davidaulloa/AmericanStories huggingface dataset:
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
TELLING THE CUSTOMER JUST
WHAT you WANT HIM TO DO.

While man has will of his own
you can make very little impression
on him with your sales talk.
When he begins to listen to you, he
relaxes his will, and you have him
under sort OF sales hypnotic influ-
ence. He Is willing to be under that
influence, and it is quite legitimate,
and yet that explains his real state of
mind better than anything else. He
has relaxed his will in your favor.
In that condition he is to slight de-
gree just like child who has been
charmed. He will do anything he is
told to do, but he will not exert his
will to do things for which he re-
ceives no suggestion. When the letter
salesman has worked his spell and got
his customer under the influence of his
argument, he is very foolish if he
abandons him, as it were, or leaves
him to do the final necessary acts on
his own Initiative. He won't do them
in many cases.
The skilled book agent, after having
worked his canvass up to the proper
point, clinches his order by putting a
pen into the mans hand and saying,
"Just sign your name right there"
1t is very important, as a principle
of psychology, to tell the person to
whom you write exactly what you
want him or her to do. If you want
him to send you an order, tell him ex.
actly how he is to go about sending it,
and provide him with the order blank,
the return envelope, etc. Some old
fashioned business houses insisted that
all money be sent by draft, money
order, or registered letter. The modern
business man says, PIN dollar bill to
this letter and send at my risk in the
Enclosed return envelope" The danger
of losing a dollar bill in the mail is as
nothing to the danger of losing the
order through the chance that the pos
sible customer will forget about it
while going to the post office to get the
money order or register the letter.
The influence of letter Is very small.
The thing to be done therefore should
be very slight. The whole operation
of making decision should be simpli-
fled to the extreme point, and the &C.
tual command should be given.
The inexperienced letter writer
nearly always leaves the matter in the
air, on the supposition that if a man
wants to give you an order he will GER
tainly find a way of sending it; but
the slightly higher percentage of re-
suits when the way is made easy may
make the difference between profit and
loss.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
The Right Way to Write L tters
C------ = - By Sherwin Cody --
Author of the System of How That Pull

his nose to the grindstone of1routile3
He doesn't know what personal sales
manship or salesmanship of any other
kind is.
Then he hasn't any imagination, and
wouldn't know how to use it. IL he
had It. .,.... :. w.. -, =. - +,
On the other hand, the actual travel.
ing man is used to talking fifteen min
utes to an hour (using 1900 to 5000
words), adapting his line of talk to the
one person before him, and when he
has to make his sales talk in two to
three hundred words, to an average Of
five hundred or thousand customers
instead of single individuals, he is
lost.
The trouble with the office man Is
that he doesn't know anything about
the customers, nor anything about the
skillful way a good salesman leads up
to what he has to offer: Hecan't evolve
knowledge of the customer out OF his
head. He must go out and see him,
talk with him, find out his point of
view, what his natural desires are, and
how it Is possible to lead him on from
something he naturally wants to start
with, to desire for what you have to
sell.
The real road salesman, who knows
all about the individual customer,
must learn how to condensation to
select his arguments, how to Judge
what will be most effective among his
many good arguments; and he must
learn to draw of the type, the average,
for the letter is not addressed to the
individual, but to the average, the
type. 1t is only to very slight degree
that each customer can be handled per.
sOnally and in an individual way in
letters, for the means Of knowing the
personal situation and point of view of
each individual customer are too
slight
But every clerk and every salesman
who will study these points with q
little thought can put good selling par
agraphs into every letter that is writ
ten-can at least put enthusiasm and
personality into the letters, so that
they seem to have some life instead of
being mere formalisms. The articles
to follow will tell you how.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04

Pinkhamb Vegetable Compound made
me q we'll woman and I have no more
backache. I hope can help Others by
telling them what Lydia E. Pinkham'S
Vegetable Compound has done for
me."-MRs. EMMA IMsE, 8SS FirstSt,
Milwaukee, Wis =; r. =, !, 49, e;
The above is only one Of the thou:
sands Of grateful letters which are
constantly being received by the
Pinkham Medicine Company Of: Lynn.
Mass. which prove beyond a doubt that
Lydia E. Pinkham's Vegetable Com
pound, made from roots and herbs,
actually does cure these obstinate dis
eases Of women after all other means
have failed, and that every such suf-
ering woman owes it to herself to at
least give Lydia E. Pinkham's Vegeta-
BILE Compound a trial before submit
ting to an operation. or giving up
hope Of recovery. :.
Mrs. Pinkham, Of Lynn, Mass,
invites all sick women to write
her for advice. She has guided
thousands to health and her
advice II frees ~ ,
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
Our Wonderful LANGUAGE.

