SELLING LUMBER 



63 



The Chairman : One hundred. 



Mr. Woodhead : I hate to be in jeopardy twice. I have al- 

 ready passed on truthfulness. 



Mr. Dionne (reading) : "17. Tact and judgment." Tact 

 and judgment are almost synonymous terms which denote two of 

 the most important mental faculties which a business man should 

 possess. 



Judgment is the judge enthroned in the court of our reason, 

 before whorf we submit all questions of doubt and expediency. 

 Judgment never errs in his decision, yet judgment never gives 

 advice unless asked, because judgment is cautious and discreet. 



Tact is an attorney in the court of our reason; shrewd, art- 

 ful, keen, to whom we refer our delicate and intricate problems for 

 adjustment. But tact never fights a case in court. He arbitrates. 

 And yet he always wins or gains the point desired. Tact never 

 blunders, seldom fails, is popular and has no enemies. 



Without judgment and tact you cannot be efficient. What 

 is your percentage in judgment and tact? 



Mr. Woodhead : Mr. Chairman, I can see that judgment 

 and tact are not synonymous, according to my interpretation of 

 those terms, and I don't know whether I can strike an average 

 on them or not, because there is a difference. I would claim 80 

 per cent ; because judgment is a very rare quality, and we all 

 make mistakes. No man is perfect in that. 



The Chairman : What shall we give Mr. Woodhead ? 



A Voice : What he claims. 



The Chairman: Eighty per cent. 



Mr. Dionne (reading) : "18. Personality, address, approach." 

 W T e now come to that element of efficiency which we can see in 

 others, but we cannot describe. That intangible something which 

 commands attention. That magnetic influence which makes you 

 look and look again, and listen, and listen again. I do not know 

 whether the quality is physical or mental, or both, but whatever it 

 is, it is called "personality." 



There are various kinds of personality, but all are distinctive 

 in character or temperament. The kind that I am speaking about 

 is the one I have just outlined, the kind .that commands imme- 

 diate attention when you walk into a man's place of business, 

 the kind that makes your customer greet you first, the kind that 

 makes your customer feel that he would like to know you bet- 

 ter and more intimately, the kind that makes your customer glad 



Tact and 

 Judgment 



Personality, 



Address, 



Approach 



