has the right stock. Here's where a man's personality and adaptability
are his stock in trade when he is on the road; and the good salesman
gets the business over his competitor's head just by being able to
turn the mood of the merchant he meets. The more moods he can turn,
the larger his salary.

One of my musician road friends once told me how he sold a bill to a
well-known old crank, now dead, in the state of Montana.

"When I used to work at the bench, years ago," said he, as we sat in
the smoker, "evenings when I was free, for relaxation, I studied
music. Our shop boys organized a brass band. I played the trombone,
and learned to do so fairly well. I never thought then that my music
would fatten my pocket-book; but since I have been on the road it has
served me a good turn more than once--it has sold me many a bill.

"You've heard of the 'Wild Irishman of Chinook,' haven't you?"

"Old Larry, the crank?" said I.

"Yes, old Larry, the great."

[Illustration: "Larry let business drop entirely and danced a jig."]

"Well, sir, the first evening I ever went into Larry's store, I hadn't
been in a minute until he said to me: 'Oi'm all full up; Oi've got
plinty of it, I doon't give a dom pwhat ye're silling.'

"I paid no attention to him, as I had heard of him; instead of going
out I bought a cigar and sat down by the stove. Although a man may not