302 SELLING LUMBER 



know whether the quality is physical or mental or both, but what- 

 ever 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 customers feel that he would like to know you bet- 

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

 when you call and sorry when you leave, the kind that makes 

 your customers save their orders for you, the kind that creates en- 

 thusiasm, good cheer, smiles, and makes a man forget his trou- 

 bles. This is the personality that wins. This is the personality 

 which counts 100 per cent in efficiency. 



What per cent have you? 



/p. Initiative and Originality. 



The man who waits to be told to do everything, who works 



by the rule and clock, who never does more or less than the rou- 



tine duties prescribed for him, will never rise above his present 



position. Few men are ever paid for anything more than what 



they earn, therefore, the man who is not increasing his earning 



capacity is seldom increasing his earnings. To increase your earn- 



.. . . ings is to develop your capacity for work and make the work 



Means bring results. This requires initiative and sometimes originality. 



Developing j^e mos t successful men in business are generally the ones who 

 created their own positions, that is, they developed the jobs they 

 had from comparatively insignificant to executive positions. The 

 man who cannot improve his job, create new responsibilities, 

 broaden its scope, increase its results and improve its efficiency is 

 not the man modern business men tie to. Business men of today 

 are on the alert for men with ideas, men with the initiative, men 

 with originality, men who can develop the positions which they 

 hold to the maximum of efficiency. 



This is especially true with reference to traveling salesmen. 

 Sales managers want salesmen with initiative and originality. With- 

 out it you will never progress. Have you got it? If so, what per 

 cent? 



20. Economy and Profits. 



By "economy," as it relates to a traveling salesman, I mean 

 the ability to sell at the minimum costs. 



