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y Herbert J. Hapgood.
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NE of the many difficulties experienced by the sales-man
ager arises from the trouble he has in keeping his men in
their respective territories. The problem becomes particu
larly troublesome with a line like typewriters, trading
stamps, cash registers or an article that is sold to small
merchants or direct to the peorie. A large sales force is
employed in putting such propositions on the market and
consequently the territories are easily accessible one to an
other and the temptation for one man to encroach upon tne
other's exclusive field becomes very great. When a man sees a prospect
that looks good just across the line, the chances are he will jump over and
try to get a contract.
The other day a man who used to sell typewriters came to me and said
he couldn't make good on the proposition mainly because his rights of ter
ritory were so often violated. While this seemed a pretty thin excuse for
his not being able to sell the machines, I was nevertheless impressed by his
complaint and am somewhat inclined to believe that sales-managers gener
ally do not give the matter sufficient attention.
He said that one morning as he was working a remote corner of his ter
"Mory it was somewhere in Connecticut he went into an office and found
that one of their typewriters had been recently put in on trial. The boss
-was out at the time he called, but he got iuto the good graces of the young
lady stenographer as all typewriter salesmen try more or less successfully
to do and learned the whole story.
It would have been an easy matter for him to have reported the incident
to his sales-manager, but he knew that the man who encroached on his ter
ritory would offer the old excuse of saying that the prospect was a personal
friend of his. So he decided to punish- the intruder in a more original manner
and accordingly he took out the machine, and had the man searching for it
for ovbX t'AO weeks. New York Commercial.
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Why Women Talk
Little
By George Harvey.
i
AN it be that Nature is reasserting her atriS. !lv? We may
not deny that upon all females, except those politely con
sidered as human, she did and does enjoin submissive sil-
ence. It is the cock that crows, the gander that honks, the
father bird that sings, the bullfrog that gulps, and even the
masculine grasshopper that stridently rasps his wings. So
to-day, in conformity with barbaric custom, quietude is im
posed upon the harem of a Turk as upon that of a chanti
cleer, but how long since not without cause did we suppose
e pccjivea tne disappearance oi me nuon amuxig civnueu ytuyies;
. Are we not, then, driven to the conclusion that women of to-day are be
ginning to talk less in the hope of thus better pleasing men? If so, while
commending the motive, we would unhesitatingly question the method.
American women err grievously in assuming that their actual or would-be
lords dislike to hear them converse upon all suitable occasions. The mere
music of their voices as contrasted with the raucous male note easily coun
terbalances any possible disparity in the ideas expressed. And, compared
with sheer stupidity or studied sulkiness, loquacity is a joy to all mankind.
Upon all grounds, therefore in tne interest of progress and enlightenment,
for the unburdening of the spirit, to enhance cheerfulness, to discourage care,
to brighten the home, for sincerity's sake no less than for circumspection's,
even for the preservation of peace and "quiet within and without the Ameri
can family we cry out for a loosening of the delicate tongues now so strange
ly and so suspiciously stilled. North American Review.
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America9 s
I Bargain Counter
By Frank W. O'Malley.
F that Englishman of Lowell's, whose notion of America was
that of a great stretch of bargain-counter strung along the
seaboard, founded his conception of the United States up
on a glimpse from a schooner off Atlantic City, neither you
nor any one else would blame him. The Boardwalk is a
string cf shops on one side facing the sea, and they are,
next to the thousands of promenaders, the most interesting
things there. You may have hurried avay from the towny
shops back in Atlantic avenue when you noted that they
eported grossly material things like heads of cabbage and sides of beef, but
out here among the Boardwalk shops you will find nothing on sale except
everything in the world that you haven't the slightest use for. They've
thrown away the fronts of the shops so that you the better may see the near
Japanese gimcracks that our studious and spectacled and suave little brown
brothers are selling through the medium of a well-groomed white auctioneer,
who repeats the bids offered as though he were revealing a great secret sor
row. Here are Persian, Syrian and Turkish rugs, some designed and built
in a post village like Bagdad centuries ago, no doubt, and many more that
were designed there centuries ago but only recently have been built for the
Western rich in the applied art centres of Camden, which is in New Jersey.
Toy-shops fairly embrace one another. Picture post-cards are even more num
erous than around the Hotel Venus at Santiago rows and racks of them
that litter tables and climb ceilingward along three walls Everybody's Mag
tia. m
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j usz uunai nappe neu
To lot's Wife
Bv Chemist Lyell M. Rider.
