davidaulloa/AmericanStories huggingface dataset:
The Detroit times., 1916-07-10

! the candidate. you don't measure UP
To what the right man expects of
other. and TO prove to each other
that you do. II you are to work to-
gether successfully. He'll learn from
your talk to him as a man whether
10 stick by as his boss.
Now start asking him tnvse ques-
tons the answers of which viii be
his self-analysis. Do not accept any
yrssp0nses PrG5s ,b flor The
important part OF selecting your
tives. Determine whether they are
ambitious. Watch the zeal in. his
eyes as he looks ahead. And above
everything else make sure that he
knows what Is wants. Perhaps he
vi" He DC may aga be- Young W1" a and inexperi
enced. But " he is full OF big de-
sire. II Will show, And there will be
no possibility OF his working OF a
counterfeit man on you.
I've heard many executives say
that they have been disappointed in
statesmen who as applicants seemed
very promising. An executive can
guard against that disappointment II
know his man at the beginning. You
can't be good Judge unless you
take the evidence. and all the evil
dence. The candidate has the evil
dence and you can get 1t II you are
thorough and use good common sense
in your questioning. He can't frame
up anything because ne won't know
you select a salesman. make your
regular Investigation regarding his
ability to sell: Judge him by all the
old rules. Then. when he feels he
has passed fine examination. start
all over on him as man. He may
pan out, not so we'll. or better Back
OF his smooth talk may be a tramp
make up. inside his 'hoaters" clothes
right sort OF man in him. II will show
somewhere In his past as you review
II. We cannot Judge by the body OF
the man. II is what his eyes have
seen. not their color. and IL IL where
he has worn his clothes. not their
plaid, and II Is at what his lips
smile, not their flrmnhss that counts
Did he have an education handed
has life cost him so far7 Has the
cost been due principally to his own
bluuders7 Did he get experience that
paid the costr Every year OF life
him something, What did he get?
If you are the right sort OF an ex
ecutive you can turn that man inside
out and see, all the works II he
IL a liar hell show the yellow streak
IL he is n fighter he'll show the steel
II he's dependable he'll show true
blue. All his real qualities are dis
coverable--but you've got 10 dig TO
get them.
/ have referred TO this Investiga-
ton OF the man as being made after
his sales ability was established. But
which comes first IL immaterial The
Important thing Ia TO make certain
OF both before you tie up 10 the two
and employ him as a salesman.
As for myself In the selection OF
salesman I attach the greater M
portance TO the man behind the sales.
II the man Is Of the right stun sell
Ing ability can be developed
The next step after selecting the
man Is his development OF efficiency.
Development means growth. The
applicant has been chosen for his
promise OF growth A lot OF the
growing he must do himself All
the cultivation and fertilizer In the
world could not make pussy-willow
grow into an oak. And you can't
grow a big man unless you have
man 10 start with. IL you have Just
sales smartnsss you may raise a
The Detroit times., 1916-07-10
Man Is the Important Element in Craftsmanship,
NorDQl A. HQUkins Declares to Worlds Congress

himself 10 the company he'd have
an entirely different feeling about
that policy the salesman haRUs him.
his prowess. not an evidence that
the salesman has sold him.
That illustration from life insur-
method TO use in selecting n sales
man. The executive should take pre-
cautions to sell himself TO the sales
man and 70 have the salesmanshlp
must be two sales before the deal
Is closed. IL both parties are to start
their new relations In the right way.
Suppose an applicant for "A job as
salesman comes into the office OF
the ordinary executive. what is the
usual procedure? Ninety-nine out OF
a hundred times the executive does
the cross-examining. And most Of
OF the candidate. OF course he in
vestigates to assure himself the fell
low Is honest, sober and willing to
work, and II given the place can sell
the line.
That's all right, as far as II goes,
but IL is only half of the investiga-
ton that should be made. After the
executive gets through asking the
to give the candidate a chance, still
only so per cent OF the deal has been
closed.
After the executive is convinced he
would like to have the salesman on
his stan. he should make sure that
tho salesman will want TO stay there
and will be satisfied with the rela-
tion.
When. you make up your mind that
you like the candidate and that
SOU sGusrelys around a' and f,nd out whether
or not he likes you. or whether he Is
just going II blind. AS man to man.
will the two of YOU hitch?
You know. or you ought to know.
what sort OF a man you really are.
Inquire and make sure. as far as you
can. what sort OF man the candidate
Is. Not, mind you, what sort OF ideas
he has about selling, but what sort
sales and put II on man for n thor
ough examination. You can teach
the candidate your sales methods. or
maybe he can teach you a lot OF
yourself. IL he Is right man for you
to tie up with.
Find out first OF all why ne came
to you for n Job. Learn his reasons.
Maybe he Is a restless fellow who
simply came to you because he had
the itch for change. He won't be
worth a cuss n he Is just expert
mented with a lot OF others before
you. He must have come to you, and
not to the factory down tho street.
because he had some idea back In his
picked you out as an employer. and
be just as painstaklng about that as
you were about selecting him as a
prospective employe.
The right man can give you the
right reason for coming TO you for q
Job II he had no purpose at all.
he can't fake one. Cross-examine
the candidate until you are sure you
have all he knows. Unless he knows
why he wants you as an employer.
the start Is wrong. I don't mean by
that that he should have schemed
out his whole future with you. May
be he came to you on short notice.
and does not know much about you.
Maype ne JUST ehperlmehting' fer-
starting to work. and he feels the
need OF sales experience. However
true all this may be. get to the man
and learn him.
You viii do another thing. too.
when you get down 70 the man In
the applicant. You will prove wheth-
err you are the right sort OF execu-
tive. II you can't reach the man In
The Detroit times., 1916-07-10
war GESTR0YSPR0GR MUST
KEEP OUT OF MEXICO, WILSON TELLS
WORLDS SALESMANSH|P CONGRESS

