One of my hat friends once told me how he went in to see an old
customer named Williams, down in Texas, and found that he had bought a
bill.
"When I reached home," said he, "I handed my checks to a porter,
slipped half a dollar into his hand and told him to rush my trunks
right up to the sample room."
This is a thing that a salesman should do on general principles. When
he has spent several dollars and many hours to get to a town he should
bear in mind that he is there for business, and that he cannot do
business well unless he has his goods in a sample room. The man who
goes out to work trade with his trunks at the depot does so with only
half a heart. If a man persuades himself that there is no business in
a town for him he would better pass it up. When he gets to a town the
first thing he should do is to get out samples.
"When I had opened up my line," continued my friend, "I went over to
Williams' store. I called at the window as usual and said, 'Well,
Williams, I am open and ready for you at any time.
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