davidaulloa/AmericanStories huggingface dataset:
Evening journal., 1916-02-21

into this inner circle and to be con-
scious of the personal affection of
Jesus Christ. IL is love that lightens
all the labors of life, that lubricates
the hinges and makes things run
smooth and easy. Love laughs at
trials, welcomes dangers to show its
sincerity. No fire can Quench love.
The test of love is obedience. Said
Jesus. "If ye love Me keep My COM
mandments" If we have entered this
inner circle of love, we will love the
unloving. the unlovely, the unlovable.
We will love them because Jesus
loved them and our lives will become
one glad song Of JOY, of peace, of
inspiration. Let me ask you as bid
you goodbye, Do you know this per
sonal love of Jesus Christ? You may
have it If you will. First Of all be
sure you have entered the outer circle
of faith; then that you have also be-
come a member of the circle of service
and then the circle of fellowship and oi
privilege. But | wish on leaving tc
give you this vision: May Jesus be
i'm the truest sense, precious to you
May you know in your own heart that
love which gave Him to die on Cal
vary.
Evening journal., 1916-02-21
LOCAL SECURITIES MARKET

Laird and Company. dupont Building.
furnish the following quotations Of local
securities: Bid. Asked
dupont Powder Co. AVS. .l06 l07
DUPONT Debenture 6's.... loIK lOS1a
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12
FIJI, DODGE
DESCRIBES
QUoTAPlAN
Territory Values Not
Fixed by Population
Alone
is SCIENCE WITH
BURROUGHS co.
Concern Finds There Is
Still Much to Learn
About Plan
BY =. n. DODGE.

webster's definition OF quota 10:
The part or share assigned 10
each" Quota Is applied TO our bust
ness in this way. At the beginning
OF each year. we estimate the
| amount OF business We should be
able 10 secure and handle with rea.
sonsble dispatch and profit TO the
| company.
Past performance. business condi
tions, business population. size OF
our organization. and factory capac'
ity are all governing factors. This
amount OF business is considered
our factory quota for the year. Quota
is expressed in points as we'll as IN
| dollars and cents.
For example. let US suppose our
quota for this year TO be sl0,0oo,ooO
or 400 900 points. twenty-five dol
lars worth of business represents a
point: about IL points represents an
average sale. Our first move would
be to split these 100000 points into
1ai sections. because there are l2l
Borroughs agencies in the United
States and Canada. Quota sections
vary in size according 10 the sizes
OF the agencies--as based upon
territory values
Our next move would be 20 dis
tribute the agency quotas BY months.
Agency quotas are not divided into
IL equal parts. for experience has
proven. in our case. that with cor
responding effort more business can
be secured in December than in
January. Our June business has
also. always exceeded our July
business Other variations in month
" quotas are likewise necessary.
The proportion OF our years quota
assigned TO each month is as fol
, lows: January. S per cent; Feoru
ary. per cent; March. S per cent
| April. s per cent, May, $ per cent
June. 10 per cent: July. 7 per cent
August. per cent; September. pei
cent: October. 8 per cent Novem
Der. . per cent; December, IL pei
cent.
Our only stipulation in assigning
salesmens quotas is that 100 poin'
shall constitute a minimum year
ouots for a salesman. We made Inc
minimum quota 100 points OF
$4,000 worth OF sales. because ina
"a the minimum account OF business
we expect fair salesman 10 pro
duce In a year. A smaller business
does not yield a profit sufficient t'
attract the class Of statesmen We
wish 20 employ
When we find a sales manager
has cut territories so small mat
properly worked. the salesman can
no, secure a 720 point business II
one year. we insist that the sales
mans territory be increased In SIZE
How to determine with reasonaoi'
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12
URGES COLLEGE
BRED statesmen
Edward Hines, of Chicago, Says
Universities Should Teach
Craftsmanship
BY EDWARD HINES,
OF Chtcaoo

