SOME SALESMEN AND OTHERS. Ill 



prices right, it will assist, like a sample of 

 anything else, to make the sale. Cigars 

 given away socially should go a long way, 

 however. 



" To me it is a proof of esteem to have 

 a friend give me one of his cigars. 

 Something that he has put time, trouble, 

 and even study in finding to his taste, he 

 shares with me. Isn't that a graceful 

 compliment to pay a friend ? 



" While on the subject, did you ever 

 think that a profitable school of instruc- 

 tion for salesmen could be started? 

 There's a great field here for some 

 ex-traveling salesmen to use his past 

 experience profitably. 



" Take dealing with buyers, for in- 

 stance ; what a course of study that calls 

 for alone ! Of course there can be no 

 instruction that will teach a salesman how 

 to successfully approach every buyer, 

 but there are a few principles and laws 

 which every salesman ought to know, 

 but doesn't. For example, I believe that 



