davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1913-03-09
Enthusiasm Should Be Sincere.
He Talked Too Much.

OF course. man can appear optimistic and
act .nthusia site whether or not he feels it.
ard his appearance and actions will go far
toward msk.ns him actually possess those
cha raCt-r1stics. but a rule the man whom
n. tries 10 influence with insincere optimism
or erthUsia SIN can readily see through him
Right there is the big blight on his success
a. a salesman, for It il essential that sales
man seem Ia be entirely honest and a above-
board TO the buyer. This. Of course, does not
mean that ne must not be shrewd. But he
must be honestly shrewd-wIthout deceit
Also E"n%sty In the shape Of loyalty TO his
house and the goods ne sells is necessary In
order to get the loyal support of his house
support. or the lack Of which, that often
makes or breaks a salesman
Therefore. TO sum up. II yourS mai feels
hat he is essentially and enthusa sticaliy an
optimist and has good judgment. especially
70, reading and dealing with human rature
salesma nShip offer, him big chance for for
tune. IL IS most often the end Of business
from which pa rtJrers are chosen This is
true because once a factory or a mercantile
concern gels under way it mus, keep VI ard
constantly increase its sales in order to take
advantage OF the fixed expense
Usually competition is such az TO caus~
ia Eng of OF sales unless the sal les oreapiza
ton + kept up.
And salesmen must crea to "a iee-not mere.
ly supply wha: IS wanted. Many . concern
would go into Liquidation tmm ediately were II
not for the fact ths It has in Its employ men
|ho can be counted upon to sell " the blue
heavens II necessary. It IL dependent upon
these men for its very existence. And such
Inc are not plentiful
Fortune te is the " born salesma L. but I'll.
well for the young man to remember that
gs9 out Of every thousand sslesmen these
days are made, not born.
The Washington herald., 1913-03-09
Vacations May Help or Hinder;
One Boss Studied His Men.
By COURTNEY R. COOPER.

starts? / believe Reynolds 10 the original OF
them all. For three months at q stretch
there Is no one on earth who can beat him
as 4 salesman. He works day and night
he seems to simply re~el In work. Then
comes a reaction. He appears to be unable
to conn ytehend the meaning of work. When
! was studying him-for ! have studied all
my men-I figured that during his two leth-
argic periods IN six months. / lost about
5000. :erTeted the whole matter out and
guarded against any future happenings OF
the kind.
Nowadays. Reynolds works like wtldfire
for two or three months. and then begin 20
watch him. At the first sign Of letdown
l call him into my Office. give him an sH-
pense account, and send him away for
weeks rest. He comes back full Of vigor
and vim and Is right in the harness again.
+
Knows Mems Temperament.
Did | not do thi. ! would be unjust 10
him and unjust TO myself When Reynolds )
Is really working he takes no account of time
He works day and night. night and day.
Should ] not pay him IN some way for this
overtime? Certainly. And / have chosen
the manner Of payment in a way that will
result in benefit for both Of us. Reynolds
likes his trips like the work they cause.
And SO Il goes throughout my whole estab
lishment Some oc my men take their vsca-
t!ons in the winter They do so because their
working capa bil!t!es are at r lower ehb than
IN the summer time. Others have theirs IN
the spring That IS because they are Of the
wauderlust tempe rament Did you ever fig
ure out how much good work you can get
out Of q man when the longing Is IN him 10
roam. The result 3. about nothing.
I'have catalosued each mans case thor
oughly and know their tempersments. |
have tried to arrange things 80 that these
Compartments satisfied And do not
believe there is an establishment where
there ar. more loyal employees than in my
plant They know the " old man g is doing
his hest for them and for himself and wher
you can instill that feeling in the hearts OF
those who work for you you are succeed
The Washington herald., 1913-03-09
Notes from the World of Science,

All the clocks used by French railroad will
be regulated by wireless telegraphy in the
near future.
II lead pipes be thnly coated with varnish
before they are painted, the paint will cling
to them longer.
An electric railroad connecting two M-xi-
can cities Will climb 20 an altitude Of I2..'o
feet above sea level
Germany's swiftest train covers distance
OF It's miles at an average speed of oJl7
miles an hour.
A Paris scientist has developed a method
for quickly purifying the interior Of barrels
used in a brewery with electrically produced
ozone.
Telautographs instead Of telephones will
be used for transmitting messages between
the various departments Of a new hotel THAI is
being erected at Washington, ID. c.
Added strength and safety are claimed for
new English material for acr"plane win~s
The Washington herald., 1913-03-09
World Helped by Its Dreamers;
Big Things Worked Out by Them.
By G.. N. BRIGGS
By G.. N. BRIGGS.

