,,sam ,,lamb]t ,,& ,,! ,,new ,,way      
,,/ore  ,a ,book = ,clo?i]s & ,_! ,cl]ks
        ,publi%$ by ,gr& ,rapids ,%[    
,case ,co4 ,gr& ,rapids3 ,mi*igan       
,copyright1 #aiab1 ,gr& ,rapids ,%[     
,case ,co4 ,gr& ,rapids1 ,mi*4          
,,*apt] ,i4   ,sam ,lamb]t _h ! be/     
clo?+ /ore 9 ,m$e5a ,c\nty--a corn] /ore
 on ! ma9 /reet ( ,m$e5a opposite !     
,c\rt ,h\se ,squ>e4  ,m$e5a _h f\r clo?+
 /ores1 n c\nt+ ,! ,blue ,front1 d[n by 
! ,depot1 ) its collection ( *eap wat*es
 9 ! w9d[1 a yell[ guit>1 two l>ge      
accordions & a fiddle ) a brok5 ,e /r+4 
,ev]ybody 9 ! ,c\nty knew ,sam ,lamb]t4 
,z a m]*ant & a citiz5 he 0 a :ole bun* 
( live wires4 ,a big-bon$1 free-he>t$   
fell[--lucky en\gh to j escape be+ run =
 %]iff1 z "s ?\ght he 0 too good natur$1
 ! gang 0 afraid he 0 n pliant en\gh1 & 
,sam didn't want to be away f ! /ore4   
,sam took great pride 9 8 clo?+ bus9ess 
& kept pace ) ! mo/ advanc$ ideas 9 !   
trade4  ,he 0 awake to ! m>vel\s        
developm5t ( ! ready-to-we> bus9ess4 ,he

 c>ri$ ! be/ & took a positive delight 9
 ea* season's new models4  ,he recall$ !
 old days ( h&-me-d[ns1 & he _h liv$ to 
see ! two be/ tailors 9 ,m$e5a take to  
bu%ell+ ready g>m5ts1 ) less & less ( t 
to be done--pr9cipally *ang+ a button or
 %ort5+ a tr\s]'s l5g?4  ,sam 0         
broad-gauge 9 ev]y?+ he did4 ,he sold 8 
goods at ! m>k$ price1 = ca% only--got a
 dec5t pr(it & told y s4  ,:y %\ldn't   
he8 ,he _h a s5se ( /yle4 ,he 0 ke5ly   
alive to ! arti/ry ( clo!s & 8 en?usiasm
 0 contagi\s4  ,sam 0 firmly conv9c$ t a
 man has to sp5d money to make money 9 !
 clo?+ bus9ess4  ,he said t a "p ( !    
value y deliv] to a cu/om] consi/s 9    
giv+ him a bett] op9ion ( himself3 mak+ 
him feel l a k+ = a day & t ! be/ is    
none too good = him4  ,a /ore1 he w\ld  
tell ! boys1 _c be run on ! l[ ge>4 ,y  
mu/ keep h] key$ up4 ,relax :5 ! /ore is
 empty1 b :5 y g to meet a cu/om] put on
 ! t5sion--take a brace--get spr+ into  
y\r /ep--le>n to bun* y\r vitality & get
 x across4 ,b keep y\r en]gy inside4    

,don't b\nce & don't talk too mu*4 ,keep
 y\rself 9 h&4 ,be quiet b al]t4        
,conc5trate6 ,= ! "t be+ !re is b "o    
p]son 9 ! _w & t is ! cu/om]1 & ! mo/   
int]e/+ ?+ 9 life is ! ?+ he came 9 to  
see4  ,y c size up y\r man :ile y are   
go+ =w>d to meet him4 ,b by all means   
take him easy4 ,undue int]e/ might      
emb>rass him4 ,suppose he only wants a  
pair ( #ae;c4 socks2 if he does1 !re is 
a te/ ( y\r ability t y may n realize4  
,_m a cl]k :o c close a ,tw5ty doll>    
transaction ) tact & dispat* nev] seems 
able to h&le a ,t5 c5t sale s t ! cu/om]
 goes out feel+ pleas$ ) himself4  ,n9e 
m5 out ( t5 :o come into ! /ore are     
self-consci\s4 ,! ?+ to d is to make y\r
 man feel t 8 requirem5t is important   
simply because x is 8 requirem5t4  ,a   
good salesman keeps 8 own p]sonality 9 !
 backgr\nd3 he keeps ! /ore & ! sale 9 !
 backgr\nd4 ,he puts all ! emphasis on  
s]vice to ! cu/om]1 & to d ?is he mu/   
m5tally put himself 9 ! cu/om]'s place4 
,try to be z int]e/$ 9 ! cu/om]'s f9d+  

