card with "Come Home!"
covering one side of it, and captured him somewhere about the middle of
the State, also in the middle of the greatest of all his campaigns. The
firm settled his expenses, but refused to deliver the goods, and hired
an extra lawyer or two to contest

THE LARGE CROP OF LEGAL SUITS

which brought up the rear of his triumph, like the tail of a gorgeous
comet. This young man was peculiar. I only mention his flight through
the western commercial sky to make you smile when you think of it and
lighten your heart, when this remembrance comes in a lonesome hour. If
you are unacquainted with the gentleman to whom you are to sell, use
your habitual salutation. A majority of successful men say "How are you,
sir?" You have your card right side up, close to his hand. You say: "My
name is Bennington--I am from Chicago--Remington & Company--let me talk
to you a little about some of our goods." You have accompanied some such
speech as this by an expeditious display of your samples. If your choice
of attack was sound, he is already looking at your goods.

THE BOARD AT THE HOTEL

has greatly improved this evening, so you will find. Make up your mind
that when a man does not accord you a fair hearing you have erred in
your approach. There are some men who have to be approached through a
personal introduction. If you take advantage of the chances that come in
your way, you can afford to accept the misfortunes which befall you, for
it is a real misfortune to attack a cold, hard-surfaced man in his
moment of strength and get a full broadside from his guns. Go in force
against such men. Two men would have him at a disadvantage.

IN CONCLUSION,

do not be in a hurry to get back home. Have books with you. Shun
traveling men, as they cannot benefit you. The desire to have company
often makes a man "lose a town." It often keeps him up nights. What is
the reason you dread the attack? Because you have no electricity in you.
You have not slept enough. Have you not often felt you could walk ten
miles as easily as one? That was just the moment to "fall up against"
the hard-surfaced man. Have you not often felt you would like to be in
the little white cottage, reading what a wonderful place New York is?
Just then you ought to be in bed,

MANUFACTURING SNAP AND SPARKLE.

In all your expedition, judgment has been at work. Judgment sent you
out, and judgment pointed out your attack. You therefore have sold goods
to r