for shipping-clerks who mark it “Edward.”  You have already consulted your commercial “testament” to see if the firm will pay.  If the bill be too large for the credit allowed in the “testament,” telegraph to your firm about it and get instructions.  Of course, you cannot have mistaken prices or sold below the necessary profit.  A firm in Boston started out a confident young man, and he sold tremendous bills of goods.  He took no account of the value of the goods, freight, or time of payment.  All those merchants who had friends on his “beat” telegraphed to them to be sure and give him an order.  He was the rage.  There was also some rage at Boston when the orders began coming in.  They telegraphed to Madison

TO HEAD HIM OFF,

but he had “taken a shoot” to Rockford.  They telegraphed to Dubuque, but he had doubled down toward Galesburg.  They telegraphed to Galesburg but he had escaped into Iowa.  Finally they sent, to every town on three parallel lines of railroad in Iowa, a postal card with “Come Home!” covering one side of it, and captured him somewhere about the middle of the State, also in the middle of the greatest of all his campaigns.  The firm settled his expenses, but refused to deliver the goods, and hired an extra lawyer or two to contest

THE LARGE CROP OF LEGAL SUITS

which brought up the rear of his triumph, like the tail of a gorgeous comet.  This young man was peculiar.  I only mention his flight through the western commercial sky to make you smile when you think of it and lighten your heart, when this remembrance comes in a lonesome hour.  If you are unacquainted with the gentleman to whom you are to sell, use your habitual salutation.  A majority of successful men say “How are you, sir?” You have your card right side up, close to his hand.  You say:  “My name is Bennington—­I am from Chicago—­Remington & Company—­let me talk to you a little about some of our goods.”  You have accompanied some such speech as this by an expeditious display of your samples.  If your choice of attack was sound, he is already looking at your goods.

THE BOARD AT THE HOTEL

has greatly improved this evening, so you will find.  Make up your mind that when a man does not accord you a fair hearing you have erred in your approach.  There are some men who have to be approached through a personal introduction.  If you take advantage of the chances that come in your way, you can afford to accept the misfortunes which befall you, for it is a real misfortune to attack a cold, hard-surfaced man in his moment of strength and get a full broadside from his guns.  Go in force against such men.  Two men would have him at a disadvantage.

IN CONCLUSION,