Following is the Monday after
noon program, for the Worlds
Salesmanship congress In Area
dia hall:
Music-"It Can Be Done" by
THE Tribe"
Meeting called TO order
promptly at $3.50 o'clock
Hugh Chalmers. president.
Chalmers Motor Co. Salesman
ship"
Arthur brisbane. editor. n. Y.
Evening Journal. "Salcfmanship
at Home"
Norval A. Hawkins. general
sales manager. Ford Motor Co,
The Man in SalesT snshir."
Hon. Vim. c. Redteld. secre-
tary CT commerce, "Salesmanship
Abroad"
Senator LATE Yourg. OF Des
Moines. La. Your Uncle Sam.
Salesman"
Appointment OF the follow
Ing committees will be made:
Resolutions Comn!ittee-This
committee will summarize the
different resolutions adopted at
the various sessions end present
them for ratification by the en-
tire body of the congress-; COM
mittee on awards. this committee
will decide upon the different
honors to he best owed for the
best contributions made TO tho
congress and these awards will
be conferred on Thursday morn
ing, July l3; organization com.
mittee. this committee will draw
up the constitution and bylaws
of Il permanent organization 10
be submitted TO the body OF the
congress: entertainment. all reg
istered attendants at the con.
gress are invited TO reception
which will be given at p. m. by
officers and members OF the De
iroit board OF commerce. at the
Detroit Board of Commerce
building.
Addresses OF Mondays speak
ers will be found elsewh here in
The Times.
The Detroit times., 1916-07-10

smart Aleck." But II you begin with
a man and develop him both in sale $
ablIity and in manhood you'll grow "a
salesman. Brain growth alone is not
enough. Somehow the brain by tt
self has always seemed to me cold
biooded piece OF human mechanism.
like to think OF the brain as con-
nected directly with the heart by
arteries full OF warm red blood.
want a salesman to put both brains
and heart into his work. Both are
Will be developed best II the sales
man does most OF the growing on
his own hook
In the development OF n salesman.
how to harness his brain and his
heart to purpose. And that Is
partly what sales executives are for.
But II takes genius, more than mag
netism.
We hear a great deal about mag
netic personalities. One man inspires
other men to do miracles. Fine But
when that magnetic man goes away,
when he leaves his territory and
starts magnetizins somewhere else,
how long does the effect last on the
first fellows7 Genius IL really a sim
pie thing. Greatness Is never COM
plexity;, Anything to be great must
sales genius simple. 1t consists real
~ In thinking something that any
body should have been able to think
by an executive wouldn't be worth
two whoops In Mexico II the sales
man couldn't understand It,
II Is astonishing how we let our
viii cape wideseyed he w IlHna ,Se man ex
traordinary man tells him something
he knew all the time but never took
the trouble to think OF before. Take
illustration. He has a sermon on
Booze" read a description OF how
he sells that sermon TO his audience
One of his best methods was this
boys a year. new drinkers to keep
ment. in Itself But Billy sunday
the aeop w fenn bs ne SSys up
can see them. He points to the
goods. He says. "a million boys like
Now that's genius! And It's per-
f eGss Win Just sales as s ssnns T and
plant his sales knowledge and ideas
In his statesmen. The big thing in
developing the man In salesmanship
himself 'N Th erm lse no sRG th2n for
than to say to a salesman. know
your territory" But IL takes the
genius to show the average fellow
what facts are and how to get them.
The best salesman Is tine cnap who
n
looks at his own proposition through
tho individual buyers eyes. There
has 70 be a lot OF man In n sales
man II he Is to understand the men
he expects to sell. II I were to APP
proach prospect without figuring
his viewpoint In advance. could
scarcely hope to make him see mine.
To think of ourselves as buyers is
one OF the best ways TO get on the
other side OF the fence.
suppose you arc selling something
the prospect docs not realize ne
wants. II In usually that way except
In the case of merchants. How
then can you approach him with any
confidence unless you understand
how TO make him want what you
have TO sell7
There's nothing peculiar about n
aes Just the r1 mps su, ps sn ipS
viduars idea of another man II linn
tied by what he IL himself.
The petty man can understand
only petty men. The real man can
understand big men ~ we'll as small.
The Detroit times., 1916-07-10

