he salesman who tells the truth, who moves quickly, who
does what he agrees to and knows what he is talking about, who talks
convincingly and attends strictly to business will eventually succeed.

The great house of Marshall Field & Co. of Chicago have operated along
the line of fairness, good treatment and willingness to right a wrong
and correct a mistake quickly. Marshall Field had horse sense when he
inaugurated his business.

Wonder workers who start out with a burst of speed and smash records in
the matter of selling will still be salesmen at fifty years of age, for
you can't go fast far.

Those wonder workers change frequently. They flit from house to house.
They work because they need the money to have a good time with, and as
soon as they get the money they proceed to have a good time until
their little pile runs out, and then they get another job. Business
men know this wonder worker well. Go into any wholesale house and you
will find them. They are living in the past and relating their
conquests. They never speak of the present but always of the past.
They have done things they can't do again. The good salesman is doing
things now better than he has done in the past.

The permanently successful salesman does not cut much of a figure in
the matter of dress. He is not as handsome as the wonder worker. In
fact, he may be physically uncouth, but he has a heart under his rough
exterior. The customers he mingles with have confidence in him. They
know he will do what he promises, and finally this man is the one who
builds up a good trade and at fifty years of age he has a place of his
own, sends salesmen on the road, and his house does a good business
because his policy permeates the institution, and the customers have
confidence in the house because he is at the head of it, and they are
familiar with his methods and practice.

Some buyers seem to think that it is necessary for them to give the
impression to the seller that they are buying at lower prices than the
seller quotes. The wonder worker tries to make each customer believe
that he is buying at the lowest price. The common sense salesman does
not resort to such tactics.

The average buyer does not concern himself so much about being able to
buy cheaper as he does to feel sure that his competitor does not get
better treatment than he does.

In the matter of selling there is no one thing that ultimately proves
so successful as the one price plan. By th