

With him to take care of my place when I was away, it became possible for me gradually to extend my territory as traveling salesman till it reached Nebraska and Louisiana. Thus, having failed as a drummer himself, he made up for it by enabling me to act as one

He had been less than a year with me when his salary was twenty dollars

Charles Eaton, the Pennsylvanian of the hemispherical forehead and bushy eyebrows who had given me my first lesson in restaurant manners, was now my sponsor at the beginning of my career as a full-fledged traveling salesman.

He took a warm interest in me. Having spent many years on the road himself, more particularly in the Middle West and Canada, he had formed many a close friendship among retailers, so he now gave me some valuable letters of intro duction to merchants in several cities

When I asked him for suggestions to guide me on the road he looked perplexed

"Oh, well, I guess you'll do well," he said

"Still, you have had so much experience, Mr. Eaton."

"Well, I really don't know. It's all a matter of common sense, I guess. And, after all, the merchandise is the thing, the merchandise and the price."

He added a word or two about the futility of laying down rules, and that was all I could get out of him. That a man of few words like him should have succeeded as a salesman was a riddle to me. I subsequently realized that his reticence accentuated an effect of solidity and helped to inspire confidence in the few words which he did utter. But at the time in question I was sure that the "gift of the gab" was an indispensable element of success in a salesman.

Indeed, one of my faults as a drummer, during that period at least, was that I was apt to talk too much. I would do so partly for the sheer lust of hearing myself use the jargon of the market, but chiefly, of course, from eagerness to make a sale, from over-insistence. I was too exuberant in praising my own goods and too harsh in criticising those of my competitors.

Altogether there was more emphasis than dignity in my appeal.

One day, as I was haranguing the proprietor of a small department store in a Michigan town, he suddenly interrupted me by placing a friendly hand on my shoulder. His name was Henry Gans. He was a stout man of fifty, with the stamp of American birth on a strong Jewish face.

"Let me
