s every traveling man see men act as Tucker
did? Here was a line of goods he was cocksure he did not want, but the
moment he heard that his competitor had a trade on them he began to
feel that he must have some. Seven-eighths of the goods sold are sold
in this way. Very few men do business on their own judgment. Their
competitors make their prices, select their styles, and force them to
carry certain stock. The drummer's best card is always: This is
selling like fire; Smith took a gross, Brown half a gross, Jones three
dozen, and you will miss it if you do not try a few. Such dealers
always have the larger part of their capital locked up in goods they
bought because others had bought the same goods.
I repeated my price to Tucker, and he told me to send him a few. "By
the way," said he, "what are your terms?"
"Does your house draw the day a bill falls due?"
"No; the house is slow about drawing upon customers, and they always
give ten days' notice before making draft."
"Well, I don'