davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1912-12-29
Discards Form Letters.

before began seriously to study the kind
OF man deal with says this young man.
81 wrote pretty much the same sort Of
letter TO all. In fact In order to save time
/ had the usual quota Of form letters to
answer this and that inquiry. But have
now discarded those letters.
Now somehow, when pick up an in
uuiry. I see the man that wrote the letter,
and the little differences In the letter differ
entiate the writer from others in his class
I read between the lines Of his letter and the
feel Of It tells me that must talk to that
man in a different way from the man. who
sends the same inquiry in different sort of
letter.
lone man shows that he IS not well edu-
Gated, for example. talk TO him in simple
terms and take the time to make sure that
he understands every word. Another man
shows that he is all business I try to give
him acrispthorough-go going business letter.
Before I started a serious study Of this
class Of men could not do this. My trip
last summer taught me that men in the same
general class Of work are. by far, not all alike.
Usually little things IN their letters tell me
how they differ. tell you It does pay to
watch out for the little differences in this
work Of selling by letter.
The mail salesrnan must possess most Of the
other characteristics that go TO make good
personal salesman. In fact. pleasing per
sonaI appearance Is about the only char
acteristic he does not need to possess But
he must have optimism, confidence, good
Judgment and the never die spirit in his
makeup.
In addition to all these qualities he must
have ideas and words-a long vocabulary
OF short words and ability to invent special
and original inducements. He must also have
a sense OF proportion-to emphasize important
parts, and not to spend time on the unim-
portant He must know when a long letter
is necessary, and always write a short one
when q long one is not necessary.
The Washington herald., 1912-12-29

day the volume of mail sales Is as
- great and important as the volume
Of personal sales. In fact, Il can
be said with reasonable surety that Uncle
Sans postofice transports the greatest of
modern statesmen, that the volumes Of busI-
ness closed by letter far exceeds the busi-
ness closed by statesmen in person. Yet.
the development OF the practice OF selling
by mail Is only well begun.
What with the adoption Of a general par
GELS post and the sure increase in the de-
velopment OF the art OF selling by mall, and
the obvious economy OF this method Of
selling for an ever increasing amount Of
merchandise, IL looks pretty much as though
the mail salesmanager in the coming
generation in a great majority OF businesses
Will surpass in Importance the personal sales
manager.
That Is the case right now In many con-
Germs Of all kinds and sizes. Every day
salesmanagers are being chosen quite as
much with regard TO their ability as mail
statesmen as personal Men who have abii-
ity in both these methods OF selling are
scarce and come high; and as the economy
and effectiveness Of selling by mail are dem
onstrated by men who are making them
selves more and more expert in this art.
the demand for them is bound to increase,
bringing with II an even greater increase
IN the demand for men who can drive the
IDEAL selling team-maIl and personal sales
men-men who can cause their statesmen
on the road TO get bigger results by back
ing up and reinforcing their efforts by sales
eorrespondence
The Washington herald., 1912-12-29
Poetry Mental Discipline.

Highly sustained pictures in poetry, while
they often require for their reading too much
concentration for an undisciplined mind, yet
supply a purely mental discipline Of the
highest value, even when they do not move
the heart, as they nearly always will. Take
the picture in Keats " Ode to a Grecian Urn. .
Follow those sculptured people. which he
describes, all the way around the vase, and
see how much of life or human interest Of
the plain sort there is here. And then gel
the rest which he imagines-the little de-
serted town.
Or, again. take the same poets . Ode %
The Washington herald., 1912-12-29
LEGAL Mind Likes Milton.

