The Richmond Virginian. (Richmond, Va.) 1910-1920, 1911-09-09

president or railroao manager, who Is
not unduly favored by the directors
OF his corporation.
Mr.. Sheldon, Of the Sheldon School
average annual incomes that he found
them about ~ follows: School teach
ers. s42o. clsrgymen. $500, college
professor. sl,2oo. physician, s1.500.
lawyer. SLIGO; CLERK. 1870. while
thousands OF statesmen earn from 81.
goo year to $4,000. and some ss
nigh as from $50. GOO TO 100000 per
year.
MIR. Hugh Chalmers was getting a
salary Of S72 ,000 per year when he
voluntarily resigned his position as
sales manager for the National Cash
Register Company TO so into the bust
ness or manufacturing and selling
automobiles for himself 1t may be
I interesting 10 know that here Ia Rich
nlond Is II man still Keeping books
WHO was keeping books for the Ma
uonal Cash Register Company when
Mr.. Chalmers began work fer that
| corporation IN some very inferior
capacity. But Hugh had made up his
mind to become a great salesman,
and he began at the very bottom. go
hs 10 AhoW peT8ogaliy about every
branch OF the work
The salesman who understands all
about the thing to be sold has q
very decided advantage over him who
knows only the ordinary selling
points"
S'hts Was illustrated Ia the hard
wars business which one might CON
slider quits a prosaio affair. unless
one is particularly well informed as
10 It's history and details
LIZ Is said that a Richmond young
man decided TO go Into the business
OF selling hardware ON the road"
Tho territory assigned TO him hap
rened 70 DO very well covered by a
southern representative or promi-
nent Chicago firm which sold good
wares at tho market prices and gave
good satisfaction. Such conditions
cersEinsy did not present a very
promising field. But the young Rich
mord man had started out to be-
come salesman. not a mere taker
OF orders that were practically await
leg DIS coming What do YOU sup
pose he dide He procured from a
friendly hardware merchant in a good
town on his rivals route a partial
,ist OF the particular articles on which
his rival seemed to have the best
rum of trade Then he compared
tnem in every way with simila~
artices which his oVn house carried.
re studied the good points and the
CAD points OF mis- own limo OF samples,
ana did not deceive himself as tn
iaeu- He intended to represent the
sooas exactly as he believed the facts
lustlhed, In other words to tell the
ruth, the whole truth and nothing
nue the truth about those goods. t,
the best OF his knowledge and De-
hef, tho safas ~ he would have done
uroer oath before jury.
This he did to the first customer he
met. VINO happened to be one OF the
oest paying customers hits rival had
on thaf route.
But he did not stop there To the
Dealers surprise that young man told
him moro interesting things about
hardware In everyday use than ha
mad over heard before; about the his
tory OF the different metals: this his
tory or tbs principal patents under
which tho articles were made; untoue
processes In THAR manufactures:
strange happenings to inventors and
owners Interested; big lawsuits which
settled the patent rights. and all told.
story OF romance ana reality which
gave tho dealer 30 m UGH nlea a,,ys tha&