When it is known that a good position in a house is open, scores of
applications, by mail and in person, come in for the place from all
kinds of men. I knew of one instance where a most capable head of a
house thought well of one salesman who applied by letter. Before fully
making up his mind about him, however, he sent a trusted man to look
him up. He found that the man who made the application, while a
capable salesman and a gentleman, was unfortunately a drunkard and a
gambler.

Of this kind of man there are not so many. A man on the road who
"lushes" and fingers chips does not last long. To be sure, most men on
the road are cosmopolitan in their habits and they nearly all know,
perhaps better than any other class of men, when to say, "no."

No less important than hiring salesmen is the _handling_ of them.
The house spoils for itself many a good man after it gets him. The
easiest way is by writing kicking letters. The man on the road is a
human being. Generally he has a home and a family and friends. He is
working for them, straining every nerve that he may do something for
the ones he cherishes. He takes a deep and constant interest in his
business. He feels that he is a part of the firm he works for and
knows full well that their interest is his interest and that he can
only succeed for himself by making a success for the firm. When,
feeling all of this within himself, he gets a kicking letter because
he has been bold enough to break some little business rule when he
knows it should have been done, he grows discouraged.

And, alas, for the comfort of the traveling man! there are too few
houses that have due respect for his feelings. The traveling man is on
the spot. He knows at first hand what should be done. His orders