Iron County register. [volume] (Ironton, Iron County, Mo.) 1867-1965, 1885-04-16
THE COMMERCIAL TRAVELLER.

Some of His Traits of Characteristic Di-
versity of Talents-His Ability to Spend
Every Cent of His Salary.
A commercial traveller who has seen
service, or who devotes his whole en-
| hard one. The young man to whom
the excitement is a pleasant novelty,
the travel and attendant amusements,
good sports, laughs at the story first;
but not after a couple of years. The
constant strain, irregular hours and
habits and frequent temptations to i'm
bibe quickly combine to tear down the
strongest system. The last item is a
large one. "Unless travelling man is
very CAREFUL says a veteran in his
line, ''he is apt to turn out drunkard
before he knows it
For the travellers themselves, they
prefer chic to cheek, and would be
termed self-confident rather than
'sgally;" but, whatever it may be, no
drummer with any other manner could
sell as much; and the compound of
bonhomie, shrewdness, knowledge of
human nature and acquaintance with
the world, his customers and particu-
lar lines of goods wins the day.
Sam'l of Pozen has it all con-
densed in a degree exaggerated to
the point of burlesque, and the begin
ner at the business is apt to assume the
commercial manner to an extreme to
conceal his greenness, but in the
trained man it is pleasantly mellowed
and Indispensable. Some men never
get this faculty completely, and. per-
haps, in way ga drummer is born,
not made Meeting a new customer,
he must be able to get his size in a
fash; To sell him goods it may be
necessary to joke, wheedle or bully. A
good story may catch man at once,
or strike him so unfavorably that he
can not be worked at all. And only
by aid of keen eye and mind will the
traveller meet success. But once ac-
quainted with customers ways and
stock the drummer is ALWAYS sure of
his ground in the future. He will be
careful in selling so as to sell again.
He will not be niggardly in ''doing the
right thing or annoying. "a
good drummer says a keen old
commercial man, ''is a partner in
house in all but possession of an inter-
est One leading shoe house in this
city, indeed, is said to encourage
it's travellers by giving them small in
tercsts in the concern. The drummer
business is to know all about the
houses customers. The better he does
this the better able he is to sell his
goods, both profitably and safely. If
he knows where his head is level, !" he
stays with good house when he gets
with one The man who is continually
lodging from one firm to another
hardly ever does well, either for him
self or his employers. He must be
posted thoroughly on the goods and
prices of his competitors, for it is COM
parison in majority of cases that
makes the sale. The commercial trav-
eler is good talker. To get into the
graces of his customers, he finds the
news of the day help, and he devours
newspapers. In the last campaign no
one man was more prolific in specula-
tions, bets, or so full of alleged polit-
ical news as the drummer. The train
that he was on never escaped the tax
ing of ..straw" vote. The CONNER
cial traveller rarely accumulates money.
The evenings of his inevitable hotel
life offer nothing to occupy him. His
devotion to the rink is favorite
theme of newspaper Writings; billiards,
the theater and kindred kill-times
knock wide holes in his otherwise large
salary. 1t is conceded that with 81, 500
on the road a man saves no more, at
least, than one with $1,000 staying at
home, the persons having the same
tastes.-Springjfetd (Aass.) Repaid
Ec0n.