"Out of sight in that gown, isn't
she?" observed q gentleman in the
balcony, pointing to Mrs. de- Koltay,
who occupied a front seat in one Of
the lower tier of. boxes. -
"Out of sight? Well, hardly. It
strikes me it is the other way about"
responded his companion dryly.
Which goes to show the elasticity
Of the American language, which says
one thing and means another. It also
shows-but, upon second thought, We
must respectfully but firmly decline
going into any further details.-Bohe-
milan.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
The Cause Of War.

The fair young debutante was sur!
rounded by an admiring crowd Of Of
flcers at the colonel's ball.. Mamma
was standing near by, smiling compla-
Gently at her daughters social sue.
cess. The discussion was over the
quarrel of the day before between two
brother officers.
what was the casus belli?" asked
the fair debutante.
Maud" exclaimed mamma in .
shocked voice. How often have I
told you to say stomach?"-Success
MAGAZINE.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
DEALING WITH HUMAN NATURE
BY LETTER.,

A good many of our staid, old, highly
respectable business houses are mighty
particular about having their letters
precisely correct in form and appear.
ance, but there is no more life in them
than in so many dry bones. Such let
tiers help business to do itself, but
there is nothing to make new business,
or even keep the old from dying out.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
PROVING YOU'RE NOT ALIAR.

There's no getting around the fact
that business is full of -misrepresenta-
ton. We know what a widespread sys-
tenn Of food adulteration the passage
of the pure food law revealed.
And yet there was honest food even
before the pure food law was passed,
and there are proprietary medicines
that really represent the great discov.
cries OF great doctors.
Every man says his product is the
best" That word means absolutely
nothing to-day.
There are fake businesses that exist
on systematic lying. They have found
method Of lying that will bring mon
ey returns. Their victims prefer to
keep quiet, and the world is so large
that it will supply new victims for
many: years to come. Not one of us but
has been victimized in some petty way
more than once.
Under such circumstances, is it any
wonder that some people are skeptical
about all advertising?
Apart from that, all of us are prone
to get over-enthusiastic about our own
productions. We hope they will do
such and such things, we think of it SO
long we convince ourselves that they
will do them, and If in a few cases
they do accomplish what we claim, we
jump to the conclusion that they will
do it in all cases, and in our advertis.
ing we make our claims accordingly.
Is it not up to us to prove our claims
the way we should be expected to do
in court of law? The world is a Jury.
and we must make out our case by evil
dence and not by eloquence alone.
Proof in letter writing is not only
testimonials, which may be perfume.
tory, or may be faxed. The mere stat
ing of facts by a business house of req.
utation may be enough. A bag made
Of this rainproof cloth has been hang.
ing In our office since the 10th Of last
December, and not a drop has oozed
through-this picture shows the bag.
That is proof. Facsimiles of five sue.
cessive cablegrams from the car of
Russia for So-and-So's Malt Extract
proves this well-known man found the
first lot so helpful that he continued
to use the extract. Facsimiles of large
checks representing important orders
placed by big houses after tests are
eloquent proof. They help to convince
you, yourself, you have good thing,
and they ought to have the same effect
on others. Give the world the proof
that has convinced you that you are
justified in going ahead.
Copyright. 1909, by Joseph B. Bowles J
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04

|. It is because they are using these old
dry-as-dust letters that they rely so
! entirely on personal statesmen and be-
lieve that doing business by letter is a
fallacy. :
| Making every letter a live salesman
is the new method that has opened up
the possibilities of business by letter.
Let us illustrate the difference. by
comparing two statesmen trying to sell
stenographer a homemade chocolate
drop machine.
A very stiff, dignifled and formal old
gentleman enters. He has been calling
on big trade" which he has worked
for 20 years past. The stenographeF
and the chocolate-drop machine are
something new to him.
He enters with a profound bow.
Il wish to interest you in our new
homemade chocolate-drop machine, by
which you can"
Il don't think I should care for it."
make very good chocolate drops
right in your own home without any
inconvenience Or"
II am sure shouldn't be interested
in the very least"
Thank YOU" Exit.
Enter the modern salesman.
II called this morning to present you
quarter-pound box of the most dell
cious chocolates you ever ate, with the
compliments of Lively & Co..
Nov, aren't those good-a great
deal better than Accent pail choco.
lates from the store?-Yes, 1 thought
so. They're the SO-cent kind.
you'd take some trouble to get 80.
cent chocolates for Is cents, wouldn't
; you?-probably walk mile or two
twice a week?
"Well, l made those chocolates yes.
terday myself with our homemade
chocolate-drop machine, at cost OF
Is cents for the materials for pound
My wife eats pound of chocolates a
week. Fifteen from eighty leaves IS
cents, the amount save each week
In five weeks I shall have saved 1926
which Is Is cents more than this ma.
| chine costs. You buy it on the install.
ment plan and pay me IS cents a week
for five weeks, just the amount you'd
save; and become an 80-cent chocolate
girl instead of Accent girl. Just sign
the contract on that line-nothing to
pay till the machine Is delivered
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
Longevity Of Various Tree.

