The Houston daily post. [volume] (Houston, Tex.) 1886-1903, 1897-05-02

Allow them all the discretion In selecting
customers. making prices and terms that
you would use II you were in their place
upon the road, personally confronting GUS
toners. Assist in selecting thcr routes
furnish them with names of reliable firms
most likely TO become desirable customers
ard when acquaiutances are made and
trade established, permit them 10 visit each
customer at regular intervals, and the
o'tencr the better. Write personal COM
pllmentary letters of encouragement as
often as circumstances Will Justify, and II
criticism becomes necessary, preface 1t
with. II may be. and l hope i am mis-
taken but IL seems, ETC.
Under ordinary circumstances II is bet
ter not to burden your salesman with col
lectons. IIe should appear before his Gus
toner with all the advantage OF favorable
circumstances, and not he compelled TO
make settlements, demand payments. in
qure as TO financial conditions. or in any
way be hampered. They are statesmen. and
If they are to secure the beat results,
should not be burdened with anything be-
| yond the usual difficult task Of securing
the order desired.
| As ia their expense accounts: Realizing
TINT they ara away much of the time from
home and its comforts. the associations Of
taoir families and friends. deprived of
needed rest and wholesome food, suffering
from inclemont weather. imperfectly ven-
| tllated rooms and all the Ills that flesh
| Is heir to- no hotel should be too good Tor
| their use. no car seat too comfortable Tor
| them to occupy. no carriage too easy Tor
their comfort. Would that all conditions
pertaining to their personal welfare and
convenience were improved. That they are
! paying just as much for railroad tickets,
| omnibus fares sleeping car accommoda :
= tons hotel bills and incident ais as they
[ did twenty years ago, when the profits on
their sales were much greater than now,
is OF their fault and they are making an
effort through their protective associel lions.
TO modify prices TO conform In some degree
to the present condition OF small sales ana
close margins.
And right here, It is only FAIR to them to
admit that in most villages and towns they
are compelled TO pay double the price for
meals and lodging than any and all other
classes Of patrons are expected to pay for
the same entertainment That they receive
/ How then can travelling hardware sales
men give best rosults?" There are several
classes of hardware snlesmen, but for our
purpose division In three classes Will
suffice:
J. Tho travellers who call upon you. the
leading jobbors OF hardware in this coun-
try.
2. The statesmen that you employ.
3 Tho specially men who visit any
and all classes Of trade
As TO the first the answer Is easy: They
con give best results by receiving large
orders at long prices from your own selves.
2 As to the people you employ, they
can give you best results by keeping thor
cughly posted on the condition of your
stock knowing exactly what you have 10
sell. Just what the goods have cost. the
general expense OF doing business. 20 which
thoy can add their salary or commission
nud their average daily expenses. by doing
these things they cnn easily estimate each
night lust what results they have given
you.
BY frankness and yeraoi,y securing the
confidence end esteem Of their-your-cus-
toners.
BY being made 70 feel that thoy each rep
resent the very best house of all that they
carry a complete assert ment Of goods es
peclaily adapted to the trade they visit o'
excellent quality. ard their prices arc
conservative and reasonable.
by not thinking that competing salosmer
have lower prices or trying to prove thai
they have By the unmercantile method o.
examining their invoices.
nv not asking customers TO cancel or.
dcrs that have been placrd.
BY not stuifng orders.
BY not overstooking their customers.
BY not inducing them to buy againr
their will by representing that goods vii
be encouraged TO speculate.
BY fair consideration and honorabl,
treatment OF competitors. Sharp practcel
viii not win In the long run. An undu
advantage NAV secure ono order. but tn
party injured win surely get even with in
terest for chickens always come home u
roost.
BY carefully observing the ever chang
ing wants OF the trade. tho retail dealer II
In constant touch with the wants OF tn,
community In which he does business, anc
usually knows better and In adyVue o
tho buyer fer the wholesale house. wha
Is wanted in his locality. For this reasoI
the travellers should write freely and fire.
,qusntly, daily II necessary, to tho hous'
or any knowledge they have gathered IL
regard to new articles desired. or OF tn,
probabilities OF less demand for goods tina
have usually been wanted. on account o
changes in sentiments or climatic condi
tons.
BY not accepting orders for goods no
kept In stock, except the customer full.
Understands that they are to be bought oil
the market second handed. and IS willini
To- pay accordingly and TO receive them q
accommodation.
In short, by being courteous. upright an
gentlemanly. possessing full knowledge o
the requirements necessary 70 successful