friendship argument when nothing else will.

"'Guess I'll go you one, old man,' said Andrews.

"He bought a good sized bill and, as I left him on the train where I
changed cars, he said, 'Well, good luck to you. I guess you'd better
just duplicate that order I gave you, for my other store.'"

"That," spoke up one of the boys, "is what I call salesmanship. You
landed the man that didn't want to buy your goods. The new man let him
slip off his hook when he really wanted to buy suspenders."

"I once landed a $3,400 bill up in Wisconsin," said a clothing man as
we lighted fresh cigars, "in a funny way. I'd been calling on an old
German clothing merchant for a good many years, but I could never get
him interested. I went into his store one morning and got the usual
stand-off. I asked him if he wouldn't come over and just _look_ at my
goods, that I could save him money and give him a prettier line of
patterns and neater made stuff than he was buying.

"'Ach! Dat's de sonk dey all sink,' said the old German. 'I'm
sotisfite mit de line I haf. Sell 'em eesy und maig a goot brofit.
Vat's de use uf chanching anyvay, alretty?'

[Illustration: In big headlines I read, "GREAT FIRE IN CHICAGO."]

"I'd been up against this argument so many times with him that I knew
there was no use of trying to buck up against it any more, so I
started to leave the store. The old man, although he turned me down
every time I went there, would always walk with me to the front door