Deseret evening news. [volume] (Great Salt Lake City [Utah]) 1867-1920, 1910-12-03

F, had started out. Miss Cornclia made a
! sale 1t was not much. but it was a
| sale, and that was enough to satisfy
her spirit at the moment. she had
done something. She had won one VIC
| tory . She had taken one step up the
long ladder of success. No matter
| what happened thereafter she would
have the satisfaction of knowing that
her effort was not altogether vain:
| Resolutely If not confidently. she bore
herself thereafter. Nothing daunted
her. When she had an opportunity
| she presented her case to her hearers
| so we'll that they were impressed In
| spitc of themselves. She had studied
| her subject so we'll that she had as
| good command of the facts as dhupner
| himself and could state them better
| even than he could when lie had a SYM
pathetic listener When she had an
| opportunity to give demonstration
| she had little difficulty in convincing
| her subject One week after her first
sale she made her second. In the month
following she made five small sales.
The first SIX months showed sales
enough to use up about ohe-tenth oi
the stock on hand. The factory stu
! was idle. The income barely was enough,
| IN INV for the living expenses of the
! demonstration and the salesman IN New
York.
These six months had convinced Miss
| Cornclia that while II salesman nlsht
make n hare living following the line
she had pursued it was not the method
she must employ She must see the
| heads Of great concerns instead OF the
heads OF small concerns. she must
sell in bulk, not in small parcels. She
must specialize.
And she did. 1t Is not so easy to
reach the big people but one sale 70
| them means more than ten to the small
| fellows Once or twice she would have
succeeded in closing good contract but
| for the fact that her compound had not
the formal approval of the board OF
Underwriters. When this approval was
| obtained she was assured the contracts
would be taken up, but to get the APP
rroyal might mean months.if not years.
of DELAY. Nothing. however could
daunt her. If she was disappointed IN
one case she approached the neNt IN
the more confidently, for she ielt she
was Just that much nearer to success.
n was in this spirit. after what might
have been considered bitter disap-
poIntment, that she went to the Office OF
the great electrical company. She sent
. her card in to one of the vico presidents
the ot,icia! whom she understood was
the managing chief of the operating de-
nartmcnt of the mammoth corporation
She was prepared to wait an nour or
nerhaps two to sec him.' she was
nrcnorcd to he questioned as usual by
tho nrIyatc secretary. She was pre-
nared to learn he would not be able 10
, see any one except by appointments
hut was not prepared Tor what nap
= pcned Her card had gone from nc,
! ! hand hardly so seconds and II seemed
IN nor that she scarcely had seated
hnrsc,f in one Of the massive chairs
: wbcn the door opened and the boy, WIN
. hnlr how. called to her step right
: in. madam" She walked into beau
:. tifully appointed room ana rs she cross
oh tho threshold fine looking man OF
,hout 40 came forward with out
strctched hand and smiling face.
I ..1,n, glad to see you. Miss Cornella.
,o .aid MS he escorted her to chair
By his desk
!. Miss Cornclia was so surprised at
this greeting that she wondered II 'He
/; had heard Alright.
d us This MI. Ryan," she inquired.
J eyes. I'm Mr.. Ryan" was the smil-
:, inc RESPONSE, "Is there anything can
:. do for you, Miss Corncia?"
Ii Miss Cornelia may have given some
. evidence of pcrpexity. but If she do
(, she soon suppressed 1t, for she prompt
u " went into n torse explanation of thf
IL compound and It's merits,
"a "And are you selling this?' inquired
% Mr. Ryan There was emphasis on the
n "vo,," as he asked the question. H.
- had Ibeen looking al Miss Cornclin in
% tentlv as she talked. and his brows hat
IN been knitting gradually.
m Yes" she replied, and then, some
., what ncttled she added: You hay
1 addressed mo twice as Miss Cornel'a,
Ia Mir Ryan. Have we ever met before?
as The man at the desk was all smile
now.
re .Why. Miss Cornclia!" he exclaimed
h. IT don't wonder you don't recoSni%
it me. Why, I'm Jimmy Ryan
mr. ".Jimmy Ryan," Miss Cornella re
n pcated "tJimmy Ryan l do not re
he call over knowing Jimmy Ryan"
ed why, Miss Cornclia, don't you re
ut member the little rcd headed Jimm
ne Ryan whose mother used to work y
he your home occasionally? I haven
mt seen you in nearly 30 years. but 70
TO haven't changed
to "And you are little Jimmy Ryan!
H. said Miss Cornela. She looked at tn
ur strong. big. clean cut. well groomc
in man at the desk Then she glance
nj. about the magnificent office. Then he
RS, mind went back more than quartz
he OF II century and she could recall n red
d. haired little imp who was the Joy an
tho trial or n hard working mother. Sh
he recalled how tho little rascal used