davidaulloa/AmericanStories huggingface dataset:
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
The Right Way to Write Letters
By Sherwin Cody C-]
Author of the Cody System Write That Pull

| his nose TO the grindstope Of routine.
He doesn't know what personal sales
manship or craftsmanship Of any other
kind Is.
Then he hasn't any imagination, and
wouldn't know how to use It II 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 tc
three hundred words, to an average Of
five hundred or a thousand customers
instead Of single individuals, he lie
lost.
The trouble with the Office man lie
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. 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 q desire for what you have tc
sell.
The real road salesman, who knows
all about the individual customer
must learn how to condense-how tc
select his arguments, how 10 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 toe
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 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.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

| II is because they are using these old
dry.as-dust letters that they rely SO
entirely on personal statesmen and be-
lleve that doing business by letter is q
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 homemade chocolate
drop machine.
A very stiff, dignified and formal old
gentleman enters. He has been calling
on big trade" which he has worked
for 20 years past. The stenographeT
and the chocolate-drop machine are
something new to him.
He enters with profound bow.
II wish to interest you In our new
homemade chocolate-drop machine, by
which you can"
II don't think should Lare for It. !"
make very good chocolate drops
right in your own home without any
inconvenience Or"
II am sure / shouldn't lie interested
In the very least"
THANK you" Exit.
Enter the modern salesman.
II called this morning to present you
q quarter-pound box Of the most deli
cious chocolates you ever ate, with the
compliments of Lively G. Co..
Now, aren't those good-a great
deal better than accent pail choco-
lates from the store? Yes. l thought
so. They're the S0-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, / made those chocolates yes.
terday myself with our homemade
chocolate-drop machine, at a cost OF
Is cents for the materials for q pound.
My wife eats a pound of chocolates a
week. Fifteen from eighty leaves 65
cents, the amount save each week.
In five weeks l shall have saved 1926,
which Is rs cents more than this ma
chine costs. You buy It on the install
ment plan and pay me 65 cents a week
for five weeks, just the amount you'd
save; and become an S0-cent chocolate
girl instead Of Accent girl. Just sign
the contract on that llne-nothing to
pay till the machine is delivered.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
HOW TO WRITE TO INTERIORS.

It IL q particular duty Of a business
manager to get work out of his sub
Ordinates. II left alone some Of them
do we'll, especially II the manager sets
them good example himself in doing
hard work. II they are sharply criti'
cised, some make spasmodic efforts
through fear, and some get sulky.
II the subordinates are at 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 q captain
leads his company to battle, and not
driven. Leadership means a close
sympathy with those who are led, a
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 to
point out the next step and not re-
Quire the impossible. When q 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. It commands large sal
aries, and stands next to the concep-
ton and execution Of original ideas;
yet many business men do not yet
realize what can actually be accom-
plished by letter.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
To Enjoy

lhe full confidence Of the Well-Iniormsd
Of the World and the Concentration Of
the most eminent physicians it was essen
tial that the component parts Of Syrup
of Figs and Elixir Of SIENNA should be
known to and approved by them; there
fore, the California Fig Syrup Co. pub
fishes full statement with every package.
The perfect purity and uniformity Of pro-
duct, which they demand in q laxative
remedy of an ethical character, are assured
by tho Company's original method Of man.
ufacture known to the Company only.
The figs of California are used in the
production Of Syrup Of Figs and Elixir Of
SIENNA to promote the pleasant taste, but
the medicinal principles are obtained from
plants known to act most bene6cially.
To get its beneficial effects always buy
the genuine-manufactured by the Cali.
fornia Fig Syrup Co. only, and for sale
by all leading druggists.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
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
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
a method Of lying that will bring mon
ey returns. Their victims prefer tc
keep quiet, and the world is so large
that it will supply new victims fol
many years to come. Not one Of us but
has been victimized In some petty way
more than once.
Under such circumstances, Is 1t any
wonder that some people are skeptica
about all advertising?
Apart from that, all Of us are prone
to get over-enthusiastic about our OWL
productions. We hope they will dc
such and such things, we think Of It SC
long we convince ourselves that they
will do them, and II in a few cases
they do accomplish what we claim, we
Jump to the conclusion that they will
do 1t in all cases, and in our advertis
ing we make our claims accordingly.
Is 1t not up to us to prove our claims
the way we should be expected to dc
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 a business house Of rep
utation may be enough. A bag made
of this rainproof cloth has been hang
ing in our ONCE since the 10th Of last
December, and not a drop has oozed
through-this picture shows the bag
That is proof. Facslmiles 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 a 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.)
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
TORE HIS SKIN OFF
In Shreds-Itchlng Was Intense
Sleep Was Often Impossible.
Cured by cutlcura In Three Weeks.

