davidaulloa/AmericanStories huggingface dataset:
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16

not in the mass. There are some buyers |
can land with a Joke, and others with cigar.
and others with a demonstration of my
goods Some men buy the goods because
they like me- and Others because they recog
nize quality when they see it. The latter
class usually gives the largest orders. Re-
member that the house doesn't send its
men out as comedians, but as statesmen.
have broken in lot OF fellows who supposed
that familiarity with the latest joke was the
sum total OF good craftsmanship.
| remember one case where | had worked
up good deal, and sent a cub out the next
day to clench the sale. All that remained for
him was to show certain line of goods
and take the order. Imagine my surprise
when he returned and said that the deal had
fallen through. The reason | soon learned.
That particular buyer was the leading mem
Der of the Methodist church in the town,
and rather touchy on religious subjects
The fool cub had attempted to open up
the deal by cracking coarse Joke on the
Methodist church, with the result that
the buyer sent his order to our leading COM
petitor.
The third essential in the ethics Of sales
manshlp IS self respect and self confidence
and right here a great many fellows fall
down Remember that YOU are engaged in
as personal representative of first-class
concern that produces a high grade Of mer-
chandise. By entertaining high concep-
ton of your duties you will naturally enter
tain high respect for yourself.
Dress as becomes your means and posi-
ton. The sport is seldom attractive any
where but at the race track, and it is always
pity to see man wearing a suit of clothes
of more value than himself.
Don't overtalk. If your line is @. K, it
will speak for itself; if it isn't, it will lie on
you. Know how much to say and how not
to say too much. Many man has lost
sale because his mouth was bigger than his
brain. Remember that the time of the
buyer is valuable, and if YOU are a hustler
your time will be doubly so.
1t is a good plan to call upon business
man during business hours, state your bust
ness in business way, then go about your
business. and allow him to attend to his
business
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16
Winner of $40 Prize
ETHICS OF SALESMANSHIP
By c. E. Brown

TT might be helpful to those who are just
l starting on the road if | should outline
three principles of salesmen's ethics that
have had to learn through twenty-five years
of long and hard experience.
In the first place, 1t is absolutely necessary
that the travelling man believe IN the house
he represents and the goods he carries. No
man can afford to travel for cheap house
or carry inferior goods; neither can he afford
to represent a house that IS not absolutely
on the level. So close is the relationship be-
tween the salesman and the house that what
one is the other is bound to become.
Nothing will kill man quicker on the road
than to be backed by an inferior house. He
daily comes In contact with business men
who know the rating and standard of every
concern with which they deal, and the quail
ity of goods handled by those firms. To
represent a cheap house even for high
commission is mighty poor business policy.
Better sell no goods than try to sell inferior
goods. The salesman must remember that
he has to travel over the same ground per-
haps half dozen times year. and his house
will expect an increase III orders every trip.
To guarantee these results the salesman's
knowledge must be such that he can back
his goods with a clear conscience and I'M
finching gaze.
In the second place, a salesman must have
personal knowledge of his trade collectively
and individually. Too many men fail be-
cause they lack in this particular, or because
they fail in the exercise of tact. They as
sumo that every man is nodded from the
same cast, and can be dealt with in the same
manner.
Men must be handled individually. and
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16
Winner of $40 Prize
A GIRLS EXPERIENCE SELLING
RAT TRAPS
By Mabelle R. Radford

+ STARTED to work for Perkins &, Co.
when | was fifteen years old, helping to
make mirror rat traps. They had fiat bot
tom board, and at the end block with an
other piece of wood jutting out that held
the spring when set In the back was
mirror to make the rat believe that another
was getting all the cheese, and when he at
tempted to grab it the heavy wire spring
would do its work.
| worked at this for nearly two years, till
one day our city salesman was sick and | was
sent out to get certain firm order. got it
and fired by my success, tried another firm
that did not carry our line. The buyer was
surprised to see girl on the job, and one SO
young. He was one of those old men that
don't believe in new inventions, and would
have none of them, saying he couldn't give
them away, let alone sell them. | told
that | could go out that afternoon and sell
a couple Of gross to the retailers. He said
that if | sold a dozen he would buy gross.
took in all the hardware stores, and by
night had sold three gross. How surprised
my old friend was He gave me a big order.
When my employers heard | had the order
they nearly tainted; for the city salesman
had been trying to land him for sometime.
asked the manager to let me try again,
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16

