Evening star., 1914-06-28

ancient history now, and assure you it won't
happen again. Our goods are better than
ever, and we want you to look them over"
He looked them over, and bought liberal
bill, heaping on poor, innocent Wilson's
head at every opportunity the pent-up
wrath that would have descended on the
suave salesman who was taking his order
had it not been for Jardine's faulty memory.
After he had left the sample room Cor
don looked at me and | looked at him. He
, finally said:
That's right, what you said about not
having to blow yourself inside out in order
to be truthful. 1t wasn't our fault that Jar
dine couldn't remember that it was | who
turned him down, and not Wilson,
THE salesman who keeps his business to
himself frequently gets credit for doing
more than actually falls to his lot. The man
who blows himself inside out about his busi-
ness must expect to have his claims dis
counted as were those of boastful New Eng
land salesman who asked, "How much do you
suppose did in Waterbury yesterday
@Oh, about third replied his wearied
companion.
: Dawson met a disgusted salesman in
Montgomery last season. The travelling
man proceeded to ventilate his opinion of a
merchant of the city, and Dawson listened
paIlently Wnle ne IoaSted the uealeI 10
turn.
aThat's all right" finally remarked Daw-
son. II didn't sell him either
YOU came pretty near putting me in bad
this trip" remarked the newly arrived
salesman, with reproachful look in his eye.
whats the matter, Benson?" asked the
sales manager. 3What are you kicking
about? You had the best trip ever"
@That's all right; but came pretty near
putting my foot in it clear up to my knee in
Jenkintown. But, say, before blow off steam
on that must tell you about the champion
little hard worker l met in Knoxville
The genial travelling man, mercurial as all
good statesmen are likely to be, INDUCED in a
chuckle that cleared away the frown on his
forehead.
@You know Murray-you used to sell him
when you worked for living. When
called on him he said he wanted the stuff,
but the trouble was to find a time when he
could look at the samples. suggested that
he had to eat, and tried to make a date for
noon or evening; but he didn't dare leave
the store for lunch, and he had an engage
ment with his wife for dinner. Finally he
said he could see me early the next morning.
3'Fine!' said 1. What timer"
a'I'll be at your room at four thirty he
replied.
AHA, hal saysI. Good joke! But what
time will you really see me?'
al mean it, he asserted. I often buy
goods at half past four in the morning.
@No!' said l. Half past four isn't morn
ing: it's the last end of misspent night.
My stuff wouldn't look good at that time.
Can't you make it in the real morning.
I'VE finally compromised on six A. M,
which sounded so late after four-thirty that
it seemed really reasonable. He wished the
wee sma' hour on poor clothing man, who
sat up all night to keep it.
ITO get back to my kick" went on Ben
son: I'd have got wallop on the jaw in Jen-
kintown, most likely, if hadn't had presence
Of mind enough to keep my mouth shut at
the right time.
guess that mostly every manager finds
that when he is dealing with human beings
the best planned system will sometimes
work crosswise.
AFTER Benson had got well into his story
IA remembered how it all happened.
The season before letter came from dealer
in Jenkintown, a small city just over the
border from Ohio, asking that salesman
be sent to call on him.
Consulting the route lists, | found that
Benson, the man who covered the territory,
had made that neighborhood, but that our
Ohio man, Lyon, was within few hours
r,Ja of TapLipfoup. CO I wired 7 uor, fo oo