union' and II Bell and Edison hadn' I dreamed
the telephone and phonograph might .ttlI
be among the urworked miracles. fNsr-
conf hadn't dreamed. wirei.ss teIegrsnbv
would not now be saving lives at sea.
Dream on, theu-but work.
Newton worked night and day until his
problem Of the law of erayita,ion w..
solved to his and to the worlds satisfa ction
Franklin worked ,ireIessly in the fac. os
obstacles greater than any one shah .v.r
know. Jenerson and Washington vorr.A
though there was 20 little to encourage nd
so much TO dismay. Lincoin-w.I, read IN.
wonderful story Of him and learn what ,..,
woSk means. Edison worked and ,,.,I
worfs-more than the humbIes, labor.r q,
any Edison plant
Dream and work-vo~k tiE your br>I> h.
solved your problem and made your dream q
reality. Without dreams. work 10 mere dr..a-
gerry; without work. dreams are mere fo,,v
The Washington herald., 1913-03-09

the currency. United States treas
ury. 1t read: Horses shod by
horseshoer.' The head OF that shop sad
every man under him knew the horseshoei1g 2
business. and their success in that line was
the most pronounced in the city
There are two kinds OF men in the world
those that do things and those that don't.
And simply because IL is harder to do things
than not 10 do them. and TO 80 against the
tide than 10 drift idly with it. the class that
does nothing is larger than the Niass that
does something. The hardest thing 10 hnd
today is the man or the boy really able 10 &C
compIish results.
These thoughts belong to Mr. Murray. and
along this line he has many interesting
things TO say.
The men are all looking for" saws
Mr.. Murray. :" are the very men who do not
want positions. Those doing the work in
hand well, and at the same time preparir:
for better Jobs when they come along are
the men that jobs are seeking.
What is known as the law OF supply and
demand is as applicable TO persons as to
things. II the south grows more cotton or
the north and west more grain than the
worlds requirements call for in year. n
Is certain that these staples will yield low
prices to the producers. On the other hand
continued demand and small crops mean
high prices.
The Washington herald., 1913-03-09

OF course the news pleased him. for n.
had alwsy. been ambitious for such Job
Imagine my feelings. however. when he cam.
into the house the next day tocged out l!k-
the hero IN a musical show. He had Goa;
With a belt around It. pants that were rollad
almost TO his knees. and a scarf pin that u
racetrack tout would have picked out. He
felt that ne was ready for the road.
Il gave a glance at him and then ca lied
him into the Office. Tom said. as a fathe r
would. you'll have handicap enough ont
there In Iowa with just your youth withoU:
getting yourself up like that. You're going
TO be business man. you know. not a ma
tinee Idol
He took the suggestion as I knew he
would and he's going TO make good now
too He might have gotten away with il
with those clothes but | have my doubts'
The Washington herald., 1913-03-09
Good Credit Valuable Asset;
Buying on Time Often Helps.
By PRESTON c. COMSTOCK.

yAVE you credit at any bank?
II necessity required IT. could you
GO anywhere tomorrow, and borrow
money? Este hshment Of credit and
maintenance Of It are two essential
attributes to success. Although there is
difference between establishing credit and
plain, ordinary running blls.' the former
is often secured at the start by the latter
Most business houses have a credit depart
ment ana many encourage running accounts
Expectation OF increased sales is not the only
object.
1t is a pleasure for US to extend a fairly
liberal credit to comparative strangers who
have proper references" said a business man
recently. 90 1t is good for our business 1t
creates a bond between the customer and
fiTm.
The Washington herald., 1913-03-09
Survival Of the Fittest.

