SELLINGLUMBER 343 



Now, I don't know what all the things are that are necessary 

 in a good salesman. We saw a list of the requirements last night, 

 that Mr. Woodhead passed. Now there were twenty-three 

 twenty-three questions necessary to pass 100 per cent efficient. 

 That is a sort of a skiddoo number twenty-three. (Laughter.) 

 And I would cut it down, in order to give them all a chance, 

 and I think it would be just as hard, for us. I would take two, the Cutting Down 

 first two health, energy and industry ; I would then take courtesy ; Efficiency 

 I would then take truthfulness and honesty; and then I would 

 take wisdom, love and courage ; and if I cut out the first four 

 I would leave wisdom, love and courage. I would not have more 

 than seven. As the fellow said when he went fishing: "Some 

 people take a medicine chest, but all I take is a box of pills and 

 a jug of whiskey." I would not be burdened with so many 

 definitions. It makes it hard for the infant class. (Laughter.) 

 Not many people would pass as the candidate did yesterday. (Ap- 

 plause.) And one of my best salesmen came to me this morning 

 and said, "I don't know about that examination. Do you think it 

 is possible for a man to be 75 per cent efficient?" "Well," I said, 

 "of course it is by comparison, efficiency largely is. He might be 

 75 per cent efficient, as compared to some other fellow ; or he might 

 be 81-1/3, or something of that kind" as I think that was the Orde^After 

 correct figure that Mr. Woodhead passed on yesterday. But, wisdom, Three Tries 

 love and courage; I think that if a man is wise, and then I think 

 that if he has got love in his heart for his fellow man and wants 

 to do right that he will get up in the morning and he will do 

 right all day. My salesman this morning said that he was a little 

 discouraged, because it took him three times to land a man. He 

 went out the first time in the morning and saw him and couldn't 

 sell him a car; and went for the second time; and he was dis- 

 couraged, and said, "I wonder what is the matter with me; what 

 on earth ails me? I ought to land that man." So he went back 

 the third time in the afternoon, with more courage, more persist- M a ki ng i t 

 ence and with a whole lot of love for the welfare of that man, Easy for 

 and he landed the order. So, don't show your discouragement. I * Smith 

 think that a man can go into a lumber yard a good deal like this, 

 with full confidence and courage and wisdom as to what was best 

 to do, thoroughly wise in regard to his lumber knowledge; and 

 the salesman fully fortified with love and courage would say, "Mr. 

 Smith, let's walk out into your yard." And he would walk out 