The kind OF salesman I'm always
looking for is the fellow who has
don't mean brass 1 have no ,pstience
only, when it's polished.
i'll the s marx IN the wopa ssans
the facts underneath. I want real
stun to work on. There's something
inspiring In tackling the Develop
ment OF the man in a fellow. It's
even more inspiring TO watch a man
develop himself.
1t Is the business or an executive
therefore to do all he can to develop
his statesmen. But busy executive
after he starts them. The right kind
of material will grab an idea and
make IL bigger. The wrong kind will
use that one idea and then sit down
and walt for you TO hand them an
other.
The right kind OF a man will learn
something new from every ex-
ner'"nCc. And nc VIII develop Incl
sen!ng automobiles. for instance. and
he loses out with a prospect because
the mans wife made him change his
mind, that salesman will never fail
more. to show he is a nrst-class
salesman, he'll look around and see
whether the son or the mother-in-
law. has any influence on his pros
II
looking "A knocker. I'd rather have
a salesman come. to me and tell me
that he'd been. turned down for a
new reason, and that he'd inquired out
salesman tell me that he'd Just closed
n cinch.
I've always believed that Saul wa
the big man OF the first prosolytes
And believe he was big as a preach
er and as a missionary because he
was big as a man. The great execu-
tive wanted a mans work done. and
He picked out a big man. Saul had
attracted attention by, his .viriiity
the statesmen Of the Christian gospel
Ne was mighty good saiesma n
working for the devil. The Grea,
Executive needed Just that kind OF a
He got him. lie went after him when
S9ut was out on the road, making a
little trip down to Damascus I think
II was to stir up the trade there. And
right then and there the devil lost
his best salesman.
have used this illuHtration be-
cause ! meant just what 1 said when
I declared I'd rather have man
with virlle vices 10 work on than 10
chappie with feminine virtues l
meant II. and I wanted 10 back IL up
by the best kind OF proof In case
anybody should say I was preaching
an Immoral doctrine.
WHY was saul chosen? Why didn't
the Great Executive put saint on
the road and try MIN out as repre-
sentative? Because there was no
saint living at that time who had
the stun I'm him. the man stun in
him, that this sinner Saul had. The
Great Executive could see beneath
the surface. lie saw, Paul undo,
Saul's cussedness. And He selected
the one man for the Job who had the
qualities TO develop into the greatest
Salesman that ever lived. Read the
~. ~ saul who was developed into
Paul, you statesmen OF today. Read
~. 90 executives of today. You'll
learn lot about salesmanship from
tho biography And when you get
through reading about that master
salesman. you'll agree with me that
the fundamental element in the sue
cess OF Paul was the manhood. He
will stand for all times as proof that
the right material for a salesman
should he the first consideration in
selecting the fellow 30 develop.
The executive when he sets q task
The Detroit times., 1916-07-10
BY NORvAL 4. HAWkINs.
General Sales Manager Ford Motor
COMPANY.