~ SHNNbS
II Is after 35 years in business
that ! have been led to believe tina,
experience is the most costly and
often the most extravagant of teach
ers. do not mean by this to dis
count the value OF experience-Quite
the contrary. But | do contend that
the most intelligent and useful 10y
atty. the kind most needed nova
days. and the kind that will be an
absolute necessity 70 every modern
business henceforth is that loyalty
coupled with aptitude that is delib-
erately and purposetully developed
through early training and educa'
ton.
| would suggest the creation OF
chairs OF craftsmanship in our lead
ing universities. would have stu
dents study craftsmanship in post.
graduate courses which would In
clude a thorough grounding in eco
nomics and practical business law.
and which would be made OF the
highest value by frequent lectures
on selling methods by the most sue
cessful OF the worlds statesmen.
craftsmanship the fundamental fac
tor in the new civilization. has lag
ced behind as far as the leading
universities are concerned.
The university man trained TO apt
itude, taught how TO study. is better
fitted 10 acquire In a few years more
profitable and useful business expe.
rience than the average salesman OF
the same age potentially as well
equipped mentally. but unframed
would be likely TO acquire In a life
time OF hard knocks. mistakes, fail
ures and successes.
The biography OF the self-made
business man OF the future will not
say that he started as an ONCE boy
az the age OF 10. and then with only
the most elementary schooling be
came captain OF industry. Instead
Il will more likely read that he
worked his way through high school
by working after school and Satur-
day afternoons. and then worked
his way through college. ! know
that | am no; alone among men who
have succeeded in business without
college educations. Some OF the
much-criticised features OF college
life are the stun out OF which en-
during loyalty is made.
In future works OF importance II
IS improbable that large customers
will permit the buying of materials
without scientific tests. The sales
man who is not informed on the
qualities and uses Of his goods from
q scientific standpoint will find II
next 10 impossible 10 get hearing
Modern scientific buyers will be
looking for statesmen who are clear
/ eyed university men who can give
/ clean.cut. accurate answers TO their
questions and perhaps help them by
suggestions born OF knowledge even
more scientific and thorough than
| their own.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12
Here S Fine Counsel
From the Far East

When you hear SANDER of men, do not taste of this
wrath.
When you hear fattery to do not taste of this
pleasure When you boar discussing the of
30 not share in their relish
Healken to intercourse of the virtues of men, approve
emulate and enjoy Enjoy the sight of the vrtuous Enjoy
the Intelligence of good deeds Enjoy the propagation of
the principles of justice.
Enjoy the diffusion of the deeds of good And when
hear of the wckedneSS of let this be painful to
You as needles plungng into your back And when you
hear of good deeds cothe yourself in them in wreaths
of flowers. 81,
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12
LAYS STRESS ON.
SALES TRAINING.
James w. Fisk, New York, Says
Efficiency In Salesmanship
Means Higher Wages
BY JAMES w. FISK.
Director OF Selling Service, Lord 4
Taylor, New York City.

Retail training is of such import.
snce TO all concerned that no mod
ern business man can afford TO over,
look II. From store comes the
information that the AVERAGE mum,
Der OF sales per individual have In
the past ak months ircreased s.
per cent. The average amount al
sales. allowing for seasonal fuctua
tons, have shown an increase ap
proximatins IS per cert. Al the
same time the number OF saiespeo
pie has been increased by 20 pei
cent. and the average salary Is
more than $1,000 higher Percent
age costs OF selling have shown q
decrease q l.s per cent OF the
sales That Is. II the cost OF sell
ing had been Sc per cent II would
have dropped TO 4 rer cent.
The sales and salary advances are
probably The most important results
OF retail sales training. Increased
salary for the emplcye brings with
II many benefits. and provides the
solution OF most OF the welfare
problems TO be met in department.
stores. Increased efficiency means
not only greater earning power but
more stability Of position.
In addition 10 material dement's
the right kind OF retail training
makes for pers efficiency In
every WY.
For the employer. retail sales
training offers many advantages
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

accuracy the various territory values
has been one OF our real problems.
We do not claim, even after IL or
iS years experience of quota build
ing. that We have tho problem
solved. but each year We are get
ting nearer TO the ideal situation.
: The deeper we go into the sub
feet az quotas, the more certain we
are that II Is worth while and that
there Is much Ia learn about scion
,ific. quota building. In the early
days. We used population as the
basis for determining territory
values. Population IL still used In
our quota plan. but not alone. To
obtain a good guide 70 territory
values. Il was found necessary to
supplement population figures with
other statistics and data.
The sales value Of population
varies In different sections OF the
country: at least we have found II
so. For example. 10000 population
in Texas. California. and in the
northwest was proved TO be oi
greater sales value TO us than the
same population in the central states
or the east coast states. Reasons:
Extensive credit systems in use In
the south require more bookkeeping
consequently more adding machines
for each unit of population. In Cali
fornia and the northwest, more
Young men educated TO modern bust
ness methods are conducting the
business OF those sections.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

