A Man of Samples | Page 6

to say," I said, "that I would meet the price." I wasn't
going to say anything of the kind, but as he didn't want any I was safe
in saying it now.
"Then you may send me two. I think I know a place where I can sell
two."
Just so! I was in for it again, and in for it bad. Sometimes it pays to be
smart, and sometimes it does not. This was one of the latter times. As a
matter of fact I had no business to quote a discount greater than 20 per
cent, but I had said 25 so as to make a good impression on him, and at
25 and 10 I was sure to catch Hail Columbia from the house.
Just then Bob, who had 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