davidaulloa/AmericanStories huggingface dataset:
The evening world., 1917-02-14
Successful Salesm
By H. ]. Barrett

competitors . It and you don't IN
v the advantage OF you; taA9 ~
Installing II you are MOI ris1ing ooo
cent. and that II II will do what -
claim land our testimonials are peuoR
that II WILD II II a good Investment
facts and your attitude. how can yVu
escape tho conclusion that the one
proper. logical move for you to mAls
now 10 to put your name TO THE
blank. applying for a thirty-day trial
entirely ut our risk and expenssf'
docs not our offer OF q free in.
stallation-you TO have the privilege
OF returning the machine without oao
cents obligation II at the end Of
thirty days II has not demonstrated
Its merlt-afford you complete pc.
tection7'
"'Yes.'
~In most cases tho prospect he'd.
tates a moment, reflects that there
is no way OF ~extr1cating himself from
the ~predicament In which he finda
himself and signs. Sometimes, how
ever. this Is not enough. But my
problems are not Identical with those
OF the cases you have named ~
sometimes objects.
THAT is the only question remain
Ing in your mind3' l then remark ~
= WV hAS tAhh SoJVokAVA AVW
would give Il a trtalT'
"'Yes,' he replies.
Then m the struggle to aboW
him that In all essentials his prob.
lens are similar to those of concerns
where the machine has heen succsso-
fully applied. During this process,
which often involves some research
! work into his ONCE routine, I unob-
trusively emphasize the fact that h.
himself has said that the entire Ques.
ton hinges upon this n point. THIS
Is to prevent his advancing Otill an
other objection when this feature hAs
been ~efectually covered. Then whom
force an admission that mis- prob
lens do resemble those Of Others. a
least In &C a at the machine u ooa-
cerned. l do not hesitate to boldly
state:
"You recall. Mr.. Brown. that You
said that II l could remove that Oh
lection you'd give the machine q
trial7 You admit that you're now
convinced. Then now Is tho time %
put your name down on this haAnhH'
And almost always ne does II.
my theory regarding this Gross.
examination style OF selling a. oom-
pared 20 the usual simple ammatSon
on tho part Of the salesman u tAa1
II impresses the prospect with tbe tn
terrogator's reasonableness. II sounds
more like an honest effort 10 ret a
the truth than q mere attempt "a
force a sale. Still further. Il MAKES
the prospect feel that ne has con
WINGED himself. II works well VIA,
me: doubtless It's applicable 70 ~
sale OF many other c~ommodfaeAr
The evening world., 1917-02-14
To-Day's Anniversary

maids ana bachelors got tosethss,
each writes their rue or some feiFnsd
they roll up and draw by way OF lots.
tho maids taking tho mems hiiletc
and tho mon the maids; 30 that earA
OF tho young men lights upon q Crl
that he oalls his valentino, ana ~
Of the girls upon n young man when
:ne calls hsTA Fortune having tAu1
dtvfdAA @as Company into g ~
soupaa1 a. valentines give balls -
tyoaes 70 ehsir mistPsssss. wear 49,
oilleos several days upon thsiY ~
ornS cs1svSs, snd ms little Ueoo
The evening world., 1917-02-14
No. p-SeHing By Questioning
SGIN selling d1facult prospects I

GIN selling dinicult prospects I
have found that q method
somewhat resembling . cross
examination Yields good results" said
a successful salesman. Il aim to ex-
tract Alternatives TO q series Of care
fully planned questions and then by
summing UP the evidence prove that
but n conclusion car be drawn-a
purchase. Hero 10 about the way the
interview proceeds:
ITS It not true. Mr.. Brown I In
quire. that II this machine will save
you the labor Of two employees, its
purchase will be q good tnvestmentr
~'Yes.' replies the prospect
els II not evident from tho tssti-
monials which I have shown you that
this L. what II has accomplished In
concerns which were confronted with
practically the same problems which
meet your
~TY1.'
"'Does II not logically follow that
everything else being equal. II your
competitors operate at lower cos,
than you do they will eventually have
a distinct advantage in gaining &
market7'
Yea
"'well. then. Mr.. Brown. you hav,
agreed with me that your problem,
are similar TO those that have beef
] solved by this machine: that n you
The evening world., 1917-02-14