ID. NJ. Robins. secretary Of the
lord English scnool. will speak on
he stste wide prohibition night In
the Holland Reformed church. No.
800 Catherine-st.. near DeQuindre.
Sunday afternoon. Other dry speak
ers Sunday will be Edwin Simpson.
district superintendent OF the Anti
Saloon league. who will talk In
Dearborn Methodist church in the
morning. Inkster Methodist In the
afternoon and Grand River.ave.
Presbyterian In the evening; Wal
ter J. Hoshal. Wayne county dry
campaign manager. who will speak
10 young people In Memorial Pres
byterian In the evening Monday
evening William Ward will address
the Detroit Dry club IN 81 Thomas
Episcopal church. Shady Lane and
West Grand-blvd. At this meeting.
there will be an orchestra from st.
Thomas church and a double quar-.
tet from the Holland Reformed
church.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12
BARRIERS Organize Social Club.

An organization Of BARRIERS was
formed In the Hotel Griswold. Mon
day night. 200 representative bar
bers being present The purpose
OF the organization is 10 eliminate
undesirable and insanitary shops
from the city. There will be a so
cial side for TIE pleasure OF the
members. William F. Tibhits, pro
prietor OF the Avenue. was unan'
imously elected president and a
committee on rules and regulations
was appointed.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

First, the certainty OF increased
profits without additional overhead
expense. II Is a wellknown fact
that much Of the time al retail
salespeople Is being wasted. II =
portion ~ this time could be de-
voted 10 intensive cultivation Of
trade which comes 10 the store.
greater revenue would result No
one questions the value nor the
necessity OF an established clientele
from which will come al almost
automatic demand for merchandise.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

In 1S4c there was a large party in
The United States oppc.ed 10 any
war with Mexico, and wher he ap-
propristions for increasii z The army
and raising volunteers we're being
discussed in congress Henry Clay.
Daniel Webster, ex.President Adams,
Abraham Lincoln. and numerous oth.
ers, either famous tfen or destined
In after wears % become so. SPOKE
against them.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

the use OF them. But they are OF
use. There Is not a firm in the
world that asks for reports Just "a
give the salesman something 10 do
And IL you do make out the daily
report. how accurately II II done
The report form usually lists num-
Der OF questions. On practically all
! business report forms. these ques-
lions can be answered simply by
checking. But do you check every
question: Do you give the sales
manager the information which
makes your report OF value 10 him ?
II YOU do not. then you might as
well not make out the report at all.
In that broader cooperation
which applies TO policies, sales meth
DDS. prices and so on, think there
can be no middle ground. The trav-
cling man must be with the house
or against H. II he is against IL.
he is no good as a salesman for that
particular line-and ne should i'm.
mediately change his mental att
tude or just as Immediately get
another Job.
Our second form is cooperation
between the salesman and the deal
or. Let the first consideration be
whether or not II is possible 10 CO.
operate fully with the house and
the dealer az the same time.
think IL is.
In the motor car business in
which am engaged. and | believe
in most other businesses. IL is i'm.
possible for the manufacturer 10 ig-
more his trade, whether he sells
through jobbers. retail dealers, or
direct 70 the consumer II Is per
haps now bromide 10 say that the
best advertisement is satisfied
customer: yet | know Of no more
automatic law OF business. You
men who sell goods on the road
should deeply analyze every ruling
from the home office. That which
at frst appears at conflict with your
business, or the business OF your
customers, will. upon examination.
show in nine cases ont OF ten TO BE-
for the general good OF everyon' :
business. the dealer and consumer,
as we'll as the house. For, in fact,
wouldn't II be suicidal for any man
ufacturer to devise policies which
hurt his trade-how long would
the benefits 70 the firm last IL the
policy carried no benefits 20 the Gus
| toner?
Therefore, II seems tor me, one OF
your first acts Of cooperation with
your customer should be thoroughly
TO sell him on the policies and sales
methods OF the house
question II any man who Is
enough interested in the study OF
craftsmanship and the advancement
OF his profession 10 attend this con
gress would argue the desirability
OF square deal" for the customer.
1t is now generally accepted that the
biggest fool in business is the man
who fools himself into the belief
that he can be anything but square
with the people 10 whom he sells
his goods The golden rule goes
in business even stronger than Il
does in morals religion or eihics
But there is broader phase OF
the cooperation between the sales
man and his customer than merely
not being dishonest or too sharp In
ones dealings And this broader co
operation ls--serviCe.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

Horses uzcI BY the United States
cavalry must b thoroughly trained
ir way tactics The animal must not
only learn 10 stand steady under FIRE,
but be must know 'ust how 20 turi
az the right mon ent when the bride
IS hanging loose over mis- name, now
10 lie down and get up and a score
OF other minor details which are
combined IN his complete education
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

