The Ohio Democrat. (Logan, O. [Ohio]) 1886-1906, 1891-05-02
ooMMERolAL rRAvELERs
Some Sensible sugRestlons for New BE
ginners IN the business.

ginners In the BusineHs.
More than thirty thousand men and
women in the United States compose
the great army Of commercial travellers
Probably three-hfths of all the goods
sold in the country are worked off by
the ''drummers. 1t is not yet thirty
years since 'the man on the road" first
started out in this country, In Europe
this method of selling is much older than
in America, In skill, however, the
American commercial traveller is quite
the superior of his brother in any part
of the world.
II this should fall under the eye Of
any young fellow who is just starting
out on the rounds for the first time,
think can help him
Keep in mind that you will want to
call on these customers the second time
Let it not be said of you that you did
tip-top on the first round, but not so
well on the second, not as well the third,
and Increasingly less. Your ambition
must be to win and keep the confidence
of the country merchant That means
that you tell the truth more than any
other one thing.
Make yourself agreeable. You must
not get into hot argument on politics
or religion. You may have your own
opinions, and frankly state them; but
when you have done that, don't try to
sell opinions - your business is to sell
goods
Do not fret customer. 1t is not
every man who even likes good story
Some men will buy after they have got
the laugh on you. Very well: take it,
and do not get angry. If you sell a
long bill, you can afford to keep your
laugh till you are leaving town. Never
irritate busy man. If the merchant
wants to buy, you must have the pecu-
liar instinct to detect the fact. If he
does not want to buy, this instinct is
even more important to you. To sell a
man a thing which he does not want
may seem smart for time or two; but
it afterward fills buyer with chagrin,
from which he can only escape by re-
venge on you. To some other man he
will give the order that he really does
want to punish you.
You must study men. You may
thinlSyou know men, but you never do till
you have been on the road A youth
who is not apt and quick in studying
faces, mems moods and feelings, who
does not know how to scent out mems
preiudices and avoid them - in short,
who has not the happy perception that
we call knowledge of human nature -
had better not begin to travel. He will
surely fail.
Look carefully after your health.
You are away from home, and chang
ing climate constantly. You are OBJ
liged to be irregular in eating; you drink
now limestone water, and now river
water; you are exposed to so many
Greats" of one kind and another that
it will be only by the most scrupulous
watchfulness that you escape digestive
arrangements of serious and lasting
character. The fatigue of travel and
being so much on your feet, the nerv-
GUS strain of that most expensive kind
of talking, conversation to persuade,
coupled with the foil and thrust of the
mind alert to it's utmost to carry your
point, all will tell on you unless you
manage to rest at proper intervals. Do
not abuse or throw away your Sunday.
If you can get home of course you will
do that But by all means, if you ex-
pect to last at this hard business, you
will insist on mo business on Sunday"
Social purity, friendship calls, reading
in a totally different line from your
daily thought, and, may I not properly
add, the church, are essential and
wholesome cures of your work-day
fatigue. The possibilities of dissipa.
ton which breaks down SO many fine
young fellows on the road 1 need not,
of course, refer to- No man who cares
to succeed in life will be Indifferent to
the role of pure morals,
The treatment of your competitors is
also an important matter Settle it that
you will never heedlessly' speak ill ot
rival; if you are asked sincere ques.
ton, give an absolutely truthful reply
to the best of your knowledge and be.
lief. I am not writing to old heads who
think don't know anything Boys, dc
as you would be done by. 1t is the rule
that will last. 1t is older than this
nation, and was true before "a braham
bought piece of land" The lies that
mean commercial traveller can palm
off about you are the hardest things
you have to contend with. Meet them
by kindly truths. A sound, strong
house does not need, and will not toll
crate, the effort to do business by Sian
dering another concern. Think of the
heightened character of the men yor
work for-l hope you work for nc
others-and act as you think those true
and honorable gentlemen would act
Do not forget that you are their agent
their representative. Be sure you dc
not steal line of trade by maligning 8
concern that is worthy of better treat
ment than ISLANDERS. The meanest mar
has a good spot in his heart, and if yor
persist in speaking honorably of his
house, he will learn of it, be sure
Eventually he will break out in shame
as if he had measles, some quiet day, as
he thinks how square you have been
After that he will be the best FRIEND
you have, though rival. He may moi
throw much trade in your way, but al
least he is bound to speak well of you
which is all you want. This is one OF
the sure ways to build up regulations
namely, never stoop to slander.
You are ION the make" therefore
make friends, all the friends you can
If there is any information that you car
properly impart to fellow-traveler
| give it, Eight men may forget a kind
ness, but two will remember it. If a
man is taken i'll on the road, serve him