davidaulloa/AmericanStories huggingface dataset:
Keowee courier. [volume] (Pickens Court House, S.C.) 1849-current, 1916-07-12

=. Article Number s. y.
- y Il /. Il u j. !. !. !. !. J. y. !.
Trophy for Best Health Record.

trophy fOr iSCSt Health Record.
Kansas is again in the lead. Re-
Gently she paid Off all her bonded in
debtcdncss and burned her cancelled
bonds. Her per capita wealth, which
is said to be $3.50, and which IS
greater than that OF any other State
and twice as high as that OF the Uni
ted States as whole, has long been
her boast, but now she is striving for
something better than wealth. Her
Governor is offering handsome tro-
ply to the county which can boast by
its record that it is the healthiest
county in the State and the best in
which to live and rear children. The
way the counties are to do this is eX-
planned in the following bulletin:
There Is not il county in Kansas
that knows how good nor how bad
its conditions are until 1t has taken
stock Of itself. TO test your county
search out it's weaknesses, admit any
unpleasant facts about conditions,
and set about to remedy them is the
only way to prove that your county
is the healthiest in the State OF Kan
saS. and to win the prize.
To prove that one has the health
lest county in the State is more than
a matter OF pride. There is also a
commercial value attached to the
winning OF the trophy Better health
means increased vigor. Increased
vigor means increased production and
longer life. They, in turn, mean in
creased prosperity for the county and
every person living in it. Strangers,
too. will want to come to live in the
hcalthIest county in the State, and so
increase the population and bring ad-
ditiOnal wealth."
Keowee courier. [volume] (Pickens Court House, S.C.) 1849-current, 1916-07-12
Clear Skin Comes from Within.

1t Is foolish to think you can gain
good. clear complexion by the use
OF face powder. Get at the root of
the trouble and thoroughly cleanse
the system with n treatment of Dr..
Kings New Life Pills. Gentle and
mild in action, do not grippe. yet they
relieve the liver by their action on
the bowels. Good for young. adults
and aged. Go after a clear complex
lon to-day. rs cents, at your drug
gist.
Keowee courier. [volume] (Pickens Court House, S.C.) 1849-current, 1916-07-12
rhe oulnlne That Does Not Affect The Head

because Of its tonic and laxative effect. LAXA-
TIVE BROMO DUMMIES better than ordinary
Quintne and does not cause nervousness nor
ringing III head. Remember the full name and
look for the signature of T.. w. GROVE. 2Sc.
Keowee courier. [volume] (Pickens Court House, S.C.) 1849-current, 1916-07-12

see that Carranza's attitude would
nave been totally different if he had
known that the United States was
ready for the issue.
Keowee courier. [volume] (Pickens Court House, S.C.) 1849-current, 1916-07-12

Battery A, OF the State militia OF
Utah. uses wooden horses for prac-
tice. At annual encampments, how
ever. live horses are provided.
Keowee courier. [volume] (Pickens Court House, S.C.) 1849-current, 1916-07-12
Russians Failing Back.

London, July IA Pctrograd dis
patch says that the Russians have
fallen back almost SO miles IN tht
Ba%dad region.
Keowee courier. [volume] (Pickens Court House, S.C.) 1849-current, 1916-07-12

The faster Il mans gait the sooner
misfortune Ovcrtakcs HIM
The Detroit times., 1916-07-11
Has Learned to Appre-
ciate Home Com
forts
KINCAID PRAISES
"SILENT PARTNER"
Gives Woman Credit
for Mans Sue
cess
BY w. w. KlNCAiO.
Niauara Falls. NJ. Y.

There are mapy Mrs NcChesneys.
some knC wn and others Unknown,
in the business world OF today Our
chief concern ~ not with the Mrs
McChesneys. bur with the wife Of
the average salesman. II is with
the wife who must lcot atfor a
nome and rear family.
TO less degree. hut no les. ccr.
tainly does. This moro domestic
wife enter into the partnership of
the salesman. While in this in.
stance the wife is Tho more truly
silent partner. she is no less a real
partner. The success Of this part.
nership, which for convenience We
VIII call salesman and company. de-
pends most surely and 10 n large
degree upon the silent partner.
This is true first of all in the
way in which home economics IS
managed. The old homely saying
that A woman can carry out more
In a teaspoon than man can bring
The Detroit times., 1916-07-11
Swedish Nleht In Art Museum.