So il is in the market Of men The multi
tude inert. Indifferent and without a.pIra-
tion for higher endeavor 1. paid poorly: the
ambitious enterprising, and achieving minor
ity is we'll paid. The law Of supply ard de-
nand fixes the wage Of each. 1t is a natural
law and works automatically No court is
required 10 give 1t Interpretation nor to
enforce its decree"
MI Murray believes that the Law of supply
and demand Is full brother TO arother OF the
natural laws, which is the survival OF the
httest Natural laws, say the controller,
The Washington herald., 1913-03-09

80 When person pays cash. the transaction
ends with his purchase. as a rule. He may
come back time and again. He will be recog-
nized. perhaps, but unknown by name. II
he Is disappointed with his purchases. he may
make no complaint but go ELSEWHERE
The moment a credit customer has a com
plant. he is not long in letting US know. The
mistake is readily rectified and We retain a
pleased patron"
Persons who pay cash are well enough of
long as they have the cash. When the
pay stops temporarily, the man with credit
is in no danger Of going without The man
who always has paid cash MAJ be honest nd
trustworthy. but unless he has credit, he will
find few who viii trust him when the lean
days come
The Washington herald., 1913-03-09
They Kicked on Being Docked;
Learn How Lost Minutes Count.
By MARC N. GOODNOW.

THE place OF the time clock in an in
dustry employing 10.0OO men was illus
trated IN striking manner by the
superintendent when a party Of five
men who had been late in punching
their time walked into his offlce to object to
being docked for half an nour. The loss of
even few minutes was regarded In this pla mt
as half an hour in making out pay checks.
The superintendent explained to the men
that the rule was in effect not TO catch them
but no get the men who cared for no law.
who were careless about the observance OF
rules
For example" said he. the average
wage in this plant is. let us say. 81 day
On the basis Of ten hours work eaoh mans
time Is worth to the company 20 cents an
The Washington herald., 1913-03-09

hour. 3 cents for each fifteen minutes. Now,
suppose each of our 1000 men loses half an
hour because there are no time clocks and no
rules. What is the resut--lOGS half hours
at 10 cents apiece, or $500. Suppose it kept
up for only thirty days in the year. what
would be our loss? Just S5O.UD. wouldn't il /?
Suppose It was half an hour loss every
day for $40 working days? Just $4,000, or
the interest at ) per cent on over S6.U0Uo.
See how much money this company would
have TO keep lying idle in order to meet that
simple little half hour 1ossT'
The men looked al each other Significantly
then turned their eyes upon their chief once
more.
You're right, boss" said the spokesman,
we never thought about it in that light be-
fore. We amt goin' TO kick no more"
The Washington herald., 1913-03-09
Loud Clothes Apt to Spoil Sale;
BossWatches Young Men on Road.
By ONEY FRED SWEET.

/lIF you've got young men on the road.
~ there is one point you have 10 watch
out for and that is nat they do nos
dress too conspicUOusly." says a
big loca! wholesale man. The
Young chaps have a tendency 70 go too stron=
in the latest fashions and such clothes car
not help but be obnoxious to many Of our
customers The small town merchant is ap.
to get the impression that he is dealing with
a dude.
For example. We have a hoy In our house
who worked up from an Office boy. He was
bright chap, always did his work we'll, and
had a good deal Of personality. I had had
my eye on him for years as fine material ror
the road and kept boosting him up from ore
job to another. He is barely OF aSe now. and
last week called him into the Office and told
him l was going to give h0h territory
The Washington herald., 1913-03-09

/EEP on dreaming: by ali meane.
K That's the advice OF successful man.
~ lie tells you why. too.
II Newton hadn't dreamed We
might still be wondering why it Is
that object hurled from the earth returns
90 1t though having no poHe- Of its own 10
stop golrg In one direction and begin to go
in another.
II Franklin hadn't dreamed. the world
might still be waiting for some one to show
how the awful energy Of electricity could be
made to give men commercial service in
stead OF merely terrifying them
II jefferson hadn't dreamed. some one else
would have written the Declaration OF In
deperisncs; and II Washington hadn't
dreamed. name other than his would be
giorifed in American citizenship.
II Lincoln hadn't dreamed. slavery mign,
row be threatening the permanency Of tn.
The Washington herald., 1913-03-09

