St. Paul daily globe., 1888-03-10
A FRIENDLY TIP.
"Ante Lucem" Chats on the Quail
ifications of a Successful Com
pn,arnioI TraUalar

"Ante Lucem" Chats on the Quail
ifications of a Successful Com
mercial Traveller.
An English writer, in speaking of
travelling salesmen, says: Assuming
that man knows his business, he
should never think of travelling unless
he has a good appearance and good
manners. AS all cannot have good ap-
pearanceS, and as it is not in human
nature to acknowledge our defects, L
will put down few attributes that do
not tend to make successful traveller.
A man with SQuint, one who StutterS,
one who is always aiElng his political OF
religious opinions, one with nervous
temperament or poor health. or bad
tempered; one well-informed, who con-
tinually displaying his knowledge tries
to make his listener feel his inferiorlty,
all these are unsuitable" And the
writer might also add the one who is
continually descantingiOn the dement's
thoroughly well acquainted with the
merits of his own line. While
there is great deal of truth in the
foregoing attributes, or rather lack OF
attributes it does not follow that man
with a single one of the defects may
not in some lines become successful, land
make an average good salesman upon
the road. If, however, the salesman
could combine in his makeup good adj
dress, quick, perceptive qualities, plenty
of perseverance pluck), with calm,
even temperament, his success is as
Sured. He should have liking for the
line in which he is engaged, or there
should be sufficient amount of fascina-
lNA,, 10 nj
travelling, to endear him to it, other
wise if he possess all the good attrb-
utes, and none of the defects, ''as sue
cess he would be failure" 1t is not
the greatest talker who is the best sales
man. The best travellers are born, not
made, and the one who can say just the
right thing at the right time, get into
the confidence of the buyer quickest, as
a rule gets the largest share
OF THE PERSIMMONS.
This is natural trait with some. and
to such the customer most frequently
takes liking. Still others are con-
tinually offending very many by their
superabundance of bounce. Cultiyating
close observation would enable any
traveller to perfect himself in the art
would but give the subject thought and
proper study. No matter what line of
goods he be selling, the traveller should
be thoroughly well posted SO he can
clearly show to the buyer their points
Of merit over competing lines, and it is
far better that he be enabled to do this
without the least allusiOn to any other
line or manufactory. No one can sue
cessfully sell line of goods unless he
thoroughly understands it, and the same
is as true of the retailer as traveller, and
as the success of the one depends upon
that of the other it is as strongly essen
tial that the traveller thoroughly post
the buyer as to points OF merit that he,
the buyer, may in turn become the sue
ceSsful seller. The moment you attack
stock, or is buying, that moment
you attack his judgment and open
the way for controversy. Often it means
open warfare. One of the most fire.
quent avenues of approach is the price
question, and not unfrequently when
traveller sees no prospect of an order,
he begins to talk and quote prices, and
if he knows an order is out of the queS-
ton, such ruiniously low figures that
no house would honor an order if
given. This has the effect very often
of making the uniformed buyer Sus-
picious of his house, and either through
their representative OF by letter he be-
gins controversy which too often ends
In an open rupture. First impressions
are always the best. The traveller
should size up his man upon his first
visit, which he will be able to do in a
few moments running conversation,
and having done so, attack him in the
weakest point, which if successfully
done will result in an order. One i'm
portant thing for all travellers to remem-
ber is that their respective houses can
only meet with success as their patrons
are alike successful, and the lat
ter can only be successful
by first buying judiciously and selling
understandingly.T This being the case, the
traveller becomes an educator! by thor
oughly making known the merits of his
wares, so they can be both bought and
sold. A traveller should be thoroughly
allied to his house, in full Cympathy
with their plans, goods, and wares, and
as earnest in his work as though it was
his own, at no time letting an OppOrtu
nifty slip to advance their business in
tereStS.
PERSONAL MENTION.
j. Leedom, representing j. V. Far
well Il Co., Chicago, was at Fargo few
days ago and was seemingly enjoying
himself with Brother Kelly, night clerk
of the Sherman.
E. B. Winship, the insurance man,
has moved his headquarters from Grand
Forks to Fargo.
w. A. Marvin, the cigar man. Still
water, and NJ. II. Rice, the soft hard
ware man, were registered at the Sher-
man, Fargo, the Goth.
II. E. Whaley and Sam Faulkner, hat
and cap men, were seen at the Grand,
Fergus Falls, the 1st.
w. NJ. Dressler, selling ]. W. Masury
L Co.'S. paints, was at Alexandria on the
2nd.
The Sherman at Fargo, boasts of one
of the best Gf not the besD porters in
the Northwest. Everyone likes Al and
all are singing his praises. 1t is doubt
fnl if he has single enemy among the
host of patrons, and for his kindly Of
fees gets many deserved tip.
ANTE LUCEM.