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ELL, what happened to Lot's wife? Lot and Abraham wore
leaving Sodom and Gomorrah to their fate. Lot's wife
turned back. She slid not merely look back; she actually
went back a distance into the zone of a remarkable phenom
enon which took place at the time, or perhaps her turning
back was merely lagging, which caused her to be caught
and overwhelmed by forces of nature there in operation.
I said a moment ago that a streak of fire passing rapidly
through the air would precipitate nitric acid. So would a
bolt of lightning. A bolt of lightning moving for a distance of 200 feet with
out the zigzag. breaks in its course would throw down nitric acid out of the
air for a territory a mile in diameter.
Now, suppose a bolt of lightning did dart through the air In the immedi
ate vicinity of what is now the IKad Sea. Suppose that bolt to have tra
versed a long distance, with its course unbroken by a common zigzag move
ment of lightning. Enough nitric acid would be thrown down to change all
the surface of the earth for miles around to nitrates. And, in my opinion,
that is exactly what did happen, causing not oniy the transformation of Lot's
wife to a pillar of salt, but also causing the Dead Sea to become "dead."
Councilor of London.
The Kilburn ward of Hempstead
has elected a woman to serve as bor
ough councilor of London. This
woman is Miss M. E. Balkwill, a
social worker, who is described as be
ing 'so popular in her ward that no
one could be found to oppose her can
didacy. It is said that she had the
support of men and women of all
sorts and conditions.
Made Lafayette Kiss Her.
Mrs. Caroline Campbell Kellogg,
ninety-three years old, died at Pitts
field, Mass. When General Lafayette
visited Pittsfield in IS 25 Mrs. Kel
logg, then ten years old, ran down
the aisle of the church where a recep
tion to him was in progress and pulled
his coattails until he kissed her.
Later she became a close friend .of
Dr. Oliver Wendell Holmes, and they
corresponded frequently. Dr. Holmes,
Henry Ward Beecher and Sir Edward
Thornton, Minister from England,
were frequent guests at Mrs. Kel
logg's home, a fine old colonial
house just west of the Henry W.
Longfellow house on East street.
Mrs. Kellogg's husband, Ensign H.
Kellogg, died in 1SS1. New York
Sun.
Mrs. Grant's Work For Tots.
While many other army women
were passing the summer frivolously,
Mrs. Frederick Dent Grant was devot
ing most of her time to a vigorors
child-rescue campaign. In it she hi 1
the co-operation of Mrs. Edith Rocke
feller McCormick, of Chicago; Mrs.
Robert M. La Follette, of Wisconsin;
Miss Helen Varick Boswell, of New
York, and a score more of women
who consider that wealth and position
carry responsibility as well as privi
lege. It is a good work, for the plan
is to take youngsters out of institu
tions and find homes for them with
private families. There is a choice of
several ways of taking a child into
mercial world, but Is courteous to
every one.
Doesn't listen to gossip and private
affairs and doesn't tell any o hers.
Doesn't expect every man to wait
on her and take time to listen to her
love affairs.
Doesn't say a man is rude merely
because he is abrupt. Indianapolis
News.
Matchmaking Brcthers.
As a matchmaker there is nothing
to excel the brother.
The role is not taken by him wit
tingly, but he fills it to perfection, be
cause of his innocent unconsciousness.
The girl with a brother is certain
to meet his friends. He brings them
home from school when he is a young
ster, and the sister, in her superior
way, joins in their sports.
Of course, the idea that anyone
should fall in love with a sister of a
boy never occurs to the boy himself.
Later in life he brings his fellow
student home from college. Tfien the
sister is a young lady. Still, that
anybody should fall in love with her
strikes the brother as absurd, if it
strikes him at all. At last the truth
dawns upon him, and he resents it.
Suddenly he discovers that Tom,
Dick and Harry are not good enough
for his sister. "They're all right for
chums, you know, sis," he will ex
plain, "but j'ou don't want to marry
any of them, you know. Why, that
chap Tom," etc., etc.
But the brother no longer is an
equation in the matter. His part has
been done. There is not the slightest
use of opposition from him, for if it
has any effect this is just the opposite
from the intended effect.
The brotherless girl often has com
paratively few chances to meet eligi
bles. She cannot figure the formali
ties .that, with the aid of a brother,
are swept aside as though they did
not exist.
