Tales of the Road

Produced by Juliet Sutherland, Charles Franks
and the Online Distributed Proofreading Team.
1905
Dedicated to Alex C. Ritchey, Salesman. the Author's Friend.
I The square deal wins II Clerks, cranks and touches III Social arts as salesmen's assets IV Tricks of the trade V The helping hand VI How to get on the road VII First experiences in selling VIII Tactics in selling—I IX Tactics in selling—II X Tactics in selling—III XI Cutting prices XII Canceled orders XIII Concerning credit men XIV Winning the customer's good will XV Salesmen's don'ts XVI Merchants the salesman meets XVII Hiring and handling salesmen XVIII Hearts behind the order book
He is the steam—and a big part of the engine too—that makes business 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 I listened to episodes in the lives of all those seven children
I braced the old man—It wasn't exactly a freeze but there was a lot 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