er department of business. I do not like to approach
strangers. I have to lash myself into it every morning of my working life,
and it is very hard for me to be friendly with customers about whom I care
nothing personally."

"What about Peter Schultz?" we asked. "Is he a good mixer?"

"It is his whole stock in trade. Now that you have called my attention to
it, I can see clearly enough that he takes delight in meeting strangers.
Why, even when he is off duty, he finds his recreation running around into
crowds, meeting new people, getting acquainted with them, making friends
with them. I see it all now. He sells goods on the basis of friendship. He
appeals to people's feelings rather than their intellects, and most people
are ruled by their feelings. I know that."

At our suggestion, this intellectual young man gave up his business career
altogether and turned his attention to journalism, where he has been even
more successful than he was as a salesman. Needless to say, Hugo Schultz
is still breaking records on the road.

It is difficult for anyone who is not by nature friendly and social to
succeed in a vocation in which the principal work is meeting, dealing
with, handling, and persuading his fellow men. There is an old saying
"that kissing goes by favor," and doubtless it is true that other valuable
things go the same way. People naturally like to do business with their
friends, with those who are personally agreeable to them. It takes a long
time for the unsocial or the unfriendly man to make himself personally
agreeable to strangers, or, in fact, to very many people, whether
strangers or not.

If it is hard for the unsocial and unfriendly man to work among people, it
is distressing, dull and stupid for the man who is a good mixer and loves
his friends to work in solitude or where his entire attention is engrossed
in things and ideas instead of people.

INDICATIONS OF SOCIAL QUALITIES

Notwithstanding these very clear distinctions and the seeming ease with
which one ought to classify himself in this respect, we are constantly
besieged by those who have very deficient social natures and who are
ambitious to succeed as salesmen, preachers, lawyers, politicians, and
physicians.

There is plenty of work in the world which does not require one to be
particularly friendly, although, it must be admitted, friendliness is a
splendid asset in any calling. Scholarship, literary work, art, music,
engineering, mechanic