Montgomery County sentinel. [volume] (Rockville, Md.) 1855-1974, 1928-11-30
His Principles
Of Salesmanship
By JANE OSBORN


THERE was hardly situation In
his life to which Howard futile
did not apply some one or another of
his several principles of craftsmanship.
and usually with perfectly satisfactory
results.
One day when the name OF Dora
Scott came up between himself and
Dora's cousin, Fred Yates. In the lock-
err room of the country club-and Fred
Yates remarked that there wasn't
man In CrOfton or anywhere else
thereabOuts who had a ghost of a
chance with ora--Howard simply
said: "Oh, Is that so?" and having
locked away his golf bag and sweater,
went Off whlstling.
The truth was that Howard had def
lnitely made up his mind to ask Dora
to be his wife. Her father was one OF
the richest men In CroftOn.
Thinking Of Dora, Howard had
deep desire simply TO fall ON his knees
before her, tell her Of his consuming
love for her, humble something about
his own unworthiness and implore her
pity. But that, as Howard reelected,
would be the worst sort of salesman
Ship
Instead of going directly to see Dora
that afternoon as he had thought OF
doing, he drove slowly along seclud-
ed road that led out beyond the golf |
course and figured the situation out.
He had told Dora he would arrive at
four.
As Howard had figured 1t out there /,
were some six sorts of prospects.
with some the best craftsmanship con
sisted of rather noisy enthusiasm con-
corning the goods to be sold. With
others the best procedure was to Gre
aztec the impression that something !
was to be had for practically nothing. |
Others had to be put into good
mood-an expensive lunch and show |
usually did the trick. Howard tried |
to think Of Dora simply as n prospect. i
Finally he cubbyhOled her in the last
of his six classihcations--the sort of
people who never want thing unless
they feel that It is almost impossible
to get It,
Dora was waiting for Howard on
the shady veranda of her fathers
house when he drove up. He sat down
beside her and paid her an Ofr-hand
compliment or twO-nothlng too per-
sonai, of course Then he talked about
golf, about the weather, about the last
dance, plans for the next dance, about
some of the other girls In Crofton.
THE thing like about you-or one
OF the things, | should say" re-
marked Howard, SIS that you so Obvi-
| ously have no idea of marrying. 1t
seems to cramp girls style If she Isl
always considering the men she knows
ms possible husbands"
~ don't see why 1t should" said
Dora rather resentfully. "Only, of
course, can't imagine considering any
man as possible husband. Most men
are impossible, but when girl meets
the man she feels she-she really likes
l don't see why she shouldn't think
Of him seriously"
"But then you never could think of
me seriously" said Howard, looking
off through the honeysuckle vines that
shielded the veranda from the lawns
beyond "And perhaps It's just as well
that you couldn't. You see, don't
suppose ! shall ever marry-at least
none OF the sort OF girls meet here
In Croft0n."
"N0F" said DOra-and Howard lis-
tcnlng with what he thought was per-
fectly concealed intentness did not
know whether she was really indlffer-
ent or only wanted to appear so.
"You see have to consider my FAM
lily. have to be sure the girl | marry
would be cOngenlal - and the girls here
aren't. My people are very strict.
0ld-time Yankees. SO If ever do mar
ry IN have TO find some prm little
school maam who d 'esnt smoke or
dance or drive fast car or"
swell. ! don't smoke" said Dora.
SONY becausc you don't like It,"
said Howard. "DOrn. you are very
charming girl but you are about as
far removed from my mothers Ideas
OF daughter-in-law as any girl could
Dt-SO u y JuSl HF WEI lOu
have me anyway"
Dora was laughing to herself very
softly.
you'll have to think OF some 9TH
err excuse" she said. 'Because know
your mother and she likes me. You
see, last summer when | was staying
In New England. knew some people
who knew your people and-well, !
went TO see your mother. nsked her
not to tell you about 1t. She approves
of me perfectly. | even write to her
and keep her posted about what you
are doing She said she hoped you'd
marry" Dora turned her head and
said 50 low that Howard could hardly
hear "she said she hoped you'd marry
me-"
"But. Of course, you wouldn't think
OF me that way" said Howard. for.
getting his type Of salesmanship com
pletely
"Of course would, silly" said Dora.
"If hadn't been thinking Of you that
way almost from the first time ever
met you. why do you think ! made an
excuse to go 10 New England and to
look mp your mother and eyerylhlngi
But from the way you've been talking
this afternoon think have mnde
Il mistake"
BY this time ioaard really was on
his knees b fU.' Dora taking her
hands In his a;d cooking cnlrcafingly
into her pretly face.
"DGpl dear" re saId, Il know ]
have NOTHING 10 u rita u bad bar
min I'm. q M t-.-t will Won ,,lnnI Won