Of all the men in the office and stock departments of this firm only
two of them have got beyond $25 a week; and both of them have been
drudges. One has moved up from slave-bookkeeper to credit-man slave
and partner. The other has become a buyer. And even he as well as
being a stock man was a city salesman.
Just last night I met, on leaving the street car, an old school boy
friend who told me that he was soon going to try his hand on the road
selling bonds. He asked me if I could give him any pointers. I said:
"Work and be square--never come down on a price; make the price right
in the beginning." "Oh, I don't know about that," said he. I slapped
him on the breast and answered: "I do!"
I would give every traveling man, every business man, _every man_
this same advice. Say what you will, a square deal is the only thing
to give your customer. You can do a little scaly work and win out at
it for a while; but when you get in the stretch, unless you have
played fair, the short horses will beat you under the wire.
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