What Milton has done for men by his
verse no one can say. One OF the greatest
lawyers in one of our greatest cities Is said to
be able to recite the most Of Milton s " Para
disc Lost by heart. The grandiose picture
of the rnightiest struggle ever waged, the roll
If the lines-these have furnished the great
est and most elevated sort of qualification
to men. And. by the way. there Is some
thing about the legal mind that seems TO dis
nose il TO such poetry as Mifton's, although 1t
NAV take delight in other sorts, and be able
to quote endlessly-
And not the legal mind alone, but the
keenest business men have found delight and
gain in nimbleness Of mind through their
devotion to poetry. A man Of business who
has continued to be great through many
years. used TO show on every occasion. when
he was called upon to speak. how great was
his devotion to one SO little known as that
most playful and eccentric of our lesser
poets, Emily Dickinson. Upon one great
occasion he once quoted, most appropriately,
those best known lines Of hers. =" The pedi-
gree of honey does not concern the bee
But this is getting far from Milton, whose
mighty imagery men have loved as they have
loved none other. A certain man who does
not take to modern things or give them quite
the credit which is their due, a man, however,
who is a leader in the line Of work he has
chosen for life, once quoted for me the line
from one Of Milton's less known poems, in
reference to a thing being enough " to draw
iron tears down Pluto's cheek" and re-
marked that he did not believe a poetical
image could be more effective than that.
Milton's "LsAHegro =" and q II Penseroso
have given highest delight to people of an
entirely different cast of mind and heart
from this man.
The Washington herald., 1912-12-29
Hair Restorer Cures Lumbago;
a Lonesome" Drummer's Yarn.
ByL. B. RIDGWAY.

worked wonders, he declared, and put him
in fettle to do the battle Of his life. He con-
sumed the second bottle. but feared to cease
using the medicine lest the lumbago return.
He forgot to have the druggist at Salt Lake
wilds OF the far west Don Travelled. Every
day his.appetite grew more ravenous, every
day he felt younger than he had fifteen years
before he had taken a teaspOonful Of the
famous lumbago REMEDY. He decided to take
no chances, so telegraphed his physician
friend in Detroit TO wire duplicate prescrip-
ton. He got wire in return which said:
Cease use Of prescription given you. Am
sending correct one today"
Don never got II, for he left before Il
reached its destination. For two months he
Travelled in the west. feeling robust and
youthful. His lumbago. however, had fed
his system apparently forever When he re-
turned to Detroit he called up the doctor.
Doc" said he. that lumbago cure Of
yours is the best that ever happened. fused
two bottles Of It and It's made a new man Of
me-"
Over the telephone came the doctors BOOM
ing guffaw. Don. you didn't use that pre-
scription gave you, did you?"
Certainly did" replied Don, " and tt
Il know what it did for you interrupted
his friend. But that wasn't really cure
for lumbago. Don"
to know.
why. that-o. say. Don. this is too rich
why. that was a hair restorer!
The Washington herald., 1912-12-29
Must Know Human Nature.

These days you are just as likely 10 find at
the salemanagers desk a man who Is as eH-
pert at sales correspondence as he is at the
personal selling game. That is not at all an
impossible combination. for the mail salesman
must have many OF the personal salesman's
characteristics-ability to read human ma
ture, for example.
The mail salesman must know the man to
whom he writes, must put himself Into the
addresses shoes. and consider his point Of
view Just as the personal salesman must be
able to size up his man. know him well enough
TO be able TO talk from his point Of view.
This he must Go in order TO write effective
letters, or folders. or booklets. as the case
might be, for mail sales, OF course, include
more than selling by letter.
How does mall salesman gets this knowl-
edge SO that he can talk to q real, live pros
pectfve customer when he writes rather than
to a stenographer or dictation phonograph?
In this the personal salesman has a great
advantage. He may not only know the gen.
eral character Of the man to whom he talks,
but Also his mood at the moment he is talk
ing to him. He can take full advantage
when he finds his prospect INDUCING black
smoke after a good lunch, or he can be
cautious when he finds him out OF temper
He can answer and overcome objections on
the spot In these and many other ways the
personal salesman has an advantage over the
sales letter.
And these are some OF the disadvantages
that the mail salesman must be able to over
come. But they are not always dIsadvan-
tsges Often. when letter finds its prospect
out Of temper. If IT is the right sort Of letter,
the prospect may keep 1t to be read again,
while 1t is often an advantage to be able to
state an entire proposition before the prospect
has an opportunity to put into words his OBJ
jections-which objections, however. should
be anticipated and largely overcome in the
body Of the letter.
And this again emphasizes the importance
of knowledge Of the addressee on the part of
the mail salesman. He may get this knowl-
edge In several ways.
The Washington herald., 1912-12-29

