This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1906 edition. Excerpt: ... salesman. While I would not recommend a classical college course, I see no objection to it. It can in no wayinterfere with his success, although it must be admitted that, perhaps in some cases, the four years of collegespent time can be used to better advantage. At any rate, the salesman's school education should carry him through the higher grades of the common schools. If one is to devote his life to the selling or management of mechanical articles, like machinery or electricity, graduation from an institution of technology is to be highly recommended. The more the salesman knows about what he sells, the better able he is to sell it. If his goods be of a scientific or mechanical nature, a liberal training in a scientific or mechanical institution is next to essential to complete success. The salesman, above all, should be well posted on the common topics of the day and be able to converse intelligently upon popular subjects. A reasonable amount of talk is necessary for the consummation of trade, a proportion of it being of general and social import. To successfully carry on an animated and interesting conversation, a salesman must be a well-informed man, his knowledge encompassing men and things in general. Mr. Charles F. Abbott, general manager of The Warner Brothers Company, of New York City, in a letter to the author, says: "I would not advise any one to become a travelling salesman unless his character was well formed and he had himself well in hand. The temptations of the road are unlimited, and only those of strict integrity and of strong character can hope to maintain their equilibrium. The travelling salesman is away from home, lives on sleepers and at hotels, and his tendency is toward dissipation, not because he naturally...