Of course, I don't let them overwork themselves. I
treat them as if they were my brothers or uncles. We get along like
a family, and they earn twice as much as the strict union people,
too."
"I see. They get low wages and don't work too much and are ahead
of the game, after all. Is that it? Well, well. But you're a smart
fellow, just the same."
I explained to him why my men earned more than they would in
the big shops, and the upshot was an order for a hundred suits.
Twenty of these were to be copies of the brown-cheviot garment
which was the subject of his challenge, I buying that suit of him,
so as to use it as a sample
On my way home I exhibited that suit to merchants in other cities,
giving it out for my own product. It was really an attractive
garment and it brought me half a dozen additional sales.
I developed into an excellent salesman. If I were asked to name
some single element of my success on the road I should mention
the enthusiasm with which I usually spoke of my merchandise. It
was genuine, and it was contagious.
Pages:
490
491
492
493
494
495
496
497
498
499
500
501
502
503
504
505
506
507
508
509
510
511
512
513
514