The traveling man must use tactics just the same as does the general.
He may not have at stake the lives of other men and the success of his
country; but he does have at stake--and every day--his own livelihood,
a chance for promotion--a partnership perhaps--and always, the success
of his firm.

Many are the turns the salesman takes to get business. He must be
always ready when his eyes are open, and sometimes in his dreams, to
wage war. If he is of the wrong sort, once in a while he will give
himself up to sharp practice with his customer; another time he will
fight shrewdly against his competitor. Sometimes he must cajole the
man who wishes to do business with him and at the same time,
especially when his customer's credit is none too good, make it easy
for him to get goods shipped; and, hardest of all, he must get the
merchant's attention that he may show him his wares. Get a merchant to
_looking_ at your goods and you usually sell a bill.

In the smoking room of a Pullman one night sat a bunch of the boys
who, as is usual with them when they get together, were telling of
their experiences. The smoker is the drummer's club-room when he is on
a trip. On every train every night are told tales of the road which,
if they were put in type, would make a book of compelling interest.
The life of the traveling man has such variety, such a change of
scene, that a great deal more comes into it than mere buy and sell.
Yes, on this night of which I speak, the stories told were about
tussles that my friends had had to get business.

As the train rounded a sharp curve, one of the boys, who was standing,
bumped his head against the door post. A New York hat man who saw the
"broken bonnet," said, "Your cracked cady reminds me of one time when