davidaulloa/AmericanStories huggingface dataset:
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10
Without 1t Business
Must Fail, Says A. F.
Sheldon
ETHICS DEFINED
AS RIGHT CONDUCT
Unethical Words and
Deeds Lack Per-
suaSiOn

Arthur Frederick Sheldon, presi
dent OF the Sheldon School OF
Salesmanship, delivered the follow
ing lay sermon on The ethics OF
salesmanship' in the Martha
Holmes Methodist church. Lincoln
and Putnam-sves., Sunday:
As a text from the Book OF Books
20 At this theme, ! have selected the
words OF the Master. when he said:
ye would that men should do unto
you. even so do ye also unto them
for this Is the law and the prophets
That one sentence, when literally
salesmsnship and all the balance Of
life's relationships.
The trouble i.. the vast many treat
IL as a. beautiful platitude, express
hardly. consistent with commercial
On the contrary. the real facts are.
however. that the application OF the
eminentiy prasma,ie~i, is the most
practical method known TO man,
when literally applied, in the win
ming OF even material reward, to say
R Rsrds which cen.tisats our ..srnsl
possessions, and which moth and
rust cannot destroy. nor thieves
break through and steal"
let us nrst for a moment inquire.
what II salesmanship?
Ny answer IL that. as An abstract
and universal principle. II 10 persua-
In its ordinarily restricted sense
the concept IL. as We all know. sup
posed TO dssignate that form OF per
sus sion which II focused upon the
nj
Defined in commercial Language. In
its ordinary acosptation, we may de-
nne salssmanship a. the art OF per
. .asdn.F .p.sopnlss os 70 purchase 0n''
The smile and the cry OF the infant
make OF him q persuader from thu
momsnt Of the drawing OF the breath
Poassibly some Of you have beer
Later. the children persuade US
before thy sv e n.r. .y.n use 4, sh su p
ana clothes and all sorts OF things
and TO buy them for them.
They persuade US TO invest in edu.
cation and all manner OF things
Later the young man persuades tn,
young lady 70 become his wife. and
the wife in turn persusdes him TO in.
vest In All sorts of things.
The III TIM oSm e; ,S Sh; %ou ,s. yonn,
=
OF the present day. take their plac.
in the worlds work.
Each one who does, sells some
thing then and there.
Each sells his or her services q
the employer.
Success In life. at least CONNER
ciaily speaking. hinges upon thI,
power OF persuasion.
The vast army Of the unemployed
and unempioyable In times OF com
mercial distress IL made up Of mer
and women who fail TO persuade any.
one to purchase their particular
product--their services.
The following Is taken from tn,
little magazine called Money Mat.
ters." published by a great INSURANCE
organization. ~ is headed "Reat
This, Young Men Of as"
big insurance companies have ar
uncanny way OF using statistics u
show Just what IL before the average
Individual. not only In the matter OIL
life expectancy. but also as to future
financial resources
And hgures-especially those
worked out In accordance with thu
great law OF averagesr-don't lie.
ION the authority OF one such com.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10
SAYS j. s. HAS
TOO MUCH ''PEP''
BY Senator Lafayette Young. Editor
Des Moines Capital.

