Tales of the Road

Crewdson, Charles N. (Charles Newman), 1870-

English

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[Illustration: "He is the steam--and a big part of the engine too--
that makes business move"]


TALES OF THE ROAD

BY
CHARLES N. CREWDSON

_ILLUSTRATED BY J. J. GOULD_

1905




Dedicated to Alex C. Ritchey, Salesman.
the Author's Friend.




CONTENTS.

I The square deal wins
II Clerks, cranks and touches
III Social arts as salesmen's assets
IV Tricks of the trade
V The helping hand
VI How to get on the road
VII First experiences in selling
VIII Tactics in selling--I
IX Tactics in selling--II
X Tactics in selling--III
XI Cutting prices
XII Canceled orders
XIII Concerning credit men
XIV Winning the customer's good will
XV Salesmen's don'ts
XVI Merchants the salesman meets
XVII Hiring and handling salesmen
XVIII Hearts behind the order book




ILLUSTRATIONS

He is the steam--and a big part of the engine too--that makes business
move

Larry let business drop entirely and danced a jig

"Whenever I let go the buggy handle the baby yelled"

"Tonight we dance, tomorrow we sell clothes again"
"I listened to episodes in the lives of all those seven children"

"I braced the old man--It wasn't exactly a freeze but there was a lot
of frost in the air"

"You ought to have seen his place"

"My stomach was beginning to gnaw, but I didn't dare go out"

"In big headlines I read 'Great Fire in Chicago'"

"Well, Woody," said he, "You seem to be taking things pretty easy"

"You'd better write that down with a pencil" said Harry

"Shure, that cigare is a birrd"

"He came in with his before breakfast grouch"
"I'm treed" said the drayman. "They're as heavy as lead"

"What explanation have you to make of this, sir?"

"He tried to jolly her along, but she was wise"




The author wishes to acknowledge his special debt of gratitude to the
SATURDAY EVENING POST, of Philadelphia.




CHAPTER I.

THE SQUARE DEAL WINS.