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Updated: September 15, 2025
I have one little formula for all visitors to-day, regardless of whether they're book agents or skirt salesmen. That is, what can I do for you?" Ed Meyers tucked his cigar neatly into the extreme right corner of his mouth, pushed his brown derby far back on his head, rested his strangely lean hands on his plump knees, and fixed T. A. Junior with a shrewd blue eye. "That suits me fine," he agreed.
A. T. Stewart went on that principle until he was worth what amounted afterward to forty millions of dollars, owning the very store in which Mr. Wanamaker carries on his great work in New York. His fortune was made by his losing something, which taught him the great lesson that he must only invest himself or his money in something that people need. When will you salesmen learn it?
Especially on those Wednesday and Sunday evenings when we used to go calling. There are not many salesmen who have not had this experience and who have not, upon hearing that a prospect they dreaded was out, turned away from the door with a prayer of deep thanksgiving. All of which is by way of saying that selling is not an easy job.
I had heard them swear at the salesmen for cutting prices and tell them that the goods were marked at bare living profit; and I was green enough to believe this. I also knew that my line was the best one on the road.
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.
Salesmen always want to cater to whims instead of acquiring sufficient knowledge of their product to be able to explain to the customer with the whim that what they have will satisfy his every requirement that is, of course, provided what they have does satisfy these requirements.
An American commercial traveller asked me, with a religious fire in his eyes, whether I did not think that salesmanship could be an art. In England there are many salesmen who are sincerely fond of art; but seldom of the art of salesmanship. Art is with them a hobby; a thing of leisure and liberty. That is why the English traveller talks, if not of art, then of sport.
I, myself, shall mark my goods in plain figures and sell them at the same price to everyone, and I only wish that I worked for a firm that would compel all their salesmen to be honest. "With this, the old man arose. I saw that I had him won over, but I heard one of the boys who sat near me whisper, 'Now, watch the old man give it to him. But he did not.
Or are the others sick who do not hear "man salad," but swallow down the cowardly stuff written by our war bards, who try like industrious salesmen to make the brand "world war" famous, because in reward they will have the privilege of dashing about in automobiles like commanding generals instead of being forced to face death in muddy ditches and be bossed by a little corporal?
In searching Noyes the English police had found his garments were made by a certain London tailor who had several establishments. They brought the foremen and salesmen down to see him, and none could identify him; but the American detectives went over the ground again, and discovered that the London officers had missed one branch store. This was the one Noyes had patronized.
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