face if customers
don't buy: of making them feel uneasy
ii they do not lay their money on the
counter. Men and women who follow
Los Angeles herald., 1906-05-27

| lutte failure. Every salesperson is re-
| sponsble for the quick disposal of
the goods he or she Is selling, there
| fore II behooves them all to do their
best IL they put into their work their
life blood make up their minds that
they are not going to be half a sales
person, but a salesperson in every sense
Of the word, there can be but one re-
suit. The employer Is going to benefit
by It. and they i'm return will reap their
share Of his prosperity, but no firm can
make his or her position lucrative If
they are not prosperous.
The Spirit OF Cooperation
Having this sense Of responsibility,
then 1t will enthuse and produce the
spirit of cooperation. Every man and
woman interested in this subject must
realize what cooperation means I'm our
great establishments of today-and not
only the immense emporiums that en-
ploy thousands Of salespersons, but
also the smaller stores. How neces.
sary II is that the employer and en-
ploye work together for the success Of
the business. The employer sees to it
that the proper goods are bought to
sell: he has to meet the great expense
of the business. the losses, and carry
upon his shoulders the financial bur
denS Inc duty OF SdleSpeTSOnS is 10
sell the goods and by their untlring
efforts enable the employer to meet his
many obligations as well as make the
business successful Both must CO.
operate one with the other.
Keeping these two important
thoughts uppermost i'm our minds let
us review then a few of the most neces-
sary essentials to successful salesman
ship.
BE Alert for Opportunities
A good deal can be done by seeking
opportunity and improving it.
Sitting under a cherry tree with
ones mouth open won't catch much"
said Moody; "get up the tree. friend,
and give the branch a shake"
1t is strange how many prefer to sit
down and grumbe at hard luck. and
go away with empty hands. How
many people there are who at the end
of few years employment are just
in the same position as they were at
the beginning. Their excuse is, they
have had mo chance" Some of them
are hard workers, and perhaps very
conscientious, but the difficulty haa
been that they never looked for oppor-
tunities They did the work as they
were told, as it was planned by some
one else, with probably no more brains
than they have. They never thought
of planning, offering suggestions to
their superiors, doing their work more
thoroughly, and seeing wherein they
could benefit themselves. Salespersons
should fit themselves to take the next
Los Angeles herald., 1906-05-27

The so-called patent medicines iOr
children are frequently for diarrheal
diseases, for Group, for cholera infan-
tum and for troubles which, If un-
checked, might result in dphtheria,
and the decrease i'm the deaths among
children is the most marked in these
diseases. There are no patent medi-
cines for scarlet fever, or typhoid fever
and these show the least decrease.
The greatest need of the day in
the way of legislation protective of hu-
man safety and of health and life is in
a law absolutely prohibiting the dispen-
sing of medicines by physicians except
the afflicted know, or the dead speak,
of the health department of American
cities and of the experience of all VINO
are i'm a position to know, in testimony
of medical incompetency or careless
ness of a degree and kind productive
of results compared with which all
evils associated with domestic reme-
dies and counter prescribing are
dwarfed into insignificance," says the
Western Druggist. IF the medical
gentlemen back of these evils will first
do their part in eliminating the sources
of danger to the public from their
ranks by supporting bills prohibiting
the dispensing of medicines by physi-
clans, or In case of such dispensing
and of a fatal termination, requiring
that the services of the coroner be in
voked. 1t will then be in order for
these medical reformers to grapple the
question Of reforming the drug trade. "
Los Angeles herald., 1906-05-27

I the customer, give them a second to
look at the goods and simply say, that
is the nearest thing in stock to II to-
day." and In fifty per cent Of the cases
a sale will be made. Even II this is
not the result the goods have been adj
Vertised, the customer interested with
the clerks attention and Willingness,
and an impression left on their mind
such as Will cause them to return for
other goods.
Must Not Overlook Honesty
Poor Richards saying, Honesty Is
the best policy" should ever be up
permost in their minds In endeavor-
ing to force a sale stick to the truth
from the very commencement. Never
allow any misleading expressions to be
used in describing the goods or the
values Because some customers may
look easy. don't take advantage of
them. They may he a good deal
smarter than they appear and very
quick to detect untruthfulness. Be-
sides they may unconsciously come in
contact with some one who knows
more than they do about the article
they are selling. Honesty can have
but one result, that is the gathering
around salespeope of customers who
will go away every time they visit
them full of praise for tho way they
are treated. the manner in which they
conduct their sales, Il firm believer in
their employers goods aud prices and,
what is more valuable than anything
else. a great respect for them person.
ally.
Have self-Reliance and Courage
They must have self-reliance and
courage If they never have any faith
in their own powers they never amount
to anything. If their attempts are
half-hearted and they have the idea
that they are going to fail, nine times
out of ten they will fail. But If they
go at it in a determined, confident way,
saying to themselves, II will succeed"
they usually will. But don't let self
reliance be confounded with conceit.
To think they can sell goods better
than anyone else implies conceit but
to feel they have the power to try and
sell them as well as anyone signifies
a confidence in their own efforts.
They must have sufficient courage to
proceed in the face of great obstacles.
They must not become pessimistic in
their views simply because they do not
advance as rapidly as they think in
their estimation they should. Rome
are obliged to show results before they
receive an increase in salary. The
superintendent of every large estab-
lishment is in touch with the sales of
every individual person, and he knows
Los Angeles herald., 1906-05-27

