office discouraged and disillusioned. Sam was there, writing names into a book.
"What luck?" he asked.
"Only three."
"I got twelve. I didn't figure you were going to get many the first day. You've got to learn salesmanship. To-morrow you'll do better."
Bert's heart warmed toward his partner. But Sam was not showing a rare magnanimity. The business book had warned him not to expect too much from new men and not to discourage a beginner with sharp criticism. He had read that in the chapter headed "How the Executive Can Get the Most Out of His Force."
Sam's prediction proved true. On the morrow Bert did better but his total for the day was only five. It was nothing to boast about. By Friday night the entire town had been canvassed, and seventy-eight customers were on the books. That meant a membership fee of $39 a month.
It wasn't much. Even Sam admitted that. But the clerk insisted stoutly that it was a start.
"We can't expect a paying business over night," he said. "The public doesn't really know us yet. We must make our service so good that one woman will tell another. And don't forget we're going to sell food at those tables, and we're going to sell it to-morrow."
Bert was encouraged. "I'll be down early in the morning."
