SELLINGLUMBER 67 



finish the day's work with greater distances, and greater results, 

 and with less fatigue than if each pulled for himself, in as many 

 ways as there were men. 



The value of team work, co-operation in business, is enor- 

 mous, and When practiced by traveling salesmen in conjunction 

 with all those who are associated with them, is a part of effi- 

 ciency. 



Do you practice team work? Do you co-operate? If .so, what 

 per cent? 



Mr. Woodhead : I am billed to deliver an address tomor- 

 row on "Co-operation," and I think, if it comes to going into 

 anything heart and soul, I can get 100 on that. (Applause). 



Mr. Dionne (reading) : "23. Wisdom." We now come to 

 the last of the list of essentials for a traveling salesman, and prob- Wisdom 

 ably the greatest. This essential qualification is wisdom. Wis- the Salesman's 

 dom might by some be confused with knowledge, or with judg- uable Asset 

 ment, but wisdom is different. 



Knowledge is that technical or specific information you ac- 

 quire by study or work about a certain thing, trade or profession. 



Judgment is the ability to decide correctly between two or 

 more paths which lead in different directions, or the ability to de- 

 termine the right from the wrong, the good from the bad. Judg- 

 ment, as before stated, is the judge which presides in the tribunal 

 of our minds. 



Wisdom is still greater. Wisdom is the guardian of all our 

 mental faculties, and is the tutor of knowledge. Were it not for 

 wisdom, all the knowledge you possess would be valueless. Knowl- 

 edge is something acquired. Wisdom is an inborn faculty. You 

 may teach a parrot to talk, but lacking wisdom, it does not know 

 what it says. Thus, to obtain the best results from the knowledge 

 you possess as a traveling salesman, you must have that executive 

 faculty called wisdom to direct its use, and thereby obtain the best 

 results. 



To be absolutely efficient you must therefore have wisdom. 



Are you wise? If so, what per cent? 



Mr. Woodhead : As applied to my business career, of course ? 



Mr. Dionne : Rather as applied to lumber salesmanship. 



Mr. Woodhead: As applied to lumber salesmanship? Well, 

 if it is limited to the application, lumber salesmanship, I can claim 

 85 per cent. 



