Do not leave him until there is "no
more buy in him." Now, after you have all the items--and
NEVER STOP HIM
when he is giving them--sum them up, read them over, take his name (firm
name), his post-office (not his railroad station), his railroad station,
his express company, his railroad, absolutely everything. Make his name
"Owens," not "Owen," "Ransom's Sons" not Ransom & Sons, "Smythe" not
"Smith," if that be the way he puts it. A man is very tender about his
name. Never forget that. Impress those things on your shipping-clerk at
home. Tell him you have sold Edwards Pierrepont a bill of goods, and
that this particular buyer has
A PRIVATE GRAVEYARD
for shipping-clerks who mark it "Edward." You have already consulted
your commercial "testament" to see if the firm will pay. If the bill be
too large for the credit allowed in the "testament," telegraph to your
firm about it and get instructions. Of course, you cannot have mistaken
prices or sold below the necessary profit. A firm in Boston started out
a confident young man, and he sold tremendous bills of goods.
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