The sun. [volume] (New York [N.Y.]) 1833-1916, 1914-06-07

the Trade that you never got a decent
sized order before.
II you can't get the goods of In
the same century the order is received
you should put on night shift, mean
while excusing the delay under the
bluff that your Works is so crowded
with orders all the time that every
order simply has to take It's turi Don't
make a six cylinder ass Of your Firm.
Some men Oh the Road write too
much to the House about their Trade.
and the House consequently always
has 1t there at hand to prove against
them when their opinions change.
Other Statesmen don't write enough
to the House. and so the House has no
way OF finding out what a struggle they
haG In putting across certain important
sales.
Such Statesmen do themselves an in
justice. They should always after each
sale write Dear Firm fully aDout it,
giving all the details OF the transact
ton in the order in which they &C.
Cured, or didn't occur.
For illustration, they should first tell
how they went over to see Friend Gus
toner promptly at A. NJ. but didn't
ihu WOulu DC Ont Vi If1e
details as 1t didn't occur, since they
probably rose from the hay about 10
o'clock that morning.
Next they should recount feelingly the
many Intellectual attempts they made
during the day to get within rifle range
Of him and how he finally came across
and accorded them meagre three min
utes Interview just as the sun brodied
over the horizon.
| Then they should go on and tell how
artfully they drew down his Attention
and Interest during the said Three Min
utes and how he told them to come
around next morning and how they
missed their 4 A. NJ train on account of
1t. but decided that a bird In the hand
was worth two in the Hungarian Gou-
lash.
Next they should relate how the Gus
toner finally guessed he'd buy a few
samples, but how they kept polishing up
the points of the Canvas and drawine
the net of Resolve closer and closer
around him until they ultimately lifted
| a signed Order out of him amounting Ia
no less than eleven good old dollars and
fifty-one cents.
Every Salesman should carry his own
typewriter on his trips typewriting
machine, Of course) and not sit around
the Hotel debating to the public stenog-
rapher at 10 cents per page and telling
her how little his wife understands OF
his Real Nature.
If your House won't buy n portable
typewriter for you you should buy one
for yourself and charge It up In your
Rnnk otS l.
either case the House pays for II, but
In this case you can consider Il your
own property when you get fired.
II is a handicap on a Salesman {,
have to write his letters by hand wher
he could rattle them off on typewrltel
In half the time and then go down II
the Lobby entrance and review tn,
passing troops.
In writing letters by hand car,
should be taken to write them a
plainly as possible so that the reade
does not have to split his crank shat
trying To make them out. Some Sales
, men write such poor hand that 20,
can't get the sense out OF their letter
, without running them through
cyanide solution.
There are many phases Of the subjec
OF course that We have not touche
upon at all. our reason Is that Prof
doesn't know bally thing about then
so to speak, and the excuse isn't ba
one when you come to reflect upon Il.
, There Is the question OF Gramma
! for instance. This Is quite out of Prof
, line. Prof doesn't know a Gramma
from Gramophone. He doesn't kno'
> whether Grammar is Condition {
some kind of Cattle Disease.
Whatever Prof knows Of Gramms
] he has simply picked up here and ther
e among other things that were lyln
A about loose. But when II comes to n
c understanding OF the different parts
= speech stun, or the rules governing III
4 use of certain words, you've got Pre-
s. going like a moth around a lamp.
y To illustrate our meaning NOR
n clearly. one Of our Students one da
t asked Prof what a Verb was. Pro-
S said 1t was u vegetable that medicin
doctors claimed they could cure peopl
8 with. When Prof later looked IL up /
= the Railway Guide he found Yer
o defined as "a word which expresse
= action, being or state"
g Then Prom tods tanning for air. II
Vi said he could sec how you could expires
o a thing like a crate OF eggs, or a bo