Part 20 (2/2)

I made some remark to Mr. Barker about that, and he said:

”If my salespeople are not successful, I am to blame, not they. I am in my position because I have, or am supposed to have, more knowledge of business and selling than they, and it is up to me to pa.s.s my knowledge out to them, and to help them to become better salesmen. I believe that, if ever a man wants to find out who is responsible for his failure, he should look at the fellow he shaves in the morning.”

”But come,” he said, putting on his hat, ”won't you come and have lunch with me?”

And this big, busy retail merchant, who was not too big or too busy to take me, a little dealer in a small town to lunch, took me over to the Exeter House, where we had an excellent dinner, and a most enjoyable chat; after which he took me over to the a.s.sociation rooms, which I had for some time wanted to visit, where I met some other likeable fellows in the hardware business who happened to be in town.

I wished I could have stayed longer to talk with some of the interesting men there, but I felt we ought to get back to Farmdale; so I tore myself away, feeling, however, that our joy ride had proved to be of practical dollars-and-cents value to me.

CHAPTER XX

A SUCCESSFUL MONDAY MEETING

My Monday night meetings were proving very beneficial, and one, in particular, had been very interesting. It had been something of an innovation.

The secretary of the hardware a.s.sociation had been in town, and I had asked him around to the house for lunch; and while there, I had told him about our weekly meetings. He thought it was an excellent idea.

”You are doing a good thing,” he said, ”and you'll get a lot closer to your boys. They work better for you, don't you know.”

It was Betty who had suggested the idea. It hadn't occurred to me at all. She was in the kitchen, getting the lunch ready, and I didn't think she was paying any attention to what Mr. Field and I were talking about.

Then, as she was placing the lunch of chops and grilled sweet potatoes (grilled as only Betty can grill them) on the table, she had remarked:

”If Mr. Field is staying in town to-night, why not ask him to attend your meeting with you?”

”That's a dandy idea!” I returned enthusiastically. ”Will you come, Mr.

Field?”

And the big, rosy-faced, jovial secretary chuckled and said:

”Very glad to.”

I had been told a number of times that Mr. Field was one of the best-natured men in the world, which perhaps accounted somewhat for his success. His readiness to comply with my request tended to show that what I had heard about him was true.

”And, boy dear,” said Betty sweetly, ”Mr. Field has several stores of his own. Why not make him an ex-officio member of the company for to-night? Perhaps he could give you some good ideas on selling.”

”Say, that's bully!” I cried, smacking my knee. ”I'll tell the boys this afternoon!”

Betty smiled:

”Wouldn't it be just as well to ask Mr. Field first, if he would do it?”

”Why, yes, of course,” I replied, blus.h.i.+ng. ”How careless of me! You will, won't you, Mr. Field?”

”Only too glad to be of service,” he returned, ”if you think there is anything I can say that will help them.”

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