“Oh, they make it. How they do it is none of our concern. It would make you a very popular gift and the boys would go wild over it.” Madley turned to me. “Is that your bottom price?” “I gave Mr. Bingham my very best figures.” “How many have you got?” “Any amount you want.” He called two of his young men, and after a conference with them came up to Bingham and said: “Bingham, I can't afford to let you make a profit on these rifles. You wouldn't come up here if you were not making something. The idea is a good one, and you may send your boy up and get the best suit of clothes I've got, but I'm going to figure on rifles before I order.” “All right, Chris, go in.” He turned on his heel to go out, and I followed. When we were on the sidewalk he said: “I don't give it up yet, but I can play bluff as well as he can.” “You asked too much advance, I am afraid.” “Oh, I know him. I'll go for him by and by.” And he did. I called in the afternoon and took his order for 100 rifles, and he showed me a written order for them from Madley at $2.62. To these he added several other items, making a very nice bill. I have always noticed that, however much a man did not want any goods, the moment you get him started there is but little difficulty in then getting his order for some of the very things he told you he was not needing. During this time I had no fear of the other salesman. My prices were down so low I cared for no one, but I concluded I would go back to Mr. Shull's, and see if anything was left for me there. He happened to be at work at the shelves, which is a place I like to find a man at, and I explained that I was in early in the day but saw he was engaged. “Yes,” said he, “I had a gun man here all forenoon. He sold me all I needed in your line. He says bull-dogs are going up.” “I had not heard of it.” “What are you selling at?” What should I say? If he had bought I didn't care to quote a special price, and I did not want to name a high price, for that might give him a bad impression of the house in the future. It is a difficult place in which a salesman finds himself, this quoting prices to a man who has just bought. The temptation is always to name a very low rate, perhaps even to go below your lowest selling price, for the purpose of making the man feel that you would have been a better man to buy from, but this is a two-edged sword, and I have not cared to handle it. I concluded it would pay here to be frank. “It is possible there is some advance of which I don't know,” I said, “but my price has been $2.75 to $2.85, according to quantity.” “That's what I bought at.” I opened up on rifles, found him entirely out, and showed him my order from Bingham for 100. “What in Sam Hill is he going to do with 100?” I did not enlighten him. I said: “Oh, every lad buys a target rifle nowadays.” “What price do you get?” “Two dollars and ten cents by the case.” “Case? How many's a case?” “Thirty-six.”