68 SELLINGLUMBER 



The Chairman : We add all of these, divide by 23, and the 

 answer is we get it here 83^ 'per cent. 



A Voice: Pretty good salesman. (Applause). 



Mr. Dionne (reading) : These twenty-three essentials which 



1 have just named, and briefly analyzed, are, I think, the neces- 

 sary qualifications for a 100 per cent efficient modern lumber sales- 

 man. If you have graded yourself as I enumerated them, and have 

 been honest enough with yourself to try and not run in your No. 



2 qualities for No. 1 and B and Better, I am sure you will not be 

 denied your legitimate claims for your true grade as a traveling 

 salesman. 



(Mr. Tolson's address in full will be found on page 286). 

 A Voice : Mr. Chairman ! 

 The Chairman : Captain White ! 



Captain White : I have known Mr. Woodhead for a long- 

 time. I never expected that he would be able to pass such an 

 examination as this. (Laughter). I am bound to believe that 

 Captain ^ e ls entitled to the credits that you have marked up for him, 

 White Is because he admits it himself. (Laughter). He has done it in a 

 Impressed yerv f- ne ^ cour t eous an( j gentlemanly manner; and he has meant 

 to be truthful and honest, and I therefore suggest that this body 

 of salesman accept the candidate as a model for their future guid- 

 ance a model being, as I understand, a good imitation of the real 

 thing. (Laughter and applause). 



The Chairman : This completes the program for the after- 

 noon. I wish the committee on sales and distribution of the South- 

 ern Pine Association to meet me on the stage tomorrow morning 

 at 9 o'clock. Be prompt, because we want to discuss plans for 

 the noon luncheon. The regular meeting will convene at 9 :30. 

 I am glad to say that we have a telegram from General Boyle, in 

 Washington, that he will be here to address us, and I can prom- 

 ise you a rare treat tomorrow morning. Louisiana and Arkan- 

 sas, please come up and report. Everybody must be here at 9:30 

 tomorrow morning. 



At this point, at 5 :30 o'clock, p. m., the school of salesman- 

 ship took an adjournment to 9:30 o'clock a. m. on the following 

 day. 



