And when
I do come I want all of your business, or none; you haven't enough for
three, or even for two. You can buy no more than you can sell to your
customers, unless you go broke some day. Your interest and my interest
are the same. In truth, I stand on the same side of the counter as you
do. It is to my interest to treat you right. My firm is merely the one
from which you and I together select your goods. Ought I not to see
that they give you the right things at the right prices? If I treat
you right, and my firm does not, you will follow me to another; if I
treat you wrong I'll lose both your confidence and my job."
That man today gives me all of his business; I got him by _being
square_.
By being over-conscientious, however, a salesman sometimes will not
let his customer buy enough. This is frequently to the disadvantage of
the merchant. To sell goods a merchant must have goods; to have them
he must buy them. The stingy man has no business in business. Many a
man becomes a merchant and, because he is either too close-fisted or
hasn't enough capital or credit with which to buy goods, is awakened,
some fine morning, by the tapping on his front door of the Sheriff's
hammer.
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