The Detroit times., 1916-07-11
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.

Arthur Frederick Sheldon. presi-
dent OF the Sheldon School OF
Salesmanship, delivered the follow
ing lay sermon on The ethics OF
craftsmanship" In the Martha
Holmes Methodist church. Lincoln
and Putnam-aves.. Sunday:
As text from the Book OF Books
TO At this theme. I have selected the
words OF the Master. when he said:
All things therefore whatsoever
We would that men should do unto
you, even so do ye also unto them.
That one sentence. when literally
applied. takes care OF the ethics OF
sslesmans and all the balance Of
life's relationships.
The trouble is. tine vast many treat
It as a beautiful olatitude, express:
hardly consistent with commercial
methods.
on the contrary. the real facts are.
however. that the application 81 the
eminentiy prsgmatic--it Is the most
practical method known to man.
when literally applied, in the win
ming Of even material reward, 20 say
wards which constitute our eternal
possessions. and which moth and
rust cannot destroy. nor thieves
break through and steal"
In the confederation OF our theme.
let US first for rnomens inquire.
what IL salesmanthip?
My answer IN that. as an abstract
and universal principle. II Is persua-
In It's ordinarily restricted sense.
the concept Is. as we all know. sup
posed to designate that form Of per
suasion which is focused upon the
Defined in commercial language, In
its ord nary acceptation. Wa may de-
nne salesmanship as the art OF per-
suading people to purchase ones
The smile and the cry OF the infant
make OF him persuader from tho
moment OF the drawing OF the breath
Posssibiy some of you have been
persuaded TO walk the floor all nigFt
BY the voice OF the infant peYsuader.
Later. the children persuade US.
word. They persuade US TO buy toys
and 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 the
young lady TO become his wife. and
the wife In turn persusdes him 20 in
vest IN MI Sorts OF innings
The time comes when the young
man, and many OF the young women
OF tho present day, take their place
In the worlds work.
Each one who does. sells some
thing then and there.
Each sells his or her services 20
the employer.
Success In life. At least CONNER
cially speaking, hinges upon this
power OF persuasion,
The vast army Of the unemployed
and unemployable In times Of COM
mercial distress IL made up Of men
and women who fail to persuade any
one TO purchase their particular
product--thelr services
The following Is taken from the
little magazine called Money Mat
ters." published by great insurance
organization. II IL beaded Read
This. Young Men of 25w
big insurance companies have an
uncsnny way OF using statistics 10
show just what IL before the average
individual. not only In the matter OF
life expectancy but also as 20 future
financial resources
And ngureH-especlaiiy those
worked out In accordance with the
great law OF averREes--don't lie
ION the authority 81 one such COM
pany. " IL said that out Of 100 aver
age healthy men OF 2b. at 6S-st will
be dependent upon relatives, friends
or charity. 80 will he dead. Ave will
be earning their daily bread. four
will be wealthy. one will be rich"
Now let us consider II from the