paid on
pay day. Thus it is clear that a salesman on a commission basis must have
a dash of recklessness in him, and yet, if he is selling high priced goods
and wishes to build a permanent business, must be careful and prudent in
handling his trade.

The essential elements of environment and their subdivisions are shown in
Chart 2. A brief discussion of some of these may clarify the subject.

CHART 2

|Policy of House
| |Moral
| |Physical
|Standards.............< Commercial
| |Artistic
| |Etc.
|
| |In Place of Business
|Physical Surroundings.< In Locality
| |In Home
|
| |Personal Preference
|Management............<
| |Personality
|
| |Personal Preference
Environment...< Superior Executive....< Personality
| |Methods
|
| |In Business
|Associates............< In Locality
| |Socially
|
| |Hours of Labor
| |Periods of Rest
| |Temperature
| |Compensation
|Working Conditions....< Opportunities
| |Underground
| |Elevation
| |Danger
| |Etc.

POLICY AND STANDARDS

For a man faithfully and loyally to live up to and represent the policy of
the house is obviously necessary. But oftentimes it takes rather definite
characteristics to do this.

Every business institution has, or should have, its moral, commercial,
financial, artistic, and other standards with reference to personnel,
according to the character of the business and other important
considerations. And the man who contemplates work with any firm will
examine himself to see whether he can harmonize happily with these
standards. In like manner, every profession and