AT first an eruption Of small pus'
tules commenced on my hands. These
spread later to other parts Of my body,
and the itching at times was intense,
80 much so that literally tore the
skin of in shreds in seeking relief.
The awful itching interfered with my
work considerably, and also kept me
awake nights. / tried several doc
tors and used q number Of different
ointments and lotions but received
practically no benefit. Finally l set
tied down to the use Of Cuticura Soap,
Cuticura Ointment and Cuticura Pills,
with the result that in few days all
itching had ceased and in about three
weeks time all traces Of my eruption
had disappeared. ] have had no trou'
BILE of this kind since. H. A. Kruts'
koff, STA Wabash Ave., Chicago, Ill,
November IS and %, 1907"
Potter Drug Chem. Corp, Sole Props, Boston.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Whisky producers have renewed
their fight for old-time labels, and
have employed such eminent counsel
as former Ambassador Choate and OK.
Secretary Carlisle. Now we will have
tried all over again the question Of
what is whisky. Whatever the final
official decision may be, one definition
Of the article is beyond doubt: It il
something the less Of which one drinks
the better he is of, no matter whether
the bottle bears the words compound"
or limitation"
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

A stalwart gentleman possessing no
capital but a pair Of soft brown eyes
and an engaging manner boasts Of the
ease with which he infatuated score
or so of widows, gathered in their
spare cash and jewelry, and fitted
gayly to fresh fields and pastures new.
This sort Of thing is becoming pain
fully periodical and discourages life
insurance. Our social reform friends
might do worse than form a society
for protection of poor. lone widows.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

A Harvard professor says that for
S1O,OOO,OOO he can arrange apparatus
by which communication can De had
with Mars, and that he can complete
the work in a few months. But who
knows whether the people Of Mars, II
that planet is really inhabited by IN
teIligent beings, will care 10 COM
mmicate with us? A community which
has dwelt in proud isolation all these
millions of years may object to any
interruption Of long standing peace
and quiet, and hence my refuse to
talk back.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
Plan cIuhhouse for oIrIs.

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
emit movement believe It would be 4
great safeguard IL a clubhouse on the
lines proposed could be established.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
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 30 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
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24
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 once ell the time with
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

An English tourist criticises Ameri'
can women for wearing too many
clothes" Did he expect to find them
all going around dressed as though
they were about to be presented at
court?
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Many cities continue to maintain
and tolerate tinderbox areas. Ameri.
can cities have never taken adequate
precautions to reduce the fire peril
The moral which is impressively dis.
closed by the Manchester confagra
ton has been disclosed many times
before, but it has never been properly
needed,
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Pittsburg has had grand opera and
"Uncle Toms Cabin" in one week. It
is understood that there were great
differences presented by the Ndi.
ences in attendance at the two attrac.
tons. The people who went to grand
opera wore much more costly clothes
than were exhibited by the Uncle
Tommers."
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

II the state railroad commission
would not enforce the provisions OF
the constitution, what reason is there
to believe that it will enforce the pro.
visions of an act of the legislature?
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Nor need it be trustfully believed
that If we pay for the Panama canal
as We go, the succeeding generations
who enjoy 1t will render us any thanks
for the service.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

1t grieves us to find that the Grid.
iron club insists on rhyming "distinc.
ton" with extinction" The Gridiron
club deserves a severe roast from the
Amalgamated Association of Poets.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Zelaya insists that he has assembled
his army for peace purposes only.
The peace.dove, however, seems to
have a hard time locating a roostins
place.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

AS the people of the east now begin
to wonder what the price of summer
ice will be, they think of all the big
cakes they let go by in the rivers dur.
ing the past few weeks.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Over so per cent OF the children in
New York schools are of foreign birth.
Well, what sort of a finished product
do these schools turn out?
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Still, If Zelaya insists upon strop'
oil, he won't have to pull very hard
on the faucet to start it running.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

It will be a misdemeanor hereafter
in Utah to buy a ticket to a Sunday
baseball game. Doubtless this will
result in an overwhelming demand
for more knot holes in the fence.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

