er do you decide than you
act, and when you have acted, you want to see the results of that action
immediately. You are, therefore, unfitted for any vocation which requires
prolonged meditation, great deliberation in action, and a patient,
plodding willingness to wait for results.

If your chin is long, broad, and prominent at the point, your action will
always wait upon your thought. If your thought is quick, as indicated by
the sloping forehead, your action may follow very quickly, but never
impulsively. If, on the other hand, your forehead is one which indicates
reflection and slowness of thought, then you will be very deliberate,
postponing action in every case until you have carefully and painstakingly
thought the entire matter out. It is useless for anyone to try to rush you
to either decision or action, for you may have it in you to be quite
hopelessly stubborn.

THE SOCIAL QUALITIES

Some time ago a splendidly educated young man came to us for advice. "What
I want to know more than anything else," he said, "is why Hugo Schultz
always sells more goods than I do. I spent two years in high school, four
years in a special preparatory school and four years in college. I have
had eight years of fairly successful business experience. For two years I
have been a traveling salesman. When I first started out my sales amounted
to only about $5 a day, on an average. Within a year I had pushed them up
to $1,000 a day, on an average, and now sometimes I sell $3,000 or $4,000
worth a day. With the exception of Hugo Schultz, I sell more goods than
any other man representing our company. If I sell $52,000 worth in a
month, Schultz sells $65,000 worth-yet Schultz has never been beyond the
fourth grade in school. He is ten years younger than I am, has had
practically no business experience, and has only been on the road one
year."

Upon examination, we found that this young man was selling goods with a
splendidly trained intellect. He analyzed all the factors in his problem
carefully, even down to the peculiarities of every one of his customers.
He presented his goods with faultlessly worked out arguments and appeals
to the common sense and good judgment of his customers. He was, therefore,
more than usually successful. In answer to our inquiry, however, he said:
"No, I hate selling goods. The only reason I keep it up is because there
is good money in it--more money than I could make with the same amount of
effort in any oth