SELLINGLUMBER 287 



salesmen, are also "born, not made," unless a person is born with 

 some inherent talent, ear or love for music all the training and 

 practice of a lifetime will not make a musician out of him. He 

 might eventually learn the theory and technique of music, but he 

 would never develop that power of inspiration and expression to 

 touch the hearts and souls of men like the musician who is "born" 

 can do. But if he possesses an inherited love or ear for music his 

 talent may be quickly developed by practice, cultivation and edu- 

 cation. 



You have all seen the "unmusical salesman," the man with- 

 out the talent, whose voice was mechanical and without expres- 

 sion, who tired you to listen to, like the electric piano player; you Some 

 have heard his arguments, his presentation or rendition of his 

 subject, technical, listless, lacking in inspiration, void of enthu- Born. 

 siasm, and you have seen him fail fail to reach or hold the atten- 

 tion of his customer, fail to obtain the business! This salesman 

 was not well born. 



You have also seen the "musical salesman," the man with 

 the "voice with a smile," magnetic in his personality, whose en- 

 trance into the place of business of his customer is greeted with 

 the applause of welcome. You have seen his "approach" to the 

 center ; easy, graceful, confident. You have heard him render or 

 present his subject, gently, softly at first, then with fine expres- 

 sion, modulated to the theme, his voice commanding rapt atten- 

 tion as he reaches the strong, full-voiced, well-rounded climax of 

 'inspiration, which brought forth showers of applause in orders 

 from his admiring patrons. You have seen also, the hearty "en- 

 core," the "call back" which his patrons bestowed upon him; 

 and you have seen them wait for him, they look forward to his 

 coming because talent is always sought after and will command 

 a "full house," be it with musicians or be it with traveling sales- 

 men. A salesman like this is well born or to use the common 

 expression "He's a natural born traveling salesman." Heretofore 

 it has been an entirely too easy a matter to be born a traveling 

 salesman. To be well born requires time. All things with life, 

 both animal and vegetable, require a proper time for the germ 

 or seed to evolve into the living organism, and it is very neces- 

 sary that the proper or most favorable conditions shall exist for 

 this seed or germ to develop to a perfect specimen of its species, 

 otherwise it will die before being born, or being born, will be a 

 weakling. 



