"They're as heavy as lead"
"What explanation have you to make of this, sir?"
"He tried to jolly her along, but she was wise"
The author wishes to acknowledge his special debt of gratitude to the
SATURDAY EVENING POST, of Philadelphia.
CHAPTER I.
THE SQUARE DEAL WINS.
Salesmanship is the business of the world; it is about all there is to
the world of business. Enter the door of a successful wholesale or
manufacturing house and you stand upon the threshold of an
establishment represented by first-class salesmen. They are the steam
--and a big part of the engine, too--that makes business move.
I saw in print, the other day, the statement that salesmanship is the
"fourth profession." It is not; it is the first. The salesman, when he
starts out to "get there," must turn more sharp corners, "duck"
through more alleys and face more cold, stiff winds than any kind of
worker I know. He must think quickly, yet use judgment; he must act
quickly and still have on hand a rich store of patience; he must work
hard, and often long.
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