nora We must find them too, Philidor.
And Stella-I promised her. We must do
something for Stella.
1t was growing late. There was sound
in the thiclet behind them. They started up,
and were confronted by the dncien, who hob
bed toward them, with his stick and lantern,
like Diogenes searching for an honest man.
God be praised" he croaked. you are
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16

here We feared you might have fallen
among the rocks.
among the roses, Pere Guegou thy
rosesi" said Yvonne, her hanl. closely in
Philidor's.
The old man stared at them witlesslv,
then turned and lighted them upon their
way.
THE END
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16
Winner of IS Prize
EXPENSIVE BEANS
By Thomas E. Burns

Colorado Springs decided that a lunch
counter, operated in conjunction with the
hotel, detracted from the regular restaurant,
and concluded to discourage it. He could
not abolish it, because the house was owned
by a railroad company; SO he raised the
prices on all articles sold in the lunchroom,
for the purpose of forcing the diners to pat
ronize the hotel
One day Boston travelling man stepped
into the lunchroom and called for cup of
coffee and a plate of beans. When he fin
ished he was handed a check that read fifty
cents. The waiter informed him that the
price was regular. The cashier corroborated
this statement, and added that forty
cents was their usual price for an order of
beans. The proprietor informed him that
the price was equitable, considering that
articles were served under full view of Pixies
Peak
When waiting for his train the traveller
ascertained from the telegraph office that
the Grier House was on the credit list, and
all messages concerning the business of the
house might be sent collect" without ques-
ton.
From Goodland, Kansas, two hundred
miles east, he telegraphed as follows:
GRIER HOUSE. Colorado Springs
Still think you charged an excessive price for
tnOSe Deans. RALPH w ALDO EMERSON.
90 words Collect
From Fairbury, Nebraska. still farther
east:
After talking with several passengers. am still
of the opinion that the price of that plate of
beans was exorbitant.
RALPH WALDO EMERSON.
GO words 8 Collect
From Des MONIES, Iowa:
The dining car steward and others coincide
with my views. and are in full accord that.
considering its preparation, your price for that
dish of beans was most extravagant
RALPH WALDO EMERSON.
go words 'Collect'D
From Rock Island, Illinois:
Have talked with every passenger on this
train and have not found one dissenting voice
from the position | originally took that you
not justified by retail or wholesale conditions
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16

guage not used in polite society.
had to smile. Il bet you feel heap bet
ter now" told him, laughing.
He looked at me for minute. and then
gave a sheepish grin. After | showed him
the orders had for them he gave me one for
twenty five gross and invited me to callagaill.
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16


made him jump.
"W hat the Sam
Hill people want
to send a fool girl
out with a thing
like that | don't
know" he ex-
claimed. he best
place for a girl like
you is in school
where you'll learn
something. Let's
see the thing" He
pulled up the
spring to try and
set it; but it came
down with a bang
on his finger,
which brought
forth some Ian
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16
TALES FROM THE ROAD
CortirssG from page 9

and was soon getting along SO well that |
was sent to the small towns of our State.
My mother died, and as soon as | was alone
in the world | travelled in different States.
Once as | was entering one of the whole
sale houses salesman | knew was coming
out. Better not go in now, he told me.
"The old man 5 in deuce of a humor.
| went in anyhow, and sat down to wait.
In about half an hour the boy told me to go
in. The buyer turned to me with a scowl
and said:
Il don't want any books, and haven't
time for charities. Come some other day,
and turned to his desk.
| stood for moment, and then went up
and slapped my sample case on the leaf of
his desk. Il haven't any books, l said; Il
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16