:at he wants z if ! article 0 = y\rself2
 b don't insi/ on 8 tak+ only ! ?+ t    
appeals to y4  ,quietly dom9ate ! sale1 
b leave him pl5ty ( room = ! ex]cise ( 8
 own ta/e & ideas4  ,mo/ m51 ?\gh !y may
 n %[ x1 are slightly on ! def5sive :5  
!y come into a clo?+ /ore4 ,t is :y x is
 s v important t !re be no talk+ or     
laugh+ among ! cl]ks4  ,y may f9d x h>d 
to realize ! effect ( a :isp] or a titt]
 on ! "p ( ! /ore's help :5 a cu/om] is 
pres5t4 ,9 ne>ly e case ! man becomes   
s5sitive or res5tful & ?9ks he is be+   
ridicul$4  ,try x y\rself sometime by   
go+ into a /range /ore 9 ano!r l9e (    
bus9ess 9 a di/ant city3 :5 y he> a     
laugh or a rem>k pass$ among ! cl]ks1   
see if y don't wond] if !re isn't some?+
 wrong ) y\r clo!s or feel sure t comm5t
 is be+ made on y\r appe>ance or        
behavior4  ,!re is ano!r =m ( impati5ce 
or self-consci\sness on ! "p ( a cu/om] 
:o is m or less acqua9t$ ) ! /ore4 ,he  
hurries pa/ ev]yone 9 front1 head$ = !  
"p ( ! /ore :]e he ?9ks ! goods he wants

 are kept4  ,x is bad policy to /ep 9   
front ( him or o!rwise imp$e 8 progress4
 ,if !re is no "o to wait on him foll[  
quietly & be on h& :5 he l&s at 8       
de/9ation4  ,a cl]k (t5 wond]s :y       
cu/om]s p]si/ 9 do+ ?is4  ,x is because 
!y h an idea ( ! location ( :at !y want 
& bl9dly /rike out = x ) a c]ta9 n]v\s  
desire to cov] ! int]m$iate gr\nd z     
quickly z possible4  ,rememb] t :ile y  
feel p]fectly at home 9 ! /ore1 few     
cu/om]s d4 ,x is y\r bus9ess to put !m  
at ease & c]ta9ly to d no?+ to make !m  
uncom=table4  ,:5 a man comes 9 = a suit
 ( clo!s he usually has "s sort ( a     
m5tal picture ( ! ?+ he desires4 ,an    
idea1 cle>ly def9$ or hazy1 is 9 8 m9d z
 to ! g5]al color & effect ( ! suit he  
wants4  ,x is some?+ he has notic$ worn 
by someone else--look$ at 9 a %[ w9d[1  
or se5 9 an illu/ration4  ,9 mo/ cases x
 w n be ! ?+ he f9ally buys4 ,x may be a
 *alk-l9e /ripe or a ,%eph]d's ,plaid   
worn by a drumm] :o bo>d$ ! #f4cj       
,lightn+ ,express4 ,9 ! gl[ ( ! lamps & 

! bu/le & excitem5t ( ! ,/ation plat=m !
 ?+ look$ possible3 b confront$ 9 ! /ore
 ) ! v /yle & patt]n he backs away f x1 
?\gh 'x look$ good on ! o!r man4'  ,f9d 
out :at he has 9 m9d2 meet x z ne>ly z y
 c & get x out ( ! way4 ,o!rwise he w n 
conc5trate on o!r goods4 ,he w hold to  
?is m5tal picture & measure ev]y?+ y %[ 
him by x--mu* to y\r disadvantage4  ,"o 
( ! wor/ possible ?+s is to ask a man   
ab\t :at price suit he wants4  ,keep    
price 9 ! backgr\nd4 ,"t en\gh to feel  
him out on t subject4 ,no man likes to h
 y take ! measure ( 8 pocket-book4  ,y  
mu/ use y\r judgm5t 9 gaug+ him z to :at
 to %[ him4  ,! important ?+ is to get  
at ! picture he has 9 m9d1 & ! price    
too1 if y c d s )\t ask+ him to "n !    
figure4  ,nev] ask a cu/om] h[ he lik$ !
 la/ suit y sold him4 ,let by-gones be  
by-gones4 ,?is is a new deal4 ,:e!r he 0
 entirely satisfi$ is n ! po9t n[4      
,don't raise dang]\s que/ions4  ,!re are
 a doz5 reasons :y 8 la/ pur*ase may n  
be rememb]$ ) pleasure--reasons t h no?+

