December, 1910. 



American Vee Journal 



Exhibit made by the Colorado Honey-Pkoduceks' Associatiox. 



carrying a sample case on the road for 

 a few weeks of each year. The experi- 

 ence will do any one good, and the 

 work will be an education in business 

 methods. 



I do not see how I could close this 

 any better than to append a few notes 

 on ■' Salesmanship," which I used in a 

 talk before the Business Science Club, 

 of Denver, a club of young salesmen, 

 all of them students of The Sheldon 

 School of Salesmanship : 



Salesmanship. 



Salesmanship to be of the true and 

 lasting kind must have manly charac- 

 ter and fellow feeling as a foundation. 

 The religious feeling of the unity and 

 brotherhood of all men goes a long 

 way in establishing the bond of con- 

 fidence between two men. 



Do you know why salesmen talk 

 about the big problems that confront 

 us as a people ? I'll tell you. The boys 

 who go up and down the country, and 

 hardly get off the rusty ribbons of 

 rails, see our national life and its ques- 

 tions in a broad light. Then their long 

 separation from home (if indeed they 

 have one) softens the spirit of the boy 

 who sells goods. He is a kind of lone- 

 some creature, and likes to see and 

 meet genial personalities. Men of any 

 depth of character will find a fine kind 

 of patriotism springing up in their 

 breasts after a few years of road-work. 



So if you sell goods, sympathize with 

 your customers and think of their prob- 

 lems as well as your own. Whether 

 you sell a man or not, establish that 

 comradeship; it will mean business 

 later, if there is any chance. It pays 

 you, any way, for we are here to en- 

 rich our lives, not our pocket-books, 

 primarily. 



A certain indifTerence in regard to 

 selling goods is a valuable quality: it 

 is an effective way of ending an inter- 

 view. Vou have had the whole mind 

 of your prospect focused on the goods 

 — he knows just what they are — so you 



can take the attitude of "Take it or 

 leave it." Your customer is quite likely 

 to ask a few questions, and buy, if there 

 is any reason for him doing so. 



Put all the intelligence and sympathy 

 into the selling talk possible. The 

 whole matter of selling depends upon, 

 does he have confidence in me .■' If he 

 does, he will buy now or later. If he 

 distrusts me he will never buy, unless 

 he has to have the goods and can get 

 them of no one else. 



The charge is brought against so 

 many salesmen that they are only " or- 

 der takers," and the statement opens 

 up the whole subject of efficiency in 

 getting business. Now when one of 

 these order-takers goes into a store, or 

 before his customer, he holds the neg- 

 ative attitude mentally, and it shows in 

 bearing, facial expression, and voice. 

 If he does show any of the positive it 

 is so weak that he is overcome by the 

 objections of his prospective customer. 

 In this case the man he tries to sell 

 something works the persuasion the 

 other way, and convinces the salesman 

 that he could not use the goods, or at 

 least that the odds are too great for 

 him to overcome. 



The power to meet all men with the 

 strong whole-hearted, positive spirit 

 will gain a respectful hearing for the 

 entire proposition. This power en- 

 ables one to meet objection after ob- 

 jection without arousing the dislike of 

 the prospect. The work of convincing 

 must be done with a light-hearted and 

 joyous spirit. The man who is con- 

 vinced against his will or inclination 

 will, without doubt, cancel the order 

 after you have left. 



Some time ago a friend of the writer 

 had the privilege of carrying the news 

 of a large sum of money being left to a 

 poor man who had a large family. My 

 friend went with a feeling of elation, 

 and finding the man engaged in a shop 

 where he had to wait some time he did 

 not wait with a feeling of fear lest he 



could not persuade the man of the 

 property; no he waited with ever- 

 heightening feelings of pleasure, for he 

 knew when the man came out that the 

 news would be joyfully received. When 

 the man came out he was tired and 

 worried with his hard task of support- 

 ing his family, and' when my friend 

 tried to tell him of the nature of his 

 mission, he mistook his mission, and 

 thought that there was some scheme 

 on foot to take his little home away 

 from him. My friend had here to over- 

 come a suspicious prejudice, but he 

 did not dismay, for he knew of the 

 happiness there would be when the 

 true facts were known. 



This is the fault with most of the or- 

 der-taking salesmen — they do not feel 

 the value of their article or proposition 

 strongly enough. Every one of us 

 should feel as if our work was as im- 

 portant as carrying the gospel to the 

 heathen, for in truth it is. Modern 

 business is the great educator where 

 millions go daily to get instruction in 

 the ways of conducting life, and mak- 

 ing things run smoothly. And by serv- 

 ing business are we helping to feed the 

 millions who are here to find what life 

 means for them. The more harmo- 

 nious we can make it for people to 

 meet their physical needs, the greater 

 worth will they find in life. Life is 

 full, and rich, and grand, and we need 

 never feel that business is degrading. 

 Let us go out and think well of our 

 work, and fill it full of good cheer and 

 fellowship, honesty, faithfulness, and 

 true living. 



A salesman should carry around with 

 him the atmosphere of the "Zeitgeist," 

 and by spreading this spirit will he be 

 a world-benefactor. 



Boulder, Colo. 



Diagnosis and Treatment 

 Foul Brood 



of 



BY DR. G. BOHRER. 



While I do not desire to invite un- 

 profitable discussion concerning foul 

 brood, it does seem to me that there 

 should be a systematic method agreed 

 and acted upon in unison by all bee- 

 keepers who suspect that they have 

 this very destructive ailment among 

 their bees. I have special reference to 

 the matter of diagnosis, for until the 

 bee-keeper is absolutely certain as to 

 which form of disease his bees are in- 

 fected with, he is quite liable to treat 

 for black or European foul brood as 

 the American form must be treated, or 

 he may treat the American foul brood 

 according to the Alexander method of 

 treating the black or European form, 

 which method never did, and never 

 will, rid an apiary of American foul 

 brood. In making this sweeping dec- 

 laration I speak from experience. 



I had in my apiary what I confidently 

 felt was American foul brood, judging 

 from the offensive odor from the hive, 

 and the ropy character of the dead 

 larvx. Other bees in this county were 

 infected with the same ailment, and 

 when I called upon our County In- 

 spector to look after and stamp it out, 

 one bee-keeper stated that it was not 

 foul brood, and threatened to prosecute 

 me for circulating such a report, as- 

 signing as a reason that I was doing 



