Year: 1870

A conscientious dealer" asks us whether,
in making sale, he ought to state the imper-
fections of the article he is offering, provided


they are likely to escape the eyes of the buyer.


Weanswer generally in the negative, but take
occasion to remark that there is a Just means


between undertaking and overrating property


on sale, which is difficult to describe, but


which a plain, honest man can hit near


enough for all practical purposes if he make


the endeavor. Some quote the golden rule as


asufficient answer to such a question but this


may not be particular enough to satisfy the


inquest. If man offered a horse, and
should tell the buyer all that he could posi-
bly, say to the animals discredit, no sale
could be effected at anything like his real
| value. And yet the undisputed excellencies
| of the horse might make him in spite of the
| drawbacks noted, a useful and profitable pur-
chase for the applicant. As the imagination
of the buyer will run chiefly on apprebended
defects the work OF the salesman may be hon


estly confined for the most part in describing


the real excellencies of the bargain he offers


His conscience should be satisfied when the


buyer has just opinion of the true value of


the property. 1t he exposed every de-


feet in it that he could discover, the esti-


mate OF the customer would always he


less than just; for he would credit eve


ry adverse word with its full meaning.


while he would receive the equally hon


est praise with wide margin of allowance.


One principle in trade is too often ignored by


sharp men of business, and it is well occa-


sionally to remind them of it, viz: NJ trade


or calling is really honest, and can be perma-


nently successful, unless those who serve and


those who are served are alike benefited. Two


shopkeepers are placed side by side; one seeks


to sell that which will pay him the best pres


ent proht without reference to the interest of
his customers; the other seeks to supply the
real need OF his visitors, and is always ready
with his greater experience and maturer iudg-
| ment to supplement their lack Of knowledge
on this score. 1t frequently happens that a
customer has want but partially defined 1t
| is spring, perhaps, and the cap that has done
| winter service must be replaced by another
head-gear, but he hardly knows what to get.
One batter, finding such q customer, will di.
rect his whole attention to selling him the hat
on which he makes the largest profit, or which
he is most anxious, for any reason, to dismiss


from his shelves. The other, partly by intui-


tion, partly by an adroit question or two. sees
what would really serve the applicants pur


pose best, and directs his mind to that
investment. The latter builds up a regular,
permanent custom, growing yearly in the con-
hdence and esteem of all who deal with him;
Tue former makes considerable annual profit
too, 1t may be, but chiefly out of transient
custom, and his business grows dull or breaks
down whenever the casuais thin out through


general depression in trade or what is
| known as "hard times" An old merchant


who had gone steadily up the heights from
very humble beginning once told us that he
| considered there was no mistake In business
| like giving customer bad bargain. He
| often took back an article sold, even where it
was exactly what both buyer and seller sup


posed it to be, simply because the latter could
| not turn it to good account, and the former
| was shrewd enough to know that while it tins
| remained in sight, however unacknowledged
or imperceptibe its influence, it was an actual


hindrance TO further trade. This brings out


in bold relief the true principle of all true


commercial prosperity, viz, that which is


built on the best interests of all the partie,


to the trade. This explains the divine para


dox as applied to business affairs. He that


studies most the best interests of those with


whom he deals is really conserving his own.-
Neao York Journal of Commerce.