 to d ) ! value he receiv$ or ! actual  
m]it ( ! clo!s4  ,if he volunt>ily      
m5tions ! la/ suit ) praise take x z a  
natural occurr5ce & pass x ov]2 y w try 
to d ev5 bett] by him ?is "t4  ,if he   
compla9s ( 8 la/ pur*ase don't argue4   
,leave ! subject z soon z possible & get
 d[n to ! "q 9 h&4  ,h confid5ce 9 y\r  
goods1 9 y\r prices & 9 y\rself z a     
salesman4  ,!re are m sales lo/ = lack (
 firmness & decision at ! "r "t ?an =   
any o!r cause4  ,among ! cl]ks 9 ! be/ &
 bigge/ ( /ores !re are t5 good op5]s ( 
a sale to "o good clos]4  ,be a clos]4  
,x requires judgm5t & decision ( "*1 b y
 c le>n to d x4  ,:5 a woman goes into a
 cloak & suit dep>tm5t1 %e is n satisfi$
 to buy until %e has be5 made to feel t 
%e has pretty well canvass$ ! assortm5t1
 se5 practically ev]y?+ 9 ! /ock at !   
range & along ! l9e %e is seek+4  ,%e   
has m]*&ise imag9ation & ?9ks ( !       
possible g>m5ts back !re 9 ! /ock t %e  
might h lik$ bett]4  ,9 ?is reg>d a man 
is some:at easi] to h&le4  ,x is a fact 

(t5 demon/rat$ t cl]ks c close a sale m 
quickly :]e ! /ock is kept on hang]s    
in/ead ( pil$ on tables4  ,! prelim9>ies
 are m quickly cov]$4 ,hav+ walk$ d[n ! 
l9e ! cu/om] is bett] satisfi$ t ! :ole 
selection is plac$ at 8 disposal4  ,!re 
is no secret ab\t x4 ,no?+ held back4   
,no my/]i\s pile ( g>m5ts on a table t  
he _c see4  ,note ! t5d5cy ( ! cu/om] to
 inve/igate a pile ( coats--lift+ up !  
corn]s & look+ at ! patt]ns4  ,a coat 9 
pla9 view1 tak5 (f ! hang]1 is m        
obvi\sly a ?\ghtful selection ( a g>m5t 
def9itely suit$ = him & he is ! m ready 
to make x 8 own4  ,! important ?+ 9     
clos+ a sale is to n>r[ d[n ! *oice z   
soon z y c to "o or two /rong           
possibilities1 flank$ by a bad "o--t is1
 a /yle or a patt]n t y "k ! cu/om]     
doesn't want4  ,:5 ?is po9t is rea*$ x  
is well to move ! cu/om] away f ! re/ ( 
! /ock1 say to "s di/ant corn] :]e he c 
/& on a rug & look 9 ! mirror--  ,:]e 8 
:ole att5tion c be giv5 to "o suit1 or  
at mo/ a *oice betwe5 two4  ,a sale mu/ 

be op5$ easily4 ,! cu/om] %\ld nev] be  
made to feel t he is be+ re/rict$ 9 8   
selection4 ,b ! mom5t y c =m an idea (  
:at he wants y c probably ?9k ( j ! ?+ =
 him4  ,if y h&le him "r he accepts y\r 
k ( ! assortm5t1 in/ead ( dem&+ a       
complete canvass ( ! /ock4  ,x is !n y  
may "k t y h e/abli%$ 8 confid5ce4  ,9 a
 comp>atively %ort "t y c n>r[ him d[n  
to a *oice :]e by a tactful %[ (        
firmness y c help him decide4  ,9 ! h&l+
 ( almo/ e sale !re is a po9t beyond :i*
 ! cu/om] beg9s to fl\nd] & %[          
indecision4  ,! weak salesman leads him 
on & on ) no /opp+ po9t--no place to    
close--& ! prospective sale fades to a  
'j look+ today' excuse4  ,?is is a      
univ]sal fault among retail cl]ks4  ,!  
te/ ( salesman%ip is 9 clos+ a sale4    
,be a clos]6  ,nev] guy a cu/om] or 'kid
 him along' = ! amusem5t ( a by-/&] or a
 fell[ cl]k4 ,?is is a common practice 9
 "s clo?+ /ores4 ,! (f5d] is usually a  
self-satisfi$ cl]k :o has _h j en\gh    
success z a salesman to make him        