They will not tell tho little Dutch
princess for few days how important
she Is.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Being an innocent bystander at q
tariff-tinkerlng carouse is an expensive
amusement for the ultimate consumer
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Nothing is so wholesome, nothing
does SO much for peoples looks, as
little interchange Of the small coin
of Observation-Disclosures.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Positively the newest thing in prin
cess gowns is the little daughter Of thu
queen of Holland.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Clear white clothes are sign that the
housekeeper uses Red Gross Ball blue'
Large OF. package, cents.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Massacres by religious fanatics
surely have no place in this twentieth
century.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

No Hague peace conference this
year, and look at the resulting confu'
sion. Why not a continuous session?
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

BY telephoning to Mars at cost Of
$10,00O,000 word, why not send the
message "collect?"
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Lewis Single Binder straight Sc cigar.
You pay Zoe for cigars not so good.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

Let's hope business won't get the
spring foyer.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

How to catch fish is study. How
to lie about 1t comes natural.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

The way Of the can't-guess-her u
hard.
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

BAXTER SPRINGS :. KANSAS
Baxter Springs news. [volume] (Baxter Springs, Kan.) 1882-1919, 1909-06-24

cHAs. L. SMITH, Editor 6 owner
The Pacific commercial advertiser. [volume] (Honolulu, Hawaiian Islands) 1885-1921, 1909-01-19
PETITION FOR
incorporation
E. ]. Lord Construction Com
pany After Big Pearl
Harb0r lob.

Petition for the Incorporation of the
"E. j. Lord Construction Company, -
the new 100000 concern which will
bid on the Pearl Harbor docks, was
filed with the Territorial Treasurer yes
terday afternoon. The objects of the
new company, as set forth in the petit.
ton, are to do general construction
work, contracting, dredging, excavat-
ing, and building, either in or without
the Territory of Hawaii, 20 construct
bridges, buildings, ships, engines, ears,
drydocks, railroads, and other equip
ment.
The capital stock of the association
is named at 100000, of which $4,000
has been subscribed in cash. The priv.
ilege is reserved to increase this sum
to $1,560,000.
Edmund j. Lord, holding 1896 shares
of the capital stock, is president of the
company. The other members of the
firm hold one share of stock each. l.
NJ. Whitehouse is vice president; Chas
f. Clemens is secretary, F. E. Thomp.
son is treasurer, and Chas. L. Seybolt
is director.
Lord and Whitehouse expect to leave
on the Alameda for the mainland
whence they will journey to Washing
ton to get everything ready for the
submission of their bid on the Pear
Harbor docks
The Pacific commercial advertiser. [volume] (Honolulu, Hawaiian Islands) 1885-1921, 1909-01-19
GENERAL PUBLIC WILL
NOW HAVE THEIR SAY

The general public is to have
chance to express itself on the question
of the suspension of the Coastwise Laws
at meeting called for Friday afternoon
by the Civic Federation. This was de-
cided upon at meeting of the execu,
tive committee of the Federation yes
terday afternoon, at which the matter
Of the temporary suspension of the laws
as they affect Hawaii was discussed and
at which discussion it was remarked
that so far only the commercial bodies
of the city had been heard from in the
matter. Heretofore the general public
has not made its voice heard, and, as
the bin for the suspension of the laws
is now resting in committee in Congress,
with the Delegate waiting for Honolulu
to definitely make up IFS mind in the
matter, it has been thought time for the
general public to speak. At the meet
ing Friday. one of the speakers will be
Governor Frear. The time and place of
the meeting will be announced today.
The Pacific commercial advertiser. [volume] (Honolulu, Hawaiian Islands) 1885-1921, 1909-01-19
GRAND JURY LOOKING
INTO WAGE AGITATION

The japanese agitators appear now
to be up against the real thing, their
case having been taken up by the Fed
eral grand jury yesterday and num-
Der of them summoned to face that
dread tribunal In addition to
this dampener on their riotous career,
there is story in circulation that bad
blood has come up between some of the
agitating hui. resulting in a wordy row
and the eventual drawing of knives for
settlement This row took place at
the Hirano hotel on Sunday night, at
a banquet given by the leaders to
themselves, dispute arising over the
distribution of the gate money of the
" Higher Wage drama, played on Fri
day and Saturday nights last.
Hirada, who is said to have led the
Strike to death chorus at the thea
ter, and Fred Maxine, the philan-
thropist president of the Higher Wage
Association, took the active part in the
row, the former accusing the latter of
holding out. There was no bloodshed.
Hirada was one of the witnesses be-
fore the grand jury yesterday Saito,
who Is of unsavory reputation, was an
other, while Editor Sega, of the Jill,
Editor Sheba, of the Shinpo, and R. D.
Mead, the assistant secretary of the
Planters Association, also appeared
and testified.