The second syllable In Salesman
ship IL too often eclipsed by the
first SO much attention and Inter-
est are concentrated on sales that
sidered OF minor Importance. From
my viewpoint and experience the
correct focus shows man as the CEN
ter, the hub around which salesman
ship revolvcs.
Three things are OF vital import
ance to the man in salesmanship--
rrst. hts selection; second his devel-
opment. and third. his direction.
The business executive who Ii Sc
Letting salesman from the appli-
self hrst that he is picking out the
right kind OF a man. You need to
be as particular as a life insurance
company when II takes on a new
life insurance must be preceded by
two sales. First. the enthusiastic.
persistent salesman sells his COM
Sanyb and Its p9lSy to the pr 2rospeSt
on the dotted line just to get ride OF
the salesman. At any rate he thinks.
Well. thanw goodness won't be
about insurance" He feels that the
deal L. closed and experiences a
glow OF satisfaction because he has
finally taken some insurance.
err shocked 70 ind that he himself
must turn salesman and sell himself
as a good risk TO be written. He has
supposed. before that the company
holder: But now the scenery has
shifted. The agent never has sug-
gested that he might not be well
come. The prospect was dragged by
T msn ss ,psns,h psrnsps to the
just as he gave up the struggle and
resigned himself TO becoming policy
until he should pass a critical ex-
animation.
II the examination blank OF an
insurance company served no other
because II entirely changes the view
point of the prospective policy
holder.
The prospect when he signs an ap-
plication has the feeling that he Is
comforting a favor on the agent He
In often not ut all sure he has done
a wise thing In signing up. Very
likely he feels he has been eoaS S,i
some good money that he might as
we'll keep. But the prospect sings
another tune Mt the examination. He
notices that the salesman Is quite a
when the doctor produces the big
sheet covered with fool questions.
For the first time the agent stops
;ss.S Their The Sot; sn' gets IN the
prospect up close and looks him
over suspiclously. The fellow doesn't
feel so fine as he did when he was
listening TO the salesman's argu-
ments. He doesn't have the inde-
pendent feeling Of buyer. He feels
more like borrower. He realizes
that ~ IL up to him 10 do something
TO prove himself q good risk
the policy all made out and the
prospect learns that the deal IL act
ually closed, that he has sold him
self to the company as policy hold
or, he IL tickled TO death.
The important result In salesman
ship has been accomplished when
the policy IL issued--to the satisfac-
tion Of both parties.
Both are satisfied because each has
made sale and feels the gratiioa-
ton OF a succcessful salesman over
closing a deal IL the new policy
holder had not been required to sell
The Detroit times., 1916-07-10

for tho benefit OF those who would
butt In.
What do we desire when this
great struggle is over? Permanent
peace.
Lift your eyes TO the horizon OF
business. Let your thoughts run
abroad throughout the world and
with the thought that you are Amer
leans and stand for the liberties and
rights OF mankind, 20 out and sell
your goods-and In so doing at.
tempt to convert them TO the prin-
ciples of America"
Evening journal., 1916-04-04
new Castle BABIES
ARE awarded Prizes
Special 10 THE EVENING JOURNAL.

Special TO THE EVENING JOURNAL
NEW CASTLE. Del, April A.
Awards I'm the New Castle County
Better Babies Contest, which was
conducted by the members of the Cen
tury Club OF that town recently. were
made at noon today az public meet
ing held in the Good viii Fire Com
pany's hall.
The following babies were awarded
prizes: Joseph Duffy, 10 months old,
son OF Hugh Duffy. who scored an
average of 100 per cent. was awarded
first prize. a solid silver loving cup.
presented by THE EVENING JOUR-
NAL
John Clymer thirty-two months old.
son Of Samuel Clymer. scored 9S
per cent average and was awarded the
second prize, silver cup, presented
by Mrs. Selden s. Deemer.
The third prize. a So gold piece,
presented by the Metropolitan Life
Insurance Company was awarded to
Elizabeth McKnitt. thirty months old,
daughter Of George McKnitt Her
average was 9S per cent.
Carrie Ida Smith. six months old.
and Armistead Page Booker. son of
Dr. Booker, each of whom scored 81
per cent, were accorded honorable
mention
Much interest was Infested in
the contest Sixty babies were en-
tered and all scored high averages.
Mentally each child was up to par.
None scored less than seventy per
cent which is considered by the
/ judges a remarkable record.
Interesting presentation addresses
were made by George Carter, editor
OF THE EVENING JOURNAL. and
Albert A. Albert. superintendent OF
the Metropolitan Life Insurance
Company. who presented THE EVEN
ING JOURNAL and the Metropolitan
Life Insurance Company prizes re-
! spoctiYely
Evening journal., 1916-04-04

expected. Such decline would really
be in the interest of general prosperity
and il would steady conditions and
lengthen tine period OF prosperity. A
lower average level of stock prices. some
decline in the total of commercial trans
actions, resulting in a decreased demand
for cars, and some falling of in the
average Of commodity prices may rea-
sonahly be expected. This does not
mean that some stocks may not 20
higher, some businesses may not grow
larger and some commodities sell az a
higher price than at present, but the
averages OF all Of these indicate a de-
Evening journal., 1916-04-04
ppsorurroNs OF RESPECT.