Uncle Sans principal reputation
is as a farmer and the careless user
OF language. But he can DO q worlds
power, as a manufacturer and ship
per, IL he will be energetic and care
full.
Uncle Sans domain is so big that
IL ought to be an inspiration to every
salesman he sends abroad. Some OF
his statesmen are accused OF being
swollen with pride. 10 such an eN-
tent that they refuse 10 ask a Gus
toner what he wants. prefs rring to
tell him what he ought TO have. This
same pride causes him TO think tina,
his language is universal and that
his customer II a blockhead for not
understanding II. Instead Of being
polite and attempting 70 acquire the
other mans language. he tries to
substitute his own. This is due TO
too much American blood pressure.
Uncle Sam has been selling goods
In other lands and delivering the
same by means of ships belonging
TO his principal competitors. His
American goods are sent out In Brit
ish. German, French or japanese
bottoms. He must ask his principal
competitors 10 furnish the delivery
wagons. Suppose Hugh Chalmers
and myself owned the only two
hotels In Detroit. Suppose We were
competitors in securing guests for
our hotels. Suppose l owned the
only bus line by which Hugh Chal-
mer's passengers muct be- delivered,
az well as my own. how many guests
would Hugh Chalmers have In his
hotel until after I knew that oil the
beds in my hotel were flled!
Uncle Sam Ia Just In that M,
when he engages in shipping TO for
eign countries. His competitors own
the only omnibuses. They will de-
liver his goods after they have
carefully delivered their own.
Uncle Sam clusters and declares
he pays the biggest wages In tho
world and no does. but no must have
men OF genius to make patterns and
plans. and he must have the ma
chimes to turn out the product or
else he will not be able to compete
with those parts OF the world where
farm laborers can not earn $40 per
month.
Uncle Sam a. q salesman is full
OF steam and energy and he will talk
about the old star spangled banner
and the glories OF the republic. but
he must get his feet down on tho
| earth when he undertakes TO com.
pete with other countries. He must
have banks through which 10 handle
his money in South America, in
China and Japan. lie must have
every facility which every other
country has as to steamships. He
must learn not to tell the man in
SOME other country that his clothes
do not at him; but he must assure
him that he has the finest tailor on
earth. He Ia not out III the world
to reform the dress OF men and
women nor TO brag about the re-
public. He Is out TO sell goods.
Uncle Sam has eupplanted the
pound with the dollar as The com
mercisl yardstick, but he ought to
he we'll enough satisfied with that
not TO say much about IL And II
Europe wants TO set the hands OF
the clock forward or back, 10 get
more daylight and to cut down the
gas bill. Uncle Sam ought to let Il
go at that.
This is the only land and Uncle
Sam ought 10 be the only salesman.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10

Mayor William II. Thompson. OF
Chicago. Is the highest salaried may.
or In the country. He gets $4,000
a year, and serves four years.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10
Out OF the Mouths Of Babes.

Little Fred--I've been awful sick.
Little Harry-what was the mat.
teri
Little Fred bad brain fever
right IN my head. too-the worst
place any one could have Il.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10

Small Nellie had been 20 an I'm.
Gle Toms Cabin" matinee. After the
show was over she raid: mamma.
does little Eva play again tonight?"
"Yes. dear. suppose So" replied
The mother.
We'll" continued Nellie. after n
moments thought. 81 don't see how
she can die and 30 TO heaven at 4
O'Clock and get back in time to die
again at s."
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10

Printing---the plain neat hisd--thst
u riEht-Times Jeb Dent>-Main <53o.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-10

Col. r. II, r. Green, who has be-
come one of the wealthiest men in
America through the inheritance OF
the bulk OF his mothers fortune.
was born in England. in 1868, while
his parents were there on a visit.
He stands six feet four inches tall,
and weighs nearly 300 pounds. One
Of his legs is of cork, the limb
owing to an accident, having been
,amputated many years ago.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
STRIKE CLOUDS
/ ARE THREATENING
aght-Hour Day or Government Con-
troll Only Can Prevent Strike,
Say the Employees.
fBy Associated Press,

Washington. Aug. 26.-The threat.
ened railway strike situation took an
added intensity today as the railway
executives continued their delibera'
tions over the form Of counter pro-
posal to President Wilson's plan. and
the brotherhood leaders silently wait
ed the next move. The executives
we're told by the mems leaders they
expected difficulty in restraining
them after tonight. The railroad
presidents worked steadily all morn
ing and the fore part of the afternoon,
carefully preparing a statement tc
President Wilson, but shortly aftel
noon had taken no final vote on II. As
outlined unofficially. 1t declined t.
concede the application to railroad
ing. but makes some concessions as tt
collateral issues Among the brother
hood officials this afternoon II wal
declared that only an unqualified con
cession by the railroads Of an eight
hour day. or action OF Congress TAX
ing over the railroads for government
operation, could prevent a strike.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
VERY LIGHT VOTE
IS BEING P0LLED
Run-on Primary 10 Causing Little
Interest In eraxos county-May =
Vote 40 Per Cent Of ssssssm. >

