"
A salesman may be liberal and free in other ways, but when he gets to
doing business he should not let it appear that he is trying to buy
it. Of course it is all right and the proper thing to be a good fellow
when the opportunity comes about in a natural kind of way. If you are
in your customer's store, say, at late closing time on Saturday night,
it is but natural for you to say to him: "Morris, I had a poor supper.
I wonder if we can't go around here somewhere and dig up something to
eat." You can also say to the clerks, "Come along, boys, you are all
in on this. My house is rich. You've worked hard to-day and need a
little recreation." But such courtesies as these, unless they fit in
gracefully and naturally, would better never be offered.
_Don't think any one too big or too hard for you to tackle._
If the salesman cannot depend upon his friends, then he must find his
customers among strangers. I remember a man selling children's shoes,
out in Oregon, who had not been able to get a looker even in the town.
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