SELLINGLUMBER 305 



Judgment is the ability to decide correctly between two or 

 more paths which lead in different directions, or the ability to 

 determine the right from wrong, the good from the bad. Judg- 

 ment, as before stated, is the judge which presides in the tribunal 

 of our minds. 



Wisdom is still greater; wisdom is the guardian of all our 

 mental faculties and is the tutor of knowledge. Were it not for 

 Wisdom, all the knowledge you possess would be valueless. Knowl- 

 edge is something acquired; wisdom is an inborn faculty. You 

 may teach a parrot to talk, but lacking wisdom it does not know 

 what it says. Thus, to obtain the best results from the knowledge 

 you possess as a traveling salesman you must have that executive 

 faculty called "wisdom" to direct its use and thereby obtain the 

 best results. 



To be absolutely efficient you must, therefore, have wisdom. 



Are you wise? If so, what per cent? 



These twenty-three essentials which I have just named, and 

 briefly analyzed, are. I think, the necessary qualifications for a 

 100 per cent efficient modern lumber salesmen. 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 legiti- 

 mate claims for your true grade as a traveling salesman. 



Exploiting Southern Yellow 



Pine 



By W. H. Sullivan f 



Chairman, Trade Extension Committee 



Southern Pine Association 



Bogalusa, La. 



It is quite apparent that your chairman, Mr. Kendall, sug- 

 gested and has worked out a plan of trade extension in getting you 

 all together that in quick results excels and exceeds any of our 

 Association efforts through the medium of the Trade Extension 

 Committee. In these days when our great nation is considering 