ANYTHING from you. If he cusses you for
coming in, hand back the same line of talk
to him If won't take him long to come to
his senses, and YOU should be able to get good
business out of him. Talk right up to him.
You can land him all right if you go about
it the way tell you. Bill Simpson of the
Blank Hardware Company sells him a slue
of stuff, and he told me that the only way to
get in right with that man was to land on
him like a ton of coal.
The Kid fell for it. and fell hard.
When he arrived at the dread place, and
declared his mission, the boss almost had
heart failure No salesman had dared to
enter his sanctum in over ten years, and here
was a snip of a boy calmly announcing that
he was a salesman, and moreover expected to
Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-11-16

am 1lOU dsk1ilS C1ld1lIE. WISH 20 SHOW
you our new style rat trap"
1--WE got all the traps on hand l
can handle he said.
But you haven't any of the kind l
wish to show you,' told him sweetly,
taking up the trap and setting it. |
pulled the trigger, and it came down
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19

as one would expect after three CEN
turies Of Romanoff rule; two hours
sufflces for the whole exposition.
Thousands, almost millions, of rubles
have been spent in buildings, grounds
and exhibits, and yet, the afternoon l
was there there were not thirty WIS.,
itors on all the grounds.
While 1t may be the way of all exhi-
bitions to prove financial failures, this
is still a glaring example of that inef
ficiency which one finds everywhere
here. The one impression the visitor
carries away from the place Is the
magnitude Of the possibilities Of the
soil which it represented. The coun-
try is still virgin, cold and all but I'M
placable; but for the strong, virile peo-
pie who have the patience to WOO her
she has smiles and gracious rewards
beyond measure. For him who has
the stamina to Withstand cold, ice and
solitude this imperial lady Of the
SHOWS spreads cloth of gold and
empties her horn of plenty.
More wonderful than the exhibition
are the dairy products one meets Win
In the restaurants. Here milk is
cream and cream of nectar for the
gods; butter is a confection and the
eggs more to be coveted than those
of the fabled goose.
Solitude of the Amur.
The Amur is not unlike all great
rivers. 1t winds and twists and
doubles upon itself in manner that is
discouragingly common, while the
scenery is mostly fat and uninterest-
ing. But in solitude, isolation and the
primeval glory of the forests the river
trip surpasses even the railroad jour-
ney. At night as the boat, electric
lighted, steam propelled and spouting
great clouds of sparks from her fun
mel, makes her way down stream, it
is a piece of twentieth century in
truded on pristine background. One
imagines that he hears the futter OF
countless startled wings as the rauc-
Gus whistle penetrates and re-echoes
through the forests, and the search
light playing on the banks to find
landing place transforms the slender
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19

The small round hat with slightly
rolling brim is covered with the mate
rial put on smoothly. The crown is
small and puffed, and the odd standing
ornament is made Of hemmed strip
of Grape wrap ed about supporting
wire and ruf11ed about it at the top.
The scarf is only a plain length of
chiffon with it's edges finished with a
wide border OF Grape. The ends are
gathered and finished with an orna-
ment made of folds of Grape and fin
ished with a bound scarf end of the
fabric. This is strip of the material
bound with a marrow bias fold of Grape
like that which trims the muff.
A ready made muff bed lined with
black silk and covered with it as an
interlining makes the construction of
the muff simple matter. Five deep
folds of Grape are placed over each
side and sewed down at the ends A
strip bound of the material is brought
across the top, tackled down one side,
covering the ends of the plaits and tied
in knot with hanging end as finish.
The set is as handsome as anyone
could wish and only ordinary skill in
sewing is required to make it.
JULIA BOTTOMLEY.
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19
SYNOPSIS.

Cowboys OF the Flying Heart ranch are
heartbroken over the loss OF thelr mucLi-
priced phonograph by the defeat M OF aolt 5ne,F af
the Centipede ranch. house party Is
on at the Flying Heart: J. Walilngfora
Speed, cheer leader at Yale, and culver
ner. are expected. Helen Blake Speeds
sweetheart. suggests to Jean Chaplin, SIS
ter of the owner of the ranch. that she
the phonograph. Helen declares that If
Covington won't run, Speed will me
cowboys are hilarious over the prospect.
Speed and his valet, Larry Glass. trainer
who has aprvs posed to es her aa as an athlete to
race against the Centipede man. The
cowboys join in the appeal to Wally, ana
fearing that Helen will find him out ne
consents. He insist. however, that ne
shall be entered as an unknown. hgur1ns
that Covington will arrive in time to take
his place. Fresno, glee club singer from rom
Helen. % tries ntfsS to discredit edit Speed with the
ladies and the cowboys. Speed and Glass
put in the time they are supposed to be
training PLAYING cards in seciIded 10 d,nl 5p15 to
see that Speed wins the race. Willie; the
gunman. declares the trainer will go PACK
east packed in ice, If Speed fails: A teie-
IN jail at Omaha for ten days. Glass in
q panic forces Speed to begin training In
earnest. The cowboys force Speed to eat
in the tpsning quarters and ips gaEe am
bakes cake for Speed and Is of1ended
when Larry refuses to allow him to eat
1t. Covington arrives on crutches. HE
Keap. engaged to covington and in love
with Jack Chaplin. exposes, Speed to
Helen, because Speed had tailed to pre-
vent covington. from joining the party;
Skinner. the Centipede runner, appears
with a proposition to throw the race.
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19