=" 49,
r XCITED by reports of a school
t. mates birthday celebration TO
which she had not been invited.
little Emma Jarr had been asking
hcr mother all day II she could not
have a party Of her own. and Mr.,
Jarr had finally replied. 'Tf you are
q good little girl every day. mamma
will let you have a party-sometimo."
The date specified was just a little
too Indefinite for tho applicant, and
the little girl whimpersd. mo; I don't
want a party some day. I want 1t
Tomorrow"
but no ktss gameA I amt going
70 no party and have 20 kiss a lot Of
girisl" declared Master Willie. who
was an implicated bystander.
Jaw. you kissed Mary Rangle oom-
ing from school yesterday! You kissed
Mary Rangle!' cried little Emma
Jarr.
II did noti I did notl Nav. make
her stop saying I dbl" cried the boy
Eyes. you did. She had s cents and
you said II she'd buy candy you'd be
her beau. And she bought chewing
gum and caramels-and you kissed
heri" said little telltale Emma Jar.
Jaw. that a!n't notbing!" admitted
the boy. thus displaying the deceit o.
the male mind ven In youth. IL she
was softly enough to gimme half o.
the candy. why. Of course. I let hel
kiss me. But I didn't let Gertie sla'
whisky kiss me. and she had 8 cents
tool"
- Svs - ~vllauS ~ asnlys
said Nttas Nlo Tar. 70 thsg~t"
'-rAsss Ne plenty of other sNmsl
without kis1nH" said xrs Jasn 'an'
The evening world., 1917-02-14
Opyhshk 1917. By Tue Pr3

O"""snH W.T. " I'VE ~ FuprNhi
AmeStcdn m are taking counsc!
among themselves a. to hoo thev ma"
serVe their country IN the event Of q
declaration Of tDar II they = tCtse
they sctJ proht bv the experience OF
the Vomcn OF Europe. soho for too
yeors and a halt have been engaged IN
soiVtn0 q stmildr problem. The folIoto-
tn0 article deals Csth tho patriotic ser
Vice Of uomen Of En0tdwd
w THAT can women do In time Of
w That question has been an
The evening world., 1917-02-14

Tho ancients liked to play with
tho notions OF AmaIons-martial
women who met the enemy In
actual. physical combat with
shield and spear. To the ro-
manticists Of yesterday the nj pre-
eminently fitting role for woman in
The evening world., 1917-02-14
COMPLETE.

TVHE German Government has declared an end Of grace OF mercy.
1t asserts full and Unrestricted right to murder.
Yesterdays official notice from Berlin that all immunity
periods have expired and that from now on, In prohibited zones.
shipping can no longer expect individual warning" leaves ruthless.
nns unrestrained.
Strange recordi
May 4, 1915: The Imperial German Government notifies the
Government Of the United States that German naval forces have re-
osiyed the following order:
I'm accordance with the general principles q visit and
search and the destruction Of merchant vessels recognized BY
international. law, such vessels. both within and without the
are declared a naval war zone. shall not be sunk without warn
ing and without saving human lives unless the ship attempt to
escape n offer resistance"
Jan. 81, 1917: The Imperial German Government notifies the
Government Of the United States Of its intention TO "do away with
tho restrictions which, until now, 1t has imposed upon the use Of its
fighting means on sea" Barred zones are marked off. Neutral
chipping Is granted a few days to escape. Then:
Feb. 10: "From now on the warning which has been Issued is
IN full force"
"vessels which enter ts prohsbissd aress q % With fun
knowledge Of the danger threatening them and their crewp"
The madness is complete. The abandonment Of law is complete
The insult is complete. The crime Is complete. The last certificate
the final proof is in.
What about American s~hippng' Is It to be safegusrded and
defended? Is it to be encouraged to uphold its rights by not re-
nouncing themP Or is it to keep of war as long as possible by hud.
ding In homo harbors2
The evening world., 1917-02-14

0Werod IN tOrtmS
of fact: not by
aspiration or sem
~timentality. For
two years and Q
half the women
Of the warning
nations Of Europe
have been prov
ing that they
could be OF ines
Unable help to
their respective
~Co,lntriea-
The evening world., 1917-02-14
THIS 10 st. Valentines Day. whici

THIS Ia st. Valentines Day. which
has been observed as O festival
Of love for many centuries.
The celebration Of the Toast OF tho
lovers saint u alluded 10 by tho
nftssnth century English poet Lyd-
gatS. ana BY Chauosr and shakes-
paAEs an6 ot6ss .wEstssC q that 1880,
90 0s ~ a. ~ .W@snfiaSS payy.
- nsAsAs.:.msssSs s g g; ~ IS.
younS Snta n 0nViAnA AnA eootlsaA,
81 8 vegY snuisnE custom, osaehra&s
4 uttle seGtavsh An equal number Of
The evening world., 1917-02-14

