Page:Letters from a Self-Made Merchant to His Son.djvu/217

Rh claimed for it, no one in her house had ever owned a button-hook, because her old man wore jack-boots and she wore congress shoes, and little Johnny wore just plain feet.

I simply mention the Doctor in passing, not as an example in morals, but in methods. Some salesmen think that selling is like eating—to satisfy an existing appetite; but a good salesman is like a good cook—he can create an appetite when the buyer isn't hungry.

I don't care how good old methods are, new ones are better, even if they're only just as good. That's not so Irish as it sounds. Doing the same thing in the same way year after year is like eating a quail a day for thirty days. Along toward the middle of the month a fellow begins to long for a broiled crow or a slice of cold dog. Your affectionate father, 4em