| out these ideas are no salespersons.
| They must get away from the physical
or mental forces II they are to incul-
cate into their business the ability to
invite. suggest, interest and lead the
customers to decide whether they will
purchase. once having introduced
goods properly sale is half made.
The Attitude Of Indifference
There Is apt to be among many sales
people today an attitude of lndiffer-
ence. of disloyalty; one which repels
and disgusts, and which to men or
women shopping is positively nauseat-
ing and annoying. People of this type
are making a milestone of their labor,
rather than stepping stone to reach
the highest point and get the best sal
ary. The correct attitude of a sales
person should be one that inspires and
electrifes and impresses every GUS
toner with attention and interest In
the business as well as in them. One
of readiness alertness, promptness,
willingness and that bespeaks for
every clerk to say at all times:
Madam, II is pleasure to show
you these goods whether you buy them
or not"
Don't Argue
Argument is that which arouses and
stirs up the combative forces in an
individual. 1t is that which sets will
power on a keen edge and makes men
and women rebelious. A good sales
person will learn to be a Judge of
human nature. Experience will teach
them. il they make study of 1t, to
gauge how much he or she can do
with an individual. how far they can
go, and above all when to stop. Their
own judgment and knowledge of the
goods may tell them that they are
absolutely wrong but nothing annoys
a customer more than to have a clerk
argue with them, so it is wise to cut
out all argument when trying to win
customers favor.
Don't Ask Too Many Questions
1t is not good policy to ask GUS
toners the questions. How much do
you want to pay?" How much have
you got in your poCketbook? These
are familiar questions today in every
store. AS long as clerks are selling
goods or intend to remain behind the
counter they must avoid such ques-
tions. and say to themselves as they
straighten up, How much ability do
| possess to get the customer to buy?"
It is ability that sells goods and not
how much their husbands or mothers
have given them.
When just the goods asked for are
not in stock they should never resort
to questioning. Reach out and get
the nearest thing to it, lay 1t before
Los Angeles herald., 1906-05-27
Latest Books for
the General Reader

~ OBERT HAVEN SCHAUFFLER
TX may not be the most skillful lit
erary craftsman in the world, and
he certainly does mix up his German
dialect, though in the tongue of the
Naterland he Is at home. But he has
the soul Of the musician, and In the
Interpretation of it's language he Is an
adept. Where Speech Ends" is a love
story OF music and musicians Of great
tenderness and beauty the ordinary
reader will like Il for the love interest,
but the muslcally inclined viii reVel in
Los Angeles herald., 1906-05-27

deaths among children: a decrease of
1911 deaths on an increase of 5S9 TO
practically 100000 population. Chicago
is city that assimilates and Amer
icanizes all kinds and conditions of
people.
Headache Powder in Car Lots
In a year more soothing syrups are
taken by Chicago babies than by the
babies of half dozen states that might
be named. Headache powders" ale
taken by the carload in the course of
a year in Chicago and Chicago con-
sumes its full proportionate share of
the alleged "adulterated" foods. If
there is city where evil effects from
patent" medicines and "aduterated'
foods would be shown, it is Chicago.
Yet in Chicago the average term Of
life is increasing steadily.
According to the bulletin of the Chi
cago board of health the average age
at which death occurred in 1869 Chat
is the average of the ages of the per-
sons who died that Year, was 13 years,
10 months and 2S days. In 1875 the
average had raised to 16 years, .
months and II days. In 1885 it was 20
years. four months and five days. In
1895 it was "a years, seven months and
nine days, and in 1905 it was 81 years
tNIl illoll Iio anu oIle uiS' ~ Iile pVliO'
1S66-1S75 the Chicago death rate was
23.S6; 1S76-1SS5 it was 20.30: in 1885,
1895 it was 20.09 and in 1S96-1905 it was
14.71.
A Significant Fact
1t will be noted that the death rate
decreased more rapidly in the decade
of "adulterated" food and patent
medicine than in any other decade.
The death rate for children for 1890
and 1900, from certain diseases, was
as follows:
Los Angeles herald., 1906-05-27

"How was the operation, doctor2"
"A perfect success I'm every way"
Patient getting along nicely, / sup
pose?"
well, as a matter of fact, can't
say he is; ne died. Princeton Tiger.
Los Angeles herald., 1906-05-27
Polk's Interpretation

In 1876 President Polk vetoed a river
and harbor bill because II contained
appropriations for the great lakes,
which he thought were unconstitution-
al while those on the seaeoast were
not Mr.. Corwin said that according
to Polk's theory II was not necessary
to consult a profound lawyer In respect
to the constitutionality of river and
harbor bill, but to employ a chemist TO
determine whether the water was salt
Los Angeles herald., 1906-05-27

In salesmanship it seems to me 10y
atty sums up practically every impor-