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One of the biggest accounts now on the books of the Faultless Caster Company was closed as a result of a salesman going back to correct an error he had made. At that time, J. F. Weintz, now vice president of Sales Management, Inc., was selling casters to manufacturers of furniture for that company. The first call made on this buyer was on Saturday. The buyer was not very receptive. There was much mail and Saturday was a short day.
Anyhow, Weintz placed his sample caster on the buyer’s desk. The buyer fumbled with a letter, showing no inclination to stop his work. The salesman ex?plained that he would be glad to hurry through his story because he wanted to get away quickly to catch the two o’clock train. The buyer looked out of the corner of his eye with a frown. “As far as I am con?cerned, you can go and catch your train right now,” he snapped. “The interview is terminated right this minute!”

“Well,” retorted the salesman, “it can’t be terminated too soon to suit me.” He picked up his sample case, turned on his heel and made for the door. He tried to slam the door as he went out, but there was a door check on it, so he just went away gritting his teeth.

Weintz was sorry a few minutes later. But it wouldn’t do to go back now. A month or two afterward he went back. He walked into the store and bought some razor blades. While at the counter, he caught the buyer’s eye, smiled and nodded. The buyer did not recognize him as he called a cheery “Good morning!” The next day Weintz repeated the buying stunt but drew the buyer into general conversation. Soon he showed the sample caster and the buyer said: “Oh! Are you with that company? Say, whatever became of that obnoxious blankety blank who used to call here?” Weintz laughed off the question, saying that some salesmen are dense enough to make bad breaks.

Salesman and buyer became good friends. The much-valued order was finally forthcoming. The buyer walked to the door with Weintz as they were parting. Weintz’s conscience bothered him. At the same door he once had tried to slam, the real truth of the situation was told. He handed the order back to the buyer. He didn’t want it if obtained under false colors. However, the buyer insisted that he keep it and the whole affair ended in a very pleasing manner.