Tuesday evening will be Swedish
night in the art museum. A pro.
gram has been arranged through
the cooperation of the Rev G.. Sig
frid Swensson, pastor Of the Swed-
ish Lutheran church. TO which all
those born OF Swedish parents in
the city are invited. After brief
address OF welcome by Secretary
Burroughs. of the museum. Mr..
Svcnsson will speak on the value
Of art TO community Motion pic
lures will show the Trollhattan
waterfalls. Swedish educational
work one hundred miles north OF
the polar circle: winter sports in
tho vicinity OF Stockholm. the In
dai river, skating in the Stadium.
conservation Of the Archbishop,
ROYAL Swedish horseguards and the
crown prince with boy scouts. The
program will conclude with a visit
TO the FIVE salaries containing the
exhibition OF contemporary Swed.
ish art from the Panama Pacific.
The Detroit times., 1916-07-11
Program of Worlds
Sdlesmdnship Congress

Board Commerce
New
o'clock
building chairman, T. St Elmo Lewis Campbe-Ewad Co.
o'clock
chairman
Woods president National
lumber saesmens Hotel Saer ballroom
bowman, president National Lumber
La real estate saesmen session Hotel sa ballroom chair
Walter G. Piper president Walter
bile
Mack Printing y
Wednesday
Hotel ballroom
president Keystone Publishing
session Hotel Stater ballroom r. Dolins
president pongs Hamilton peoples session.
Hotel Sse chairman DeAcres Crowley Miner
Thursday
The Detroit times., 1916-07-11
D. NJ. BARRETT.

stitutions who do not. Preliminary
training in the Office or factory;
placing new statesmen under Older
sales persons such sales courses as
those of The International Core
spondence schools, the Sheldon
school, the Knox school. the Alcxan.
der Hamilton institute and in vari.
GUS Y. NJ. c. AS evidence is de
manded.
The number of persons who have
taken some salesmanship courses Is
difficult 10 determine But two or
ganizations giving correspondence
craftsmanship courses report that
99.275 persons have taken some one
OF these three courses alcne and
have paid over four and a quarter
million dollars in tuition.
Whether IL it automobiles or
pickles. life insurance or bonds. the
courses of training hitherto main.
tanned by separate institutions have
been, as a rule. to teach the sales
man about the commodity sold II
machinery, the salesman is taught
all about the machine: II a manu-
factured product, all about the pro
cess OF its manufacture, and the
comparative advantages OF that pro
duct over that OF competitors. But
the art of ACKNOWLEDGEMENTS a
person how to SELLS important as
well. A man may be an actuary in
life insurance; he may he a skilled
mechanic in the automobile bust.
ness; he may be chemist in sell.
ing food products. and We. he a poor
salesman. And conversely, man
skilled in selling can often, in spite
OF comparatively little knowledge OF
the article. succeed. Also the man
who knows how 10 sell can turn his
talents more readily to n new line
than one knowing thoroL ghly the
thing sold but not an expert sales.
man. We all know persons who can
sell anything. and I'VE life insurance
men know of actuarial and statistical
prodigies who can sell nothing.
The Detroit times., 1916-07-11
TO WORLDS
SALESMANS SHIP MEET
SWELTER BUT ARE EHAPPY

throughout Tuesday afternoon when
a number of prominent speakers
will be heard Several OF the mem
bers have expressed their intention
Of going swimming after the ad.
journment.
Arthur Brisbane, editor OF the
New York Journal. who poke Mon.
day afternoon. found timely exam.
pie CT skill in salesuanGfip In the
arrival Sunday of the German sub
marine, Deutschland. in American
waters after safely eluding enemy
war craft Of all descriptions.
1T delivered the goods" he said
Whatever a mans sympathies in
the war may be, all bow POLITELY 10
the German salesman, delivering
the goods despite the opposition Of
the grea. nations and the great
fleets
The Deutschland came with q car
go of dyestuhfs, something the
United States has been long suffer.
ing for
"The German campaign proves
that nothing is impossible for the
man who wants 10 make sale.
Merchandising by submarine is the
latest development in salesmanship.
"All through life we are statesmen
and buyers-all of us Carnegie as
a messenger boy sold his active lit.
tie Scotch legs for s. a week As
young Scotch.American, full Of
cunning and fore sight. he assem-
bles great iron works. sells the
product and makes few millions
He sells the whole thing TO J. Pier
pont Morgan for $500, 900. 900, and
congratulates himself that Morgan
sells IL 10 the puDlic for 81 1900 .000,-
900. Having sold his steel. Carne-
gle trades some OF the money for
public Libraries. And then, the
most important salesmanship Of all
in his estimation. he trades the pub
lie libraries for public approval.
The people that live In Europe
are Uncle Sans customers They
buy his wheat, his meat. We have
been supplying Europe with shrap-
mel and powder and dynamite and
quick.flring guns to murder the Gus
toners OF the United States Ia that
good business in the Ions run?
what would you think II Mar
shall field showed profit OF n mil
lion dollars in one year on the sale
OF revolvers, and with each of these
revolvers killed one Marshall Field
customer? You would say. In the
long run Marshall Field will lose
by the sale The United States VIII
lose by its salesmanship and killing
machinery that has beer sending
millions OF good customers 10 the
grave"
The Detroit times., 1916-07-11
Enthusiasm Marks the
Third Day of Big
Convention
w. III. INGERSOLL
OCCUPIES CHAIR
Makes Clever Talk to
Delegates On Selling
Methods
Fans and enthusiasm stirred the

