walk around the block six or eight times? So have we. Especially on
those Wednesday and Sunday evenings when we used to go calling. There
are not many salesmen who have not had this experience and who have not,
upon hearing that a prospect they dreaded was out, turned away from the
door with a prayer of deep thanksgiving. All of which is by way of
saying that selling is not an easy job.

The salesman whose career we are following for a short time always has
that little feeling of nervousness before an interview. It is deeper
than ever when he approaches the "hard customer," and it is not lessened
in the least degree when he finds a painted and marceled flapper at the
door who looks at him without a word. (Incidentally, she likes his
looks.)

He takes out his card and asks her to give it to Mr. Green and say that
he is calling.

"He won't see you," the girl says.

"Will you tell him, please, that I am here, all the same? Wait a
minute."

He takes the card and scribbles on it, "I want only five minutes of your
time," and hands it to the girl again.

She carries it away and presently returns saying that Mr. Green is busy
and cannot see him.

"I knew he wouldn't," she adds.

"He must be very busy," the salesman says. "When shall I be most likely
to find him free?"

"He's no busier now than usual," the girl responds. "He's smoking a
cigar and looking out the window."

"Will you tell him, please, that I am coming back to-morrow at the same
time?"

The girl sees that he is very much in earnest. She respects him for his
quiet persistence and because he has not tried to "kid" her. She would
most likely have joined in heartily if he had, but he would never have
got past her.

She goes back into the office and returns with word that the salesman
may come in if he will not take more than five minutes. He thanks the
girl and goes into the office where the "hard customer" is seated. He
does not rise, he does not say "Good morning," and he does not take the
cigar out of his mouth, but this does not disconcert the salesman. He
wastes no time in preliminaries, but after a brief greeting, plunges at
once into his proposition, stating the essential points clearly and in
terms of this man's business. He knows what the customer needs pretty
accurately for he has taken the trouble to find out. He is not
broadcasting. He is using line radio, and everything he says is directed
against a single mark. The prospect is intereste