Of this kind of man there are not so many. A man on the road who
"lushes" and fingers chips does not last long. To be sure, most men on
the road are cosmopolitan in their habits and they nearly all know,
perhaps better than any other class of men, when to say, "no."
No less important than hiring salesmen is the _handling_ of them.
The house spoils for itself many a good man after it gets him. The
easiest way is by writing kicking letters. The man on the road is a
human being. Generally he has a home and a family and friends. He is
working for them, straining every nerve that he may do something for
the ones he cherishes. He takes a deep and constant interest in his
business. He feels that he is a part of the firm he works for and
knows full well that their interest is his interest and that he can
only succeed for himself by making a success for the firm. When,
feeling all of this within himself, he gets a kicking letter because
he has been bold enough to break some little business rule when he
knows it should have been done, he grows discouraged.
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