llars a week to begin. That's a mechanic's
wages. If you make good on sales--there's no limit to your earning
power."

"But, look here," Thompson made honest objection. "I appreciate the
opportunity. At the same time I wonder if you realize what a lot I have
to learn. I don't know a thing about cars beyond how to change a tire
and fill grease cups. I've never driven, never even started a motor.
How can I sell cars unless I know cars?"

"You overestimate your handicap," John P. smiled. "Knowing how to build
and repair cars and knowing how to sell cars are two entirely different
propositions. The first requires a high degree of technical knowledge
and a lot of practical experience. Selling is a matter of
personality--of the power to convince. You can learn to drive in two or
three days. In a month you will handle a machine as well as the other
fellow, and you will learn enough about the principal parts and their
functions--not only of our line, but of other standard machines--to
enable you to discuss and compare them intelligently. The rest will
depend upon a quality within yourself that has nothing to do with the
mechanical end."

"You should know." Thompson could not help a shade of doubt in his tone.
"But I must say I could approach a man with a proposition to sell him an
article with more confidence if I knew that article inside and out, top
and bottom. If I really knew a thing was good, and _why_, I could sell
it, I believe."

"He has the right hunch, Dad."

Thompson had not heard young Henderson come in. He saw him now a step
behind his chair, garbed in overalls that bore every sign of intimate
contact with machinery.

He nodded to Thompson and continued to address his father.

"It's true. Take two men of equal selling force. On the year's business
the one who can drive mechanical superiority home because he knows
wherein it lies will show the biggest sales, and the most satisfied
customers. I believe six months' shop work would just about double the
efficiency of half our sales staff."

John P. gazed good-naturedly at his son.

"I know, Fred," he drawled. "I've heard those sentiments before. There's
some truth in it, of course. But Simons and Sam Eppel and Monk White are
products of _my_ method. You cannot deny their efficiency in sales.
What's the idea, anyway?"

Young Henderson grinned.

"The fact is," he said, "since I listened in on this conversation I have
come to the conclusion that you've good