When a woman marries for money
h gets II, even II she has to divide
with q (M. c.
Star.
N would be jwt - ven n some
things that are called sthe latest" re-
manned forever lats.-Albany Purnai.
The evening world., 1917-02-14
Hits From Sharp Wits

One OF the busiest men we know
found time one morning this week to
stop fifteen minutes and watch .
wosttugman oernent glass blocks In
Q sidewalk skyiight. How DO We
know2 Why become personal2-
yANAdclphia Inquirer.
The evening world., 1917-02-14

Ut" UVT'H VVu- " III "sTH -
Aohillean heel. lie IL the man who
man whose fiattery Is just a shade too highly ocssss4
whose devotion IL just a shade too obvious, vheos
manners and boots and fingernails are Just . bit ~
brilliantly polished. whose anxiety to make an ~
preston In just Q trifie too patent,
You know In your heart that NO man could - .
utterly perfect. so scintillating. 80 unselfish. 20 ~
s%ourceful. 30 flawlcss as he appears to be. And ~ =
unconvincing. lie 10 busy. busy. busy every miau1D
and working oxertlmo To be agreeable. brillisn1. r.
The evening world., 1917-02-14
NOME Of the finest motor O,

GONE Of the fneet motor Corn n
y existence are owned By H.
princes and potentates Of lndaA.
Many Of these Oriental rulers have
dozens Of car. One owned BY Her
Hishness the Begum OF Bhopal = .
w. -cylinder b0-horse power 0Aoou
and with It's interior upholstered q
Dublin woven tapestry TO match.
The evening world., 1917-02-14

We have done our duty By Count Won Bernstorff. We can
With him nothing better than . voyage on which he may have
the luck to encounter mono Of his fellow countrymen save those
on board.
The evening world., 1917-02-14
eminontly hitting role Tor womI

Some things m Of that nature as to make once fancy ohuck1o s0hle
hs heort doth ache-John Bunyan.
The evening world., 1917-02-14

Wider opportunities failing. the oubans are fighting
ssch other.
Arizona republican., 1917-11-13
W0m0n S0ves Her Llte By Leopimg|
 From BJaz1ng Bag

But the balloon went up into the air rideriess. .'...,
 While the other sports were in evidence, the big bag was being slowly filled with hot air from it's petition in the center of the en- elosure. As the bag was about filled and ready for its air journey, the young woman who was to make the trip appeared, dressed in customary tights. She srasped the bar of the trapeze and gave tho word for her assistants to let go the ropes.
 The big bag rose to its release slowly, but as it passed over the ssven where the air had been heated and with which it had been filled, the Hames caught on the bag. Tho woman balloonist was then some ten feet in the air, but she saw the r-res on the bag, and realizing her
 f she went further into the air,
 umped and alishted without in-
 
 The balloon sailed riderIess until S.s air cooled and allowed it to set tie down just at the edge of the fair grounds. The bag was not much in- jursd, and will be repaired for today, .-k>.- -.ne<hAr ~ffar4 will h> nnada far
Arizona republican., 1917-11-13
rRepublrean A.P. Leased wIre1

BUFFALO, N. T., Nov. 12.-PreSi- dent Wilson, in forceful address here today before the American Fed eration of Labor, appealing to the working men of the United States for cooperation in the conduct of the war, made it clear that he opposes peace until the war against Germany has been won.
 The president declared that his heart was with "the feeling of the pacifists," but that my mind has contempt for them.''
 T want peace, but know how to get it and they do not" he declared.
 Colonel E. H. House, head of the American delegation to the allied war conference. the president said. had been sent to take part in a conference as to how the war was to be won, land he knows. as I know, that that is the way to get peace if you want 1t for more than a few minutes"
 The 450 delegates to the convention and the several thousand persons ad- mitted to the hall to hear the president speak, arose and applauded this dec laraton with tremedous burst of cheers. Another demonstration of ap- proval came when he said:
 We must stand together, night and day, until this job is finished"
 The president. while devoting his ad- dress to problems facing the people of the United States, laid emphasis upon the broader phases of the world con- flict in way that seemed to indicate that his speech was possibly intended as message to the people of Germany, of Austria and of Russia, as we'll as of the United States. He declared his be-
Arizona republican., 1917-11-13
COWBOY SPORTS