egoti/ical4  ,he ?9ks he is a regul>    
d>e-devil & t by mak+ sport ( 8 cu/om]  
he may w9 a reputation z ! village      
cut-up4 ,8 favorite victim is "s        
half-witt$ fell[--?o' a cu/om] :o is    
p>tly deaf may d & he is always ready = 
a yokel or a =eign]4  ,!re is no d\bt1  
said ,sam ,lamb]t1 t ! m$al = ! longe/  
e>s & ! l\de/ bray 9 ! clo?+ bus9ess    
belongs to ?is ,sm>t ,aleck type ( cl]k 
kn[n z a 'kidd]'4  ,to say no?+ ( !     
respect he owes ! cu/om]1 x is a/oni%+  
h[ he c presume to "w 8 *eap little     
side-play on any human be+1 :5 ev5 a dog
 is s5sitive to ridicule & kn[s :5 he is
 be+ laugh$ at4     ,,*apt] ,,ii4   ,no 
"o que/ion$ ,sam ,lamb]t's p[] z a      
bus9ess gett]1 nor ! al]tness ( 8       
/ore-keep+ me?ods4  ,he 0 prodigal ( 8  
own en]gy--nev] sp>$ himself4 ,he look$ 
aft] ! important ?+s & left details to  
o!rs4  ,z ) e man :o is a con/ructive   
=ce 9 ! _w ( affairs1 ,sam's fri5ds &   
relatives %ook _! heads--said t he ne$$ 
a balance-:eel4  ,?is 0 d9n$ into 8 e>s 

s (t5 t he f9ally came to believe x4 ,s 
aft] _m ,sunday aft]noon bus9ess        
discussions1 x 0 arrang$ t he 0 to take 
into ! bus9ess 8 wife's c\s91 "o ,lemuel
 ,/uck]1 :o _h sp5t tw5ty ye>s sav+     
#ijjj z g5]al manag] = a fl\r & fe$     
conc]n4  ,/uck] _h work$ out elaborate  
sets ( figures to prove ! ne$$ economies
 ( managem5t4  ,he 0 s tireless & s9c]e1
 s c>eful & exact1 t x 0 ) a great s5se 
( relief t ,sam turn$ ! /ore ov] to him4
  ,"h1 at la/1 0 a man :o c\ld lift f 8 
%\ld]s ! daily burd5 ( managem5t4       
,sam's real int]e/ 9 ! *ange1 z ^? :o   
knew him might h guess$1 0 a desire =   
new ent]prise4 ,he _h long _h an eye on 
a f9e op5+ = a clo?+ /ore 9 ! neighbor+ 
t[n ( ,bridgeville1 tw5ty miles away1 & 
he lo/ no "t 9 c>ry+ out ?is project4   
,dur+ ! ensu+ ye> he 0 s engross$ ) !   
,bridgeville bran* t ,m$e5a r>ely saw   
him1 & ,lemuel ,/uck]'s r disc\rag+     
reports on ! /ate ( bus9ess 7 attribut$ 
to ,lem's cons]vatism & natural         
depression ( m9d4  ,lem 0 ,sam's        

opposite 9 almo/ e p>ticul>4 ,a small1  
sall[ man ) a black %oe-/r+ necktie & a 
look ( g5]al regret4  ,he sp5t mo/ ( 8  
"t unty+ knots 9 pieces ( /r+1 pick+ up 
bits ( wrapp+ pap] & %>p5+ %ort         
lead-p5cils1 & he 0 great on buy+       
brooms4  ,8 effect on ! /ore 0 "o (     
imm$iate & preval5t blight4  ,y may     
wond] :y ! boys did n compla9 (         
conditions to ,sam1 b ,lem 0 manag]--&  
!re is some?+ s virtu\s & conv9c+ ab\t a
 fir/-class retr5*]4 ,8 wise saws &     
?rifty say+s are infecti\s & he makes   
ev]ybody s l[-spirit$ t !y are ready to 
cat* any?+4  ,no m good w9d[            
displays--tacks1 color$ *eeseclo? & o!r 
accessories co/ money1 & ! sun 0 bad = !
 goods4  ,no m trim on ! c\nt]s &       
%elves4  ,/op ! high-p[] electric light 
9 front ( ! /ore & r$uce ! lamps inside4
  ,^! ?+s did n all occur at once1 b s  
gradually t x 0 h>d to realize j :at _h 
happ5$ to ! /ore4  ,! w9d[s got /reaky &
 ! inside ( ! /ore look$ d+y & cold4    
,!n ! cons]vative _s got into ! buy+4   

