A Man of Samples. Something about the men he met On the Road""

for "No" on all occasions rather than for "Yes." But a man is terribly disappointed on his first trip every time he starts out to sell a particular article and does n

me into this business and I must keep on. Probably he saw I was a good deal disappointed, for he added, in a rather kind

y, and manufacturers were obliged to take back broken ones and replace them at great expense to themselves

don't w

hat one of your competitors meant when he sai

e sell

not long ago, and gave me

best you can

ghths of the goods sold are sold in this way. Very few men do business on their own judgment. Their competitors make their prices, select their styles, and force them to carry certain stock. The drummer's best card is always: This is selling li

e told me to send him a few. "By the

ty d

draw the day a

upon customers, and they always give

n't draw on my trade, and I'm devilish glad to get my money in six months, but you fello

ot pay promptly he should dun them harder or keep his goods. But the traveling man is not sent out to inculcate business morals, and he is too anxious to sell a bill to run any risks by disagreeing with a buyer. I did what all others

Parker'

per cent, off

quotation from Cinc

se. I have not heard

s that list o

n't k

, you h

ust be in

of papers, but could not find the circular he was

" said he, "but t

," said I, "for the goods cost tha

ply; "I know what I am talking about

not meant that he was mistaken, but

who knows his business as well as any of you. If you are higher than he is on

sell Parker's guns at any such price, yet the man would cancel the order and probably always have a grudge against the house unless I

er guns do you

a leading thing, and if a house is not low o

price." I wasn't going to say anything of the kind, b

o. I think I know a plac

one of the latter times. As a matter of fact I had no business to quote a discount greater than 20 per cent, but I h

come over when appealed

pile of papers on the desk. Tucker opened it with an a

this is

yesterday, and there's the figures on

lders, and to my astonishment and delight, there was, in

ch a mistake!" said Tucker, w

best way I could. "Fifteen and 10 is low enough, but

me, and cost nothing, so I said it. I added, "You see, Mr. Tucker, my price of 25

ow said you'd se

e offered at 25 and 10, but as that w

the Parke

we managed to get in smooth water again, and when we were through I had taken a fair order from him, and much of it was for little o

man, who was there a week before, had sold Cutter a bill, so I had no hopes o

built, and had an air of shrewdness and of business about him. He was waiting on trade, so I sat down and watched him and took notes of the stock. When he was through with hi

e general dullness in all business. I think that when I went out of the store I had more respect for him as a man and as a merchant than I had for the two who had bought of me. Had he needed any goods, I would have given hi

goods here to a

two

end me

efore. The dealer who lets you leave town without an order this trip will let you go twice as readily the next time. I like to g

at I had done extra well, and then sauntered leisurely to the depot. O

nd asked, "Are y

es

ossmore together. W

nd revo

l you are