davidaulloa/AmericanStories huggingface dataset:
The Greeley tribune., 1909-11-18
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Banquet
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MONDAY MS l.
features We're
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rg series TO be
Fortnightly club
was appointed d:
plan for a CEN :
m of the char :
Of this city ON :.
.enator James
the following :
et On the COM :
J. Lace Mayor :
Charles r. Car g;
hen, of schools, :.
county Judge, =
PRESIDENT of the =
rb. R. W. De- :.
3sn OF the coun- :
trs, and r. G. =
ruler of the :
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The Glenwood post., 1909-06-05

King Edwards brown colt, Minoru,
justified his name, which is Japanese
for success" by winning the derby
on the EPSON track May 26th.
Angry because he had been whipped,
Carroll Pierce, aged sixteen, shot and
killed his stepfather, Park Willard,
at Frederick, Md Then he surren-
dered to the police.
Personally conducted touring par
ties under the management of mo-
tor car manufacturing concern are be-
ing organized in several sections Of
the country.
nitro-glycerine factory of the Du-
pont Powder Company. located at
Howard Junction. five miles south of
Bradford, Pa. exploded few days
since. Two men were blown to atoms
and much damage was done.
On the ninety-ffth ballot. after a
deadlock that lasted many weeks, the
Illinois Legislature, May 26th, elected
Congressman William Lorimer of Chi
cago to the United States Senate to
succeed Albert J. Hopkins, whose term
expired Marth 4th.
The widow of Robert Ingersoll will
secure $138,00O from the estate of the
late Andrew C. Davis of Butte, Mont,
being the amount Of fees for legal SER
vices by Colonel Ingersoll that have
been in litigation nearly twenty years.
The Zeppelin H., the dirigible which
is to replace the airship destroyed at
Echterdingen last year, had most
successful first trial at Frederick
shafen. The Zeppelin II. is ordered
for the German government and will
soon be taken over by the authorities.
There is trouble coming for aero
plane builders in this country who
shall attempt to put their machines on
the market The Wright brothers
claim the basic patents on all ma,
chimes of the bi-plane pattern "aero
curves" in the main sustaining planes
and practically all of the flying ma
chimes in America which have thus
far flown or have given promise Of fly
ing are Of this general design.
The Glenwood post., 1909-06-05
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
aDce, but there is no more life in them
than in SO many dry bones. Such let
ters help business to do itself, but
there is nothing to make new business,
or even keep the old from dying out.
1t 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 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 homemade chocolate
drop machine.
very stiff, dignified and formal old
gentleman enters. He has been calling
on big trade" which he has worked"
for 20 years past. The stenographer
The Glenwood post., 1909-06-05
TELLING THE CUSTOMER JUST
WHAT YOU WANT HIM TO DO.

While man has a 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 a sort of sales hypnotic intiu-
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 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
inclosed return envelope" The danger
of losing 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 a decision should be simpli-
fed to the extreme point and the ac-
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 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 Glenwood post., 1909-06-05
HOW TO TREAT AN IRRITABLE
CUSTOMER.

The writing of complaint letters"
has become almost a profession in it.
self where considerable volumes of
business are done by letter
Things will go wrong even in the
best regulated business houses, and
when errors are made they must be
adjusted
Some customers are naturally
cranky and cross. but the orders they
send are just as acceptable as those
from the most scrupulously polite and
good natured.
One dissatisfied customer may drive
away score of satisfied ones, and
cause a loss of hundreds or thousands
of dollars worth of business. 1t is
therefore a very important duty in
every business to- quiet the kickers,
and to understand the art of writing
pleasant letters to persons who are
disagreeable.
A young man employed in the claim
department of a large express com
pany once went to his superior with
ferociously irritating letter from a
dyspeptic old shipper. Said he:
Il simply can't stomach vicious
personal attack like that 1t makes
me mad clear through, and | can't an
swer his letter sympathetically and
politely"
You are hired expressly to write
pleasant and courteous letters in an
swer to just such insults, and if you
can't perform your duties, we shall
have n mako pbapppr
A pleasant and sympathetic letter
was written. and the next day the
irritable old shipper came in. Said he:
Il know | am an abusive old crank,
but it's my nature to kick, and | send
all my business over your lines for
the reason that you are always so
good natured, whatever | say to you"
Many people are unreasonable, un-
just, and offensive, but half the time
they don't mean what they say. To
ignore their complaints makes them
worse than ever. A full, careful, SYM
pathetic explanatory letter is wortil
its weight in gold, and every corre-
spondent should learn how to write
such letters. They mean self-control
first of all. Unless you can make
yourself feel pleasant, you can't write
pleasant. And such letters require a
lot of trying. 1t is hard work to write
them. But any one who will work
hard enough can learn to be pleasant
| in letters.
The Glenwood post., 1909-06-05
GENERAL NEWS.