,no?+ b black *eviots ) a few drab &    
gray wor/$s4  ,p]haps x 0 j z well1 = :5
 a cu/om] came into ! /ore & saw ,/uck] 
he ?\ght x 0 ra9+ outside4  ,sam ,lamb]t
 _h always prid$ himself on keep+ alive 
:at he call$ ! buy+ _s 9 ! /ore4        
,n[adays a cu/om] got a s5se ( caution4 
,! feel+ 0 "o ( disapproval ( all       
extravagance4  ,in/ead ( pur*as+ a suit1
 ! man wond]$ :]e 8 next mon?'s r5t 0   
com+ f1 b\ght a pair ( cottonade pants &
 hurri$ home4  ,trade fell (f /eadily4  
,affairs w5t on ?is way = a twelvemon? &
 !n some?+ happ5$4  ,two ( ,sam's       
pr9cipal competitors 7 report$ to be    
remodel+ _! /ores--& :at 0 m1 !y 7 go+  
to put 9 w>drobe sy/ems & c>ry all _!   
g>m5ts on hang]s4  ,?is ar\s$ ,sam & he 
made an imm$iate inve/igation4  ,he f\nd
 t "o ( ! /ores _h contract$ = ! old    
type ( wood5 wall cab9ets :]e ! clo!s   
hung beh9d panell$ doors4  ,b ! o!r 0   
in/all+ glass w>drobes1 :]e ! /ock w\ld 
be on view4  ,?is discov]y cut ,sam l a 
knife4  ,he inve/igat$ fur!r1 & 0       

delight$ to f9d t 8 w>drobe competitor1 
) ! temptation to save a few doll>s1 _h 
ord]$ a second-rate type ( glass        
w>drobe1 ) pull-out rods t sw+ inside ! 
case1 )\t a lock+ device to prev5t !m f 
break+ ! glass4  ,)\t say+ any?+ to     
,/uck] he telegraph$ ! be/ w>drobe      
conc]n 9 ! c\ntry to s5d _!             
repres5tative at once4     ,,*apt]      
,,iii4   ,at elev5 o'clock ! foll[+ day 
a quiet man we>+ d\ble-l5s spectacles & 
a pre-occupi$ air came into ! /ore1 ask$
 = ,mr4 ,lamb]t & 0 direct$ to ! re> :]e
 ,/uck] 0 %[+ ,sam ! wisdom ( leav+ !   
night cov]s ov] ! black goods dur+ ! day
 to protect ! /ock f du/4  ,sam 0 s key$
 up on ! w>drobe "q t he he>d only ab\t 
half t ,/uck] 0 say+4  ,:5 ! man ) !    
spectacles arriv$ ,sam guess$ 8 mission 
)\t wait+ = a ^w ( greet+4  ,y1 said    
,sam1 are "h to talk w>drobes2 let's see
 :at y've got4  ,be=e ,i talk w>drobes1 
or1 if y please1 ! ,new ,way sy/em1     
began ! salesman1 ,i w\ld pref] to get a
 fair idea ( ! am\nt & k9d ( /ock y c>ry

 & h[ y c>e = x n[4  ,j z ,i ?\ght1     
int]rupt$ ,/uck]4 ,y're afraid our /ock 
is too big = y\r w>drobe capacity4      
,well1 ,i don't want to disc\rage y1 b  
:5 y c\nt ! suits on ! table1 don't =get
 to add ab\t #ej doz5 pair ( knee pants 
& odd tr\s]s /or$ 9 case-goods boxes "u 
! tables4  ,rememb] too1 t :5 y take !  
tables out1 y mu/ f9d ano!r place = our 
la/ ye>s sweat]s1 muffl]s1 caps1 gloves 
& und]we>1 z well z all our advance /ock
 ( %irts1 hosi]y & ties :i* we keep "u !
 tables because we h no room = !m on our
 side %elv+4 ,y c see x is pil$ to !    
ceil+ n[2 & all t on top is active /ock4
  ,t rem9ds me1 ,mr4 ,/uck]1 ( a joke   
y\r fri5d ,jones1 ov] at ,d5nisville1   
play$ on ,sakes1 8 p>tn]4  ,be=e we     
remodell$ _! /ore1 !y _h a lot ( money  
ti$ up 9 /ock pil$ "u ! tables l y h4   
,mo/ ( x 0 odds & ends--left ov]s ( _m  
seasons t ,jones knew ev5 a cle>ance    
sale w\ld n clean up4  ,he inv5tori$ !  
lot & %ipp$ #gb doz5 pair ( knee pants  
to ,new ,york1 & wrote ! auctione] to   

