The Roanoke times. [volume] (Roanoke, Va.) 1890-1895, 1891-02-05
TRAVELLING statesmen.
Thoir Opportunities and Danacrs Dis.
cussed'by q Man OF E1perienoo.

l1oston Daily Journal, for tho bonofit of
the many young men engaged in bust
ness, the following report OF an address
by w. IL. Baldwin, president Of the Bos-
ton Young Mons Christian Union. upon
Travelling Statesmen: Their Oppor-
tunitios and Their Dangers" For
twenty-five years Mr. Baldwin was on
gagged in active business in Boston, pro-
vious to his accepting tho presidency of
tho Christian Union in 1865.
In opening his address Mr.. Baldwin
Spoko of the almost universal custom in
MI lines of trade of selling by travelling
statesmen or drummors, and, II properly
conducted, with mutual advantage to
both buyer and scllcr. IIo would not,
however, lie said, stop to discuss tho
question as to whether or not 1t would
DO better to do away with tho system
altogether, but would deal with the sys-
tenn as he found it. Tho system itself
was of modern growth, having origi-
mated not over forty or fifty years ago,
and was vastly different now from what
1t was then. Much Of tho secrecy OF
first onjoinod upon tho salesman WAS
now removed, and men in tho same line
OF business started off together. travelled
together, and sold customers in tho
Same city.
Ono important factor in the change Of
the system was the progress in tho
means of public travel. In 1902 it took
j sevcnty-four hours to go by stage from
Boston to Albany or New York, while in
1890 tho time to other place is six hours,
and thore are six trains to tho former
Tnd thirteen to tho latter plaoo daily.
4 10 The travelling salesman who had
1aithfulness, truth, koen sonso Of
honor toward the 1rm and toward his
customers. perseverance, patience and
4 lively attention to business, there wcro
grand nnd cver-increasing opportuni-
4 ties. One OF these was tho opportunity
TO mako the acquaintance of largo
i humber OF buyers who had boon or
4 would prove to DO truo business friends
a Another opportunity was TINT Of seeing
tho country and thus obtaining an idea
n OF its eXtont, it's wealth and its re-
sources. Still another opportunity was
a that to make such mark in business rs
81 would lead to fuller confidence on tho
s part of the firm, and finally to partner
Nship. All of these and other opportunl-
q ties should be mado tho most OF and im-
i proved on every occasion.
a travelling salesman. and to guard against
4 them advico from older mon or from tho
dhrm should be given and taken. Chief
1among the dangers was tho temptation
n to other than strict uprightness A
8young man If he would got ahead must
4make up his mind to start right, 20
Wright and keep right. Success in bust
|ness was seldom won by luck, but by
53hard and persovering work.
q Physical dangers would DO encoun-
#tcrcd. and nothing could avert them but
SIa strict attention to tho laws OF healta-
HGood hotels and regularity in meals
n were to be sought and carly hours kept
81 Economy In personal expenditure should
n DO studied and also in travelling cXpcn-
Uses which the firm had to pay.
81 Moral dangers wero moro insidious
&3tban oil the others, and should DO moro
astrictly guarded against. Tho social
aaglass should be avoided, and no young
oman over need fear that an honest and
refusal to drink would lower
alim In the estimation OF any customer
Syyorth retaining. No warning against
}33tho social evil or gambling could be too
8&strong. Ono of the worst things o young
s3n1an could do was to allow himself to DO
|Hdrawn to the gaming table to
.Apass an idlc hour or for tho
'asnko of killing time" Often
#times tho first stop was tho fatal one. A
|Htasto for reading could DO cultivated and
4nany an otherwise lido hour could thus
s3bo proiltably spent. Ono maxim tho
13young man should always observe was
'sa4 Remember tho Sabbath day to keep it
s3holy." Tho Sabbath was made for man
Is and not man for the Sabbath. 1t was y
III necessity for rest and communion with
Il God, and should always DO observed.
81 Nothing should tempt young man to
Edo any business upon that day.
81 In closing Mr.. Baldwin said: Young
ainen, have spoken worry plainly to you
Mupon subject which deem OF vital i'm
IMPORTANCE to all young mon who now have
S8)or may have In tho future tho position
Sofa travelling salesman. have spoken
g to you from my own personal obsorva-
&3tions in the past, and not from hearsay
$s3alono or printed information. have
#3packed my trunk with samples OF mer-
E3ch andise, started for tho far West. have
astoppcd ct tho principal towns md cities
!@3bptwcen' Boston and the Mississippi, and
7I assure you that tho words OF counsel,
AtAiS uiiei aOsACC AuVO HOW RlVOn
$jyou are such rs you will need, and such,
Elf you will take thcm to heart, oa shall
&help you 70 become true men, successful
Tin tho real meaning Of tho word. on hon
IS83or to society and blessing to the
aworld."
53 a Congrogat on Aroused.
"a An uptown minister, to get oven with
sd sleepy congregation, sang out in loud
s3voice: Wake up. hero; there Is man
I5itt iuor hnf wi RI hal