SELLING LUMBER 



301 



moment. The world judges very largely by appearances, and first 

 appearances are most lasting. Therefore traveling salesmen should 

 look well to their personal appearance by being neat in body and 

 in dress. 



A well kept, systematic, clean, orderly and attractive store 

 or establishment of any kind suggests thrift, and on the same line 

 of suggestion a well groomed, well dressed man creates the idea 

 of thrift, prosperity and success, and "Nothing succeeds like 

 success." 



On the other hand a man who is slovenly in his general ap- 

 pearance, with unshaven face, unshined shoes, soiled collar and 

 cuffs, suggests laziness, and laziness creates contempt, or disre- 

 spect. 



Customers very frequently form their ideas of a wholesale 

 concern from the appearance, actions and characteristics of their 

 traveling representatives. Therefore, create a good impression. 

 Be a credit to your firm and let your personal appearance be such 

 as to suggest thrift, industry, prosperity and success, and it will 

 make you more successful, therefore more efficient. 



What per cent are you entitled to in neatness? 

 //. Tact and Judgment. 



Tact and judgment are almost synonymous terms which de- 

 note 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 whom 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 arbi- 

 trates, 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? 



18. Personality, Address, Approach. 



We 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 



The Value 

 of Personal 

 Neatness. 



Tact and 

 Judgme'nt 



The Right 

 Kind of 

 "Personality/ 