s5d a *eck = :atev] am\nt !y br\ght4  ,!
 funny "p ( x1 ,sakes nev] discov]$ t ! 
/ock 0 gone until ab\t ?ree weeks lat]1 
:5 he notic$ a *eck 9 ! mail & ask$     
,jones :at x 0 =4  ,y c d ! same ?+1    
,mr4 ,/uck]1 ) y\r /ock "u ! tables1 & !
 *eck y w get w help buy ,new ,way      
sectional %elv+ t w give y ab\t ?ree    
times ! capacity y\r furni%+ dep>tm5t   
has n[2 s x w n be necess>y to climb to 
! ceil+ = y\r active /ock or dig "u !   
tables = y\r out ( season goods4  ,be=e 
we discuss detail1 ,mr4 ,lamb]t1 cont9u$
 ! salesman1 ,i h some?+ to say ab\t !  
practical arrangem5t ( ! inside ( !     
/ore4  ,! bus9ess ( a /ore is to sell   
goods4 ,a cu/om] may come 9 = "o item4  
,y want him to buy two or ?ree or a half
 a doz54 ,! easi] y make x = him1 ! less
 he has to cross & recross ! /ore to    
complete 8 pur*ases--! m goods y w sell 
him4  ,:at y want--:at e m]*ant wants--&
 :at few h--is a practical1 natural     
sell+ arrangem5t ( ! goods4  ,! inv5tion
 ( a practical w>drobe m]ely made ! "r  

plan possible4  ,our bus9ess is to      
sugge/ ! plan & fit ! w>drobe arrangem5t
 to ! ne$s ( a /ore4  ,e clo?+ /ore has 
its own individuality4 ,ea* problem mu/ 
be work$ out on ! gr\nd ) a full k ( !  
/ock & ! bus9ess1 ! hi/ory ( ! /ore1 !  
nature ( its trade & ! p]sonality ( its 
proprietor4  ,sam's int]e/ 0 excit$4    
,?is po9t ( view 0 new to him1 b he c\ld
 see ! tru? ( x & he 0 impati5t to get  
at ! he>t ( ! matt] z f> z 8 own /ore 0 
conc]n$4  ,y're "r1 he said1 ab\t !     
p]sonality & individuality ( a /ore2 & =
 t reason don't tell me to put ! furni%+
 goods %elv+ d[n ! middle ( ! /ore4 ,?is
 is a clo?+ /ore & n a hab]da%]y4  ,mr4 
,lamb]t1 said ! salesman1 y h hit ! nail
 squ>ely on ! head4 ,?is is a d\ble     
room1 a v diff]5t problem f t ( a s+le  
/ore4 ,i look$ ov] ! place ( "o ( y\r   
competitors ?is morn+4 ,he also has a   
d\ble /ore ) mu* ! same arrangem5t z    
y\rs & ,i f9d t he is mak+ a            
mi/ake--adopt+ a plan t is ab\t five    
ye>s beh9d ! times4  ,y see1 9 ! e>li]  

days ( ! w>drobe1 !re 0 no su* ?+ z a   
c5t] w>drobe4 ,!re=e ! clo?+ _h to be   
hung aga9/ ! wall 9 pull-out cab9ets4   
,:5 ! clo?+ w5t to ! side walls !       
furni%+s _h to move to ! c5t] floor     
space4  ,su* an arrangem5t is n         
practical = a d\ble /ore & ! effect is  
bad4 ,x kills ! fir/ impression ( a big 
/ore4 ,! %elv+ w look b>e if x is n     
trimm$1 & if x is trimm$ y\r big d\ble  
room looks l two small /ores divid$ by a
 wall4  ,! c5t] %elv+ w always h /ock   
boxes pil$ on top & t w ?r[ "o side ( ! 
/ore always 9 %ad[4 ,besides1 ?is       
arrangem5t divides ! trade & scre5s half
 ( x f view4  ,! /ock is cut 9 two &    
looks small4  ,"o salesman c n wait on !
 furni%+ goods trade )\t neglect+ half (
 x all ! "t4 ,if y h two cl]ks1 a cu/om]
 mu/ be tak5 f "o side to ! o!r = 8 ties
 or und]we>1 & !re y are aga91 bo? on "o
 side at ! same "t4  ,if ano!r cu/om]   
came along !y'd h to /op 9 ! middle ( a 
sale & ref] him to a cl]k ar\nd 9 ! o!r 
aisle4  ,a furni%+ goods dep>tm5t %\ld  