John F. Stevens has resigned as
vice president of the New York, New
Haven & Hartford railroad, and will
go to the railroad systems of James
j. Hill. Stevens will make an extern
sive report on the Hill roads, and then
become the head of either the Great
Northern or the Northern Pacific.
1t has been discovered that the earth
quake of May oath so badly damaged
the Mclean college at Bloomington,
ILL.,, that it will have to be rebuilt.
The United States Circuit Court
of Appeals has denied re-
hearing to the Northwestern
Mutual Life in the McCue case.
as a result of which the North
western Mutual will be compelled to
j pay the death claim Of 100000 on the
life Of ]. 8. McCue, former mayor OF
Charlottesville, Va, who was hanged
for wife murder.
The Glenwood post., 1909-06-05
One Block of siaht SEEING.

1t was on East Eleventh street thar
the sightseeing wagon started, says
the New York Press. Anxious mothers
placed their very small children in it,
then stood anXiously watching the
youngsters for fear they would fall
out, in spite of the fact that the wagon
was very low and drawn by little
white pony, who went along in a
walk. A man walked beside the
wagon A small boy on the front seat
drove, holding the reins in slack
way and chatting with small child
by his side.
How much do you charge them for
a ride?" asked a woman on the side
walk
"One cent" said the man.
And how far do you go?' she asked.
Just up and down the block" said
the man. Afraid to go any further.
afraid I'll lose them
The woman counted the children.
16. Sixteen cents for going up and
down the block.
There are lot of little ways Of
earning a living on the East SIDE"
she said.
The Glenwood post., 1909-06-05
Author of the Cody
HOW TO WRITE TO INTERIORS

1t is a particular duty of a business
manager to get work out of his sub
ordinates. If left alone some of them
do well, especially if the manager sets
them a good example himself in doing
hard work. If they are sharply criti-
cised, some make spasmodic efforts
through fear, and some get sulky.
If the subordinates are at a distance
and have to be handled by letter, the
inspiration of personal contact is lost,
and very few indeed have the initia-
tive and personal character to do what
they might do and would do under
personal contact. Letters to be right
should be long and filled with en-
thusiasm and inspiration. The per
sonality of the writer must be thrown
into his letters, and the more com
pletely this is done the more work the
subordinates will accomplish.
To write inspiring and enthusiastic
letters to subordinates requires severe
mental effort since the mind must be
worked into an extremely energetic
state if the letters that are written
are to be energizing.
Men are to be led on as a captain
leads his company to battle, and not
driven. Leadership means a close
sympathy with those who are led, q
quick and perfect appreciation OF
what can be done and what cannot be
done the absence of direct assertion
of authority, which only distracts and
interferes with work, and ability tc
point out the next step and not re
quire the impossible. When a sub
ordinate has once been inspired, obedi
ence comes without command, it is
| spontaneous, and therefore friction
less.
Handling men successfully by letter
is one of the greatest arts in the bust
, ness world. 1t commands large sal
aries. and stands next to the concep
tion and execution of original ideas
| yet many business men do not ye
realize what can actually be accom-
| plished by letter.
The Glenwood post., 1909-06-05
LoveIand's Market Day.

