The banker also wired to the people who
owned the stock--he was well acquainted with them--and told them he
would vouch for Dave.
The deal went through all right and Dave now buys every cent's worth,
that he uses in my line, from me. He is the best customer I have; I
got him by _being square_.
A great mistake which some salesmen make when they first start on the
road is to "load" their customers. The experienced man will not do
this, for he soon learns that he will "lose out" by it. A merchant
will not long continue to buy from a traveling man in whom he has no
confidence. He, in great measure, depends on the judgment of the
traveling man as to the styles and quantities he should buy. If the
salesman sells him too much of anything it is only a matter of time
when the merchant will buy from some other man. When a storekeeper
buys goods he invests money; and his heart is not very far from his
bank-book.
The time when the traveling man will ram all he can into an order is
when the merchant splits his business in the salesman's line, buying
the same kind of goods from two or more houses.
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