longevity Of Various Trees.
Inquiry as to the general age OF
trees being put to an authority on for.
estry, it was said that the pine tree
attained 700 years as a maximum
length of life; 425 years was the al.
lotted span of the silver fir; the larch
lived 275 years; the red beech, 245:
the aspen, 210; the birch, 200; the ash,
ITO; the elder, las; the elm, 100. The
heart of the oak begins to rot at about
the age of 300 years. OF the holly,
it is said that there is specimen 40
years old near Aschantenburg, Ger.
manV
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
MAKING EVERY LETTER A SALES
IMAM. -, go,

There are two reasons why the aver.
age clerk doesn't write letters with
craftsmanship in them
In the first place, he never gets out
and sees the customers of the house,
but stays in the office all the time with
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
Similarity.

Similarity.
Gunner-Ths latest creation in fem.
mime gowns is covered with 500 but.
tons. What would you call such a
dress as that?
Guyer-Whew! ! think I'd call it
the contribution box"
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
THE HEIRS HAlR-MoviNc.

Mr.. White-1t's no use, my dear, L
shall have to have my whiskers of;
baby is pulling 'em out by the roots.
Mrs. White-How unfeeling Of you.
It's the only thing that keeps baby
quiet. Now you threaten to take the
dear's enjoyment away!
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
Plan Clubhouse for Cirls-

Fan CIubhouse tor Girls.
"A project is on foot to found SO.
cial clubhouse for the girl students OF
Boston. During the last school term
there were said to have been 10000
girls and women studying in that city,
The persons at the head of the pres.
ent movement believe it would be a
great safeguard II clubhouse. on the
lines proposed could be established.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
Met, tho Issue eauanalv. ,.

- Met tho Issue 9qNarely. . =.
Are you in favor of changing tho
date of the day of Inauguration!
II am" answered the senator nd.
dressed. -::Quote. me to that effect
Put me down % record. Its i harm
les issue" ts - . :. !
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
Out, Of It,,

@ft(i~NS u WI It ~
Mrs. Brown says that she'll newer
wear one Of those 5O0-button. sowns;:: =
i'Why not?".'.:i..,t-,. e.::~, ~; ,,=.
Her husband han only one arm"
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04
AFTER.
SUFFERING St il III y'|il|li
saEt S5Ssli3ys s.i.'tt1t. 4
- Il y -
:: one / I E.. YEAR / i!
:calred by.. lydia E.: Pink;
hams Vegetable Compound

Milwaukee Wfa -"Lydia II. Pink,
hams VeRet6b16 Conpound has made
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-04

m0s4 W0n woman
and Iwoqld like to,
tell theWho world.
of 1T. I. suffered
| fromfemalet trouble,
and fearful peinsin.
my back. .1haQ ting:
hest doctors and,
they. an decided,
that I had a tulnot
+ In addition to my
female trouble, and
|. advised. an opera:
|:tion. 'Lydia E..
The Washington times., 1909-04-24
UNITARIAN CHURCH
WILL HEAR DR.. TROOP
Boston Congregation May Issue
Call TO Former Episcopal
Minister.

