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Show "TACKS" Tho following nrtlclo gives nn ox ccllcnt Idea of how to bocomo n. successful suc-cessful man. A Uttlo out of tho ordinary or-dinary but Interesting, nevertheless: Ilo wns ono of thoso AVhut can I do for you today Mr. Jones salesmen, sales-men, and ho stood leaning against tho counter In a hardwaro storo in an Indiana vlllago. From tho expression expres-sion on tho young fellow's, fnco It wns ovldont that he couldn't do anything for Mr. Jones, "No," said Mr. Jones, "I won't order anything today. Tho fact Is, I don't know Just what I want till, 1 look over my stock. If you happen to bo around In a few weeks I may need something In your lino." "Well, now, Mr. Jones, I'd like to i 1 havo you glvo my houso a Uttlo order, or-der, sort of a trial order, to acquaint you with our goods. Can't you think of Bomcthlnk that you'ro low on? Wo keep almost everything In tho hardwaro hard-waro lino, from a nail to a harvesting harvest-ing machino." "No," said Mr. Jones, "I cannot think of a thing." Tho salesman looked dojectcd. Just them a girl camo hurrying Into tho storo. She started to speak but stopped short. "I'vo forgotten," sho murmured to horsclf. Then sho said: "Mother sent mo after something and I don't know whnt it Is." "I do," Bald Mr. Jones, quick ns n flash. ."What?" asked tho girl, with mingled surprlso nnd curiosity, "Tacks," said Mr, Jones. "Why yes!" exclaimed tho girl, "Wo woro laying carpet and ran out of tacks, Mother sent me after thrco boxes." Sho took tho tacks and hurried home. I "How did you know that?" asked tho young salesman, after sho had gono out. "I didn't," replied tho merchant "She thinks I did, but I didn't i know it was houso cleaning time nnd peoplo had their carpets up' When she camo hurrying ln wltl, thnt old apron on it Just struck mo that sho might bo laying carpet." Tho young salesman stralghtene(1 up. He wore a new look a look of determination. Ho picked up his grips. J "Qooddny, Mr. Jones," he said as fl ho he'd out his hand; "I won't come ' back hero to tako your order." n9 hurried out. "Wonder what's tho matter with him?" murmured Mr. Jones as tho fellow hurried around tho corner. "Whnt did ho mean by that? i did not do Anything to make him sore." A few weeks later, ono bright morning. Mr. Jones was reading a nowspaper. "Aha! Good morning, Mr. Jones." called a cheery volco. Mr. Jones looked up. It was tho young salesman. sales-man. "Good morning," ho grunted. "You'ro feeling well this morning, Mr. Jones?" Mr. 'Jones suddenly realized re-alized that ho was feeling very well. "Yes," he replied. "Now, Mr. Jones," continued tho young mnn, beforo Mr. Jones could say anything, "you'ro out of padlocks. pad-locks. We aro selling nn improved six lover padlock that's a beaut, and wo ore giving four keys with each lock. That featuro alono is worth considerable to you ns a selling point Just look tho lock over. Looks well any place," ho continued, hooking It into tho staple of the latch on a nice oak chest that happened to bo setting set-ting on tho counter. Mr. Jones was impressed to tho extent of four doz-en doz-en locks. And that was only tho beginning. About noon Mrs. Jones stepped Into In-to tho storo. "Como to dinner, John," sho called. Mr. Jones descended tho flight of stairs leading to the attic. Following him wns a very dus. ty and bogrlmmed salesman ln his shirt sleeves, carrying a pad and pencil. "Mr. Frank," said Mr. Jones, "this Is my wife." "Very happy to make your acquaintance, ac-quaintance, Mrs. Jones," said Mr. Frank, smiling through a layer "f dust. "Sarah," said Mr. Jones, "Mr. Frank and I have sort a been looking look-ing over tho stock this morning to -J seo what I need for tho winter, Can't fe you glvo us both something to eat so that wo can get right hack to work?" Mrs. Jones would bo delighted to havo Mr. Frank como to dinner. No troublo nt nil. "Say," asked Mr. Jones, as they sat nt tho tnblo, "how did you know I was out of padlocks?" Mr. Frank smiled. "I didn't" ha said "You thought I did, but I didn't. I Just guessed. You seo, it was this way. Your window floor is coverod with black cloth. Black cloth shows tho dust very plain. Consequently when you tnk'o anything out of the window tho spot that was covered Bhows up very plain In contrast with tho part that has been exposed to tho dust. Ag I walked Into the store this morning I noticed a spot with tho outllno of a padlock and I figure that somoono had como In to buy a pad'ock and you had nono In stock, so you look tho ono ln tho window." "You'ro right, by George! BUI Short came In after ono tho other day and I had to tako that ono be-causo be-causo I didn't havo any other. I wns going to order somo today. Say young mnn, you'ro a clover salesman, aren't you?" "I learned It all from you sir," said Frank. "Don't you recall that box of tacks that you sold to tho girl that day? That was my first lesson in salesmanship. I'vo been practicing It over slnco." Mr. Jones looked surprised. "Well I'll bo blowed," he ejaculated. "By tho way," said Mr. Jones late that afternoon bb Frank wns putting on his coat to lenvo, "I thought you said that afternoon that you cr( not coming back hero to tako ra' order." "So I did," replied Frank, "I !' elded thnt afternoon when I saw Jou sell thoso tacks that when I cam0 again It would bo to bcH goods not to tako orders. I'm through being n M order taking salesman. Now I "" goods.1' "Geo! I guess ho does," mused Jly Jones an hour lntor, as ho looked "J" or tho thrco sheets of order l'lnU' filled in solid with goods that he hid ordered thnt day. And tho ofllco smiled when ' snlesman sent tho order in tho Pvt day. Furthermore, tho smllo of tna omco broadened until It developed into this lotter to tho salesman '' notlco from your order sheets at you are steadily increasing In falos" manslilp ability, nnd as a mark i our appreciation of your work and Uttlo stimulus to contluuod offort9' (Continued on rago eevon) A "TACKS" (Continued from pago six) we havo decided to Jncreiiso your sal-ary sal-ary f 500 per year to tako effect im mediately." |