I never like to do anything of this sort, and I never
do but that I tell them about it afterwards. The straight path is the
one for the traveling man to walk in, I know; but once, with one of my
men, I had to get off of the pebbles and tread on the grass a little.
"We really sell our publications for less than any other concern in
the country. We give fifty off, straight, to save figuring, while many
others give 40-10-5, which, added up, makes 55, but, in truth, is less
than fifty straight. Once, in Chicago, I fell in on a department store
man. I put it up to him and asked him if he would like certain new
books that were having a good sale.
"'Yes,' he said, 'but I tell you, John (he knew me pretty well), I
can't stand your discounts. You don't let me make enough money. You
only give me 50 while others give me 40-10-5.'
"'All right, I'll sell them to you that way,' said I. 'We won't worry
about it.'
"'Very good then,' and he gave me his order.
"Next season, when I got around to him, I had forgotten all about the
special terms that I had made this man.
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