The Rev. DR.. G. w. II. Troop, who
recently withdrew from the Episcopal
Church and embraced Unitarianism. has
accepted an invitation 10 preach to a
Unitarian congregation OF Boston,
Mass. on two Sundays in May
DR.. Troop stated today that he would
probably leave early-next week for Bos-
ton, where he win address one Of the
largest Unitarian congregations in that
city on May Is and % 10 is his plan
% connect himself permanently with
the Unitarian Church, and he viii re-
main in Boston until ne receives a cali
from a congregation Of the Unitarian
denomination
IL IS probable that ne vii receive a
call from the church I'm Boston, which,
on May Is. is TO listen 20 his first SER
mon before a congregation Of Unitari-
ans. and IL is for this reason that DR..
Troop does not care at this time TO dis
close the name Of the church
The Washington times., 1909-04-24
Pin1ltco Entries

Firse race-TWo-y -year-olds; selling
four furlones. Miss Lois, 100; FMex2-
ana 1O4: Tom Melton, ~. +Gerando, w.
Miss Otoole. %, Miss Knickerbocker'
%: sJessica. q: Culpeper los; Love
" Watches, 106. +RacebrOok, 81; Compton
l02: Autumn Girl, l03.
Second ce-Three-year-olds selling;
six furlongs Pocotaligo. 105: Brown
Tony los; Intervene, l02: eChepontuc,
100: sElizabeth Sweeney. 80; Lucille k.'
100; Hanonia. 100; MsLim Gun. bl9'
Xebec, lG2; Black Nose. 102; Nethermost,
lO2: Otogo, 10j; Sumner Night, 30;
Bethlehem, l2
Third race-Hotel Herman Purse; three
year-oids and upward; one mile. Mar
tin Doyle. IL; Live Wire, ~; Juggier,
l09: Nick Stoner. 100; Berkely, le9i
Gowan, 112; Statesman. 100.
Fourth race steeplechase; four-year-
oIds and upward: about two miles
Toots. i46: Ben Cole, 132; Black Bridge
132: Racilia IA; Sparker, l52; Beggar-
man. 132; IStelaland. lB; fWild Re-
frain. l30.
Fifth race-Tbe Driving Park Iandi-
cap; three-year-olds and up, SIX tur'
longs Personal, 50; Red River, l09
JIG; Beaucoup, l05; Takahira, 100; Chief
Hayes. le.
Sixth -year-olds and up
ward; selling; one mile and sixty yards
Perseverance. 1l0; Lady Isabel. 106i
Queen of the Hills, III: John Garner
10: sBelle Scott. 100; jeanette NJ, 81
Bobbie Kean. 116; ~Campaigner, 105; Rio
Grande, 10; Montrose. 108.
Seventh race-1'hree-y -year-olds; selling
six furlougs Ruxton, 105; %Ruble, 100
sEustacion So: spanish Prince, 81 LlaE
De Nayles l02: Wild Willow. l09s 40
nation. IS; G eat Jubilee. l05. sQuantlc6
100; George " LebOlt. 1G2; Dispute, le5
Teddiugton. l05. Michael Beck, 10
Court Lady, 100; IndOmitabie, 100
Track cOol and heavy.
Apprentice allowance claimed.
4Stellaland and Wild Refrain, Garth
entry
The Washington times., 1909-04-24
VIEW CoNsTNrNoPE sULEYMANIE MOSQUE Foreground

were all the residences in the neighbor-
hood
The only foreign pfoperty believed to
suffer greats damage was the Belgian
legation. the grounds OF which were
occupied by group of reactionary sol
diers. The legation building was rid
died. but no one within was hurt
The American legation is now sur
rounded by a guard of Young Turks,
as are the other legations. there still
being grave danger from a fanatical
uprising There is absolutely no dan
ger from the soldiers. as the last ele-
ment OF strength of the reactionaries
has been crushed. As the foreigners
have been largely in sympathy with the
Young Turks. the latter are treaSiog
them with every consideration.
Calmly Trust To Fate.
The fataIistic nature of the Turkish
people was never better illustrated than
in numerous Instances today of the
utmost Indifference OF the people to the
fighting that was in progress in dan
gerous proximity to them. In the shops
that kept open. trading continued as
usual. many of the people believing the
DEGREES of fate re inexorable. and that
thex could not die before their ap-
pointed time, regardless of what risks
the took
Looks For Peace Now.
/ Hslid Bey. probably the most import
ant and authoritative member OF the
Young Turks party. declared after or
der had been partially restored:
we are extremely anxious that no
personal injury come to the Sultan,
but it is impossible TO expect a con-
tinuation of loyalty to him. We have
reason to believe that new Sultan
will shortly ascend the throne, one
who. will insure our tranquility and
progress"
Ambassador Leishman. as soon as the
garrison had surrendered. made a her
ried trip of investigation through the
city. visiting the hotels and American
quarters. but ne found no case TO cal
for official action oDehis part.
Cheftek Pasha was in command OF the
i Young Turks. He himself is not
Young Turk, but he led them in the
battle because Mai Bey. their chic
general. took upon himself the task o
patrolling the city without the zone o
> battle. to prevent mob violence frou
! starting. II was feared that IL the pop
ulace once began rioung. one Of tn
Z darkest pages in Turkish history woulc
be written, Niazi Bey did his work s.
thoroughly that late this afternoon I
was declared that there was no DANCE
OF an uprising by the fanaucal Moham
medans.
Maxim Pasha was supposed 10 be tn
leader OF the garrison forces, but h
was not in evidence in any Of toda VI
, fighting.
The Washington times., 1909-04-24
GOOD WILL DISCUSS
THE GAS SITUATION
Iowan to Address Chamber of
Commerce Public Utilities
Committee.

