Show im a W orders the anc thing wanted old gorgon graham gives his son Pierre Nerre poat pont a few pointers on the duties of a drummer when the latter later starts out on the road for or the first time dear pierrepont when I 1 aw saw you start off yesterday I 1 was juet just a little uneasy for you looked so blamed tm irn and chesty that I 1 am inclined to think you will tell the first custom or r who says he dreen t alice our eau sau sage that he be know wh he can do about it Repa repartee itee make makes reading lively but business dull and what the house particularly need needs Is more order orders sausage la Is the one subject of all others that a fellow follow in the packing business ought to treat solemnly half tho the la the world orld take a joke seriously from the start and the other halt half if you repeat it often enough only last week the head of our sausage department started to put out a lintal tintal tin tab brand of but I 1 made him take it oft off the mar ket quicker than lightning because I 1 knew that the first fool who saw the tin tag would ask if it that waa was the 11 cense and though people would crin grin a little at first they d begin to look serious after a while and when ever the butcher tried to sell them our brand imagine they heard the bark and ask for that real coun try I 1 at twice as much a pound A real salesman eale Binan is one part talk and nine parts judgment and he uses the nine part parts of judgment to tell w when hen to use rise the one part of talk goods ain aln t sold under Blar marquess quess of rulea rules any more and anti you 11 find att ill knowing how many rounds abe OU oll un can last against the bollar maker wont really help you to algid up the junior partner with ith our corn fed brand hann hams A good many sales mca have an idea that buyers are only interested in baseball tunny stories and tom I 1 ipton and that thit business Is a 4 aide side line with them but as a matter 0 of fact fatt mighty few men work up to tho the poal post tion of buyer through giving up their office hours to to anecdotes I 1 ne never saw one that liked drummer s jokes more than an eighth of a cent a pound on a tierce of lard what the house really bends sends you out tor for la 13 orders of course you want to be nice ad mellow with the trade but always remember that mellowness carried too far becomes rottenness you can buy some fellows with a cheap cigar and some with a cheap compliment but no objection to giving a man what he likes though I 1 never knew smoking to do anything good except a ham or flattery to help any one ex capt to make a fool foot ot of himself real buyei a ain aln t In interested terestea in much besides your goola gools and your prices never run don your competitors braud brand to them an I 1 never let them run down yours don t get et on your knees for business but don doa t hold your nose so high in the air that an order can travel under it without your seeing it you 11 II meet a good many people pt ople on the road that iou on wont like but the house needs their bust nesa ness I 1 lor or your own satisfaction I 1 will say right heie that you may know you aro are in a fair way of becoming a good drummer by three things ural kirst when you send fiend us orders second more driers third bag orders it you do this ou ont have a great deal of time to write long let and wo we wont won t have a great deal of time to road read them for wo A 0 will be very very busy here making and ship ping the goods WP aren t Gr specially interested in orders that the other fellow gets or in knowing how it happened after it has happened if it vou like life on the to roid toa a you simply won von t let it happen so just send us your address every day and your orders they will tell us all that we want to I 1 know about tho situation froc frow letters lettera from a self made At merchant erchant to ills ilia son by george horace I 1 or mer by permission of small maynard co publishers loston mise blass |