VShROUGH three years as An employer
OF men have learned many things re-
garding those who work for me. be-
l!evs. too. that 1 have made one or two
discoveries-at least have introduced
several innovations In my working stan
which have kept the standard up to the high
est pitch Of efficiency. / have broken all
parturs.
And the principal innovation has been In
the matter OF vacations In my plant there
10 no such thing q regular season for va
cations. There is no regular time allotted.
There are men who do not receive them 1t
all. There are others who get three or four
perhaps five-a year. But there is no In
Justice in any of It l have simply figured out
the natures Of my men and deal with them
accordingly.
For Instance, there Is Brewster. l do not
believe there 10 . steadier man in the world
than Brewster. In fact, he is too steady
He Is one Of those men who are born to run In
a groove, and unless he can continue in that
groove he is unhappy. The hrst year Brew
ster worked for me l gave him q vacation.
He didn't get down to good work for more
than a month after that. The change had
upset him. l spoke TO him about It
4
Two Kinds of Workers.
e. It's funny thing" he answered. but
all this talk about vacations doing man
good never did appeal to me. They get me
all mixed up some way. and Il takes me a
long time to ge, back into the running again
Now. I'm not saying that 10 seek favor or
anything OF the kind. but
halted him. for an idea had come TO me.
Suppose" | raid, " that you work all the
year through. without any cessation, and re-
ceive double pay for the time you should have
your vacation How would that suit you.
Brewster smiled. he likes money better
than anything else in the world.
I'd Ike that fine
And so that has been Rrewstsrs system
for two years.
Quite the opposite. however. Is the manner
in which I deal with Reynolds You've
heard of the fellow who works by fits and
The Washington herald., 1913-03-09
Train Standing Still Costs Money.
Bv HARVEY LOWRANCE.

But this is not the thought that this blue
print brings to mind. That thought was how
easy to make a slight change in the lettering
just make the t in train TO a band then
tack that quotation on erery billboard
Do You suppose the human mind would
grasp the meaning2
Do you grasp It?
The Washington herald., 1913-03-09
Where Results Show.

" But here in The sales department IL S
altogether different. l have sold S6n.oUp
worth Of gooGs so far this year-and /
intend 10 make it sI1,oco before the end Of
the year-and l could figure out almost TO
the dollar how much profit l have msde
for the house. The sales7nanager knows
exactly what | have done. and Go the
president. the vice president. and he treas
urer or this company. They count he sal
a-y draw a. an investment. they see
tie money bring in. the proft make
This Young SALESMAN knew what he as
u k!Ig about Invariably 1, is best for
the man wh5 knows he can get big results
10 place himself In position where the
results h@' gets are apparent TO his employ
ers. and not submerged in the general re-
suit "f a department or an entire business
especially. as this salesman explains. work
that directly produces profits. And this
Of course. l. true in the selling end Of the
average business more than in any other
Therefore the remuneration for selling abil-
ity is greater than for other kinds Of abiI-
tty. including executive. unless the ex-cu-
ives work includes supervision OF the ga les
department.
In the concern just mentioned. for exam
PIE. the director OF sales, which includes
both personal and mail sales, gets salary
of SlS.ooO year and a share in the profits
while he vice president who Is the gen
~ral merchandise manager. supervises ali
the buying. stock keeping. and shipping.
and the employing OF all help. except the
sales force. receives a salary OF $1,000
ear and no snare in the profirs-and the
reason is this: his work is largely nonpro-
dUcriye Of direct profits, although his re-
sponsibil!ty cannot he said TO be Iese
Always the biggest salaries are paid to
the men that bring in the money This
we of man is In bIggss; demand.
The Washington herald., 1913-03-09


because they do talk. Glib speech is the last
requirement. although a man should be able
10. say what he does have to say succinctly
and conyincingly.
He Talked Too Much.
Judgment, though. is ths big thing in SELL
.ng. and Of judgment nine out Of ten parts 10
ability to size up human nature and to know
when TO quit talking. how to make the buyer
say some thing.
shall nsver forget my experience with
college orator" says one sales manager.
- He was undoubtedly the best talker in my
business He could corner a buyer and liter
ally spellbind him with his talk for q half
hour. But at the end Of that half hour the
buyer would not even know the name OF the
goods this young orator was trying to sell.
He was too much taken up with the smooth
flowing and elegant phrases this young man
spouted at him so PLEASANTLY. He heard the
sounds but did not ca tch the meaning.
But L must say this young ator had
persistence. He was out in city territory for
a full month without taking one order. until
finally some kindly buyer frankly told him
that he had talked himself out OF a good or
der. that an 6rder was waiting for our COM
pany. but he did not intend - give It TO q man
who had taken up 50 much Of his time in high
sounding talk.
This orator 10 now in the stock room. II
he is willing 10 stick long enough to forget
how to talk eloquently l may give him an
other chance on our sales force, for he seems
TO have ell the characteristics desire in
our men He is courteous and fun Of opti
mism."
Few sslesmen have a monopoly on all the
qua a4hcations necessary TO become success
ful.
persistence. and diplomacy but whRt could
make themselves become good "a iesmen. yet
It Is true that great many of these men
WuUld hav- PTopor;tonately greater success
II they should apply the same amount OF
energy in other fields OF work.
A man who finds It hard to enthus. has a
tremendous handicap to overcome Emer-
aChAved without enthusi SIN apple es 10 sales
manshp with full force.
The same = true OF opt .mism 4 naturally
pessi nisJic nature should usually steer clear
Z the ss!esma nship profession. FOR these rwo
characteristics are about essential a btI-
ity to read huma n nature, q nd they are not az
easy TO be developed. for they are inherent
and practice OF ph~enoIogy will greatly aid
any man in his ability 10 size up the man he
DEALS with. but there are no such courses to
he studied n those inTRlus BILE cha cteris-
tics: enthusiasm and optimism
The Washington herald., 1913-03-09
Salesman Must Know Men.


