Act II (Wagner's Office, Present Day):
Willy enters the office of his boss, Howard Wagner, a thirty-six year old man sitting at a typewriter table with a wire-recording machine. Howard plays Willy recordings of Howard's daughter and son. Willy tries to tell Howard what he wants, but Howard insists on playing a recording of his wife. Willy tells Howard that he would prefer not to travel anymore, but Howard says Willy is a road man. Willy says that he was in the firm when Howard's father used to carry him as a boy. Howard does not have a spot.
Willy talks about how being a salesman used to be a position that had personality in it and demanded comradeship and respect, but today there is no room for friendship or personality. Willy keeps asking for lower and lower salaries. Howard's father made promises to Willy, he cries, but Howard tells him to pull himself together, and then leaves. Willy leans on the desk and turns on the wire recorder. Willy leaps away with fright and shouts for Howard. Howard returns and fires Willy, telling him that he needs a good, long rest. Howard tells him that this is no time for false pride and he should rely on his sons.
In this segment of the second act, Arthur Miller uses Howard Wagner as a symbol of progress and innovation in contrast with Willy Loman's outdated notions of business tactics. Most of the details in Howard's office emphasize technological innovation and novelty, from his well-appointed, modern office to the recording machine that fascinates Howard. This shows that Howard is more interested in the future than the past, as he ignores Willy to consider his new machine. In contrast, Willy speaks not of his future with the company but with his history and past promises. That Willy is frightened by the recorder is a symbol of Willy's obsolescence within a modern business world; he cannot deal with innovation. Even his values, as he notes, belong to a different time. Willy speaks of a past time when being a salesman demanded respect and friendship, a time that has clearly passed, if it ever existed at all.
Willy once again falls prey to his idea that personality and personal relationships are critical factors in the business world. He cites the memory of Howard's father bringing Howard as a newborn to the office and his own role in helping to name the boy. While personally relevant, in terms of the business world this fact bears little weight.