The Washington herald., 1913-09-07
Real Salesmanship Appreciated.

Real SaIesmanship Appreciated.
so the conversation rsmbIed on for sew
eral hours; away from the subject, and back
again. Ny listener was a dealer in an agree
able instead Of dissenttve frame o1 mind
the easiest kind for winning over.
THE rain ceased. prepared to take my
leave.
"'ReaIIy. Mr.. Nordeen.' concluded, I
think YOU are making q mistake by not hand
ling the Monarch Implements This very
nonchalantly.
Perhaps I am he conceded. 'Ithink I'll
write them 10 send up a representative
"'why. do you know exclaimed, their
salesman is in town now. Do you want him
to call?
- Wouldn't be a bad idea
"'Then I'll tell him to-
ience you
Not in the least I answered guilelessly.
We'll then, tell him 10 call tomorrow At
., II you WILL
81 want It understood that am not the
least bit timorous; but here was q new situ-
alton. Had I done wrong in not frankly tell
ing Nordeen my position before had argued
with him. StiH, II had, would have been
compelled TO reason with recalcitrant mind.
Besides, had told no untruths I could sub
stantiate every statement And TO cap It all,
the boss orders were: Get nn order De
spite these extenuating points. must con-
fess that presented my card with consider
able trepidaton. would have permitted
him to send for : q representative and let
Andersen finish the job. had not felt that
procrastinatIon had too strong hot on Nor
deem: that he would never write.
80 Come in requested the office boy, point
ing TO Nordeen's $ sanctum- began the walk
TO the door. Now l realize the state Of mind
Of a condemned man as he walks to the scaf-
fold. On I came, to the door; then over the
threshold: and-I was in the presence OF the
Mogul.
80 Hello. there. Mr.. MacGregor.' he nodded.
Did you ulisundersand me? think was to
meet the salesman of
Mr. Nordeen' (tons OF a man about to
take cold water plunge. I have a confes-
sion to make. sell the Monarch imple-
ments.'
would have been q boisterous Joy ride in COM
stared at me just for moment. but let me tell
you, 1t was a long moment for me. Ny heart
cheated me out of fully five beats Then
Nordeen, president OF the Dakota Supply
company, extended bis hand. I knew that
my troubles were over The chance meeting
had resulted in victory.
By George he exclaimed. Il can appre-
ciate a real piece Of salesmanship. Get busy.
Entered In Expense Account.
And then came an opder; an order that a
good salesman gets once in q decade and a
poor salesman never gets in a lifetime.
- Il walked into the office next day with that
list, and handed il to the old man. He read
it over slowly. Why shouldn't he have7 1t
was certainly a pleasant form of literature
to dwell on.
80 Mac he said at length, when the boys
gave you the cognomen of dean, they insulted
you. But I'm no good at the howery Ian
guage, so I won't attempt TO give you a more
fitting appelIation. Tell me: how did yon
manage II? Do you realize that this trade
will run far into the thousands annually?
1T wasn't much of a stunt said. For
one thing, I had to buy a machine before
turned the trick; at least was inveigled into
doing so; and py no other than Nordeen
And 1 told the story.
"' What was the price Of the machine,
DAM the old man laughed.
well, eight hundred. But its original
value is more than twice that amount. And
it's not q year old-been run less than 1000
miles You see already was a dyed-in-the-
wool motor enthusiast.
"' Schmidt he called over to the book
keaDer make this entry. expense TO cash
eight hundred dollars Yes. eight hundred
dollars
And then he wrote out and handed me a
check for that amount. while leaned back
and feebly famed myself"