davidaulloa/AmericanStories huggingface dataset:
The Detroit times., 1916-07-11
Neat Appearance Of
ten Needed to Gain
Proper Admission
GREY MATTER
ALWAYS NEEDED
Elizabeth Bowling
Warns Against cit
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 his 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
1t will have something TO do with
the expediency with which you are
announced, and the manner 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
a limousine, but you've got titney
BRAIN 1t is at this point that
you've got to watch your gears !;
and a plate glass top, with nothing
inside will not save you.
Your card has got to him, to the
big man. What are you going 70
do now? Talk about yourself first
shot, and what you are selling?
You are not. In the broadcast
conception OF selling. you are there
to help the other fellow. II is your
first business wholeheartedly to see
his point OF view Get your range;
you'll hit the bulls eye quicker
With every care in preparing
prospect lists. II sometimes happens
that II would be prejudicial 10 man
OF his firm TO handle your line. II
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 IL you have loaded him, and
delivered only your goods--not his
turnover, nor any help 10 quicken
it-then 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
" back Of you. You believe in II;
The Detroit times., 1916-07-11
Program of Worlds
Sdlesmdnship Congress

Tuesday o'clock Board Of
William H.
building; chairman, F. St Elmo Lewis CampbelE wald
Wednesday
aesmens session Hotel Stater ballroom floor chairman Edw
president National Association
lumber aesmen sessions Hotel staer ballroom chairman
president
Walter c. Piper
bile smens session. Poncharrain
Mack Printing House. H
Wednesday o'clock
session Hotel Sae ballroom chairman BARLEY Doyle
president Keystone Publishing Philadelphia
session Hotel Sar ballroom floor chairman Col l. Doinss
president r. L. Dongs
Hotel staer chairman H. DeAes superintendent Crowley Miner
Co, Detroit
Thursday morning session
The Detroit times., 1916-07-11
SALESMAN
MUST HAVE
TRAINING
E. A. Woods Shows
Need of Sales
Schools
SELLER MUST
KNOW HIS GOODS
Purpose of New Car
,negie Bureau Is Ex-
planned
BY EDWARD A. WOODS,
President National Association Of
life Underwriters.

II the suggestion Of thoroughly
, training statesmen should strike one
as novel. IL may oe remembered that
vocational training schools are all
quite young. The first technical
school In the world was organized
in France in 1851, but technical
schools. in the modern sense, hardly
became common until within the
last few decades. The Troy Poly
technic and the Mass acusetts Tech,
are little more than % wears 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 to sales
rnanship 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 como 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 compasees; but
trained navigators with charts and
compasses navigate better.
The purpose Of any training
school is 10 gather the knowledge OF
all and disseminate those common
principles. not with view TO re-
placing practice by nero theory. but
with a view OF teaching In advance
tne correct theory which later must
be properly applied To secure the
right results.
Some years ago. when Captain
Jones, OF the Edgar Them
works Of the Carnegie Steel Co.,
was informed that Mr.. Carnegie in
tended TO install chemical labora-
tory in their plant. he Indignantly
resented the idea that any college
chemist could teach him what was
good piece of steel; yet today not
only does every ur-to-dnte iron or
steel manufacturer maintain a lab
oratory, but even large purchasers
of steel do not think OF emitting
definite scientific knowledge. instead
OF guess work Of the material they
are buying.
II may be objected that salesman
ship cannot be taught--that n good
salesman is born. not made. AS a
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 enumerete the organiza.
lions that maintain. in some form
or other, some method OF training
their statesmen. II would be simpler
to mention the few leading sales in.
situations who do not. Preliminary
training In the Office or factory;
The Detroit times., 1916-07-11
Courage and Intelligence

Whether regard life lane leading to dead wall
bags end the French sayor whether think of
vestbule gymnasium where await time and
prepare faculties for nober destiny whether
thunder in pulpit pue in little atheistc poetry books
about its vanity and brev whether look justly for
of health and vgor are about to mount into bath chair
step towards the heare in each and all these views and
situations there is but conclusion possibe That
should stop his against parayzng terror and the
that is set before him with single mind AS
and intelligence the qualities best worth good mans
cultivation is the first part of intelligence to recognize
precarous estate in @ and the first part of is
be at all abashed before the fact frank and
what headong carriage not looking too anxousy before not
dayng in maudn regret the past stamps the who
is we'll armoured for this world
ROBERT LOUIS STEVENSON.
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 his
desk in the home office hammer
ing away to drive In the facts OF
superiority that he knows your
product carries. You can see the
light of the forge on the faces OF
contented workmen back In 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 It. That
same human quality works into the
product, too, don't forget that!
The effect of It Is cumulative IN
selling, you can not get away from
that SO It is for the salesman 70
choose. He has good, clean drive
back of him, or drag. Men sell
more than their product, they sell
their thought Of 1t.
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 .
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 hllfill your mis-
sion-the powers OF mind and res
oiution will see to that. = : OK =
Not that would suggest this for
model. but has It ever occurred
to you that one of the nrst sales
men we have record OF was q Ger.
! tain serpent in q garden. With no
previous instructions. he managed
\ TO sell tree that has lasted quite
q while. Note how he went through
the various scientific phases of ee-
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. I
don't know about the fifth element.
which is supposed TO be a develop
ment OF the slender thread of con-
fdence. But anyway he wished the
tree on the lady.
And just here, 1t 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 6ther fruit
vendor would.
can't say much for the follow
up, but the sale was scientifically
constructed.
IL is not given many OF us TO
make so much history in a single
sale as these two achieved.
The Detroit times., 1916-07-11