be cont9u\s4 ,! sale ( a %irt w lead to 
! pur*ase ( a tie or a coll> or hosi]y4 
,! goods %\ld be 9 sight s t !y         
automatically sugge/ !mselves4  ,y ent] 
?is /ore & ! fir/ impression y get is a 
big clo?+ /ore4 ,t is :at y want4 ,clo?+
 dom9ates ! /ore4 ,furni%+ goods & hats 
are important & necess>y side l9es4 ,no 
"o w\ld mi/ake x = a hab]da%]'s4 ,y h   
be5 kn[n f ! beg9n+ z ! lead+ clo?i]4   
,t's ! reputation y want to keep4  ,mr4 
,lamb]t1 "o ( ! important problems ( ?is
 /ore is to h\se y\r /ock 9 new fixtures
 & at ! same "t wid5 y\r aisles4  ,y c n
 see h[ t is possible4 ,x is really !   
only problem ,i h to solve = y1 & x is  
easy4  ,! little man ) ! big spectacles 
_h ?+s mov+4 ,he 0 n mu* ( a salesman b 
he knew all ab\t m]*&is+ 9 a retail     
/ore4  ,& he c]ta9ly 0 famili> ) e /ore 
fixture & sell+ device t _h ev] be5     
inv5t$1 its good & bad po9ts1 :]e x 0   
practical & :]e x 0 n4  ,be=e a m]*ant  
puts money into /ore equipm5t1 said !   
w>drobe man1 he ought to be sure t he is

 gett+ ! v late/ & mo/ improv$ models4  
,he owes ?is to himself z a protection =
 8 inve/m5t4  ,!re is always a          
temptation to save a few doll>s by      
adopt+ a poor imitation or "s out-(-date
 device4  ,! late/ & be/ is ! *eape/ 9 !
 end1 especially :5 y consid] conv5i5ce 
& durability4  ,a pretty safe guide is  
to see :at ! bigge/ & be/ /ores ev]y:]e 
are in/all+ today4  ,y w f9d su* m]*ants
 z ,john ,wanamak] 9 8 ,philadelphia &  
,new ,york /ores equipp+ 8 clo?+        
dep>tm5ts solely ) ,new ,way ,cry/al    
,w>drobes2  ,br[n+1 ,k+  ,company 9     
sev5te5 cities2  ,s*uman1 ,k5n$y1       
,posn]1 ,talbot ,company1 ,jordan-,m>%  
,company1 ,leopold ,morse ,company1     
,mc,cullough  ,p>k] 9 ,bo/on2  ,george  
,muse ,company 9 ,atlanta2  ,mull5      
,bluett ( ,los ,angeles2  ,beck] ( ,san 
,francisco2  ,burkh>dt ( ,c9c9nati2     
,laz>us1 & ,mey] ,israel ( ,new         
,orleans2  ,& m ?an a ?\s& o!rs--all !  
repres5tative /ores ( _! localities4    
,^! m5 h select$ ! ,new ,way ,cry/al    

,w>drobes aft] c>eful comp>ison ) e o!r 
device on ! m>ket4  ,!y h f\nd ! ,new   
,way ,cry/al ,w>drobe ! mo/ sightly &   
compact--hav+ ! l>ge/ capacity ) !      
greate/ ease ( op]ation4  ,!y f9d t !y  
%[ ! goods bett]2 t ! cl]ks c "w fa/] f 
!m2 t half a doz5 cl]ks c sell f "o     
w>drobe at ! same "t2 t "o boy c keep ! 
/ock 9 good %ape :]e f\r 7 inadequate "u
 any o!r plan4  ,!y f9d t ! ,new ,way p 
h basic pat5ts on special features1 su* 
z ! ,new ,way disappe>+ doors t divide 9
 ! c5t]1 & slide into ! ends ( ! w>drobe
 & d n project into ! aisle4  ,! ,new   
,way revolv+ rack ) ! pat5t lock+       
device1 :i* works load$ or unload$ )    
equal ease--no friction1 no lev]age1 no 
noise4  ,!y f9d ! ,new ,way l[ c5t]     
w>drobes give an unob/ruct$ view all ov]
 ! /ore & are ! only w>drobes made t are
 entirely practical = gr\p+ 9 front ( a 
furni%+ or hat dep>tm5t4  ,likewise !   
high d\ble deck wall w>drobes h m ?an   
d\ble ! capacity ( tables4  ,! w>drobe  
man illu/rat$ 8 talk ) photographs &    

