has greatly improved this evening, so you will find. Make up your mind that when a man does not accord you a fair hearing you have erred in your approach. There are some men who have to be approached through a personal introduction. If you take advantage of the chances that come in your way, you can afford to accept the misfortunes which befall you, for it is a real misfortune to attack a cold, hard-surfaced man in his moment of strength and get a full broadside from his guns. Go in force against such men. Two men would have him at a disadvantage.
IN CONCLUSION,
do not be in a hurry to get back home. Have books with you. Shun traveling men, as they cannot benefit you. The desire to have company often makes a man "lose a town." It often keeps him up nights. What is the reason you dread the attack? Because you have no electricity in you. You have not slept enough. Have you not often felt you could walk ten miles as easily as one? That was just the moment to "fall up against" the hard-surfaced man. Have you not often felt you would like to be in the little white cottage, reading what a wonderful place New York is? Just then you ought to be in bed,
MANUFACTURING SNAP AND SPARKLE.
In all your expedition, judgment has been at work. Judgment sent you out, and judgment pointed out your attack. You therefore have sold goods to responsible people, and your firm are delighted. You now have the most powerful lines of money-making in the world right in your hands. You are the man who can "place the goods." You are practically a partner. If you have perfected yourself in your art, and if you are not in business for yourself, it is because you do not want it so to be.
Lives of great men all remind us
We may make our lives sublime,
And, departing, leave behind us,
Footprints on the sands of time.—Longfellow.