of draping in the best way. There is
a pretty fichu of net worn under the
bodice, and a standing ruff about the
neck. A finish of long loops of black
velvet ribbon in a narrow width is
placed at the termination of the
neck ruff at each side.
One cannot help wondering at and
admiring the lovely turban which
finishes this toilette. A length OF
soft fur, or plush, appears to be
wrapped about the head and provid
ed with the narrowest of supporting
brims at one side. Poised at the CEN
ter is the body and head of wing
less butterfly made of velvet. The
audacity of wingless butterfly used
as an ornament would be unforgiv
able except that the gorgeous crea-
ture in gold is the real butterfly,
which fact his velvet fly ship is pro-
claiming at the top of his-turban.
The pretty clothing of the feet is
to be noted. Silk stockings in black.
and pointed slippers of black satin.
laced across the instep with narrow
black ribbon.
Not a jewel Is worn here. The
toilette is in fact wonderful con-
ception and the smallest detail has
not been neglected.
JULIA soTToMLEY.
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19
- q Saa 4

lust as gorgeous and just as beauti-
j full as it can be, this gown in one
of the many wonderful gold shades
shows the cleverest handling Of the
most extreme ideas in this winters
modes.
The skirt of panne velvet OF the
softest and most supple variety is
made on the Turkish trouser" model.
About all its fullness is arranged at
the front There is no mistaking the
appearance it makes on the wearer.
1t looks actually more like pair of
voluminous trousers than like our
ordinary skirts.
The pannier and bodice in one.
with soft crushed girdle of velvet, is
a wonderful garment. The drapery is
arranged in two over-hanging pan
niers, broadening the hips and hang
ing into the figure at the bottom.
The bodice is cut with a kimono
sleeve, apparently, although it is hard
to be sure of this. At all events, the
arm's-eye Is not discernible in it.
The sleeve is heightened until it COW
ers the wrist and extends in a point
over the back of the hand. Such
sleeves are the height of styles.
This costume is an achievement of
which the designer has right to be
proud. It manages difficult problems
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19

dawn, a prey to frightful visions
which the comfortable morning light
did not serve to dissipate.
Wally Speed slept serenely through
ly amused at the story when he
awoke. He was sorely tempted to
make known his agreement. with
Skinner, and put an end to his train
er's agony of mind; but he recalled
SINNERS caution, and reflected that
the slightest indiscretion might pre-
cipitate a tragedy. For the first time
since the beginning of the adventure
he was perfectly at ease, and the phe-
nomenon added to his trainers dis
may.
Others beside Lawrence Glass were
apprehensive. Culver Covington, for
instance, was plainly upset, while
Roberta Keap pleaded headache and
had her breakfast served in her room.
1t was shortly afterward that she
appeared in the gymnasium doorway,
and cried, in an accusing voice:
well, Mr.. Speed?"
Yes, quite we'll"
"You traitor!"
"You modern Borgia! Didn't you
go and tell Helen everything?"
Didn't you promise to stop Gull
ver?"
"I did. l had him thrown in Jail
at Omaha. What more could do?"
"You did try? Honestly?" Mrs.
Keap allowed her indignation to abate
slightly. eff I had known that, |
wouldn't have told Helen. I'm sorry
you didn't explain. I was angry
furious. And l was frightened sol"
She broke down suddenly What
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19
copYR1GHT 1910 By HARPFR q BRoTHERS

