Deseret evening news. [volume] (Great Salt Lake City [Utah]) 1867-1920, 1906-12-13

genial In disposition, rustler who does
not waste his own time or that Of his
customer.
have the honor to be a leading OFF,
Ger OF the United Commercial Travellers
organization in Utah, Montana and Ida
no, and I can truthfullv say that the
members of the organization take pride
I'm the fact that they are gentlemen.
The old, unfavorable reputation is no
longer deserved.
Do not indulge In the reprehensible
practise of speaking against competl-
tor. II you cannot speak kindly about
competitors, say nothing. A travelling
man who sneers about others who are
trying to sell the same line OF goods
he carries Is likely to make enemies,
who may succeed in deprivlng him OF
his job.
Another thing, don't be a jumping
jack salesman. trying TO head of 9TH
ers who are on the road at the same
time YOU are, You can't sell all the
goods to all the merchants. Steady ap-
pllcation to your own business and nom
Interference with others, will gain you
a sufficient amount OF business; but II
you are worrying, and trying 10 beat
the others who are just ahead or just
behind you, then you Will be pretty
sure to have lots Of trouble and small
orders.
II you are fortunate enough to make
big sales, don't brag about IT, II is
not a good thing TO make others Of the
fraternity envious, or annoyed by your
boasting about excelling them. Your
firm will duly appreciate the big sales,
and that IL OF most consequence TO you.
In this regard, follow the homely ad-
vice, SAY nothing, but saw wood.
Be careful In soliciting new trade to
select only such as are likely to be de-
sirable customers, who viii promptly
pay bills when due.
Endeavor to gain the merchants con-
fidence by being straightforward and
honest In all you tell him about goods
and prices. Keep him posted about
styles, and give him nothing but re-
liable advice about what and when to
buy. The confidence OF customers is
the salesman's best capital Sometimes,
especially in new locations, mining
camps for instance the merchant de-
ponds largely on the judgment Of the
travelling salesman for the selection or
stock. Then Is when the drummer
needs to exercise his best skill, to assist
the pioneer merchant and thus secure
q good and permanent customer for
the firm.
Talking about pioneer merchants re-
minds me that ] should make few re-
marks about the difficulties the travel
ing man Encounters In seeking trade in
new localities and In places distant from
railroads. / will allude to only few,
because don't want TO steal the thun-
der of our friend VIII Calder who is
to entertain you after ] sit down.
One Of the troubles a drummer occa-
sonally has to grin and bear Is travel
Ing IN q springless wagon, loaded with
sample trunks, 80 or 40 miles day,
In sweltering heat and dust, or Intensely
cold and stormy. At his journeys end
he may have to put up at an apology
for a hotel, paying as much for the
miserable accommodation as at first
class hotel In the city. | have vivid
recollections Of many such experiences.
When the landlord or landlady has
condescended to ask me what ] would
like to eat, have created CONSERVATION
by saying anything but pork and sal
eratus biscuits" You must understand
that pork In some shape, and saleratus
biscuits are, or WIRE, the staple and uni
versal article Of food served to CONNER
cial travellers, at most places outside the
line of railroad. | remember becom-
ing so sick OF the constant repetition,
three times daily. OF eggs fried In
bath OF bacon grease. C'sow-belly'' is
the vulgar name,) that l confined my
diet TO peaches and cream exclusively
for three days, and the cream could
not be Dragged about.
Some of the landladies of these So
called hotels pride themselves on maxi
ing pies, and you have to I'LL up on pie
for breakfast, lunch, dinner and sup
per- in addition to the regular pork,
eggs and saeratus biscuits. ] wish
the legislatures OF Utah, Idaho and Ne
vada would enact few laws for the
benefit OF the travelling statesmen, max
ing It a misdemeanor, punishable by
fine and Imprisonment, TO serve them
such ALLEGED food, also renuirlng that