back$ 8 argum5ts ) figures4  ,! up%ot ( 
x 0 t he made a complete gr\nd plan ( ! 
,lamb]t /ore ) a mod]n sell+ arrangem5t 
& ,new ,way fixtures 9 _! prop] places4 
,b be=e ,/uck] w\ld admit ! wisdom ( !  
improvem5t1 he argu$ x f e po9t ( view4 
,! f>m] trade1 he said1 w\ld imag9e t !y
 w\ld h to pay high] prices = clo?+ to  
make up ! co/ ( new fixtures4  ,?is1 m9d
 y1 today :5 ! f>m] is ! mo/ enlight5$  
memb] ( ! community--:5 he is us+       
progressive me?ods 9 m>ket+ 8 own       
product1 to r$uce 8 co/s & increase 8   
pr(its6  ,lem ackn[l$g$ t ! clo?i]s :o  
are h&l+ ! f9e/ m]*&ise are fitt+ up _! 
/ores ) ,new ,way ,cry/al ,w>drobes1 &  
he didn't l to admit t ! ,lamb]t ,/ore  
didn't sell high grade m]*&ise4  ,he    
conc$$ t f9e goods 9 e o!r l9e ( trade  
are treat$ ) ! c>e & respect !y des]ve1 
o!rwise !y w\ld suff] 9 ! h&l+ & cease  
to be f9e m]*&ise4  ,f9ally1 ,lem       
admitt$ t ! disc]n+ public does judge a 
m]*ant's /ock by ! way he treats x1 s t 
! /ore ) ,new ,way ,w>drobes z a feature

 is n only ! mo/ progressive /ore1 b 9  
practically e in/ance ! mo/ prosp]\s 9 !
 clo?+ trade ( its locality4  ,aft] ,sam
 _h giv5 ! ord] 8 "o ?\ght 0 impati5ce =
 ! completion ( ! job4  ,i mu/ h t /uff 
all in/all$ s t ,i c h my op5+ a week   
ahead ( ! o!r p4  ,"h1 ,/uck]1 call$    
,sam to t gloomy s\l1 :o _h gone beh9d a
 /ock ( "w-%irts1 :ile ! ord] 0 be+     
sign$1 we'll let y dispose ( ! old      
fixtures4 ,t's a job t's j ab\t y\r     
size4  ,i tell y1 ,/uck]1 a natural-born
 retr5*] has 8 virtues4 ,b if y give him
 rope en\gh he w retr5* y out ( bus9ess4
 ,he nev] builds any?+4 ,if x wasn't = !
 creative man !re w\ld be no?+ to       
retr5*4  ,! retr5*] is all "r if y don't
 pay him too mu*4 ,he is wor? ab\t #aj a
 mon?1 because y c f9d fifty ( !m 9 any 
old man's home t y c hire = less money  
?an t4  ,no1 ,lem1 ,i won't be unfair4  
,y're n z bad z all t4 ,x takes all k9ds
 ( p to make a _w & !re is pl5ty ( room 
= bo? ( u 9 ?is bus9ess--!re always w be
 leaks to /op & "w to d = an e>ne/ man  

:o has ! int]e/ ( ! /ore at he>t4  ,!   
fault has be5 9 ! division ( our labor4 
,i'll %[ y ! way we c get ! be/ out (   
ourselves4  ,sam1 said ,lem1 ,i reckon  
,i've be5 look+ at ! _w ?r\gh a crack 9 
! f5ce & ,i'll h to wid5 out my view a  
little4 ,y give me ! books & ! sales    
slips to look aft]4 ,9 ! meantime ,i'm  
go+ to make ! mo/ exact inv5tory ?is    
/ore ev] _h & be ready to *eck 9 ! fre% 
/ock t is to g 9 ^! ,new ,way w>drobes4 
,my tal5ts are all "r if ,i don't try to
 cov] too mu* t]ritory4  ,! two m5 %ook 
h&s4  ,all 0 9 read9ess on ! day set4   
,ev]ybody 9 ,m$e5a ,c\nty came to ! ,gr&
 ,op5+1 & ,sam ,lamb]t's ,new ,way ,/ore
 is do+ ! bus9ess ( ! t[n4