been doing night duty in accordance
with Stover's orders. What with the
trainers loud complaints, the excited
words of his captors, and the confu-
sion resulting when the bunk-house
emptied itself Of men half clad. it had
taken the ranch-owner some time to
discover that Glass had been sur
prised in the act of escaping. 1t
seemed that the sentries, seeing fig
ure skulking past the white adobe
walls Of the house, had called upon 1t
to halt. There had been dash for
liberty, then furious struggle before
the intruder's identity became clear,
and but for Chapin's prompt arrival
upon the scene violence would inev-
itably have resulted.
II tell you, I'm walkin' in my sleep"
declared Glass for the twentieth time.
"Caramba! You try for get away" "
stormed the Mexican. "Pig!"
"Not bit like it! I've been son.
nambulist ever since I'm baby"
why didn't you answer when we
called?" Cloudy demanded.
/ J. LII
asleep?"
"If you couldn't hear US call, why
did you rum"
'Now have little sense. pal. A
sleep-walker don't know what he's
doin'."
"Since there's no harm done, you'd
better all go back to bed" Chapin ad-
vised. "Mr. Glass has the liberty Of
the ranch, boys, night or day. asleep
or awake"
Looks to me like he was tryin' to
elope some" Slower balanced upon
one bare foot, and undertook to re-
move a sand-burr from the other. In
the darkness he seemed supernatural
ly tall, SO that Glass fastened to
strengthen his story.
81 was walkin' in my sleep as nice
as you please when those rummies
lep' on me. Say! You know that's
dangerous; you can kill guy wakin'
him up SO sudden"
There's easier ways than that"
spoke Willie from the gloom
tits a yap trick just the same. l
was in the middle of swell dream,
too"
Come, come, Stover, get your boys
back to bed! Well have the whole
ranch up with this noise
Chaplin himself led Glass around
the house, while that gentleman made
no offer to explain the dream which
had prompted him to pack his suit
case before letting himself out OF the
training-quarters. Once safely back
in the gymnasium, he sat up till
The Prince George's enquirer and southern Maryland advertiser. (Upper Marlborough, Md.) 1882-1925, 1913-12-19
CHAPTER xv.-continued.

\
Say, what is all this fuss about ?
don't want to be smuggled any
where, thank you!"
II may not be able to square my
men," Chaplin reiterated. "It may have
gone too far"
Square! Square! Why should you
do any squaring? I'm not going to
run away" Miss Blake clasped her
hands and breathed sigh. "I've got
to stay here and run foot-race to-
morrow"
Don't be a fool, Wally!" Coving-
ton added his voice to the others.
Speed whirled angrily. Il don't
need your advice-convict!" The
champion hobbled instantly out of
range. 81 know what I'm doing. I'm
going to run tomorrow, and stand a
good chance to win
Mr.. Fresno, If he had been a girl.
would have been said to have giggled.
"All right, Dearis! I'll bet you five
hundred dollars" as there emerged
from the darkness, whence they had
approached unseen, Stover, and be-
hind him the other men.
"Evenin'! What's all the excite
ment?" greeted the leader, softly.
The master of the ranch stepped
forward.
See here, Bill, I'm sorry, but l
won't stand for this foot-race."
"Why not?" queried the foreman.
Il just won't, that's all. You'll have
to call it off,"
I'm sorry, too."
"1ou Iefuse?" The owner spoke
ominously.
You bet he does." Willie pushed
himself forward. This foot-race Is
ordained, and it comes off on time.
make bold to inquire if you're talkin'
for our runner?"
Gentlemen, I can only say to you
that for myself ] want to run!" de-
clared Speed.
Then you'll run"
'I refuse to allow it." Chaplin de-
ciared, and instantly there was an
angry murmur; but before it could
take definite shape, Speed spoke up
with equal decisiveness.
you can't refuse to let me- run,
Jack. There are reasons''-he searched
Miss Blake's countenance-"why |
must run-and win. And win l shall!"
Turning, he stalked away into the
darkness, and there followed him a
shout Of appreciation from the ranch
men.
Jack Chaplin threw up his hands.
i've done my best"
"The mans mad!" cried Covington,
but Fresno was nearer the truth.
Nothing of the Sort" he remarked,
and struck match;' hes bluf11ng!"
AS for Helen Blake, she shook her
fair head and smiled into the night.
"You are all wrong" she said. 81
know!"