The Russian newspapers state
that 10000 Chinese coolies have ar.
rived in Russia 10 be employed As
agricultural laborers
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

People who are trying 10 follow
the doctors midsummer health rule
OF Keep cool, shouldn't read much
OF the news from the Mexican Dor
der.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

a party Of four In an automobile
was recently carried through the
air 225 feet above the surface bv
an aerial galloway over Elephant
Butte dam.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

kne1Iss has the largest area
eQuars miles--of any city
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12

Pasadena is 10 have a tl7j.0O0
auditorium
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-12
Nothing Mysterious
About Advertising,
Says E. A. Walton
TT COVERS BIG
FIELD AT COST
Proper Publicity Makes
Easy Sailing for
Agent
BY EDWIN A. WALTON,

Advertising Manager Of the Bur-
roushs Adding Machine Company,
Detroit
The independent-reporter. [volume] (Skowhegan, Me.) 1909-1955, 1916-05-04
NOTICE OF SALE

Pursuant to a license from the Hon.
Judge of Probate for the County of
Somerset and State of Maine, l shall
day Of May 1850 at two ca o'clock
N the afternoon, on the premises, all
ne right, title and interest which
Bert l.. Ireland late of Canaan in said
and TO the following described real
estate situated in said Canaan. viz
bounded and described as follows; to
wit, on the east by the county road
Rolls to Moore's Mills, so called;
der b. Penney. later owned by Oak
man A. Moody; and north-w westerly by
and by land formerly occupied by
George Dunlap and later owned or oc-
eupied by Frank Lewis. with build
iHES thereon, the same being heater
SNAPPED lot or piece of land and the
same occupied as a homestead by the
jate Reuben Ireland and by said Bert
l. Ireland, conveyed to the town of
canaan by said Reuben Ireland by
deed dated July S. 1889 and recorded
IN IN, Somerset Registry of Deeds in Vol.
Bert l.. Ireland by said town of Ca
naan by deed dated April 16, 1914 and
recorded in said Registry in Book 316.
rage 81, which deeds contain a full
description of the premises, 1t embrace
ing one acre, more or less.
Also will be sold at said time and
pace, at public auction, by virtue of a
license from said Hon. Judge of Pro-
pate whatever remains of the personal
property and estate of the said Bert
L. ireland, owned by him at his de-
Ease, unsold on said twentieth day
OF May 1916.
Dated this eighteenth day of April
A. b. 1916
LYMAN L WALTON
d., Administrator of the Estate of
'N4o Bert l. Ireland.
The independent-reporter. [volume] (Skowhegan, Me.) 1909-1955, 1916-05-04
DISPOSITION OF LIQUOR CASES.
Supreme Judicial Court,

Supreme judicial Court,
Somerset County.
The following shows he disposition
at the April term of said court A. d.
1916, of the appealed cases and indict-
ments for violation of the laws relat-
ing to the use and sale of intoXiCat-
ing liquors
state VS. Clarence Greenleaf common
seller. Placed on file.
state vs. b. Weiner, nuisance Mol
pressed.
State " Louis Bernard, Aplt., sale.
Mol pressed
State VS. Jim Morrault. sale Con-
tinued.
state IS Fred Duby, Aplt, sale Con-
tinued.
state vs. Fred Duby, Aplt., sale Con-
tinued.
Stae Us Peter Gilbert Aplt sale Con-
tinued.
state ys Judson Nichols. Aplt, sale.
Respondent acquitted
state VS. Fred Duby, nuisance. Con
tinued marked Law.
State VS. James Morrow. common Seli-
err Continued.
State Us Alphonse b. Borden. Aplts
Intoxication. Pleaded gull
ty. Continued for sentence.
Placed on file.
State VS. william Meter. Aplt search
and seizure, Continued
1w1S w. T. sEEKINs Clerk
The independent-reporter. [volume] (Skowhegan, Me.) 1909-1955, 1916-05-04
MERCER