She may have a scheming mother,
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Glaced Raisins. This is a Russian sweet. Take two
large or three smaller perfect branches of Malaga
raisins, pour hot water on. them to soften ten minutes;
wipe and lay aside. Peel four or five sharp, sweet, best
apples, cut them into six or eight sections according to
size and lay them in a neat fashion close together in a
sightly baking dish, about one and one-half inche3 high;
add a quarter of a cup of cod water. Over this sprinkle
a handful of brown sugar, but no spices and no butter.
Put in a brisk oven for twenty minutes and then cover
with the apple juice or brown sugar and water.
one's home. The little one may be
admitted on probation or adopted in a
limited way, or made the subject of
absolute adoption. Strict care is ex
ercised to see that every youngster is
placed in a home where the influences
are of the best. Persons who seek
to adopt children merely to save ser
vants' wages are turned away sternly.
Mrs. Grant and her colleagues take
real interest in the philanthropy,
with the result that it is proving valu
able in practice as well as theory.
New York Press.
Starving Gentlewomen.
Extraordinary cases of starving
gentlewomen have come to light, such
as superannuated governesses, wid
ows of improvident husbands, and
those who in the days of their youth
were able to make quite a comforta
ble income as clerks or otherwise.
By gradual stages representatives
of all these types have sunk lower and
lower, and sometimes, having sought
forgetfulness in drink, have come to
the lowest grade before drifting into
the shelter of the institute.
Here was, for instance, a wretched
looking creature, but with unmistak
able signs of having once been "a
lady," whose only source of income
lay in her handful of boot laces which
she sold to mechanics in their midday
rest. She proved to be the daughter
of a baronet, whose marriage had dis
pleased her family.
Estranged from her relatives by the
quarrel of early life, she had too
much pride to reveal to them the pov
erty by which she, had of late been
overtaken; but, absolutely miserable,
she crept about the mean streets of
our vast city as successfully hidden as
if living in another hemisphere, far
from the gorgeous mansion, the car
riages and the servants which once
were hers by right of birth. London
Times.
but a scheming mother is not always
a help, for the eye of discernment de
cries in her the scheming mother-in-law
of the future.
Nor is a girl who is thrust forward
as a candidate for matrimony apt to
be accepted at the valuation attached
to her.
The bold girl, too, is at a disad
vantage. The willingness to marry,
made too evident, is construed into
an anxiety.
It is the girl with a brother or two
who is unhandicapped. She does not
have to do any planning. Everything
is done for her, and all without con
nivance or even knowledge that it is
being done.
She is unaware of it herself, and,
perhaps, elated at being chosen when
other girls apparently as attractive
are passed by.
There realjv s no secret about it.
The other girls had no brothers!-
Nw Haven Register.
Hats Off to This Girl.
Since women have entered the
business world like a tidal wave,
there is a good deal of questioning
going on as to how they are treated.
Half of them complain that men are
rude.. The others declare that all
men are angels of politeness.
Some clever people have been try
ing to sum up the situation, and they
believe that the girl to whom "hats
are off" in the business world is the
one who:
Doesn't wear clothes that attract
unpleasant attention.
Doesn't ogle every man she meets
when she is asking him a business
question.
Doesn't put paint and powder on
her face instead of plenty of water
and cold cream.
Doesn't think it is clever to use
the latest slang.
Doesn't let men call her at any
time without the prefix "Miss."
Doesn't make intimates in the com-
Even the linen bag bears its silver
or gilt monogram.
Checks and stripes are both smart
for trig, tailor-made suits.
The striped serges make service
able suits and jumper dresses.
Striped ribbon just for the moment
is taking the place of plain ribbon
for ties on the low shoes.
Even silk gowns are finished with
touches of fine white lawn in cuffs,
collar and occasionally the yoke.
Odd little ties and stocks are made
of ribbon with a fringe of tabs around
the neck and a jabot in front.
Those inexpensive new white goods
called "shadow checks" make up very
neatly as simple morning waists.
Quite the nicest hat from the point
of utility that one could wear in all
sorts of outdoor sports is the new one
of grass straw.
Those who make a specialty of
choice ribbons of foreign make are
showing lots of the handsome striped
Shantungs.
One of the fascinating new trim
mings consists of an irregular line of
any of the flowers, with slender green
leaves pendant at regular intervals
along the band.
Some of the prettiest gowns which
have the appearance of being one
piece are really a draped waist and
high corselet skirt which overlap one
another so easily as to seem perma
nently attached.
An applique of nasturtiums of vel
vet and embroidery, bordered on each
side by four .tucks, which follows the
bottom of the skirt and runs up one
side nearly to the hip, is the distin
guishing feature of a charming after
noon costume of broadcloth.
