stool to make out bills. The old man came in. He picked up the order
and looked over it carefully, then he asked one of the boys: 'Vere's
Chim? Tell him to com heer. I vant to see him.'

"I walked into the office. The old man was looking at me over his
specs as I went in. He grabbed me by the hand and said so loud you
could hear him all over the house: 'Ah, Chim, dot vas tandy orter. How
dit you do id mitoud cotting prices, Chim? You vas a motel for efery
men we haf in der house. I did nod know we hat a salesman in der
office. By Himmel! you got a chob on der roat right avay, Chim.'"




CHAPTER VII.

FIRST EXPERIENCES IN SELLING.


I sat with a group of friends around a table one evening not long ago,
in one of the dining rooms of the Brown Palace Hotel in Denver. The
dining room was done in dark stained oak, the waiters whispered to
each other in foreign tongues, French and German; on the walls of the
room were pictures of foreign scenes painted by foreign hands; but,
aside from this, everything about us was strictly American. We had
before us blue points with water-cress salad, mountain trout from the
Rockies, and a Porterhouse three inches thick. We had just come out of
the brush and were going to "Sunday" in Denver. It was Saturday night,
A man who has never been on the road does not know what it is to get a
square meal after he has been "high-grassing it" for a week or two,