Thus, having
failed as a drummer himself, he made up for it by enabling me to
act as one
He had been less than a year with me when his salary was twenty
dollars
Charles Eaton, the Pennsylvanian of the hemispherical forehead
and bushy eyebrows who had given me my first lesson in
restaurant manners, was now my sponsor at the beginning of my
career as a full-fledged traveling salesman.
He took a warm interest in me. Having spent many years on the
road himself, more particularly in the Middle West and Canada,
he had formed many a close friendship among retailers, so he now
gave me some valuable letters of intro duction to merchants in
several cities
When I asked him for suggestions to guide me on the road he
looked perplexed
"Oh, well, I guess you'll do well," he said
"Still, you have had so much experience, Mr. Eaton."
"Well, I really don't know. It's all a matter of common sense, I
guess. And, after all, the merchandise is the thing, the
merchandise and the price."
He added a word or two about the futility of laying down rules,
and that was all I could get out of him.
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