A Man of Samples | Page 6

come over when appealed to about the list, said:
"There's that list you wanted," and drew one out of a pile of papers on the desk. Tucker opened it with an air of satisfaction, but I could see his face grow black.
"D--n it, this isn't it."
"Yes, it is; it's the one that came in yesterday, and there's the figures on it you made for Utley," persisted Bob.
I did not wait on ceremony, but looked over Tucker's shoulders, and to my astonishment and delight, there was, in plain figures, discount on Parker guns, 15 and 10 per cent.
"How in thunder did I make such a mistake!" said Tucker, with a somewhat downfallen air.
"We all do it," said I, anxious to help him out the best way I could. "Fifteen and 10 is low enough, but if they were offering 50 and 10 I would meet them."
Don't you think, good reader, that this was a proper thing to say? It seemed so to me, and cost nothing, so I said it. I added, "You see, Mr. Tucker, my price of 25 per cent, straight was a better one than Reachum's. Shall I send the guns at 25?"
"Why, you just now said you'd sell at 25 and 10!"
"I said that because you said you were offered at 25 and 10, but as that was a mistake I take back my figures."
"Well, let the Parker guns go."
I was quite glad to do so. But it made it up-hill work for a few minutes, until Tucker had got over his chagrin about the guns. But we managed to get in smooth water again, and when we were through I had taken a fair order from him, and much of it was for little odds and ends that paid us a good profit. I bade him good-day with a feeling of gratitude, and assured him of my hearty thankfulness.
After dinner I tackled a general dealer. The hotel clerk told me the Pittsburg man, who was there a week before, had sold Cutter a bill, so I had no hopes of doing much with him, but I had two hours yet, and might as well improve them.
"Martin Cutter" was over the door, and I got an idea in my head that he was a long, thin individual, with black hair and whiskers. But he wasn't. He was of medium size, well built, and had an air of shrewdness and of business about him. He was waiting on trade, so I sat down and watched him and took notes of the stock. When he was through with his customer he came forward and met me pleasantly, spoke well of our house, but said he was just getting in a bill of revolvers and cartridges, and needed nothing in our line.
There was something about him that made me like him at once, and I had the feeling that I was making a pleasant impression upon him. We chatted about Pittsburg, about gun houses, about the cutting going on in prices, and the general dullness in all business. I think that when I went out of the store I had more respect for him as a man and as a merchant than I had for the two who had bought of me. Had he needed any goods, I would have given him my lowest prices at the first word. As I was walking back to the hotel I suddenly remembered that he was just the man to buy a certain pocket-knife that we had lately taken hold of, and I went back to speak about it to him.
"Are you sending goods here to any one?" he asked.
"Yes, two bills."
"Then send me a dozen."
I thanked him, and went off feeling better. The chances are always decidedly in your favor of selling a man whom you have sold before. The dealer who lets you leave town without an order this trip will let you go twice as readily the next time. I like to get him down in my order book even though it is for some very trifling thing, because of the influence it will have on the future.
I went to the hotel, copied off my orders, and mailed them, feeling that I had done extra well, and then sauntered leisurely to the depot. On the train a man behind me heard me ask the conductor about Rossmore.
He leaned over and asked, "Are you selling goods?"
"Yes."
"Then we'll go to Rossmore together. What line are you in?"
"Guns and revolvers."
"The devil you are! So am I."

CHAPTER IV.
I didn't fancy going to a town with a competitor. I have now been on the road a good many years, and I do not fancy it to-day. If I can get in there one train ahead of him I will strain every nerve to do it, but