CHAMPION $200O0O 
 
  Il.
  divided Fourth  (N1onday, Wednesday. Friday $500 Daily. Purses and CONTEST. s200 Fourth,s $50000 Cdonday and Friday divided follows-First s5o Second 25 Third s5 Fourth, EvENTs:-womens riding cowboy and novelty Free Attractions track
  The cut from period
  thrill every 
 The Chantic
  Mexcos favorite pastime
 The
  diving These
  oov.E Estaba cantus Military Band
 
 
  verycr Wortham Brothers Carnival Co.
Arizona republican., 1917-11-13
Today s Program

By Zombro. Entered by W. L. Selman.
 34-MiIe Running Rae. Purse S200 1. San Bernito. b. m.; jockey. Passy IA lbs. Colors, green and red.
 ?. Dublin Minstrel, S. g.; jockey, V. Simpson II lbs. Colors, green and pink.
 3. Class A, 3-year-old oh. g.; jockey, B. Mason, 103 lbs. Colors, black and green.
 4. Louise Stone, b. m.; jockey. Mandus, IA lbs. Colors, red and yellow.
 5. G. W. Hodges. b. g.; jockey. Sachs, IA lbs. Colors, red and white.
 6. Alice Teresa, oh. m.; jockey, Donovan, IA lbs. Colors, red and green.
 '. Bob Neil, br. g.; jockey. Ber- ", IA lbs. Colors, blue and red. 5s-MiIe Running Race Purse $200 l. Lady Mint, b. m.; jockey. B. Mason. 114 lbs.. Colors, white and black
 ?. Apache Kid, blk. g.: jockey. J. Armstrong, IA lbs. Colors, blue and red.
 3. McGinnis, Arvi, b. g.; jockey. V. Simpson, 103 lbs. (3-year- -old.) Colors, green and ping.
 A. Favorite Artical, b. g.; jockey, J. Donovan, IA lbs. Colors, black and yellow.
 5. Gila, b. h.; jockey, Passy, 107 lbs. Colors, green and red.
 6. Tippy Duncan, b. m.; jockey Martinez, 114 lbs. Colors, red and green.
 '. Oklahoma Irish, br m. jockey Feeney, IA lbs. Colors, green and yellow.
 s. Tom Franks, b. g.; jockey, Mandes. IA lbs. Colors, purple and yellow.
 R-MiIe Running Race Purse $200 l. Kahani, b. g.; jockey, Passy. Colors, green and red.
 ?. Eva Arvi, S. f.; jockey, V. Simpson. Colors, green and pink. 8. Chasta Daisy. oh. f.; jockey, J. Armstrong. Colors, red and xx,hita
Arizona republican., 1917-11-13
raepubIican A. P. Leased Wirel

DENVER, Nov 12.-In an open let ter to "all men working in and around the copper mines, mills and smelters of the United States and Canada" made public tonight, Charles H. Mover. pres- ident of the International Union of Mine, Mill and Shelter Workers, ap- peals to the loyalty of workingmen to assure a maximum production and cooperation with the gov- ernment in fulfilling the country's needs.
 In reference to the recent settlement of copper strikes in Arizona, the let ter says the governments action in settling the strike indicates that it is willing to do justice to the workmen in our industry and at the same time asks nothing from the owners of these industries that they cannot do on a basis of honesty and fairness"
 Continuing it reads. T believe that the importance of our industry is such. and that the necessity for the highest possible production of copper during this war time means so much to our nation, which is in a struggle for its life, that our patriotism loyalty and fealty to our country and to our gov- ernment should be of such high char acter that we should be willing to sub init to whatever injustice pursuing that course would mean rather than to by any act of ours weaken, in the Enost infinitesimal degree, the strength of our nation at this time"
 Continuing the letter said:
 T advise that only in cases where an employer may be so unfair, unjust and unpatriotic as to deny the appeals of our government in this hour of it's great need, that the question of a strike be considered at all. and earnestly appeal to our memebr1 tq
Arizona republican., 1917-11-13
Must Come From Those
 Liable To Draft
raspubIIean A.P. Leased WIre1

wASHINGTON, Nov. 12.-Copies of the new army draft regulations came off the press today for a final reading preparatory to mailing to the local ex- emption boards throughout the country next week. .-,.
 Under the new plan the burden of supplying information which will re- suit in his being placed in his proper classification under the selective serv- ice law rests squarely upon the indi- vidual registrants. All instructions now in the hands of the boards will be annulled upon the receipt of the new regulations, which are greatly re- duced in extent and simplified in process.
 Included in the new book is every thing bearing on the draft processes as now organized, from the time the Ques- tionaire to be sent to each registrant and filled out and returned to. the boards, until accepted men are actually in the military service. Each book carries a copy of the statutes and also verified copy of the master list of the drawing.
 The questionaire is the basis of the plan of grouping registrants in five classes, liable for duty by classes. The boards will be able to classify a. man immediately when his questionable has been received.
 The questionaire process will elim- mate from consideration for military service probably 95 per cent of the men who would have been discharged or exempted under the old plan. Under the first call the average board was compelled to examine five men to ob- tain one for service. In some cases not more than one out of ten or twelve were sent to the camps.
 It is expected that under the new scheme the average figures will be re- versed and at most, not more than one man in five called will fail to pass his physical examination and be re- jected.
Arizona republican., 1917-11-13
MISSING FLAGMAN HOLDS KEY TO CAUSE
 QF RAILROAD CRASH
Republican A. p. Leased Wire1