a
some years ago and my determine
don to secure a job. still would
be plugging away at desk or
chasing assignments on a news
paper. I wouldn't be in the construction
business"
II was the head Of one Of the largest con-
struction companies in the middle west who
was speaking
In 1894" he said. 81 was working on a
newspaper in Memphis Times were dull and
/ was laid of.
"I had only about $40 also was in debt
to a clothier to the extent OF So and owed
a few other bills about town.
That night three Of US met. We had re-
ceiyed tip that we could probably get on
II we would go to Chicago.
We decided to get there the best way pos
sible, but the best way possible under the
circumstances didn't look encouraging. for
I had determined to settle my few accounts
before left the city.
Wen, we started and rode the blind
door sleeper part/of the way. The balance
We sat on the cushions We dropped of at
st. Louis. thinking perhaps we might strike
something there.
1.-THE first places we visited were the news
paper Offices. The only eneoursg ement We
received was the willingness OF the city
editor to take our names and promise to
let US know IL anything turned up.
Hard Luck Story Lands Him.
During our hike about the city We came
across a torn up street where a contractor
was laying an eighteen inch sewer. After
several inquiries found the contractor.
81 asked him for Q Job. In doing 50 tried
to make myself appear as blunt possible.
He hooked me over. then taking a glance
at my well dressed companions said:
~ haven't anything for you
49, Have you got Job for any kind Of
MANI
OF don't think could use you or your
companions at ALL
1T was then that made a clean breast
Of our plight. I told him any job that was
good enough for any other man was good
enough for ne and my friends and that II he
would overlook our good clothes and con-
slider US only as men able and willing to work
we would guarantee him full returns for what
he paid US.
"Ialso confessed that 1t was our intention
to work at such labor only long enough to
get sufficient money TO enable Us 20 travel
to Chicago. But added that We would play
fair with him and that II he gave Us en-
pIoyment and foundour services were needed
to complete the job we would stick until II
was finished.
This last remark seemed TO impress him,
and after looking us over for a final decision
he agreed 10 give US a trial.
He took our names and then called to
a young man. directing him to take US 10
the shop where he suggested we might find
some overalls which We could climb into.
I'VE were soon fitted out and returned TO
the job. My companions were assigned to
The Washington herald., 1912-12-29
Hard Work Selling by Mail;
Experts in This Line Are Few.
By DONALD SCOTT.
By DONALD SCOTT.

No man can give his letter just the right
personal ring and Involvement unless he
knows the addresses viewpoint. The first
great requirement. therefore, is that the cor
respondent must be able to think and feel
about his proposition just as do the people TO
whom he writes.
The Washington herald., 1912-12-29
Thousands Delight in Kiplins.

Men have not lost their love Of poetry.
When a poet comes along like Service writ
ing of the Yukon, it is not the men of the
schools alone, and often they not first, who
discover him, but men who are bank presi-
dents and successful men who have consid-
cradle leisure for books and fine things
Say what you will about Kipling verse. it
has delighted thousands Of men. THE
Ballad of the East and West of the two
strong men meeting face to face-fwen, read
the poem! The poems in which he has 50
well pictured the sentiments Of the COM
mon soldier Of England" Tommy Atkins "
or the character of the brave men, the
" FuZzie Wuzzies,'' he has fought with
across the seas" or the poems in which
he has shown US that there is as much
romance in steam, and In the OILS as in the
primitive discomforts and inconvenience of
days which look romantic to us, but were
not so to the people who lived in them.
Poems like CoIeridges I" The Ancient Mari
ner," which tell q story. or Chaucer's ancient
tales, or LongfelIow's " Evangeline." have
their place in cheering men, and in exercis-
ing heart and Imagination. Dryden may not
be much Of poet, but his odes have stirred
mems hearts. as Pope's Snug PHILOSOPHERS.
done in couplets, have ever pleased those who
have a ready reply.
And there are the wonderful songs. We
might mention those Of rare Ben Jonson
and some Of those Of the cavalier poets who
succeeded Shakespeare. They gave the world
many delightful sentiments such as that Of
81 could not love thee. dear, 30 much loved
not honor more"
When I see this article In print shall re-
member dozens OF wonderful lines which 1
might have cited. but I hope have sue
ceeded in proving in some measure that II
you cannot find pleasure in one mans verse
you therefore have no taste for poetry,
II you cannot read sonnets do not imagine
that you could not like an epic. Wonderful
heights Of sentiments are to be found in the
sonnets, but you may have to grow up to
their appreciation In a great number of
these compact little balls Of thought are there
sentiments which might help man to tune
his mind and heart to the key of success.
t.has recently been said that men Of to-
day have tendency to express no emotion
frankly, to admit only half Of what they
feel. and only a fourth of what they think
II this be true, then are they in sad heed
Of the many sided help that verse and great
poetry can give them. They need Just that
relaxing OF the mind and heart which sub
Lime expression inevitably brings.
The Washington herald., 1912-12-29
Two SPOT Beat Ace.


