304 SELLINGLUMBER 



faculty is also the power to determine the truth of any statement 

 which might be made by your doubtful customer; it tells you of 

 your customer's peculiarities and thus enables you to be on your 

 guard and not offend. It enables you to recognize honesty and 

 dishonesty, and to determine the good from the evil in human na- 

 ture. Psychological power or instinct is a mental detective, a sort 

 of "Old Sleuth" of our brains which finds out and tells us things 

 about others in strange, mysterious ways. It, like all detectives, 

 works secretly, and were it not for the information it sometimes 

 gives us about others we would make serious mistakes. 



The power to judge human nature can be developed and cul- 

 tivated by being observant, and watchful of all those with whom 

 we come in contact and it is exceedingly valuable in business, and 

 especially in the art of salesmanship. 



Do you possess these qualities of mind? If so, what per cent? 

 22. Co-operation. 



By co-operation I mean team work, team work with your sales 

 Co-Operation . , . . , J 



Means manager, team work with your mill, team work with your cus-- 



Team-Work. tomer s. 



It is by "team work" that we are enabled to cover distance, 

 to accomplish gigantic tasks, pull the heaviest loads, and by "team 

 work" we can always make better progress up the rugged, rocky, 

 narrow road of success. 



By team work co-operation the burden of the "pull for 

 business" is more evenly distributed, our tasks are lightened and 

 we finish the day's work with greater distances and greater re- 

 sults, 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 him. is a part of efficiency. 



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

 what per cent? 



23. Wisdom. 



We now come to the last of the list of essentials for a travel- 

 Finally, Are m g salesman, and probably the greatest. 



Salesman? This essential qualification is wisdom. "Wisdom" might by 



some be confused with knowledge or with judgment, 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. 