Hickory Nut Macaroons.
1 Beat one egg until light, add one
cupful of sugar, beat well together,
then add two tablespoonfuls of flour
and one cup nut meats, chopped fine.
Grease tins, dust with flour; drop the
macaroons by teaspoonfuls on them
and bake about twenty minutes in
a moderato oven. New York Telegram.
New Teach Pudding.
A peach and chocolate pudding la
an English novelty that will appeal to
J those fond of the latter, and withal
It is inexpensive, as canned or tinned
peaches are used.
Take one pint tin of peaches, add
an ounce of butter and stew until
soft; sweeten if liked and then beat
them to a pulp. Boil four ounces of
chocolate in a pint of milk until it is
smooth. Beat four eggs and add to
the chocolate, and after well mixing
place the peaches in a deep pie dish,
pour the chocolate over them, and
bake from ten to twelve minutes in
u moderate oven. New York Times.
Stuffed Tomatoes.
Wipe and remove slices from stem
end of six medium-sized tomatoes,
take out seeds and pulp, sprinkle in
side of tomatoes with salt, invert and
let stand. Cook one-half tablespoon
ful of minced onion with two table
spoonfuls of butter five minutes; add
one-half cupful of finely chopped
cooked chicken or veal; one-half cup
ful of stale, soft bread crumbs, to
mato pulp, salt and pepper to taste;
cook five minutes, then add one egg
slightly beaten. Cook one minute
and refill tomatoes with mixture.
Place in buttered pan, sprinkle with
buttered crumbs and bake twenty
minutes in hot oven. Epitomist
Broiled Bananas.
Another hostess has a way of broil
ing bananas. The bananas are slit
lengthwise twice and a half inch of
peel is stripped off, leaving the fruit
in the large part; the body of the
fruit should then be opened a bit and
a pinch of salt, another of pepper,
and a bit of lemon juice can be put on
the exposed fruit, and the whole left
for half an hour, so that the season
ing may soak in. The butter should
be spead over the opened part. The
bananas should then be laid in a not
too hot broiler, with skins down, and
broiled very gently until lightly
browned. They should be served in
the skins, which if properly handled
will retain the juices formed while
cooking, and a truly delicious morsal
will be the result.
Stuffed Onions Are Delicious.
Onions are chiefly employed as
flavoring. Take two large onions and
remove the outside skin carefully and
neatly; cut the root and the stalk
end even. Take all the centre out of
the onions except three or four of the
outer coats, taking care not to make
a hole at the bottom; if a hole is ac
cidentally made, it must be filled up
with the bit that came out. Put four
tablespoonfuls of chopped cooked
meat into a bowl, and half a cupful
of grated bread, one teaspoonful of
flour, two tablespoonfuls of milk, salt
and pepper to taste. Fill the onions
with this stuffing and put on the lids.
Place them in a small saucepan, pour
in a cupful of stock or water, and
stew the onions gently for one hour.
Serve on a hot dish, with the gravy
poured round them. The Delineator.
Hints for, tme
'Housekeeper
A spoonful of vinegar put into the
water in which meats or fowl are
boiled makes them tender.
It is said that to butter a cracker
and sprinkle it with cayenne pepper
will induce sleep after eating.
A hole in the spout of an agate tea
kettle can be mended by cutting a
small piece of cork and forcing it into
the opening.
Cucumber and radishes served on
lettuce hearts and covered with
French dressing makes an appetizing
and seasonable salad.
Do not neglect to frequently pour
household ammonia, or some - other
disinfectant, down all waste pipes,
especially in summer time.
To make a rubber plant throw out
branches tie a small sponge around
the main stem where a leaf joins and
keep it moist all the time.
When cutting a tomato pass the
knife frequently over the freshly cut
surface of a large onion. The result
ing flavor is indescribably delicate.
Persons whose hands easily become
chapped should thoroughly rinse the
hands with fresh water after they
have been washed with soap, being
careful to wipe them perfectly dry.
For okra soup such as one finds in
the South, boil slowly a shin of beef
in five quarts of water with about
fifty okras and a few tomatoes for
seven hours. Then season with salt
and red pepper.
A Wilton or Axminster carpet
should never be swept with a straw
or splint broom. The corners and
edges should be carefully brushed
with a stiff hair brush, and the rest
gone over with a good carpet sweeper.