Denver.-A Loveland dispatch Sat
urday says: The first market day in
northern Colorado was hel here to-
day. All business houses b a special
sales and the farmers brought in live
private sale. 1t was intended as a day
to buy and sell, rather than for amuse-
ment, but the amusement element was
not lacking, as a number of children's g
races and other sports were given on
the main business streets, while the
boys band furnished music.
The Glenwood post., 1909-06-05
The Right Way to Write Letters
By Silerwin COdS


must learn how to condense-how to
select his arguments, how to judge
what will be most effective among his
many good arguments; and he must
learn to draw off 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
little thought can put good selling par
agraphs into every letter that is wris-
ten-can at least put enthusiasm and
personality into the letters, so thai
they seem to have some life instead ns
being mere formalisms. The artisles
to follow will tell you how.
The Glenwood post., 1909-06-05
Eggs.
Hartman Predicts Prosperity.

New York-On the eve of his de-
parture for Europe to visit Paris and
Vienna and possibly Austrian health
resorts recommended to him by his
physicians, E. H. Hartman Monday
analyzed the conditions which had
made possible the panic of 1907 and
gave his reasons for believing that
whatever dangers had existed for a
return of those conditions were now
passed. He blamed the 1907 panic to
the general attitude at that time
against the railroads and other corpo-
rations which frightened people into
boarding their money. Mr.. Hartman
laid strong emphasis on the subject OF
crops and insisted that lasting pros
perity depended on the farms. He
sounded a warning against putting the
surplus funds of the people into fake
projects.
The Glenwood post., 1909-06-05
PROVING YOU'RE NOT A LIAR.

There's no getting around the fact
that business is full of misrepresenta-
ton. We know what widespread sys-
TEN 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
a 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 cenvince ourselves that they
will do them, and if in 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 he eyDected tn do
in a court of law? The world is jury,
and we must make out our case by evi-
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 business house OF rep
utation may be enough. A bag made
of this rainproof cloth has been hang
ing in our office since the 18th of last
December, and not drop has oozed
through-this picture shows the bag.
That is proof. Facsimles of five sue
cessive cablegrams from the czar of
Russia for Soand-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. Bowlesl
The Glenwood post., 1909-06-05

and the chocolate-drop machiye are
something new to him.
He enters with profo,:II how.
81 wish TO interest you in our new
homemade chocolate-drop machine, by
which you can"
Il don't think | should care 70. it,"
make very good chocolate drops
right in your own home without any
inconvenience Or
in the very least
Thank you" Exit.
Enter the modern salesman.
Il called this morning to present you
quarterpound box of the most deli
cious chocolates you ever ate, with the
compliments of Lively & Co.
Now, aren't those good-a great
deal better than Accent pail choco-
lates from the store?-Yes, thought
so. They're the S0-cent kind.
You'd take some trouble to get So
cent chocolates for Is cents, wouldn t
you?-probably walk mile or two
| twice a week?
well, | made those chocolates yes.
| terday myself with our homemade
chocolate-drop machine, at a cost of
| Is cents for the materials for pound
My wife eats pound of chocolates a
week. Fifteen from eighty leaves Ga
cents, the amount | save each week
In five weeks l shall have saved 1925
which is 25 cents more than this ma
chine costs. You buy it on the install
ment plan and pay me 65 cents week
for five weeks, just the amount you'd
save; and become an S0-cent chocolate
girl instead of a Accent girl. Just sign
f., the contract on that line-nothing tc
pay till the machine is delivered.
The Glenwood post., 1909-06-05
MAKING EVERY LETTER A SALES
MAN.

There are two reasons why the aver
age clerk doesn't write letters with
salesmanship 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
his nose to the grindstone of routine.
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 If he
had it.
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 a 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 good salesman leads up
to what he has to offer. He can'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 1t 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.
The Glenwood post., 1909-06-05
New Artistic Viewpoint.

