A man’s chief loyalty must be to the woman who has joined her life to his; to the children who call him father; and to the business which feeds and clothes and houses them all. In my easy-going willingness to befriend the world at large, I was sacrificing my wife, my children, and my employer far more than I was sacrificing myself. As I look back, I marvel that my wife and the children should have borne with me as uncomplainingly as they did.

What was true of my family was true of the business as well. I thought I was being friendly to the customers of the house. As a matter of fact, I was too often being friendly to the customers at the expense of the house. It is a common fault in salesmen. They let a thousand trivial demands on the part of the men to whom they sell take their time and energy from the business of the men for whom they sell.

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