DENVER, Nov. 12.-A missing flag man holds the key to the mystery of why two troop trains on the Denver & Rio Grande railroad crashed to- gether this morning on mountain curve near CotopaM, a station 72 miles west of Pueblo, with a death list of three and injuries to Is, two of whom may die. The missing man, whose name is not known to the general of- fees of the railroad here tonight, was flagman of the leading troop train. He is looked to to tell whether a flag was placed a proper distance behind the leading train to prevent the following one from running into it.
 Early today three troop trains, bound from Salt Lake City to an east ern station, were running down the mountains from the continental divide, all as sections of passenger train, No. l6. Ahead of the first troop train, running as second No. Is, was freight train, which stopped to cool a hot box. The troop train also stopped, and had barely attained speed of five miles an hour on starting again when the following section running 25 miles an hour. struck it. smashing a caboose
 
 8 hospital and placed behind the coaches and sleepers carrying the troops. through and over tourist sleeper just ahead of it.
 In this car were members of the band and headquarters company of the regiment being moved.
 According to railroad officials here, no report made by members of the train crew indicates whether the flag man fthe leading troop train had gone back the requisite distance to forestall such an accident. According to the railroad rules, officials said, torpedoes on the track when called back to his own train, preparatory to its moving on again, which would have delayed any succeeding train until a | safe clearance" had been attained by the leading troop train.
 we do not know whether this flag man did this" said H. c. Mulroy, vice president of the Denver 6 Rio Grande, tonight. we do not even know whether he went back far enough to stop the following section before it could overrun the first troop train. We have not been able to find this man so far. though I must say, in justice to him. that in the confusion he may have been there all the time doing his best to help the injured"
 Railroad officials, MT. Mulroy said, were anxious to get a statement from this fagman and were making careful inquiry as to his whereabouts. The country where the wreck oc- cured is rugged, being near the Royal | Gorge, and the track is much curved. MT. Mulroy said the short distance an engineer could see ahead of him in such circumstances gave little oppor- tunity for stopping the second troop train.
 The wreckage completely blocked the single track near Cotopaxi for hours after the wreck, the first train getting through shortly before o'clock this afternoon. The dead were sent back to Salida to be prepared for re- turn to their homes in Utah and the injured were taken on east with the remainder of the regiment Should it develop that the more seriously in- jured could not stand the journey east they would be placed in a hospital at Pueblo, railroad officials said.
Arizona republican., 1917-11-13
KERENSKY TROOPS IN B[OODY
 BATTLE WITH REvOLUT|0N|STS

and the bourgeois parties and also is receiving support from the Railway Employees Union and the central rail- way committee.
 The committee of public safety sent an emmisary to treat with the sailors of the fleet. He has reported that the sailors already are showing dissatis- faction with Lenine. The reports also say that the committee has issued an appeal to the city population and to the city militia to abstain from vio- lence against the Bolsheviki who have the support of the sailors and 30,000 soldiers of the Petrograd garrison and to await peaceful solution of the sit- uation.
 All the ministers of the provisional government who were arrested at the commencement of the revolt have been released, except Foreign Minister Ter estchenko and one other. The banks in Petrograd are still closed but the shops are open.
Arizona republican., 1917-11-13
MOVER URGES MINERS TO WORK
 FUR. MAXIMUM COPPER OUTPUT

proclamation 50 as to avoid doing any, thing at this time which may injure the great cause of humanity for which our country is now waging battle for the common people of all nations on earth.
 While we must not surrender our right to ask for justice or to strike if necessary. yet, if any act of ours shall result in the stoppage of production, let it be undertaken after the issues have been placed before the proper representatives and after they have advised us that they are un- able to bring about an adjustment. Let us be ready and willing at all times to meet our employers half way, and should they fail to co-operate with us to the end that the country may have the maximum uninterrupted output or copper during the period of war. let the responsibility rest with them and not with the workers"