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Title: Tales of the Road
Author: Charles N. Crewdson
Release Date: July, 2004 [EBook #6103]
[This file was first posted on November 6, 2002]
Edition: 10
Language: English
Character set encoding: ASCII
*** START OF THE PROJECT GUTENBERG EBOOK TALES OF THE ROAD ***
First experiences in selling
VIII Tactics in selling--I
IX
Canceled orders
XIII Concerning credit men
XIV
Merchants the salesman meets XVII Hiring and handling salesmen XVIII Hearts behind the order book
move
Larry let business drop entirely and danced a jig
"Whenever I let go the buggy handle the baby yelled"
"Tonight we dance, tomorrow we sell clothes again"
of frost in the air"
"You ought to have seen his place"
"My stomach was beginning to gnaw, but I didn't dare go out"
"In big headlines I read 'Great Fire in Chicago'"
"Well, Woody," said he, "You seem to be taking things pretty easy"
"You'd better write that down with a pencil" said Harry
"Shure, that cigare is a birrd"
"He came in with his before breakfast grouch"
"I'm treed" said the drayman. "They're as heavy as lead"
"What explanation have you to make of this, sir?"
"He tried to jolly her along, but she was wise"
Salesmanship is the business of the world; it is about all there is to
the world of business. Enter the door of a successful wholesale or
manufacturing house and you stand upon the threshold of an
establishment represented by first-class salesmen. They are the steam
--and a big part of the engine, too--that makes business move.
I saw in print, the other day, the statement that salesmanship is the
"fourth profession." It is not; it is the first. The salesman, when he
starts out to "get there," must turn more sharp corners, "duck"
through more alleys and face more cold, stiff winds than any kind of
worker I know. He must think quickly, yet use judgment; he must act
quickly and still have on hand a rich store of patience; he must work
hard, and often long. He must coax one minute and "stand pat" the
next. He must persuade--persuade the man he approaches that he needs
_his_ goods and make him buy them--yes, _make_ him. He is messenger
boy, train dispatcher, department buyer, credit man, actor, lawyer and
politician--all under one hat!
By "salesman" I do not mean the man who stands behind the counter and
lets the customer who comes to him and wants to buy a necktie slip
away because the spots on the silk are blue instead of green; nor do I
mean the man who wraps up a collar, size 16, and calls "cash;" I mean
the man who takes his grip or sample trunks and goes to hunt his
customer--the traveling salesman. Certainly there are salesmen
_behind_ the counter, and he has much in common with the man on
the road.
To the position of traveling salesman attach independence, dignity, opportunity, substantial reward. Many of the tribe do not appreciate this; those do so best who in time try the "professional life." When
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