Don told that story when We were leaving
Omaha one night, and most OF US chuckled
over II until we landed in Pocatello. Just
before we hit Pocatello a drummer who was
travelling for a big rubber concern and whose
name 1 forget at this moment came through
with one of the most amusing yarns ever
SPUN IN a Pullman His story concerned a
couple of old darkies who one day were
playiuE poker In the loft Of a barn. Both
players simultaneously draw a hand which
each thought would bankrupt the other.
The six bits each had soon was lying on
the table. Coats. shirts. shoes, suspenders
were wagered and stacked in heap. Every
thing either had was contributed to the
jack pot.
Anything else, Jaspah?" queried the fat
player.
Nothin' dat recalls, Ephraham." dole
fully admitted the other. Then his eyes lit
with inspiration. Yes, I has. too" he an
uounced jubilantly Use got the latest
ana cutest little week old pIcksninny baby
dat ever was born
Ephraham hesitated. He had no picka-
ninny, but he didn't want to lose all he had
put up or call for q showdown. He was
on the point Of laying down his hand when
a young darby climbed up the ladder and
whispered in his ear. Ephrsham's face be-
came glorined
"Jaspah," he exulted. II sees 20 bet Of
one pIckanlnny and raises 20 one rse Jest
been blessed with twins"
The Washington herald., 1912-12-29
Timekeeper to Foreman.

zone, ana could De relleo on 10 keep nlatters
straight.
Timekeeper to Foreman.
That seemed to be assurance enough, and
he made me timekeeper.
I'VE remained on this one JOB three weeks
before 1t was completed. The last hole was
filed in on a Saturday afternoon. just at
quitting time. The foreman had left earlier
in the afternoon. and was in charge.
Two minutes after found the job COM
pleted and the men leaving the place. There
was some cleaning up to be done. called to
my two companions. and we started in to
do It.
The unused and broken tile, togetherwith
some tools and other materials, We loaded
or the wagon. We arrived at the shop fully
an hour behind the others
The boss needed no explanation. He saw
what We had been doing He simply asked x
# would be necessary to send any men TO
the job on Monday. told him no. that We
had cleaned up everything We could find.
He was 80 surprised that after giving US
our envelopes he asked US out to supper.
We went, and during the evening he intro
duced US to some Of his friends, who seemed
TO find amusement in hearing US tell Of our
predicament.
When we reported for work on Monday
1 was put in charge OF another job as fore
man. one OF my companions was assigned to
act as my timekeeper. while my other friend
was shifted to Granite City as timekeepe
for two big gangs.
These positions paid Us about az good as
any We ever had been accustomed TO, so We
decided TO remain m st. Louis. held the
post OF foreman for tnree years. Ny CON-
panion, who also was my timekeeper. left Us
after two years to accept a position with q
big mercantile company, Of which he is today
secretary. The other fellow left shortly aft.
er, going to Chicago.
q" At the end OF three years I was con.
WINGED I knew the contracting game well
enough to venture a bid on big Job. Ny
proposal was the lowest by few hundred
dollars. and I got the contract.
4" I made money on it. and 50 bid on others
kept making money and extending my fie!c
OF operations. Today / employ constantly
between 800 and 100 men. and often as higf
as 100
Il have seven different Jobs some OF then
under way Each should make me money
have cleared on an average Of 10000 a
year for the last ten years.
And I can truthfuIly say this is all be.
cause I was willing to adapt myself TO cir.
cunIStances and take the best that was OF,
fered."
The Washington herald., 1912-12-29
MIl5l!!LS-z]
Ea5M Among Men Who work with Hand or Brain HE5A-kl
Panic and Chance Boosted Him;
How Contractor Made Start.
By H. J. SUBWAY.
By H. ]. SPUR WAY.

unloading and shifting tile. ] was ordered
to Join the foreman. who with three other
men was laying out the ditch preparatory for
the dIggers.
When this was completed, the contractor
came along and calling me to one side he
asked me II ever had kept time told
him never had, but knew how It should be
done, and could be relied on TO keep matters
straight.
The Washington herald., 1912-12-29