Fans and enthusiasm stirred the
atmosphere in the Tuesday morning
meeting OF the Worlds Salesman
ship congress in the Board Of Com
merce. where 1900 knights and
ladies OF the road" congregated In
. swelter OF mutual perspiration to
absorb the hot stun" in selling
methods that were being put over
the pan" by moisture dripping ex.
perts whose enthusiasm was un-
dampened by the general air Of hui
The convention weather" turn
ed on for the occasion by our fore
most little dispenser OF hot and
cold. rainy and clear. met with the
approval OF the sightseeing bus
drivers; the conventioners. In the
Board OF Comma-cs auditorium,
were non-committal. They we're
merely warm.
With liquid tones ano beaded
brow William II. Ingersoll. general
manager Of Robert II. Ingersoll &
Bro. New York City. who made
the dollar famous" opened the
watery session and the meeting
plunged into the business before II.
Fans suspended operations tenn
porarily. while Mr. Ingersoll under.
took to explain how the salesman
can make a splash" In his line by
following tactics that will tend TO
clear the merchants shelves in
stead OF loading them. His theory
was to so arrange matters that aft
Or selling goods on the first trip. the
salesman would find when he came
back on the return trip that some
Of II had been sold to the consumer.
thereby leaving space In the stock
containers and getting the sales
man another order.
Begin your salesmanship after
you have his name on the dotted
line and help to teach him how to
unload" was met with a volley OF
moist hand-clapping.
The congress will continue 10
wade through the business session
The Detroit times., 1916-07-11

for that which we do not believe
we cannot adequately say" In
your sub-conscious mind as you talk
you can see the "old man" at HE
desk In the home office hammer.
Ing away to drive in the facts oe
superiority that he knows year
product carries. You can see the
light OF the forge on the faces Of
contented workmen back ic the
plant you came from; or an office
force cheerfully working into the
night to get out facts and figures
that you need. They are getting .
square deal, and you know II. That
same human quality works into the
product, too. don't forget that!
The effect of II Is cumulative n
selling, you can not get away from
that. So II Ia for the salesman to
choose. He has good. clean drive
back Of him. or drag. Men sell
more than their product, they sell
their thought Of II.
Some Of the personality Of that
place you know as the plant may
have reached your prospect before
you got to him. II your sales man
ager is alert to the signs Of the
times, he will have sent along some
living. breathing. well dressed mes
sengers to your man before your
call. Though written, II those mes
sages were right. they were so alive
that they got an answer; SO unstilt-
ed that they carried the sound Of
the voice In them, and your VISIT
Is simply the continuation Of q
pleasant conversation between your
home office and the man you are
calling upon.
In the development" OF your
sale, you know In your heart when
you are right to go ahead. ana when
you attempt your close" Then or
afterwards you will fulfill your mis-
sion-the powers of mind and res
olution will see TO that.
Not that / wouId suggest this for
a model, but has 1t ever occurred
to you that one OF the first sales
men we have record OF was a Ger
tain serpent in garden. With no
previous instructions, he managed
to sell a tree that has lasted quite
a while. Note how he went through
the various scientific phases OF Sc
curing the prospects undivided at
tention: how that attention was
sustained and developed into inter-
est; then interest was ripened into
desire. And at last when he had
sufficient degree Of curiosity
aroused, the sale was closed.
don't know about the NTH element.
which Is supposed TO be a develop
ment OF the slender thread Of con-
1dence. But anyway he wished the
tree on the lady.
And just here. II might be well
TO note that the second salesman
OF record was a woman, and she
went through the same maneuvers
to sell an apple that any other fruit
vendor would.
/ can't say much for the follow
up: but the sale was scientifically
constructed.
II is not given many OF US to
make so much history in . single
sale as these two achieved.
The Detroit times., 1916-07-11
Courage and Intelligence