Up to noon today very little inter
est had been shown In the Senatorial
run-off primary which is being held
to select a Senator to represent Tex
as In the National Congress. The
contenders. Senator c. A. Culberson
and Hon. o. b. Colquitt's names COM
pose the ticket and the task Of vot-
ing Is very small. II was predicted
by several men who are close OBJ
servers Of elections that Brazos coun-
ty would not poll more than 40 per
cent OF her Democratic voting
strength. This would mean that
there would be only about 700 votes
polled In the county. We are hoping
that the prophets on this are wrong.
II you have not yet voted you still
have plenty OF time In which to DO
10. Go right ahead and exercise the
privilege that every democratic
American citizen should be proud TO
possess. At two o'clock this after
noon there had been LOG votes pollcd
at the City Hall box and 81 at the
Court House box In the city OF Bryan,
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
Pat-A-Cake
A Prepared CAKE FLOUR, nothing to add
water-Phone us about it.
Reid Bros.
NEW PAVED STREET
OPEN TO TRAFFIC
Paving Is Completed on West Ander.
son Street to Read Street and
Traffic Started Today.

At exactly II o'clock this morning
the bars which have held West An.
derson street closed to traffic for the
past several weeks, while same was
being paved. we're showed aside by
City Engineer A. s. Adams and this
gentleman invited the citizens to
trespass thereon to their hearts con.
tent. Mr.. Adams himself. In Ford.
was the first person to give the new
street a try out. He announced at
once that II was dandy.
The work on this street. while de.
layed to some extent on account oi
inability to get material. was com
pleted In very short time. The Kaw
Paving Company. which did the worl
Of laying the asphalt. and Messrs
Steagall and Jarrett. who laid III,
curbs and cutters. are to be congrat
ulated for the class OF work they did
Mr.. Adams says that In all his round,
he has never seen any better. Ths
street is now open. II is fine. and I
you have no way to ride out same
take a walk out this way and see hov
nice 1t is.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
REACH
AN ACUTE STAGE.
Second Primary Being Held to Elect
v. S. senator--sixty Per Cent
Of Vote May Be PolIed.
fBy Assoclated Press,

Dallas. Texas. Aug. 26.-Texas pol
tiles had reached an acute stage to-
day when the polls opened for a sec
ond primary to decide the Democratic
for United States Senator.
which Is being contested by Charles
A. Culberson. present incumbent, and
Oscar b. Colquitt. former governor.
These candidates received pluralities
over four opponents in the state pri-
mary July 22. AT least go per cent OF
the states voting strength OF 100000
was expected to be polled.
The question OF endorsement OF the
National Democratic Mexican policy
was one OF the issues In the race.
Former Governor Colquitt's excep
tions to President Wilson's admins.
tration OF Mexican affairs have been
cited as evidence OF his alleged dis.
cord with the present executive.
Senator Culberson twice served as
governor Of Texas from 1894 to 1898
In 1899 he was chosen Democratic
nominee for the United States Senate
by the state Legislature to succeed
Senator Roger Q. Mills, and wal
elected without opposition. He wal
unanimously elected In 1905 and 1911
He is a resident OF Dallas.
Oscar Branch Colquitt was mem
Der OF the Texas Railroad Commis
sion from 1902 to 1910. In 1910 h
was elected governor over William
Poindexter. now Democratic Nationa
committeeman from Texas, and Con
johnson. present solicitor Of the Stat
department. Mr.. Colauitt was n
elected In 1912 over W. F. Ramse,
now federal reserve agent Of the Da
las Federal Reserve Bank. He wa
not candidate in 1914. Mr.. Colqui,
also lives In Dallas.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
Greeks Enter Hot Protest Against Bulgaria
OPPOSE OCCU-
PATTON Of CREEK SOIL

Feeling of Greeks Against Bulgarians Is Bitter
and the Protest Against Their Occupation Of
Greek Territory by Singing National Anthems.
The Bulgarians Attacked Greek Fort After
Killing the Commander and the Entire Garr.
son-The Bulgarians Also Claim the Serbians
Have Been Defeated on Macedonian Front.
The Fighting on the French Front Is Spirited,
But Without Important Results-A British
Auxiliary Cruiser Was Torpedoed and Sunk.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
HAD
NEGRO LYNCA|NG
Negro at Vivian Near Shreveport,
Taken From jail and Hung
by Mob.
fBy Associated Prcss.)

