Now you know he had his troubles which he smiled thru right along,
But it makes your memory dearer—that his life was not all song;
And like him you keep a-hustling, glad that you have joined the clan
That begets true admiration—Here’s to you, A Traveling Man!
—R. L. James
The Boy Starts Out—Green and Gullible But Full of Pep
Dear Hal:
Your letter written as you had just finished your first week as a cub salesman was received and I’ve enjoyed reading it over, two or three times, because it brings out the fact that after all, the game doesn’t change a great deal in fundamentals since the time I used to beat the brush.
I notice that you’re impressed with the fact that it was pretty easy for the regular salesman Ryan to sell goods, and that you think he’s a wonderful salesman. Now, of course, I never met Ryan and I don’t doubt from what you say that he is fairly popular with the trade, knows the line and is a hard worker, but from some of the things you say, I’m not exactly sure that Ryan is the man who wrote the first book on salesmanship, but, of course, I may be mistaken. With all due respect to Ryan, you must remember that your company was manufacturing and marketing food products long before Ryan was strong enough to shake a rattle.