rious kinds can dissipate what would
be otherwise sufficient II not ample
income.
Fundamentally. salesman and COM
pany will succeed in proportion TO
the ability OF the partner to man
age home economics.
While home economics Is funda-
mental, II Is no more so than that
which | wish to term home atmos-
phere. This atmosphere. although
intangible, has a most vital effect
upon 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 a man
Of stability, Of character and OF reg
ular habits. He is dependable and
can be relied upon. He L.
man morally. physically and ever
other way. Ne
| feel that the influence Of the
home life under wholesome condi.
tions has done more than all else
to bring about this result.
The right home atmosphere ap-
pears only where high ideals. chas,
tity ant moral integrity are evci
maintained.
The wife alone cannot keep the
atmosphere of the home pure and
| sweet, for the husband brings TO 1t
an atmosphere which either sustains
or destroys that which Is created
there. But, after all, 1t is the wife
who does create the home. as Rus
kin so beautifully expresses II In
his Sesame and Lilies"
"And wherever a true wife comes,
this home is always round her. The
stars only may be over her head. the
glow.worm in the night-cold grass
may be the only fire at her foot. but
home is yet wherever she is. and
for a noble woman IL stretches far
round her, better than ceiled with
cedar or painted with vermiliienr
shedding its quiet light far for those
who else were homeless"
Who can measure the stimulating
effect upon "A salesman OF such a
wife. surrounded by such a home?
He goes forth from IL rested, full or
energy and with a determination
that is invincible. II stays his hand
and buoys him up In times or de-
preston and encouragement. II Is
a constant source Of inspiration car.
rying him over rough places and
urging him on to greater achieve
mCnt.
He returns 10 ii for sympathy and
consolation. for rest and recupera-
ton Of his physical mental and spir-
itual powers. II is here that all the
finer forces of his being a.e vitalized
and recharged 10 go forth and battle
again against the rough and tumble
OF the commercial world.
Who among us who has left the
support OF a NOBLE wife surrounded
by right home conditions cannot bear
testimony to the important part
which she has played in our achieve
ment?
Possessed OF this knowledge,
should we not take into ccnsidera-
ton the silent partner-the wife,
when employing a salesman? Are
we not vitality interested in his
home surroundings? Yes, as we
stated In the beginning. every sales
man to do his best must be happily
married.
The Detroit times., 1916-07-11
Soldier Drowned While Bathing.

Private Victor r. Kane "A years
old OF the One Hundred and Forty
second Canadian Overseas battalion.
was drowned while bathing Sunday
in the Nottawasaga river, near Ror-
den, the new military camp recent
ly opened by the militia department.
News Of the soldiers death was re-
ceived Monday night by his father.
barney Kane, Of Tecumsth-rd..
VAUDEVILLE. The body has not
been recovered.
The Detroit times., 1916-07-11
Scrupulous Salesmanshiip

THERE is honor in business that is the fine gold
i of it; that reckons with every man Justly: that
loves the light that regards kindness and fairness
more highly than goods or prices or profits It be-
comes a man more than his furnishings or his house
1t speaks for him in the heart of everyone His
friendships are serene and secure His strength is
like young tree by river
The Detroit times., 1916-07-11
H0U He Kept His
Nose to the GrindStOne

He watched the clock
He always grumblng
He had no iron in his blood
He willing but untitled.
He didn't believe in himself.
He asked too many questions.
He stung by bad look.
His stock excuse was 81 forgot"
He wasn't ready for the next STEP
He did not put his heart in his work
He learned nothing from his blunders.
He felt that he above his position.
He chose his friends among his interiors.
He content to be second-rate man.
He ruined his ability by half-doing things
He never dared to act on his own judgment.
He did not thing it worth while to learn how
He tried to make bluff" take the place of ability
Tie thought he must take amusement every evening
Familiarity with slpshod methods parayzed his ideal
He thought it clever to and profane
guage.
The Detroit times., 1916-07-11

