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The whole duty of a clerk to his employer may be expressed in fidelity to his interests. But faithfulness implies something more than the mere doing of things one is obliged to do: it means the exercise of care and performance of acts when necessary for the interests of employers, for which no direct remuneration is paid. Many young men seem to think that if they labor at the employment regularly assigned them, it is all that should be expected of them. It is probably all that is expected; but a faithful clerk will not, therefore, neglect opportunities that may present themselves, when by a little extra labor-arranging a few parcels of goods or putting down an item of account -he can do his employer great service. It has been well said, that the clerk who is always pushing for more pay and earning as little of that which he gets as may be; who is tardy in the morning and in a hurry to get off at night; who begins to black his boots and brush and comb half an hour before quitting-time; and requires half an hour in the morning to make himself presentable for the business of the day, will be dropped out of the corps of helpers whenever business becomes slack or any plausible excuse offers for ridding the concern of leeches.

177. What are the relative duties of employers to their clerks?

These may be summed up in-fair pay and fair treatment-pay sufficiently large to make the employee contented with his situation, and treatment uniformly just and considerate; giving. words of approbation for welldoing, and not alone disapprobation for wrong-doing. It has been said that every truly superior man, every natural king of men, has uniformly been attentive to the interests and feelings and welfare of those who executed his will.

Bonaparte was an illustrious example, and his soldiers worshipped him. Nelson, also, was most solicitous for the health, comfort and honor of his men. It has also been said, that he who snubs those dependent on him, or begrudges them their just compensation, and cares nothing for their interests or their honor, is not naturally a master; he is one by accident only; merely a beggar on horseback, and perhaps he stole the horse.

[Samuel Budgett, an English merchant, with a biography, was noted for the smooth and easy way in which he disposed of business discrepancies, and annoyances among his employees, and says he found his account in so doing.

"Well, what is the matter?" said he to one of his clerks, "I understand you can't make your cash quite right." "No, sir." "How much are you short?" "Eight pounds, sir." "Never mind-I am quite sure you have done what is right and honorable; it is some mistake, and you won't let it happen again. Take this, and make your account straight." The young man sees the proffered paper—an order for ten pounds-and he brightens up as full of admiration and good resolve as he had previously felt anxiety.

Now, what is the next matter? This time a porter is summoned. He comes forward as if he expected a rebuke. "Oh! I have had such a complaint reported against you. You know that will never do. You will not, I'm sure, let that occur again." It certainly did not occur again.

Thus, with the greatest despatch, another after another was settled in this way-" without the grievous words which stir up anger;" and all who belonged to his office went to work as if some one had oiled their joints.]

178. What is the great secret of success in selling goods at retail?

To please and so satisfy transient or casual purchasers, that they will become regular customers. No retail business can become permanently prosperous without permanent customers; hence, to force upon unwilling buyers goods they do not want, and afterwards refuse to exchange them for others or return the money, is a short-sighted policy. A firm in Philadelphia, who probably sell more ready-made clothing at retail than any other in the United States, have adopted as one of their cardinal maxims, the plan of guaranteeing all their sales; or, in other words, they offer to return the purchase-money for any clothing returned unworn within ten days after the purchase, even if the buyer assign no other reason for cancelling the contract than that he has seen other goods elsewhere that suit him better.

But in order to give lasting satisfaction, and convert transient into regular customers, it is sometimes necessary to supply buyers with articles not such as they call for, but such as they ought to have. Those who have cheated themselves, are as apt, when they discover it, to feel resentment towards those who allowed them the privilege, as if they had been in fault. Few persons are judges of the goods they buy for their own consumption, and almost all rely to a certain extent upon the seller's judgment. The writer recollects going into a gentleman's furnishing store, where he had not been in the habit of dealing, and calling for a box of No. 16 collars. The dealer thought 16 would give more satisfaction; when he asked for No. 9 hose, the gentleman measured and thought a size larger would suit him better; when he inquired for No. 42 underware, the merchant recommended him to take No. 44: and, as he subse

quently discovered that these sizes gave him ease, comfort and satisfaction, he felt so grateful to the merchant for not selling him what he ordered, that he became his regular customer. Depend upon it, the man who knows how to attract casual buyers, and convert them into permanent customers, will succeed best in the long run in any retail trade.

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CHAPTER XIII.

BUYING AND SELLING MERCHANDISE.

3. POINTS FOR BUYERS.

AVING thus considered those points which may be called preliminary to the main business of a mercantile life, we now come to that which constitutes its very essence, viz.: the buying and selling of goods, and the first inquiry that presents itself is,—

179. What are the characteristics of a MODEL BUYER? An experienced buyer is generally a man of few words but of very methodical habits. He prepares a careful memorandum of what he wants to buy, and does not trust himself in the excitement of the market without it. He scans the commercial journals containing advertisements of firms that deal in the commodities which he wants to buy, notes what they have to offer and informs himself respecting their reputation for reliability, fair dealing, and disposition to consider the interests of their customers as well as their own interests. When he needs a whole case or bale of one kind of goods he endeavors to procure it from the manufacturer's agents, if possible; but as a general rule he understands it is cheaper to pay the wholesale dealer's profit than to buy more of any one kind of goods than he can advantageously dispose of. Before he purchases he ex

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