can sweeten him up.'

"You know how it is, boys, even now, all of us like to give a helping
hand to the young fellow who's just starting out. I would almost hand
over one of my customers to a young man to give him encouragement, and
so would you. We've all been up against the game ourselves and know
how many things the young fellow runs up against to dishearten him.

"As I think of my early experiences, I recall with a great deal of
gratitude in my heart the kind deeds that were done for me when I was
the green first-tripper, by the old timers on the road. My new friend
took me down the street to one of his customers and made him give me
an order. That night I went to bed the happiest boy in Iowa."

With this one of the boys called a waiter. As we lit our cigars my
friend Moore, who was next to tell his story, said, "Well, boys,
here's to Our First Experiences."




CHAPTER VIII.

TACTICS IN SELLING.


The man on the road is an army officer. His soldiers are his samples.
His enemy is his competitor. He fights battles every day. The "spoils
of war" is _business_.