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He put the wires to working at once and telegraphed: "By no means make any contract anywhere until you see us. Won't you promise this? Letter coming care of Imperial." Then he was sweet as pie to the salesman's wife, took her and her daughter to the matinee, a nice luncheon, and all that. In a few days the salesman I speak of went down to Saint Louis.
"There's that old snob," they would exclaim at first recognition, to their companions, "look at him," and under pretense of gazing at the stage, the opera glasses would be turned on the box. "Looks as if he owned the whole town, eh?" "He is awfully handsome, isn't he?" every salesman's companion would exclaim, looking at Jasper pale and quiet, in the most secluded part of the box.
All week Una asked advice of "Chas.," the sales-manager, who, between extensive exhortations to keep away from selling "because it's the hardest part of the game, and, believe me, it gets the least gratitude" gave her instructions in the tactics of "presenting a proposition to a client," "convincing a prospect of the salesman's expert knowledge of values," "clinching the deal," "talking points," and "desirability of location."
To know the real prices of things and command the salesman's respect; to purchase unnecessary delicacies, such as fish, only when they were cheap; to be well informed as to the price current of groceries and provisions, so as to buy when prices are low in anticipation of a rise, all this housekeeping skill is in Paris essential to domestic economy.
When the Traveling Salesman looked round again, there were tears in the Youngish Girl's eyes, and an instant after that her shoulders went plunging forward till her forehead rested on the back of the Traveling Salesman's seat.
Does the Captain V.C. of Infantry, adored and trusted by his men, from whose ranks he rose by reason of latent qualities of initiative command and inspiration, contentedly return to the selling of women's stockings in his old drapery establishment, to the vulgar tyranny of the oily shopwalker, to the humiliating restrictions and conditions of the salesman's life? Return he must perhaps.
The elder Farwell used to say, "Let your customer once see the advantage that buying is to him, and he won't care what advantage selling is to you." Now, as has been said before, this is not a salesman's story. Let it suffice to say that before the two got back to Saint Louis J.W. knew he had found his trade. He was a natural salesman, and so Fred Finch reported to Peter McDougall.
Her first offer was ridiculous in its assumption that a salesman's talent, skill and effort were worth only a miserable ten percent, as though I were a literary agent with something a cinch to sell. I began to feel more at home as we ironed out the details and I brought the knowledge acquired with much hard work and painful experience into the bargaining.
"It's a new firm," said Dodds's neighbour. "I thought I knew them all, but I never heard of him before." The salesman's head had disappeared, for he was whispering with the breeder. Now he suddenly straightened himself again. "Thank you for giving us a lead, sir," said he. "Now, gentlemen, you have heard the offer of Mr. Strellenhaus of Liverpool. It will give us a base to start from. Mr.
Just as a soldier's foot turns from his heel alone, so the Traveling Salesman's whole face seemed to swing out suddenly from his chin, till his surprised eyes stared direct into the Girl's surprised eyes. "My heavens!" he said. "You don't mean that you've been writing an 'indiscreet letter'?" "Y-e-s I'm afraid that I have," said the Youngish Girl quite blandly.
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