Shreveport. La. Aug. 2s.-Jess
Hammett. a negro accused of entering
the bedroom OF the wife Of an oil
driller and attempting to criminaliy
assault her. was taken from jail at
Vivian twenty miles north OF here
this afternoon by mob and lynched.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
BREMEN CAPTURED
IN DOVER STRAITS
Thirty-Three Of Crew Taken, Two
Perished-steel Net Used In
Taking the Submarine.
6By Associated Press, !,

New York, Aug. 26.-The New York
City Times News Association quotes
an officer OF the British merchant ma
rine. who arrived here Friday aboard
the White Star steamship Baltic. ~
authority for the statement that the
German submarine Bremen has been
captured by the British and 33 Of her
crew Of 35 made prisoners. The Bre-
men, according to the account. was
captured IN the Straits Of Dover in .
steel net on August 2. Two members
Of her crew lost their lives. The Bre-
men. II was said. while enmeshed N
the net. was sighted by British pa
troll boat. her stern under water and
her bow high above the surface. A.
ter endeavoring for a time to extri-
cate the wreck. the patrol boat steam
ed away for Dover with her prisoners.
According to the officer quoted. the
British government has maintained
silence in regard to the capture. a.
another German transatlantic sub
marine. the Amerika. was said to be
on her way here. and 1t was hoped Ia
capture her also.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

After an intense bombardment last
night the Germans launched an in
fantry attack west OF Tapure. In
Champagne. and penetrated the
French position. Paris announces, but
says subsequently they we're expelled.
The German attacks on the Somme
and verdun fronts we're repulsed. On
yerdun. the Germans attacked be-
tween F1eury and Thiaumont. but
we're unable to make any advance.
A heavy attack by the Prussian
Guard against the British positions at
Thiepval. on the Somme front, was
repulsed by the British. London an
.nounced today.
The Bulgarian official statement
from Sofia says after severe fighting
on the Bulgarian right wing. on the
Macedonian front. the Serbians have
been defeated with heavy losses and
compelled to retire. Eighteen con
secutive attacks we're made by the
Serbians.
The Berlin version Of the Somm'
fighting says the British attacks II
the Thiepval sector. and the Frencl
attacks near Maurepas. we're re
pulsed. Forty-six prisoners were TAX
en- when the French trenches wer
lraided In Champagne.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
British Cruiser Torpedoed.

London. Aug. 26.-The torpedoins
in the North Sea Of a British naval
auxiliary cruiser. with the loss OF ~
men. was announced officially today.
Eighty.seven. including eleven Off
GERS, we're saved.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

The many friends OF Mr.. Ed Hall.
president OF the First State Bank and
Trust Company, will be sorry to know
that he has been quite sick the past
few days. not being able to be at his
post In the bank. He Is reported
some better today.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
Mrs. Malaprop Resurreoted.

Mrs. Blunderby Ito caller)-while
passing your house yesterday saw
the hospital avalanche drive up and
stop only a few doors away.
Caller-The avalanche. tRecovers
herself) oh. yes, a poor man is very
III.
Mrs. Blunderby-Dear me, Nothing
contiguous. hope.-Boston Tran.
script
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
GREAT WAR GAME
WAS A SUCCESS
American Naval Maneuvers TO Study
Strategy and for Practice Coming
10 Close.
Cry Associated rrcss.)

Washington. Aug. 2s.-The Do
tending sauadrons In the giant naval
war game under admiral Helmbcn
Sere destroyed theoretically by a
hostile fleet under Admiral Mayo. aud
this afternoon the invading army is
being theoretically landed on Ions
Island.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
MANY GUARDSMEN
WERE DISCHARGED
Ground for Discharge Was Having
Families At Home Dependent
Upon Them.
CBy Associated Press.,

San Antonio. Texas. Aug. .6.-Fn'
teen hundred and eight guardsmen.
with persons dependent on them for
support. have been discharged from
border duty. II was announced today
at Fort Sam Houston.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

saIonika, Aug. 26.-Large and pop.
uIar mass meetings were held here
last night to protest against BuIsa.
rian occupation Of Greek territory.
The meetings were accompanied by
shouts for former Premier venizelos
and the singing Of the National an
thems.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

Deutschland 10 Make Return veyaoe.
Berlin. Aug. 26.-(By wireless 10
sayville. Preparations for another
voyage Of the submarine Deutschland
to the United States are we'll under
way. Freight is being received for
the trip. The amount Of cargo nov
ready is larger than had been expect
I'd. the Overseas News Agency says.
All the members Of the crew have ex-
pressed readiness to sign for the nsxt
voyase.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
Wilson To Capitol.

