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And, alas, for the comfort of the traveling man! there are too few houses that have due respect for his feelings. The traveling man is on the spot. He knows at first hand what should be done. His orders should be supreme. His work for a year should be considered as a whole. If, at the end of his contract, what he has done is not satisfactory, let him be told so in a lump. Continual petty hammering at him drives him to despair.

For example: I know of one firm in the wholesale hat business, that raised hob in a letter with their best man because he would, in selling dozen lots to customers, specify sizes on the goods that his customer wished,–a most absurd thing for the house to do. The merchant must, of course, keep his own stock clean and not become over-stocked on certain sizes. If he has been handling a certain “number” and has sold out all of the small sizes, only the large ones remaining, it would be foolish for him to buy regular sizes and get in his lot the usual proportion of large ones. All he needs and will need for several months, perhaps, will be the smaller run of sizes. Now, the salesman on the spot and the merchant know just what should be ordered, and if the house kicks on the salesman on this point, as did this house, they act absurdly.

Not only do too many houses write kicking letters to their men on the road, but fail to show the proper appreciation for their salesmen’s efforts to get good results. When a salesman has done good work and knows it, he loves to be told so, craves in the midst of his hard work a little word of good cheer. And the man handling salesmen who is wise enough to write a few words of encouragement and appreciation to his salesmen on the road, knows not how much these few words help them to succeed in greater measure. It is a mistake for the “Old Man” to feel that if he writes or says too many kind words to his salesmen, he will puff them up. This is the reason many refrain from giving words of encouragement. The man on the road, least of all men, is liable to get the swelled head. No one learns quicker than he that one pebble does not make a whole beach.

Another way in which a house can handle its salesmen badly is by not treating his trade right. Many firms that carry good strong lines persistently dog the customer after the goods have been shipped. Whenever a house abuses its customers it also does a wrong to its salesmen. I know of one firm, I will not say just where, that has had several men quit–and good salesmen, too–in the last two or three years, because this firm did not treat its salesmen’s customers right. For this reason, and this reason only, the salesmen went to other firms, that knew how to handle them and their customers as men. With their new houses they are succeeding.

Too many heads of wholesale firms get “stuck on themselves” when they see orders rolling in to them. They fail to realize the hard work their salesmen do in getting these orders. I know of one firm that almost drove one of the best salesmen in the United States away from it for the reasons that I have given. They dogged him, they didn’t write him a kind word, they badgered his trade, they thought they had him, hard and fast. Finally, however, he wrote to them that, contract or no contract, he was positively going to quit. Ah, and then you should have seen them bend the knee! This man traveled for a Saint Louis firm. His home was in Chicago, and when he came in home from his trip his house wrote him to come down immediately. He did not reply, but his wife wrote them–and don’t you worry about the wives of traveling men not being up to snuff–that he had gone to New York. Next morning a member of the firm was in Chicago. He went at once to call upon their salesman’s wife. He tried to jolly her along, but she was wise. He asked for her husband’s address and she told him that the only address he had left was care of another wholesale firm in their line in New York,–she supposed he could reach her husband there. Then the Saint Louis man was wild. He put the wires to working at once and telegraphed: “By no means make any contract anywhere until you see us. Won’t you promise this? Letter coming care of Imperial.”