The gas situation in the District will
be discussed by Representative Good
Of Iowa at a meeting Of the public
utilities committee Of the Chamber or
Commerce. which will be held Monday
night.
The meeting viii be The second of the
series of hearings VII oh the committee
is to hold between now and November
on the subject Of gas. Mr.. Goods re-
marks will be recorded in. that portion
Of the hearings which will be recorded
stenogra phically-.
Several other speakers are slated for
Monday nights. meeting. and q large
attendance OF the members OF the
chamber as we'll as citizens is desired.
Walter G. Balderston. chairman of the
committee. VIII preside.
The Washington times., 1909-04-24
BLOODY BATTLE DUE
TO SULTAN'S TROOPS
Reactionary Soldiers Resisted
Force Of the Young
Turks.

VIENNA. April 24.-Constantinople
dispatches lay the blame for the bloody
battle in the streets of the Turkish CAPT
tai on the reactionary soldiers. who re-
sisted the Young Turks occupation Of
the city when they knew the odds were
overwhelmingly against them.
BY this resistance they are believed
to nave jeopardized the sultan. and 20
have made his deposition certain The
Young Turks had planned a peseeable
occupation OF the city, rat the moment
the reactionaries fired IN the Young
Turks the latter sent word to their
headquarters without the city to rush
in the troops without further delay.
The Washington times., 1909-04-24
TOURISTS HURRY ON
FROM BATTLE Scene
Americans Leave Hastily for Ath-
ems, Escaping Harm at
Consfantinorle

NEW IoRK. April 24.-cook's Tours
Agency here received--a cable today
froln its Constantinople representative
stating that the party Of American tour
lists that arrived there April q left
hastily for the next point on their
schedule, Athens. on account of the
battle.
The message merely stated that all
members OF the party were well. and
that the fighting had caused them moth
ing more than the inconvenience Of cut
ting out part OF their sightseeing pro-
gram in ConstantinOple.
The Washington times., 1909-04-24
MAY ASK PRESIDENT
TO STOP MASSACRES'
Seek End of Slaughter--Senator Burton Gives
Views ef Peace Court

Guided not merely the more advanced
nations, but such countries as Turkey,
Persia, Afghanistan and Santo Do
mingo."
At O'Clock the Selegates went in a
body to the White House. where they
were received by President Taft, him.
self member of the society. Tonight
at Z o'clock the society's annual ban
nuet will be held
The Washington times., 1909-04-24

There f. onIr One "BRoMO aUININE"
That is LAXATIVE BROHO QUININE. Look
for The signature Of E ". GROVE. Used the
world over 20 Cure q Cold in One Day. &c
The Washington times., 1909-04-24
SPECIAL NOTICES.
HERE'S 4 COMPETITION


HERE'S A COMPETITION STINGER.
"A leather bindings, magazine size, from 81 up
AUTOMOBILE NAIJCES S-.-....--......-- >
PRICE -...----r-.---- SltS
How can we do il al that2 Shl Ne know new
HODGES BIG BOOKBINDERY. 4-o-22 urh-
ap23-S1t
OFFICE OF THE I.1ANSTON MONO
TYPE MACHINE COMPANY, 12Sl
CS1lowhill Street, Philadelphia. April 4,
NoIders of the LSnst5n Nonotype Ma
cfsine Company viii be held at me Office
of Francis L. Smith. Esq. l23 s. Royal
St, Alexandra, Va, at TWELNE Z
O'CLOCK NOON. on THURSDAY. the
9Th DAY OF NAY, 1903. for the purpose
of electing a Board of Directors 10 serve
for. the ensuing year, and transactlng
such other business as may properly
come before It Transfer books viii be
closed on April 24th It twelve o'clock
noon, and will be reopezed on Nay 11th
at ten o'clock a. m. BY order OF ths
Board of Directors.
W. ARTHUR SEsLLMAN. SecRetary-
an19-1Sr