This was cost, but I saw he had a good stock.
“What are you doing on Champion guns?”
“25 and 10.”
“And Zulus?”
“$2.40.” This was bottom on both these articles, and I would get my hair pulled if I sold at these prices, but I was in for it, and proposed to keep on. The partner came up to me and asked about revolvers, and very soon we were chatting about our line in detail.
If men really want goods, it is often difficult to get them to order. They have thought, like Bell, of waiting for a particular man, or they fancy there may be advantage in delay, or they have no figures but yours and are not sure you are quoting bottom prices. There is a disinclination in all men to buy even in good times, and in these days there is almost a determination in every dealer's heart that he will not order anything at any price, or under any circumstances. Of course, when a call comes for something he has not got he realizes that he has gone too far.
I spread out my samples, talked my prettiest, sang the special praises of my goods, and finally heard the welcome words: “You may send us,” etc. When one gets that far, it is his own fault if he does not go on. Several times in our work we were interrupted, so that the forenoon was pretty well spent when I was through. It was the hour when many men go to lunch, and I fancied Mr. Bell to be a man who occasionally might enjoy a glass of beer, so I suggested that we go out. He assented, and led the way to the nearest place.
What is there in the act of eating or drinking together that draws men nearer? It surely does do this, but I don't know why. In his store we were in the position of proprietor and drummer, at the beer table we were two sociable men.
“I do not often drink,” said he, “and there are times when I feel provoked at being asked out. Some drummers throw out the invitation as if it was part of their samples, others as if they saw I was cross, and proposed to spend five cents in beer to make me good natured. I occasionally enjoy a glass of beer, and when I don't feel like drinking it all Chicago couldn't make me drink.”
I remarked that I was pretty much in the same way.