Frank Caswell had the misfortune
to lose one of his work horses Friday
morning.
Mrs. Fred Hatch, who has been suf-
fering from a bad throat. submitted
Friday to an operation for the re-
moyal of tonsls.
Mr.. and Mrs. Paul Chamberlain
have gone to Jackman where he has
work in the mill for the summer
They expect to start in housekeeping
the last of this week
Sam Worster was in Massachusetts
last week.
1t is reported that lnez Brown is
soon to 90 to Lewiston for a surgical
operation.
Frank Hartford is going to help
Clarence Brown this spring and sum
mer
number of Mercer people are 60
ing to have automobiles this spring
Little Elsie Williamson has been
on the sick list
Robert Stoekford recently purchas-
ed a new pair of horses.
ing a short visit from their grand
ing a short visit from their graund-
daughter Miss Edith Mank of Law
renee, Mass.
Donald Chamberlain left town
Wednesday of last week for short
visit with his sister Mrs. Earle Bass
of Brownville junction.
1t is understood that Eugene Moul-
ton has gone to Westwood, Mass.
Earle Ladd has purchased a driy-
ing horse.
Bonnie Tracy is expected home
soon from WestWood, Mass, where
he has been at work.
Mrs Ella George of Temple, Maine
was in town Tuesday and Wednesday
of last week on business.
Miss Clara McFadzon has been at
home for a few days from her work
in Larone, before her departure for
Boston. Mass.
Norris True is very low at this
writing
The independent-reporter. [volume] (Skowhegan, Me.) 1909-1955, 1916-05-04
CORNYILLE

Ben Gaylord has bought the Butter
field farm on the East Ridge and will
move his family there.
Sam Bigelow of Lowell is visiting
his sister Edith Wescott and calling
on friends.
There will be a social dance at
Hjorts Hall, North Cornyille, Friday
evening. May 18th, preceded by a
Moving Picture entertainment Tick
cts for the pictures, 10 cents. Pictures
commence at s O'Clock sharp.
The many friends of Mrs. Elyira
Beal were saddened to hear of her
death. Truly a good woman has
gone from our midst.
The next regular meeting of Wes-
serunsett Grange will be held on
Thursday evening, May II. Would
like to see a good attendance.
James Erskine has completed his
The independent-reporter. [volume] (Skowhegan, Me.) 1909-1955, 1916-05-04
Bankrupes Petition for Discharge

In The matter OF Mary +. ToWle,
Bankrupt, in Bankruptcy.
To the Hon. Clarence Hale, Judge OF the
District Court of the United States for the
District of Maine.
Mary f. Towle
of Palmyra In the county of Somerset,
and state OF Maine, in said District
respectfully represents that on the 10Th day
of November, last past, she was duly adj Judged
bankrupt under the Acts OF Congress relat-
ing to bankruptcy; that she has duly surren-
dered all her property and rights of property,
and has fully complied with alt the re-
quirements of said Acts and OF the orders
OF Court touching her bankruptcy.
Wherefore she prays, that she may be de.
creed by the Court to have a full discharge
from all debts provabe against her estate
under said bankruptcy Acts. except such
debts as are eX cepted by law from such dis
charge
Dated this 22nd day ofAprll A. d. 1916.
MARY +. TOWLE.
BankTupt
The independent-reporter. [volume] (Skowhegan, Me.) 1909-1955, 1916-05-04
Bankrupt's Petition for Discharge

n the matter OF GranVllle W,
Chadbourne, Bankrupt, in Bankruptcy.
To the Hon. Clarence Hale, Judge of the Dis
trict Court of the United States for the Dis
trict of NJ aine.
Granville w. Chadbourne OF
Harmony. In the County of Somerset ana
State of Maine, In said District, respectfully
represents that on the 26th day OF February
last past he was duly adjudged bankrupt
under the acts of Congress relating to bank
ruptcy; that he has duly surrendered all his
property and rights of property, and has
fully complied with all the requirements Of
said Acts and of the orders of Court
touching his bankruptcy.
Wherefore he prays, That he may be de.
creed by the Court to have a full discharge
from all debts provable against his estat,
under said bankruptcy Acts, except such
debts as are eS cepted by law from such dis
charge
Dated this 18th dav of \ pri', \. D. 1916.
GRAN VILE w. CHADBOt RNE,
Bankrupt
The independent-reporter. [volume] (Skowhegan, Me.) 1909-1955, 1916-05-04
MAINSTREAM

Percy Baine left Monday morning
for North Arson, where he has en-
ployment for the Newcastle Lumber
Co.
Mrs. Nellie Hurd returned home
Thursday night from Atlantic. Mass,
where she has been spending the win
ter.
The Mainstream Lumber Co. are
making a great improvement by cut
ting all the bushes on both sides of
the road from the Station to the
Corner They are also trimming
and grating all of the apple trees.
Daniel Stevens has returned from
the NJ. G. Hospital greatly improved
in health