Whereas. Il has plensed Almighty God
40 remove from this lie tho distinguls ulshed
prclate brilliant Churchman scholar ana
beloved Pastor. Right Reverend John A.
Lyons; therefore, be Il
Rcsoivcd That we, the members OF ihe
Brownson Library Association IN regular
meeting assembled, express our deep hof
row AZ tho loss 20 the Church Of faithful
and selfsacrihcing Priest, one whose life
has been devoted 90 the fearless eNpound-
ing Of Catholic doctrine. position he up'
held In a munncr which won for MN the
admiration of everyone. Ills many inter
rsfing and instructive dscoursea present
inr Inc truths OF the Church will ever re-
main in the minds, aud his words OF ad'
vice will De "a precious guitunce FOR others
10 lead on 90 the life for which ne llNeu,
the eternal life. In the death OF Monsignor
Lyons the ,ity suffers the loss of q citizen
whose life was an inspiration 10 his fellow
citizens. and the parish over which he pre-.
sided faithful and devoted pastor BE II
further
Resolved. That a copy of these Resolu.
tions ,ie spread upon the minutes, ana thai
tho secretary be instructed TO inform the
Right Reverend Bishop of our WilinFnos
TO assist in amy manner he may desire ln
doing honor 20 the remains OF our beloved
WM b. SHIELDS,
JOHN I FARLEY,
JOHN 4. HEALY, JR.
Evening journal., 1916-04-04
preorurroNs or RpspBoT.

Wilmington. Del. April > 1910.
A. meeting Of she Benevolent Pioneer
literary Association held on tho above
date the following Resolutions were
Whereas. We. the Benevolent Pioneer
literary Association, have heard with SIN,
cero sorrow oi the sudden and uneNpecten
dcnth OF our much esteemed and dearly
beloved vicar General. Monsignor John A.
whereas. BY his long association with
us as Vicar General Of our Diocese, by ms
Kind and parental interest In the affairs
Of Catholic young men, ana because on 'ui
deep regard for this illusirious prclato oi
the Church. we have
Aimirhty God in His Divine Providence io
inkc unto Himself this faithful servant
~ cannot but express our profound sor'
r.,. whom we learn Of the demise Of one
whose lifr was dedicated 80 unresef'edls
40 the service Of God. and who accom-
nlirhcd so much for the benefit OF man
iiud and we have further
Resolved That in The death OF Moh
nor Tpons tho Diocese Of Wilmington nus
fost truo and jealous councillor, ih.
Chnrch % noble and faithful shepard ann
fhe world "a man whose sanity ne VIII
liVo after him us model for ffelal q
Priest and Iayman. and as fufthef mari b
~ rcsnoct we have
Resolved That a copy Of these resolutions
b. snrcad on the minutes Of the Assocleli,gn ,,
and that they De published IN tne ua'ls
papers; also copy be framed ana h"Ns '
JAMES T. CoRRIGAN.
y. LEON MURPHY ...r,,,-
T'AWRTNCE W. tEMcCAkliN,
CLARENCE =. GRACE,
GEORGE w. DllLMAN.
Evening journal., 1916-04-04
MR. STOrT IMPROVES.

Frank Stout, agent of the S. P. c. C..
and the S. p. c. A.. who has been con-
fined to his home for ten days with
blood poisoning, resulting from an
abscess on his arm, is recovering. He
is being attended by DR.. John Pal
mer, Jr-
Miss Esther Frances Stout. daugh-
ter of Mr. Stout, who also has been
confined to the house with blood pois-
oning, has recovered and resumed her
duties as secretary to her father.
Evening journal., 1916-04-04
APRIL BUSINESS DIGEST.

The April business digest Of The Ma
tional Bank OF Delaware, at Whining
ton, says:
"The present period of prosperity is
so well grounded that moderate adverse
conditions will not be able to shake il
to any appreciable extent. The situa-
tion in Mexico. even though it develops
into considerable conflict between thi.
country and various Mexican pretend
ers, is not likely to give business gener
ally any serious setback.
at is quite likely that we have
reached the apex and that some declin,
from present business levels may b,
Evening journal., 1916-04-04
MADELEY CLUB IN PLAY

The athletic committee Of the Made
ley baseball team. will present a play
entitled "ihe Destrcck Sl>ulc of Blue
Berry Corner in the church Thursday
evening. The committee in charge OF
the affair has been working hard TO
make the performance a success, and an
evening Of fun is promised.