his employer to act as a customer,
staged the little drama he had arranged, secured
admissions of savings his machine would
make, ultimately cornered the other, and sold
him.

``That's great,'' the owner declared the in-

stant he had surrendered to the salesman's
logic. ``If we can get all our agents to learn
and use this new method of yours, we'll double
our business in three years.''

Then followed discussion of the means by
which the knowledge could be spread.

``I've got it,'' the manager announced at
last. ``I'll telegraph five or six men to come
in''--he named the agents within a night's
ride of the factory--``and you can show
them how you sold fifteen machines last week.

``We could take down your talk in shorthand
and send it to them, but that wouldn't
do the business. I want them to watch you
sell, to study how you make your points, how
you introduce yourself, how you get your
man's attention, how you bring out his
objections and meet them, how you lead up