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Evening star. [volume] (Washington, D.C.) 1854-1972, September 17, 1916, Image 29

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'Madam,' said I'anl. with as much dignity as he could find in the circum
stances, 'do you l.noic whom you arc hugginfi in this public manner?'"
Held up In tho traffic, lie turned and
smiled at i he middle-aged man and his wife
who had evidently worked hard and who
were just as evidently buying their first
ear. "Like Margaret and I might be
doing in another twenty years," thought
Paul. ''I wonder how I can lie human
with them? If that was Margaret, 1
wonder what would tiekle her more than
anything else?"
lie thought quickly,
"I'm going to take you down Fifth
Avenue," he said. "If madam has any
chopping that wouldn't take long, I can
stop at one of the stores a few minutes."
"1 do need a pair of gloves, hesitated
the woman. "Do you think you could'
stop at Bolberg's?"
When they drew up at the glove shop,
Paul noticed how proudly his passengers
stepped out ami crossed the sidewalk.
"Everybody's human, if we only know
how to get at them," lie thought.
However that may be, Paid's first pros
pects ordered a ear, and before the
month was over he had sold two more.
"Son," said Air. Martin, hiding his
natural shrewdness behind his naturally
paternal manner, "it seems to me we're
going to raise your wages five dollars a
week. When a man gives satisfaction
here, I like him to know it."
"'Quick on the jump?quick- on the
jump,'" thought Paul, and aloud he said:
"Thanks, Mr. Martin, but I've got a bet
ter scheme than that -better for you and
better for me. I want a job as salesman."
"We have salesmen enough," objected
the other, slightly frowning. "I only offer
you the raise because good demonstrators
happen to be scarce.'
"So do good salesmen," said Paul,
searching his wits for something to clear
the frown from Mr. Martin's face. "And
so do good bosses, too," he smilingly
added. "That's why I'd rather work for
you than any one else I know."
Mr. Martin smiled at that, and Paul
earnestly continued:
"Now listen, Mr. Martin. You know
we have an awful lot of people who come
in here and go away without buying a car.
Well, they're the ones I want to handle.
Give me a job as salesman?on a com
mission basis?and then turn all the hard
nuts over to me. After everybody else
has given them up, let me have a try!"
Mr. Martin looked at his watch.
"I'm going to Detroit on the four
o'clock train and can't talk any more now.
1 shall be back on Saturday. Do you think
that will give you time to show results?"
"Plenty!" cried Paul. "But first I want
an order on the Service Station to rig up
a working model to show to my customers.
1 know exactly what 1 want, and it won't
take you a minute to write the order.
And then, if you'll tell Mr. Guntor to turn
all the hard nuts over to me?"
jyfU.aUNTKR was the head salesman of
the Imperial Company?a handsome,
striking figure with a drooping mustache,
who looked like a mat info idol and was
sometimes called the Great Guntor be
cause of the volume of his sales.
"Mr. Guntor," said Mr. Martin, call
ing him in, "this young man has an
idea he can sell cars. 1 think we may as
well humor him a little and see if he can
get results. So, until further notice, when
ever you have a prospect who is walking
out cold, I want you to introduce him to
our young friend here. Please instruct
the other salesmen accordingly."
"And this young man will do the rest?"
asked the Great Gunter, with a patroniz
ing smile behind his drooping mustache.
"You'll soon see," said Paul, his color
rising a little.
His first chance came the next morn
ing. Mr. Gunter had been working on
a prospect for more than half an hour?
a hard-faced business man who talked in
grunts and showed as much
enthusiasm as a paving block
on a wet, wintry day.
"Before you go," said Mr.
Gunter, when this difficult
customer began edging to
ward the door, "I want to
introduce you to our Mr.
Manion. You'll enjoy him
immensely. We all do. Oh,
Mr. Manion, this is Mr.
Barker. Don't you want to
see if you can interest him in
the Imperial car?"
Whereupon the Great Gun
ter retired.
Meanwhile Paul was shak
ing hands with the chilly Mr.
"I've got something to
show you over at the Service
Station," he whispered. "It
won't take a minute, and it's
well worth seeing."
They left the sales-room
together, and nearly an hour
later Paul came back alone,
hoarse and unhappy.
"Sell him?" asked Gunter.
"No, sir," said Paul, and
again ho colored a little.
"He was too much forme."
At this the Great Gunter
and the other salesmen
laughed with rare delight.
"Myboy," said Mr. Gunter,
stroking his drooping mus
tache, "when you've lived
ft little longer you'll know
a little more."
Whereat the other sales
men laughed again, and be
came quite eager to find
other hard nuts for Paul to
"Never mind," thought the
latter, when he had cooled
off. "I got a lot of practice
out of that old bird, and I
can't expect to sell a car to
every man I tackle. If I sell
only one a week it's twenty
five dollars for little Paul,
and that's more money than
I've ever made yet."
In his second attempt he
was equally unsuccessful. But when
Paul piloted his third party around to
the Service Station?a middle-aged man
with a high forehead?he probably had
a premonition of victory. In any event,
he made his demonstration with such
enthusiasm that in less than fifteen min
utes he was back at the sales-room, and
the order was grudgingly O. K.'d by Mr.
