It never occurred to me, until after he had left the store, to ask about the quality of the sharpener and I wondered why, and then I realized that I had bought the pencil sharpeners, not because of their quality, but because of the sales plan which had already been worked out for me. If other concerns, who sent salesmen to see me, had presented worked-out plans like these they would have had more business from me. I don't know how it was, but I seemed to be rushed all the time with so many little things that I hadn't had the time to try to think out plans and ideas for selling; and the fact that it was easy for me to go ahead to sell these pencil sharpeners was the main thing that induced me to buy them. Larsen was unquestionably pleased, and the man had hardly gone out of the store when he said: "Couldn't one of our fellers go to folks and sell some? . . . And couldn't we sell pencils, . . . and while we are about it--" "For heaven's sake, Larsen," I cried, "you're trying to run me off my feet!" The thought of sending salesmen out to get business for a retail store had never occurred to me, although on thinking it over it seemed so reasonable that I decided to think it over some more, and maybe I would send one of the boys out to see if he could not drum up some business on those pencil sharpeners, and perhaps some other things. CHAPTER XV HOW TO STOP SWEARING Larsen was a bully good fellow, but I found that in one way he was hurting the help, as his habit of swearing seemed to have been caught by the other fellows in the store. Somewhat with fear and trembling I got the force all together one night and gave them a little talk on business conduct. Goodness knows I felt quite incompetent to speak about it, but I felt that it was necessary, particularly as I had noticed Jones and Wilkes swearing badly, and even doing it when there were customers in the store. From the language they used, it was evident that Larsen was the source of inspiration. I spoke to them somewhat like this: "It's only a few weeks ago, fellows, since I was a clerk at Barlow's, so I know how you fellows feel and think, because I thought very much like you do now. You know there are certain things which a boss realizes which an employee doesn't. I really want you fellows to know that I want to help you in any way I can." Larsen chipped in here, saying: "I know he does that!" I silenced him, however, and went on: "You fellows represent this store when you are in it and out of it. The way you conduct yourself is to the public the way this store conducts itself. For instance, if I were to get drunk nights, that would reflect on the store, wouldn't it?" They nodded in agreement. "Now, if I were to be using bad language all the time, that would reflect on the store also, wouldn't it?" Again they nodded yes, but not with the same emphasis as before.