62 



$4223.00 PROFIT IN ONE YEAR 



One day's shipment of eggs 



letter, because he can talk with and size up his prospective customers, 

 while the absent salesman has to read between the lines the kind of buyer 

 he is dealing with. The average experienced drummer knows how to 

 approach a buyer almost the moment he sees him. With the mair system 

 this must be acquired by reading between the lines of the letter. It be- 

 hooves him to conduct his correspondence to get the best results. It is 

 here where many a beginner fails. 



In preceding pages I have told of the importance of advertising. Ad- 

 vertising is the forerunner of success. The journals have done their part. 

 They have brought inquiries to you. They have brught prospective cus- 

 tomers to your desk, and now it is up to you to make the sale. The paper 

 has done its part when it gets you the inquiry. Now, go after and land the 

 business. 



When you receive an answer to your advertisement you have a 

 reasonable assurance that the writer is interested, whether he sends his 

 inquiry on a post card or a piece of rough paper, or fine stationery, or 

 whether it is written with pencil, pen or typewriter. Answer all inquiries 

 carefully and promptly. 



