Also, he wished to earn
much more money for his new career of luxury. Mr. Guilfogle had
assured him that there might be chances ahead--business had been
prospering, two new road salesmen and a city-trade man had been
added to the staff, and whereas the firm had formerly been jobbers
only, buying their novelties from manufacturers, now they were
having printed for them their own Lotsa-Snap Cardboard Office
Mottoes, which were making a big hit with the trade.
Through his friend Rabin, the salesman, Mr. Wrenn got better
acquainted with two great men--Mr. L. J. Glover, the
purchasing agent of the Souvenir Company, and John Hensen, the
newly engaged head of motto manufacturing. He "wanted to get
onto all the different lines of the business so's he could step
right in anywhere"; and from these men he learned the valuable
secrets of business wherewith the marts of trade build up
prosperity for all of us: how to seat a selling agent facing the
light, so you can see his face better than he can see yours.
How much ahead of time to telephone the motto-printer that
"we've simply got to have proof this afternoon; what's the matter
with you, down there? Don't you want our business any more?" He
also learned something of the various kinds of cardboard and
ink-well glass, though these, of course, were merely matters of
knowledge, not of brilliant business tactics, and far less
important than what Tom Poppins and Rabin called "handing out a
snappy line of talk.
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