Wichita daily eagle. [volume] (Wichita, Kan.) 1884-1886, 1884-12-25

d ~ oB8Doees
boston G3ohe]
sHAvo cigar" sid ths commercial man,
Is be nonchalanfly lighted one himself and
to1ed the match away, and come over here
and sit down while ten you about its
Comfortably sestsd, hs wenton: sYou see,
| . dlunmer's lie Is peculiar in mary respects
In The frst place It IS . rowing, restless sort
Of an existence that keeps him always on the
60. Whatever success he achieves i
due % his own Individual exer-
tis0A The competition in almost
very line OF trade is intense, and il o man
wants to sell any goods he has got to make
himssk solid, a. the boys say, with his Gus
tomerz The only way for him to do this Is
to make himself popular. Now popularity in
mine cases out Of ten il due to an on-hand
good-fenowship and iberality that drum
meB - . rule must possess in order to sue
coed. It Is absolutely essential for him to Be
liberal with his customers, and occasionally
invite them to dinner or to the theatre. He
must do this even with his old customers,
and when be wants to catch on to q man
whom rival is selling it is even more essen
tial Well, now, Of course the drummer can't
stand the expense Of these rackets out Of his
salary. They would soon eat it up. How.
then, does he fix itIr
Il really give it up
The only wcy obviously Is for him to
catch on to some extra source Of income.
And this, as a matter Of fact, is what mot
Of US do Whether the means that we take
to do this are always just what any one would
call perfectly square is question. How
ever, I'll give you my idea o. what they are
on the strict q. t. you understand, and
you can judge for yourself.
Suppose now for example, that travel
through the western part Of the state or in
Rhode Island or Connecticut. OF course /
pass over the same roads yery often, and in
time come to know all Of the COZ
ductoB, baggagemasten, and other
railroad employees very we'll The
recognizes me. stops and shakes hands, and,
to ask me for my ticket don't think Of il
60 over the road the same ticket answers my
purpose. Now. who shall profit by this mis-
take. Not the firm certainly. charge two
fares on my expense bill and pocket the
prost, see.
Or, suppose again, that have a few hun
dred pounds extra baggage. I know the
smoked more than one Of my cigars, or taken
suniry drinks with me- At all events we
are good friends go to him and say: Look
here, old man, I've go; little extra luggage;
what is it going to cost mef
. How much is it,
'''Oh, not great deal: few pounds, per-
haps'
We'll, CUES, We won't charge you any
thing for it.
Much obliged. Have q cigar!' And
hand over two or three cigars.
Now. clearly. the firm ought to pay for
that extra luggage, and You can rest assured
that they do, too. In the course Of year it
foots up to quite a little sum.
Then there is the old racket Of having
your letters sent to the Fifth Avenue hotel,
and stopping at some uptown hostelry. This,
however. is something that the more respect
able member, OF the profession rather look
down upon. Its rather low, you
know. But now, here's another
question. Suppose have friend, as very
often happens, in some Of the towns where
have to stop two or three days. and they in
vite me to stay with them. Must l charge
the firm the regular bill for expensesi Rather
delicate question, amt it! We generally
do, though, all the same and, as I think,
properly.
There are lots OF other little tricks of the
trade similar TO those have spoken Of that
could relate if had time. As have an ap-
pointuent however, with a country customer
at 3 o'clock to show him little of this wicked
city, must leave YOU Good day."