All he needs and will need
for several months, perhaps, will be the smaller run of sizes. Now,
the salesman on the spot and the merchant know just what should be
ordered, and if the house kicks on the salesman on this point, as did
this house, they act absurdly.
Not only do too many houses write kicking letters to their men on the
road, but fail to show the proper appreciation for their salesmen's
efforts to get good results. When a salesman has done good work and
knows it, he loves to be told so, craves in the midst of his hard work
a little word of good cheer. And the man handling salesmen who is wise
enough to write a few words of encouragement and appreciation to his
salesmen on the road, knows not how much these few words help them to
succeed in greater measure. It is a mistake for the "Old Man" to feel
that if he writes or says too many kind words to his salesmen, he will
puff them up. This is the reason many refrain from giving words of
encouragement. The man on the road, least of all men, is liable to get
the swelled head.
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