few minutes; this man took him to the head of the house and said,

"Look here; there's no use of your putting this man through the
turkish bath any longer; he is a man that I would buy goods from if I
were a merchant."

"Well, I'll take him, then," said the president.

If I may offer a word of advice to him who hires the salesmen I would
say this: Try to be sure when you hire a man to hire one that has been
a success at whatever he has done. While it is best to get a man who
is acquainted with your line and with the territory over which he is
to travel, do not be afraid to put on a man who knows nothing of your
merchandise and is a stranger to every one in the territory you wish
to cover. If he has already been a successful salesman he will quickly
learn about the goods he is to sell, and after one trip he will be
acquainted with the territory.

The main thing for a salesman to know when you hire him is not how the
trains run, not what your stuff is--he will soon learn this--_but
how to approach men! and gain their confidence!_ And it is needless
for me to say that the one way to do this is to BE SQUARE!

A house does not wish a man like a young fellow I once knew of. He had
been clerking in a store and had made application to a Louisville
house for a position on the road. When he talked the matter over with
the head of the house--it was a small one and always will be--they
would not offer him any salary except on a commission basis, but they
agreed to allow him five dollars a day for traveling expenses. He was
to travel down in Kentucky. Five dollars a day looked mighty big to