The Washington times. [volume] (Washington [D.C.]) 1902-1939, 1914-07-25

Mr.. Conner regarded the speaker with
genuine establishment.
YOU'LL Pay your own way? Why.
you haven't got any money"
I've got a thousand dollars-or the
! wife has. It's what | gave her when
We were married.
1t would take $500
ri do it on one. Yes, and I'll come
back with that Job. This panic makes
| the thing possible, don't you see? Ana
I'm the one man TO turn the trick; It's
my line. III see the Cargenle people at
Pittsburgh. If they make the right price
| I'll ask you for letter, and that's all
you'n have to do"
What sort of a letter. 80
Stating that l am your general sales
msliager."
| The steel merchant laughed shortly.
oh. L only want 1t for this London
1 trip; / won't use il except as creden-
tial I've got to go armed, you I'M
1 derstand If / don't land that Robin
| son-Ray contract, Mr.. Conner, / won't
come back-I couldn't, after this. Maybe
| I'll drive e 'bus-I hear they have lot
| of them in London.
Suppose, for instance. you should get
1 the job, on a profitable basis; the big
| gest Job this concern ever had and one
of the biggest ever let anywhere MI.
! Corners brow was wrinbded humorously.
What would you expect out Of it?"
\ Mitchell grinned. We'll. il 1 signed all
those contracts as your general sales
manager, probably form the habit"
There is nothing modest about you"
unused the elder man.
| urho I've a{fher In
fired or promoted. IL l get that job
I'll leave il UP to you to do what's
right in the way of salary 1 won't ask
any questions.
You haven't chance! But-watt"' Mr..
| Conner pressed a buxton on MS desk.
Wen talk with Mathison."
| Louis Mitchell took the night train
for Pittsburgh. He was back In three
days. and that afternoon Mr. Conner
in the privacy of his own office. die
tated a letter of which there was no
carbon He gave 1t to the young man
with his own hands, and with these
words: You'd better think II over my
heard Of. There isn't a chance In a
million. and it won't do you any good
to fall
seemed 1 unimpressed by this course Of
reasoning. he added, as II to remove
ali further doubt. Il guess you never
fsaw my wife"
1t was only to her that he told OF tne
battle he had fought in Pittsburgh and
of how TIE mill people had laughed az
him and refused to take him seriously
at first, looking upon him as mild
hammered lunatic.
"But / got my price," he continued,
"anI r. sure looks good to me-" Now
for the painful details. -,
How long will you be goneF she
inquired. ,., .ns
bank roll is too small"
''oo-oo-h! London is a long way
off . The girls voice broke plaint.vely
and his own misgivings took iire d
IF I fail. as they all feel sure ! will iii
what then? I'll be out OF a 1op;, III
be a Joke in the steel business. III De
broke. What will you dog"
She gave him ravishing. dimpleo
smile and her eyes were grave gam.
There are always the aepar .h shs
cried "Ca-a-shr' Then laughed aloud
at his expression, ''oh. it wouldn
: hurt me any, but-you won't fall
YOU can't-were going to be rlcn;
Now, we'll divide our grand iort4 9e,r
She produced a roll Of money sy I hf,Ia
from II.
ITS more than enough for me; You
will be back in a month: Sne Ih aSf,
lthe remaining notes into his hano. On
IFS our one great glorious chance
Don't you understand? ~.
Faith hope, and enthusiasm. the
three graces of salesmanship, thrive
best in bright light; in the ts.v era. ars
feeble and pallid. Only for the girl
| lliieht-hearted chatter. young Mitchell
) would have wavered when 1t came
, time to leave on the next day. II Was
a far cry to London and. as Conner
Ssd said there wasn't one chance in
million for success. He began &c
. weaken and to doubt his own ability
hut the girl seemed to feel that mel
q lord was bound upon some 1iarlne
u was wreathed in hopefulness. Hell
g blue ewes were trimming with ex'
- citement She was ripping. smilng
e she patted his arm and hueged IL u
lher. For one moment only al part,
ling. she chung to him wildly, with al
bnT woman's strength. then, as Inc
= warning cry sounded. she kissed him
and fairly thrust him aboard the Pull'
: man. He did not dream OF the nope
Y less misery gnawing at her
AS the train pulled out he ran oacH
,o the observation car to wave one
u last farewell. and saw her cnngine
70 the iron fence, sobbing wretcheoly
h a desolate, weak little girl-wife mas
L tered by her myriad ledIs. INC .!
Of that slim, forlorn figure raised
. lump in the young husbands throa
and caused his eye to grow wet
s poor little thoroughbred. he saie
r half aloud. II just CAN'T lose thar
S all" , .,. 81,
luncheon call came, and he dined upoi
n IL so to speak, rcmarking to himsei
1 that this augured well FOR an econoihi
Away from the heat of his wife's en-
a thusiasrn he looked ut the matter COLI
a l., and it made him rather SICK: l
only the firm had sent him OUT
5 onlv he mad something to fall bacI
upon in case Of L failure. But ne wouI
Il not have a cent. He had been SO nre
u with the idea that he had taken
gamblers chance and the flrm ne
l called him. There was nothing to d
n now tut TO 60 in and win; there wa
d no turning back His bridges had bee
burned.
n When one puts race horse on tn
o track. the animal should be in goo
n condition. He should nave the hes
z there is in the stable: h. should b
y we'll FED; well Sroomed. we'll handled
n 4 doped pony cannot run; a worric
l. salesman cannot score.
" There was no better room on tn
J. IuCania than Louis Mitchells, ther
d vas nothing on the ship that he denie
himself Every morning he took hi
= EXERCISE every morning a rundown. II
=, trained like a tighter. AMI when h
y landed he was fit his muscles wer
!" bsrd his stomach strong, his brai
| 49, nc went first class from Liver