AT the end of the week Paul had sold four
machines. The Great Gunter himself,
suffering f rom an off week, had sold only six.
Mr. Martin returned from Detroit
on Saturday morning, and Mr. Gun
ter followed him into his private office.
When the head salesman came out, Mr.
Martin sent for Paul.
"Well, son," he began, "what have you
done for yourself this week?''
"Sold four machines.
"M-m-m. Maybe so. Mr. Gunter
claims commission on one of those sales.
He says the man would have come back
"No, sir!" exclaimed Paul. "He was
going out cold. Any of the salesmen will
toll you! Why, Mr. Gunter only intro
duced him to me as a sort of joke."
"We'll forget that," said Mr. Martin.
"I want to see this model that you've got
ut the Service Station."
Paul jumped for his hat, and a few min
utes later he was showing his demonstrat
ing car to Mr. Martin. The top of the en
ginchad been removed, showing the pistons
and the valves. The front of the crank
shaft was coupled to an electric motor,
and when Paul threw the switch the
crank-shaft turned, the pistons rose and
fell, the valves opened and shut, and the
engine went through its regular perform
ance in full view. But the crowning
point of the demonstration was the ar
rangement of the spark-plugs. These had
been mounted in place with wire, and,
when the engine turned, fat sparks jumped
ver the ends of the plugs, adding fire
works to the movements of the engine.
"How^h'H exclaimed Mr. Martin.
How did you get the idea?"
said ftlnf t(l?mk,0,,Sornethin|! human,*
l , What I mean is this," ho
?Ive often noticed how
men l'ke to watch machinery going round
it 8 human nature, I suppose or
wouldn't all be that'way Tnd.' b?
hardWaSThneW 'dea' U t00k hoId Kood and
hard. Then, you see, I have the baok -
Zuu t ,ackodr,uP- " a man comes ln
with his wife, I m nearly sure to get them.
)Jnrl i'Tl" t!le back wheels with hia
hands and then I put the lady in the seat
Then I 7?t ?r r vl? step on the bn?ke.
1 hen I let her husband try to turn the
Ittfcktas 'WhiK 8ue aPPli6S the brakes
tn? f,s em both, somehow?a sort of
fwit ?JT' I/Uess- Arld after they've
that ,a few times, and have had
SDarkCr ?i vth? en|?ine' 8nd seen the
-whv Mr m -my demonstration
why, Mr. Martin, it s just as easy!"
A great idea!" repeated Mr Martin
thoughtfully. ?I'm going to taJ?a??
m^ieldon>PW U 'n th.G Brna<'way window. ?
?u- i . now what Mr. Gunter will
ft a Lb f4- 't'" Smile<1 Paul" "He ealli
it a baby trick, and?"
02??' don't you worry about Mr.
Gunter. I m afraid he's going to leave
rlfllr Veiad another talk with him
iT? Try), f d y?i: like to have hi.
y . f0r a month, and then, if you
make good?well, there you are: five
housand a year and commissions. Do
you think you nan hold it down?"
1 aul silently shook hands?silently be.
W "th C?Ddn t tn,st h'mself to speak
hard nT r W,'?n he had swallowed
Jiard a few times he said: "I'll g0 rieht
down and find a machinist. I'd like to get
this car moved over as soon as I can, be.
over^umujy." ? UP t0 Ma^husetta
""'Ting at half Past nine, Paul
got off the tram at East Hampton
and inquired the way to Mrs. Spencer's.
As he drew near, he saw his two children
plajmg in the grass at the back of the
house. He called them, and they ran up
the pleasant road to meet him, crying
oS Sf 7h? Mar^aret looked
out of the back door to see what thev
were shouting about, and the next mo
ment she too had joined the charges
her arms twined around his neck.
" sa'(' I'aul, speaking with aa
much dignity as he could find in the
circumstances, "do you know whom you
are hugging in this publio manner?"
"V\hy, no," she oried, laughing and
crying together. "I always run out thia
way when I see a strange man'*
"Madam," said Paul, "you are hugging
the future sales manager of the Imperial
Car Company. And if his income isn't
fifteen thousand dollars next year, I shall
divorce you and marry an older and uglier
woman!" 8
"Oh, 1'aul!" she gasped. "Is it true?*
Sure, he said. "The Little Wonder'a
going to college, after all. But let's go in
I ve got a present for you in my valine.
How s your aunt?"
"i^)|h'nPauI!^eas,.><,d Mar?aret, again.
never thought you'd come?thia
way. I 1 Mrs. Spencer isn't my aunt *
she desperately added. "I?I'm working
This time it was Paul's turn to gasp.
\V orking here?"
"Don't?don't be angry, Paul. But
when I saw how fast you were tied, I ad
vertised in the paper -and I'm working
here for my board and the children's?eo
you could have a real chance?to break
| HaT night, after the children had gone
to bed, Paul and Margaret strolled
along the pleasant road in the moonlight
"Paul?you aren't angry at me?" she
E ven in the moonlight she saw the teara
in his eyes?saw them and understood.
Oh, Paul, Paul I* she breathed. 'If
you only knew how proud and happy I

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