The hotel bus from the midnight train
Brought only one Passenger through the ralr
travelling man. weary, worn, and sac.
Who had toiled all day and trade was bad.
Not a single order was on his books;
The disgust he felt shown In his looks
As with careless hand he signed his name
On a page of a book unknown to fame.
The drowSy clerk the signature scanned,
Then q letter placed In the drummers hand
See how he starts as q look OF delight
Comes over his face At the welcome sight
Thus clouds Of despair viii disappear
To a travelling man at some time Of year
So. mothers. brothers, sisters, chums,
II YOU know where he II be when Sunday comes
pr-5fa MIN there II tine viii permit.
Draw on sight and he will remit.
The Washington herald., 1912-12-29

To a travelling man at some time OF year
So mothers, brothers, sisters, chums,
~ Won know where he'n be when Sunday comes.
Write him there II time win permit
Draw on sight and he will remit
n awful lot Of truth in that trite poem.
n 1t illustrates better than anything
~ could tell you the besetting loneliness
with which every travelling salesman
must continually battle. To almost
Avery city he visits he Is an absolute stranger.
As,5e from his customers he knows practl-
caIrv nobody. In the absence of customers,
he feels like an outcast Of civilization. He
makes acquaintances easily. to be sure, but
these friends are not those Of his house
bold. not the ones he holds dear and to whom.
in hours Of depression, he turns for solace.
This lonely feeling Is perhaps what orig
fpaIIy started drummers' yarns. When
mans alone on q train he yearns for COM
pantonship He wants somebody with whom
he may talk so that the burden OF his rest
lessness may be dispelled- And who may
n.rSor find on board a train more capable
Of talking entertainingly than drummer?
one guess. Should there not be drum,
mer in the smoking car. the lonely traveller
ands diversion in observation OF persons ana
incidents around him These incidents ana
warns are what really make life worth while
for the knight of the grip " who nnds
himself far from the bosom Of the folks at
home
Prescription Knocked Rheumatics.
Here - a story related by Don Savage, one
If the best travelling statesmen Of dyes and
chemicals to be found anywhere Don traV-
sie6 out Of Detroit and it was his boast that
he never got further west than Omaha with
out being attacked by lumbago. Don was
all right, he said, 50 long a. he remained in
the east, but the western country played
havoc with his rheumatic. The ntghe before
Don took his last trip west he went out with
.. crowd of friends. Among those present
was an intimate pal Of Dan, physician,
who knew savaggs western falling.
Don" said he, you're going to start
west tomorrow. Here's a prescription want
YOU to take with YOU II you have lumbago
have this filled and it'Tl knock the rheunnatics
ont of YOU within a few hours
Don took II in all good faith When he
reached Omaha two or three days later lUm-
bago met him at the station and settled
Gown in his system for the customary stay
OF a month or so. Don rushed to drug
store, had the prescription filled, and took
the first bottle faithfully. It sent Ids lun-
bago gfimmering. but Don wanted to play
sure
When the first bottle had been consumed
Don had landed In Salt Lake. He had the
prescription with him and had It rehlled. 1t
The Washington herald., 1912-12-29

ESS than one generation ago the term
mail salesman was unknown. To-
day the volume OF mail sales is as
= great and important as the volume
The Washington herald., 1912-12-29

~ AID It not been for panic we had
some years ago and my determine
don to secure job. I stili would
be plugging away at desk or
The Mellette County pioneer. [volume] (Wood, Mellette County, S.D.) 19??-1971, 1912-08-16

shock. found themselves almost sur.
rounded by flames. but managed to
make their way to safety.
The first explosion was followed by
others when the fire reached the Gel
lars of the palace, where a great guam
tity of ammunition was stored. So
great was the force of the explosions
that a number of small cannon and
fragments Of shells were thrown for
great distances in all directions.
For a time a panic prevailed and the
military authorities Immediately took
in ar hour the fire, which was con-
The explosions occurred shortly af-
ter 3 o'clock in the morning, and with
in an hour he fire, which was con-
fined to the palace, was extinguished.
The palace Is a mass of ruins from
which 1t will be impossible to recover
the body OF the president.
At a joint meeting of the chamber
and senate Thursday afternoon Gen.
Tancrede Auguste, senator and ex.
minister of public works, was named
n president.
All the houses around the palace
were greatly damaged, but as the pal.
ace itself was isolated, the firemen
succeeded in their efforts to ~localize
the fire,