Three to six or eight months is as much time as most traveling
men can profitably give to selling goods on the road; the rest is
theirs to use as they please.
Every man who goes on the road does not succeed--not by any means. The
road is no place for drones; there are a great many drops of the honey
of commerce waiting in the apple blossoms along the road, but it takes
the busy "worker" bee to get it. The capable salesman may achieve
great success, not only on the road, but in any kind of activity. "The
road" is a great training school. The chairman of the Transportation
Committee in the Chicago city council, only a few years ago was a
traveling man. He studied law daily and went into politics while he
yet drew the largest salary of any man in his house. Marshall Field
was once a traveling man; John W. Gates sold barbed wire before he
became a steel king. These three men are merely types of successful
traveling men.
Nineteen years ago, a boy of 15, I quit picking worms off of tobacco
plants and began to work in a wholesale house, in St.
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