What an amount of
trouble a man of that kind makes for himself! The traveling man is
always ready to "make it short." When he goes into a store the thing
he wishes to know, and how quickly, is: "Can I do any business here?"
The merchant will have no trouble getting rid of the drummer if he
will only be frank. All he must do is to give a fair reason why he
does not wish to do business. He can say: "I have bought"--that is the
best one, if it is true; it is the index finger pointing out a short
route for the salesman straight to the front door. Or, he can say: "I
have all in that line I can use for some time." "I have an old
personal friend to whom I give my trade for these goods--he treats me
squarely" is a good answer. So, too, is the statement, "I have an
established trade on this brand, my customers ask for it, and it gives
them entire satisfaction--what's the use of changing?" Any one of
these statements will either rid the merchant of the traveling man or
else raise an issue soon settled.
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