y YOU have natural ability to read char
perhaps the most important fundamental
requirement for success In personal selling
One sales manager considers this ability go
important that he thoroughly tests candi-
dates IN his respect before he places grip
y their hands and expense money in thei.
pockets.
Three or four men in the orgs MIA tion with
personalities that differ widely are used in
.uese tests. The new men are sent to talk
I've minutes with each OF them and they i'm
Ted!ately are required 10 report to the sales
manager their Impressions OF these men with
definite suggestions as 20 how il would be
best 10 handle them in case tie candidate
salesman were 10 try to Sell them goods
This sales manager says that many men
largely take for granted that all other men
are like themselves ard they treat other men
accorGinSy. But . Salesman mus: realize
hat every mar he meets is rerent from
himself and from all other men: that no two
are alike
glance can be developed especially bv the
salesman who realizes that he must be q
good listener as well as a good taIker.
OF these two requirements ability to listen
IS just as important as readines with speech
Some one has we'll said that salesma nshIp
IS one part talk and nine parts Judgment.
great many young men say " l can't sell
The Washington herald., 1913-03-09

= n the Office Of one OF the largest rail-
/ road companies in the country there is
L tackled on the walls a large blueprint
1 bearing these words:
a train standing stiii coss money"
And after reading it one must realize that
there is the reason for the success of this
road. p
The Washington herald., 1913-03-09

THERE Is most appreciable difference
between the salaries paid men stenog-
raphers and those paid TO women ste
nographers. Why this marked dis
crepancy should exist has for a long
time been the subject/of much discussion.
prominent business man who hires and
fires many stenographers every year. e1-
presses his views on the subject and. Incl
dentahy. seems to solve the problem. He
says:
In the first place men stenographers are
lar more reliable than the women. They
are at their desks on time In the morning
and II they have to work half an hour or so
l overtime they do so uncomplainingly.
Women. as a general rule do not show
this spirit Of business interest. Promptly
at the hour Of quitting for the day they quit.
To them an important business letter Is a
thing that can hold over until tomorrow
Women do not enter into the spirit Of
the business as eagerly as the men do. To
nine-tenths Of them a rtenograph!c position
means pin money and theater tickets To
the average man II means food and advance
ment.
A man takes keen interest in learning
the business in which he is employed The
mastery OF important details to him is ab-
sorbins. FOR It means his ultimate advance
ment. He studies the wants OF his employer
and constantly keeps his eye on the man
just above him. Some day he hopes TO step
into the shoes Of the man higher up
Doesn't Prepare for Promotion.
woman. however. generally keeps her
eyes on the clock. She covets the Job of
the woman who holds a superior position
and Is envious Of her standing with the firm
But II the woman who has the better Job
were TO die some day. the stenographer would
not assume her responsibilities. for she has
not studied the business In its various de-
tails. She simply has been content with
remaining a mere machine.
The cares of the boss are dismissed the
moment she transcribes her last shorthand
note. She doesn't stop 10 figure out how
she may advance the Interests of her EN-
pioyer; she doesn't concern herself with the
business farther than drawing her pay en-
velope That's the most vital thing at
tached TO her position.
Such differences in attention 10 busi-
ness are productive OF but one result-good
salaries TO the men and much lower ones
to the women. Some OF the men | employ
The Washington herald., 1913-03-09
E.zKaD Among Men with Hand Bl#1&-z

Q Always look at the sunlight and for.
get the shadows. Memories of what
might have been do very little good.
Q Be more than worthy of the job you
hold; you'll then be worthy of the place
higher up.-O. L. Dickson.