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

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

Thomas Medium has retired in
Omaha after working 4s years for
the Union Pacific railroad.
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23
DARKEN
| YOUR GRAY HAIR
Years youngerl Use Grand
poe $3.50 recipe of Sage Tea and
SsOO 5b and nobody will know.

use of Sage and Sulphur for re.
Ine NE faded, gray hair to its natural
pm otes back to grandmother's time.
or o "a Il 70 keep her hair beautifully
e glossy and abundant. Whenever
pr lar fell out or took on that dull.
y or streaked appearance, this sim
dt miyture was applied with wonderful
T e.. brewing at home is mussy and
lOtdate. Nowadays, by asking at
drng store for 50-cent bottle of
~ |%rstb's Sage and Sulphur Compound"
y. will get this famous old recipe
e. can be depended upon to restore
.nraI color and beauty to the hair and
snlendid for dandruff, dry, feverish,
E,hT scalp and falling hair.
"a welI.known downtown druggist say:
|. aarkens the hair SO naturally ant
.uIv that nobody can tell it has beer
E"ni;sd You simply dampen a spong'
y soft brush with it and draw thi
III .ouoh your hair, taking one strand a
|. mime zine By morning the gray hair dis
., r and after another application o
|s sPp Il becomes beautifully dark, glossy
nd abundant.
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23

Some of the prettiest of the sum
mer frocks, If not the most compn-
Gated or pretentious, are the simple
models in striped taffeta. This De
sign requires to make, bA yards so
inch silk and is made without I'M
ing The three-piece skirt is slightly
gathered at the top and is in regula-
tion length. The home dressmaker
viii And pleasure in developing the
model. because of its simplicity:
First turn under the front edge OF
front at notches for an undertaking,
center-front indicated by large Y
perforations. Turn under the iroh'
edges of inserted section ana SIDE
front on slot perforations. Lap tne
folded edge OF inserted section on
front to small 20" perforatiohs'
notches even and lap the folded edee
of side.front on the inserted section
Pictorial Review Costume No. 67ol'
| cents.
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23

brightly through the intervening trees,
stood the comparatively prineely cot
tage of his friend and employer, Lewis
Pemberton, promoter and engineer
Several days ago Lewis Pemberton
had designed to confide to his atten'
dant corps fact that had long since
been suggested by the radiant shin
ing of his eyes and his frequent out
bursts of gay. impulsfve laughter
| that the young lady, back home, had
! finally come to favorable decision,
and was now expected, accompanied
by her mother and several friends, 10
snend a month or so in the crude but
Unsuitable shelter of her fiance's cot
tage Pemberton had selected three
of the boys to act as guides and gen
eral cavaliers to the ladies during on
hours-Newton, Jim Howard ana
young Dick Marston.
Newton and Howard had jumped az
the invitation but Dick had shaken
! his head with hnality. pleading tha'
he was too busy. Pemberton had re
: nlied wait till you see the girls, my
- boy" and had laughed immoderately
3 What pleasure could companion
shin with any girl be since Natan'
q. had gone? At best these friends
Pemberton's betrothed would be col
! orless. insipid creatures, or the usua
n forward type of chattering girls Ma
q talie. with her deep, grave eyes, ne
e tactful understanding her unfailin
n sympathy, had spoiled him for IN
a frivolous banter of the girls whor
| Newton and Jim Howard were no'
r finding so enchanting in their FIRST Ell
n. thusiastic greetings at Pemberton
=, festive little cottage on the hillside
10 Tc Marston, accompanied by d
q loneliness and sorrow, occasional pea
Of girlish laughter mingled VIII
broken snatches Of conversation an
song softened by the distance an
IT. tho trees. f1oated downward throue
as the night. He closed his eyes in hop
re loss surrender to homesick, longir
depression. And. even now, In Il
W midst Of gloom, scared and owe
= / Swallowed by the contrasting gave
above. his thoughts turned to Natal
NJ and the days long past.
How sweet she had been! He
brave, How loyal to her cross graz
ed old father, who, in a burst OF U
10 governable rage, had forbidden MI
sh- ston the house and further commul
cation with his only daughter! II W
30 ON that never-to-be-forgotten night
humiliation and dismay that Nata
len had explained out under the stars
the great suburban estate.
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23
INSTABILITY OF THE OCEAN
Deep Sea Is Exceedingly "Waoo'y'
and There Seems to Be No sPe-
cIfic for Seaslckness.