Whether regard life lane leading to dead wall
mere bags end the French whether think OF
it as vestibule gymnasium where await time and
prepare faculties for nober destiny whether
thunder in pulpit pule in little athesc poetry books
about vanity and brev whether we look Justly for years
health and vgor about to mount into bath chair
step towards the hearse each and all these views and
situations there but conclusion possbe That man
should stop his against paralyzng terror and the
race that is set before him with single mind AS
and intelligence are the two qualities best worth good mans
cultivation so it the first part of intelligence to recognize
precarous estate in e and the first part of
to be not at all abashed before the fact frank and
what headong carriage not looking anxiousy before
daying in maudn regret the past stamps the
is well armoured for this world
ROBERT LOUIS STEVENSON
The Detroit times., 1916-07-11
Neat Appearance Of
ten Needed to Gain
Proper Admission
GREY MATTER
ALWAYS NEEDED
Elizabeth Dow lin e
Warns Against Git
ney" Parsonage
ELIZABETH PHILLIPS BOWLING.

ELIZABETH PHILLIPS BOWLING.
"A man passes for what he is
worth. What he is engraves itself
on his face. on mis- form. on his
fortunes in letters of light"
The impression begins crystalliz-
ing the instant you cross the thresh-
hold and face the information
clerk. The look of you, your more
than surface grooming, your clothes
that are right and in order and
claim therefore no attention, all
have let YOU in that far And all OF
it will have something TO do with
the expediency with which you are
announced. and the banner of It.
Just here. you remember the re-
proof of Emma McChesney to the
rather smart young salesman in the
hotel lobby: You are put up like
limousine, but you've got a jitney
brain" II is at this point that
you've got 10 watch your gears ,
and plate glass top. with nothing
inside will not save you.
Your card has got to him, TO the
big man. What are you going TO
do now? 'TallS about yourself first
shot, and what you are selling?
You are not In the broadest
conception of selling. you are there
10 help the other fellow. II is your
first business wholeheartedly to sec
his point OF view Get your range;
| you'll hit the bulls eye quicker.
With every care in preparing
! prospect lists, IL sometimes happens
that # would be prejudicial TO man
OF his firm 10 handle your line. If
you are honest. you will acknow-
ledge II when this is true. And
when you leave that man, after a
frank and open discussion. you will
leave a friend and booster for you
to the man who can use your stun.
But if YOU have loaded him. and
delivered only your goods--not his
turnover, nor any help to quicken
it--thcn no power on earth can ever
again win him to you or your house
A great deal can have been done
for you by your sales manager The
policy Of your house stands square.
ly back OF you You believe In II,
The Detroit times., 1916-07-11
E. A. Woods Shows
Need of Sales
Schools
MUST
KNOW HIS GOODS
Purpose of New Car
negie Bureau Is Ex-
planned
BY EDWARD A. WOODS,
President National Assoc iatIon OF
Life Unde rwriters.