This story is told of Riccardo Mar
tin, whose voice has conquered New
York:
1t appears that his tailor was very
anxious to hear him sing, SO the other
day Martin sent him couple of tick
cts for Carmen
A few days later. when he saw the
tailor he naturally asked him:
How did you like it?" To which
the tailor replied
1T was simply awful! Your trou-
sers didn't fit you at all!"-Musical
America.
The Glenwood post., 1909-06-05

A serum has been developed at the
Missouri Agricultural College for i'm.
munizing against hog cholera. for
which DR.. ]. w. Connoway, who per.
fected it. claims great deal. So ef-
fective has it proved in his expert
ments that hogs treated with it can
be turned among animals dying with
the cholera and remain perfectly well.
The treatment is preventive, not cura-
tive
The Glenwood post., 1909-06-05

A large edition of Agriculture in
Colorado" has been issued for 1909
and distributed by the passenger de-
partment of the Colorado & Southern
railway. The book is written by Prof.
w. R. Thomas of the State Agricul-
tural College at Fort Collins and con-
tains the result of interesting re-
searches into agricultural conditions
in northern Colorado, the vicinity Of
Golden and other sections.
The Glenwood post., 1909-06-05
Grain.

Wheat, choice milling. per 100 lbs.,
s2.20; rye, Colorado, bulk, per 100 lbs,
$1.40. Oats, bulk. Idaho. No. 2, white,
$2.10; same, in sacks, $2.20; Nebras-
ka oats, sacked, $2.10. Corn, in bulk,
$1.45; in sacks, S1.52; corn chop,
sacked, 1.53. Bran. Colorado, per 100
lbs. s1.50. Rolled oats, cwt., 1920
Flaked barley, cwt., $1.75.
The Glenwood post., 1909-06-05
Handicapped.

Mrs. Green-I see in the papers that
a hero of the Japanese war will tour
Europe and have the freedom of the
cities.
Mr.. GreeI-Impossible.
Mrs. Greenland why is 1t impossi-
BILE, William?
Mr. Green-Because 10 will have his
wife along. Maria
The Glenwood post., 1909-06-05
DENVER MARKETS
Cattle.

Beef steers, pulp and grain
fed, good to choice $5.5O@625
Beef steers, pulp and grain
fed, fair to good $5.OO@5.5O
Beef steers, hay fed, good
to choice. ............ s5.4O@6.Oo
good. .......,.... s475@5.s5
Beef steers, hay fed, me-
dunn to fair. s4.5O@4.75
Cows and heifers, pulp and
grain fed, good to choice $3.50 q SIS
Cows and hefers, pulp and
grain fed, fair to good. -. $3.90@4.5O
Cows and heifers, hay fed.
good to choice. .s435@5.oo
Cows and heifers, hay fed,
fair to good. =. ....... $3.75@4.3o
Gamer and stock cows. -. $2.25@3.50
Calves, veal, good to choice $G.OO@7.75
Calves, veal, fair to good. .s5.00@6.OO
Bulls. $3.O0@4.00
Stays. .......... $3.50D4.50
choice. .s4.75@5.5o
good. ........... .$4.OO94.65
Stockers, F. P. r.. good to
choice. .s4.5O@52 25
Stockers, F. P. r., fair to
good. s3.75d445
Stockers, common to fair. $3.O0@375
Hogs.
Good hogs IlomI.3
Sheep.
Ewes .5.25d6 600
Wethers .5.75@6.25
Yearlings ..........6 .6.5O@7.25
Lambs .750@S $50
Stock sheep 5000 500
Clipped sheep and lambs 50cQ LOO
per cwt. less than wooled stuff.
The Glenwood post., 1909-06-05

Upland, per ton. $1sOO@19.0O: sec
ond bottom, $3.50 q 14.50; timothy,
$17.00 q 1900; alfalfa. $14.O0 a 1900;
straw, $500 q 900; South Park wire
$20.OO@21O0
The Glenwood post., 1909-06-05
Butter.

ElSlH 20
Creameries, eX. Colo .... 26
Creameries, ex. East ..... 26
CT eameries, End grade BOOB
Process and renovated .22@23
Packing stock ............ 1Sk
The Glenwood post., 1909-06-05
Dressed Poultry.
Live Poultry.

Broilers, doz., " to lbs. sG.OO@7OO
Broilers, doz, to IA lbs... 3.50Q4.50
The Glenwood post., 1909-06-05
Sheep.

Clipped sheep and lambs 50c@1.O
per cwt less than wooled stuff.