In the Joyous vacation season many
If nc 90 down into the sea in ships, and
there would be many more OF us II
the bounding deep were not so con
founded wabbly at times It's all very
well TO sing of life on the ocean
wave but there isn't lot OF fun 10 IL
when the ocean wave Is as big as
house and as steep as roof-that is'
TO a great many OF us.
Hence the plant that rises on
everv side at this time of year: is
there any specific for seasickness?'
Most doctors agree that there Is not
although one or two remedies nave
been prepared which either help pre-
vent the unpleasant Illness or cause
people to think they dO-which means
| the same thing. For those who can
mt stand the motion OF the boat
there are but two absolutely certain
WAYS of avoiding seasickness one Is
IN remain on land; the other, never
Ia 90 to sea except when 1t Is calm
a thing more easily said than done.
If you will go 10 sea you should
remember that while seasickness IL
hut little a matter of the stomach
most doctors think 1t arises from
nervous attempt to adjust the balance
automatically,-you are likely to suffe
loss and more briefly II you take prett!
good care of that organ for day o
two before sailing. Also, people VIII
lie in their berths and. do not lie
their eyes assist them in observing tn
instability of things are likely to pas
the ordeal much more comfortabl
than others. And plenty Of fires
air helps.
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23

center-front, -,
Nav sew the collar to neck edge
as potched. large 20" perforation IN
collar indicating center-:ront. II de-
sirad with open neck. omit turnover
collar and roll front and collar as
illustrated. .oLa
Close the sleeve seam as notcneo'
Close seam of elbow cuff as notcneI'
Sew turnover to cuff as notched,
small 20" perforation in turnover
AT seam OF cuff. Sew cum TO sleeve
indicating small 20" perforations
even. single large 20" perforation IN
crfr az seam Of sleeve. Sew sleeve
in armhole as notched, small 20 per
foration at shoulder seam, easing IN
Tnrn under edge of right front gore
Of skirt on slot perforations. lap on
loft front gore, center-fronts even,
large 20" perforations indicate
center-front): stitch l inch rom
folded edge leaving edges free aooVe
angle large 20" perforation lot
niacket. Join cores as notcheo'
Gather upper edge of back gore pc,
tween double "TT" perforations. al
lust skirt to position.
sizes "a to "A inches bust. Price 10
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23
s..n and Heard on Long Island.

A teacher tells me that at Brook
Iyn school. not long since, the class In
geography was asked What are
some of the natural peculiarites OF
Long island?" The pupils tried to
think, and after while boy raised
his hand. Il know" said he, Well
what are they" asked the teacher.
"Whv." said the boy, with a trium-
phant look, ION the south side you
can see the sea, and on the north side
Won hear the sound. Spare Moments
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23
His Dreams
copyright. 1910 by Associated Literary
Press)
By Edith Gray

copyright. 1910. by Associated Literary
Press)
Outside the shack Mexican han-
breed strummed his guitar and sang
in a voice inclined TO nasality, put
not utterly unmusical, the refrain OF
a popular song then much in vogue
at Vera Cruz.
Richard Marston, the young Amer
lean seated within. translated to him.
self. MY soul, my life, love you,
and flung aside his cigarette In SUD
den gesture of despair. My soul, my
life. | love you! Truly, OF what use
this daring plunge into the mountain
lumber camp Of FL Orc. this exile
from friends and family in persistent
ouest of forgetfulness? OF what use
when the forgetting is as far distant
now, in the continual round OF tedious
duties. the overseeing of Indian gangs
and balancing of numberless accounts
as 1t was in the first days?"
The long hours of morning toll
brought. for a time, detachment ane
mental relaxation, but when evening
came with its crying demand 10
physical rest, its breathing OF wine
in the oak trees and glittering OF mrs
stars above the shadowy pines, Mars
ton was invariably overwhelmed wit
old memories, and slender girl. re
cloaked, her hood drawn over her Sol
brown hair, stood once more oeior
him, gazing wistfully outward throug
her tear-dimmed eyes. Unnumbere
times, had the bitterness OF that par
ing been renewed.
IL MY soul, my life, love you
Marston tilted his chair legs baC
& against the crude, unfinished board
IS and stared meditatively out throut
the open window. His glance ignore
u the miserable outlying huts OF q
laboring half-breeds, passed along Z
is narrow dirt road, cut and scanned WI
is the continual repassing of the hea
n loads. and fingered above on the n
side. where, its lights gleami
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23

At Linton, Ind, members of the
unions started cooperative store and
are doing we'll. They paid a 10 per
cent. divident on every dollar of their
purchases for the first six months.
The Lakeland evening telegram. (Lakeland, Fla.) 1911-1922, 1916-05-23
Table Ornament.

Sew a coarse flannel over the bowl
os broken goblet Wet the flannel
md sprinkle as much laxsced or
canary seed as will stick. Set this in
class dish of water in warm room.
A. the water soalls into the flannel
odd more. In two weeks you will have
beautiful center ornament for the
table.