salesmen into the position and now pays him $6,000 a year. And the man
has made good in great shape.

Nor does he stop with promoting men from the ranks of his
organization. If a salesman in his house makes a good showing, he
fastens him to the firm still tighter by selling to him shares of good
dividend-paying stock.

He knows one thing that too few men in business do know: That a man
can best help himself by helping others!




CHAPTER XVIII.

HEARTS BEHIND THE ORDER BOOK.


With all of his power of enduring disappointment and changing a shadow
to a spot of sunshine, there yet come days of loneliness into the life
of the commercial traveler--days when he cannot and will not break the
spell. There is a sweet enchantment, anyway, about melancholy; 'tis
then that the heart yearns for what it knows awaits it. Perhaps the
wayfarer has missed his mail; perhaps the wife whom he has not seen
for many weeks, writes him now that she suffers because of their
separation and how she longs for his return.

I sat one day in a big red rocking chair in the Knutsford Hotel, in
Salt Lake. I had been away from home for nearly three months. It was