to travel over a large part of the world.

Of all the men in the office and stock departments of this firm only
two of them have got beyond $25 a week; and both of them have been
drudges. One has moved up from slave-bookkeeper to credit-man slave
and partner. The other has become a buyer. And even he as well as
being a stock man was a city salesman.

Just last night I met, on leaving the street car, an old school boy
friend who told me that he was soon going to try his hand on the road
selling bonds. He asked me if I could give him any pointers. I said:
"Work and be square--never come down on a price; make the price right
in the beginning." "Oh, I don't know about that," said he. I slapped
him on the breast and answered: "I do!"

I would give every traveling man, every business man, _every man_
this same advice. Say what you will, a square deal is the only thing
to give your customer. You can do a little scaly work and win out at
it for a while; but when you get in the stretch, unless you have
played fair, the short horses will beat you under the wire.

The best customer on my order book came to me because I once had a
chance to do a little crooked work, but didn't. I had a customer who
had been a loyal one for many years. He would not even look at another
salesman's goods--and you know that it is a whole lot of satisfaction
to get into a town and walk into a door where you know you are
"solid." The man on the road who doesn't appreciate and care for a
faithful customer is not much of a man, anyway.

My old customer, Logan, had a little trouble with his main clerk. The