Washington. Aug. 26.-tBulletin)-
President Wilson went to the Capitol
today. presumably in connection with
the strike situation.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
POLAR EXPEDITION
SCHOONER Wrecked
tBy Associated Press,

On board the Coast Guard Cutter
Mccullough. by wireless to Seattle.
Aug. 26.-The Polar schooner. Great
Bear. carrying an Arctic expedition
headed by John Borden Of Chicago
and Captain Lane OF Seattle was
wrecked on rocks In Bearing Sea- on
August 10th. The vessel was . to-
tai loss. but the entire party was
landed safely on st. Mathews island
where they were found yesterday by
the Mccullough.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

Mrs. W. Y. Self Of Port Sullivan
spent last night and today In the city
the guest Of the family Of her cousin.
c. l.. Beason. She Is en- route home
from a visit to Caldwell.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

Political honesty might be good
policy. Why doesn't some party
try Il?
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

Even a straishtiaocd man has been
known to 20 crooked.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26

L. II. Haltom Of Benchley was a
visitor In the city today.
Bryan daily eagle and pilot. [volume] (Bryan, Tex.) 1909-1918, 1916-08-26
War Summary.

London, Aug. 26.-The Bulgarians
have attacked and captured the Greek
fort OF Startila. after killing the com.
mander and the entire garrison. which
offered spirited resistance, says a
Salonika dispatch to the Paris Matin.
The dispatch was dated August 2Srd,
but was delayed In transmission.
Harrisburg telegraph. [volume] (Harrisburg, Pa.) 1879-1948, 1916-04-08

THE STRUGGLES OF A WIFE
By Virginia Terhune Van de Water

her work this morning. Don't
worry about that dear, but so to
school. Lizzie will be up after a
while"
Her own head and back ached,
but she hoped to have a couple of
hours at her desk before luncheon.
She did not want any luncheon, she
cup of tea would he all that either
she or the maid required
But Lizzie soon destroyed her
hopes of engaging in any literary
labors this morning by the an
nouncement that the ironing was
not all done.
II had to stop in the middle of the
mornin' yesterday to begin to get
reaGy for the company dinner last
pieces has been dampened down now
since Monday night, and they'd
ouehter to he ironed right away if
they're not to get mildewed."
Then Myra herself must do them!
With a sigh the disappointed house
keeper attacked the shirtwaists,
handkerchiefs and neckwear that
had been left until Wednesday,
then neglected.
\ Hard Days Work
She ironed steadily until o'clock.
Her arms were tired, for she was
unaccustomed to such eXertion.
When the last article was finished
she hung all on a line stretched
across the kitchen TO air" and
took cup of tea and a slice of
toast in to her maid. This done, she
herself stood by the tubs in the
kitchen and gulped down a cup of
strong tea, and ate, without tast-
ing it, piece of bread
She was too tired to have an ap-
petite, and, what was worse still,
was too tired to write.
Going to her own room, she threw
herself down upon her bed and
closed her eyes. Perhaps she dozed
a little for she sprang up nervously
when a ring at the doorbell notified
her that the hallboy had brought
the . o'clock mail upstairs.
She Went out into the hall list
lessly. Nothing pleasant could hap
pen to-day. she mused. Probably
there was a returned manuscript for
her.
But the envelope that she picked
up from the floor contained no
manuscript. 1t bore the name of a
magazine to which. weeks ago, she
had sent her story, Bitter Waters -
In starting it out on its last trip
she had done so more from habit
than in any hope of its acceptance.
She had been so sure that it would
come back TO her that she had al
most forgotten where she had sent
IT.
(To Be Continued.)