Velvet and Oriental rugs should not
be shaken by hand or beaten on the
line. Sweep in the direction of the
nap, lay face downward on the grass,
beat with rattan beaters, then turn
and sweep on the right side.
Road Building in the South.
In discussing editorially the con
vict leasing system in Georgia' la The
Sun of August 3 you express your be
lief that the best employment for
prisoners is road making. It may In
terest your Readers to know that the
authorities of Fulton County, 'in
which Atlanta i3 situated, take the
same view. For several years Fulton'
County has kept its prisoners at road1
making, and it now has 250 miles of
well built macadamized roads, which'
centre at Atlanta like the spokes oC
a wheel in the hub. General Clifford
Anderson, a leading business man of;
Atlanta, who is officially connected!
with the great road building work ofl
Fulton County, recently told me thatt
this work had in every way proved!
the best for the prisoners as well as
for the county. Most of th93e prison
ers are negroes accustomed to out
door life. Imprisonment within;
brick walls tends to ruin their health,
while the outdoor life of road build
ing under official control and main
tenance is beneficial to them. The
county owns its rock quarries, its
stone crushing plants and its road'
making machinery. It therefore does
not have to buy anything from out
side. About 4 00 prisoners are kept
at work and the cost of good roads
is about ?3500 a mile, which In
cludes much heavy grading.
It i3 proposed to continue this
work by cross roads connecting the
lines radiating from Atlanta until1
Fulton County shall have 500 miles
of thoroughly good roads. Many of
the leading people of the South, men
who have given years of study to the
subject, believe that every Southern'
State should put its convicts to work:
in building a great system, of public
highways. A number of counties in
other States have been doing the
same work which Fulton County is
pressing with such vigor. Through
out the South there is a great awak
ening to the need of good roads, and
millions are being expended in thi3
work, but so great is the area of that
section that road building Is a more
serious problem than in more dense
ly settled sections.
One reason advanced by some ad
vocates of using , convicts in road
building Is that this avoids any possi
ble injury to labor by prison made
goods. Moreover, the scarcity of la
bor in the South in times of ordinary;
prosperity would make it very diffi
cult to find men for road building
without drawing them by higher
wages from the farms and industrial
interests where they are so badly
needed.
So great Is the interest throughout
the South in road building, street im
provements and municipal undertak
ings that the work now under way
and that which is being planned will
represent an outlay of Wobably
$100,000,000. In this w5kMajar--land
leads with a recent bo,nd issue
of $5,000,000 for the building of 800
to 1000 miles of main lines of roads
through the State, while the city of
Baltimore Is spending and preparing
to spend $25,000,000 or more on
docks, sewers, street paving, etc. The
whole South, has caught the spirit of
municipal improvements such as sew
erage systems, water works, street
paving and schools and other public
buildings, while State and county au
thorities are vigorously working for
Uetter roads. This is simply the nat
ural result of increasing wealth, and
it is the best indication of how rapid
ly the South's wealth is growing.
Richard H. Edmonds, Editor Manu
facturers' Record, in the New Yorf
Sun.
Must Keep Up Roads.
According to a recent ruling of the
Postoffice Department farmers desir
ing to continue to receive mail by ru
ral delivery must see to it that the
condition of their roads is maintained
at a high standard to enable carriers
to deliver mail with ease and facility.
This ruling should succeed in awak
ening the farmers in many sections
to the necessity of keeping up their
roads. Not only will it be a benefit
to them in the more speedy delivery
of their mail, but the hauling of crops
is cheaper on a good road than on a
poor one. The withdrawal of the ru
ral mail delivery would work a
hardship now that it has become such
a necessity in the daily life of a com
munity, so it is likely the farmers
who have this privilege will see to it
that roads are kept up to the stand
ard set by the Postoffice Department.
Farmers' Home Journal.
On the Ocean Bottom.
Sitting Inside a submarine on an
ocean bottom you would be no more
conscious of the enormous water pres
sure without than if you were going
to sleep in your own bed. You might
remain twenty-four hours under
water without coming up, using only
the natural air supplied in the boat
without feeling the least uncomforta
ble. If you wished, you might remain
down four or five days, tapping the
air tank as you needed a fresh supply
of air. In the meantime you would
bunk over the torpedoes and torture
yourself by letting your imagination
loose to your heart's content, or you
might read by electric light or play
cards or dominoes or checkers, the
cook serving you with coffee and
canned things that can be heated on
an electric furnace without causing
too much smoke and making th9 air
disagreeable to breathe. St. Nich
olas.
i.
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