II the suggestion Of thorough
training statesmen should strike one
as novel, it may oe remembered that
vocational training schools are all
quite young The first technical
school in the world was organized
in France In 1857. but technical
schools. in the modern sense. hardly
became common until within the
last few decades. The Troy Poly
technic and the MASSACHUSETTS Tech,
are little more thar 90 years old.
and until very recently, technical
training or vocational training has
not been general. The Oldest law
school was organized In 1920: they
have no such law schools as we
have in America in England now.
Today II would take long TO enumer-
ate the professions, vocations and
trades in which great success can
be expected only after previous
technical training. That II has not
yet been generally applied 10 sales.
manship is not. therefore, strange.
The fact that large numbers of
persons have been excellent sales
men without any special training
does not show that training will not
help make successes OF rome who
have been failures or make some
successes still greater. Practice Of.
ten intuitively precedes definite
knowledge. Men navigated long be-
fore courses IN navigation, even be-
fore charts or co,npasses: bur
trained navigators with charts and
compasses navigate better.
The purpose Of any training
school Is TO gather the knowledge of
all and disseminate those common
principles. not with view 10 re.
placing practice by mere theory. but
with a view OF teaching in advance
tire correct theory which later must
be properly applied TO secure the
right results.
Some years ago. when Captain
Jones, OF the Edgar Thcmr
works OF the Carnegie Steel Co,
was informed that Mr.. Carnegie in.
tended 10 install a chemical labora-
tory in their plant, he Indignantly
resented the idea that any college
chemist could teach him what was
a good piece OF steel yet today not
only does every ur-to-date iron or
steel manufacturer maintain n lab
oratory. but even large purchasers
of steel do not think OF omitting
definite scientific knowledge. instead
of guess work of the material they
are buying.
II may be objected that salesman.
ship cannot be taught-that 4 good
salesman Is born, not made. As
matter OF fact. many OF the neces-
sary characteristics OF a salesman
are obviously acquired. Every good
salesman must have a knowledge OF
the article sold and knowledge OF
the customer. No man is born with
either
II Is not necessary TO urge that
there Is a demand for sales schools.
will not enunerete the organiza.
tions that maintain. in some form
or other. some method of training
their statesmen. II. would be simpler
10 mention the few leading sales In.
The Detroit times., 1916-07-11

in with a shovel" holos as true to-
day as when first applied
The wife through extravaganza in
the table, in dress, in amusements.
in household misnanagement of va
rious kinds can dissipate what would
be otherwise sufficient If not ample
income
Fundamentally, salesman and COM
rany will succeed IL proportion 10
the ability OF the partner 10 man.
age home economics
While home economies is funda-
mental, II Is TO more so than that
which wish TO term home atmos-
phere. This atmosphere. although
intangible. has a most vital effect
upon a salesman. Those of US
whose acquaintance extends back TO
The day OF "drummers" have noticed
vast Improvement In the travelling
salesman OF the present time.
The salesman of today is man
Of stability, of character and of reg
ular habits. He is dependable and
can be relied upon. He
man morally. physically and ever
ether way.
feel that the influence of the
home life under wholesome condi.
tlons has done moro than all else
10 bring about this result.
The right home atmosphere ap-
AvI, n-hn hinh oh
tity anc moral integrity are cSci
maintained.
The wife alone cannot keep the
atmosphere OF the home pure and
sweet, for the husband brings 10 II
an atmosphere which either sustains
or destroys that which is created
there But, after ALL it is the wife
who does create the home, as Rus.
kin so beautifully expresses IL in
his Sesame and Lilies"
And wherever a true wife comes,
this home is always round her. The
stars only NAV be over her head, the
glow worm in tle night-cold grass
may be the only fire at her loot but
home is vet wherever she is, and
for a noble woman IL stretches far
round her, better than oelled with
cedar or painted with vermillion.
shedding its quiet light far for those
who else were homeless"
Who can measure the stimulating
effect upon salesman of such a
wife, surrounded by such home?
He goes forth from IL rested, full OF
energy and with a determination
that is in vincible II stays his hand
and buoys him up in times OF de-
preston and discouragenent. II is
a constant source Of ins Qiration car.
rying him over rough places and
urging him on TO greater achieve
ment.
He returns 10 It for sympathy AMI
consolation. for rest and recupera-
tion of his physical mental and spir-
itual powers. II is here that all the
finer forces of his being ace vitalized
and recharged to 20 forth and battle
again against the rough and tumble
of the commercial world
Who among us who has left the
support OF noolc wife surroUndei
by right home conditions cannot bear
testimony to the important part
which she has played in our achieve
ment?
Possessed OF this knowledge,
should Ye not 'ake into considcra-
ton the silent partner-the wife,
when employing a salesT an? Are
We not vitally interested IL his
home surroundings? Yes. as we
stated H. The beginning, every Gales
man to do his best must BE- happily
married.
The Detroit times., 1916-07-11

Mrs. John B. Airen. OF Seattle, is
preparing to run for the Republican
nomination for United States sena-
tor from Washington on platform
calling for woman suffrage, national
prohibition and international peace.
The Detroit times., 1916-07-11

James Reed, who As seeking TO
election as United States senator
from Missouri. got his start in pub
lie life as a reform" mayor OF Kan
sas City.
The Detroit times., 1916-07-11

Between 1000 feet above sea level
and greater nights lies the cold re
gion OF Mexico. The changes Of
temperature here are but small from
one end of the year to the cthe- al.
though the iiurnal changes between
sunrise and sunset are often consid-
erable.