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The fact that they have the dreadful feeling nerves them to strenuous effort, and it is this effort that makes the orator. In the same way the best salesmen are those who never get over the fear that perhaps they have not thought out the best way to handle the situation ahead of them.

And always at these dinners he turned the conversation into high and worthy channels, bringing up questions of interest to the "boys," and trying to show them that the more they studied the laws of travel, the more they knew about commerce, the greater their power as salesmen.

But even more frequently encountered is the veteran drummer no, beg pardon, the veteran district sales manager, for there aren't any drummers any more, or even any traveling salesmen; but instead we have district sales managers featuring strong selling points I say, even more frequently encountered is the veteran district sales manager, wearing a gravy-colored waistcoat if a tasty dresser, or a waistcoat of a nongravy-colored or contrasting shade if careless, who craves to tell strangers what, customarily, he eats for breakfast.

John Smith, of Reno," he read. "Who is Mr. Smith?" "Here," said Bob. "Would you like to go to Lucky to-morrow?" "Sure," said Bob. One of the attendants immediately handed Bob a railroad ticket. The lecturer had already disappeared. To his surprise Bob found the street door locked. "This way," urged one of the salesmen. "You go out this way."

"We're having a little game here to pass the time it's awful dreary these long rides. You see, we are salesmen and we've had some of these fellows out here trying to rope us in, and we are trying to learn the game." "Don't you know the game?" "No; do you?" "Well, I know a little about it." "Come along and show us what you know."

It was wonderful though how cheap everything seemed, and how much we seemed to need, even for a beginning. It was also wonderful how those insidious figures told in the final settlement. Let it be understood, I cherish no resentment toward the salesmen. Reflecting now on the matter, I am, on the whole, grateful.

One hundred and twenty-two voters, according to the register, lived at another house, including nine agents, nine machinists, nine gentlemen, nine waiters, nine salesmen, four barbers, four bakers, fourteen clerks, three laborers, two bartenders, a milkman, an optician, a piano-mover, a window-cleaner, a nurse, and so on.

He watched the flies on the wall abstractedly; he listened to the early peripatetic salesmen crying their wares in the streets leading to the Palace; he stroked his cadaverous cheek with yellow fingers; he listened anxiously for a footstep. Presently he straightened himself up, and his fingers ran down the front of his coat to make sure that it was buttoned from top to bottom.

And yet we see $25.00 a week stenographers giving up their positions to barter themselves, presumably for life, to $35.00 a week clerks or salesmen, rarely because of the mating instinct, but usually because of the personal triumph this means in the competition between members of the sex, and the social approbation which marriage brings.

In the law-office he had constantly been confronted with the possibility of debt. Here he was free from it. He had been smoking, as usual, and there was about his garments an odor of mingled coffee and tobacco. He had been selling coffee, and grinding some. One of his two salesmen was ill, and that was why he was so late.