ile
others look on and bewail the fact that they do most of the actual work.
They fail to recognize that the world always pays the big salaries not
for hand work but for head work, and not so much for working yourself as
for your ability to get others to work.

The Popular Politician

This capacity for managing, controlling and winning others is what
enables this type to succeed so well in politics. The fat man knows how
to get votes. He mixes with everybody, jokes with everybody, remembers
to ask how the children are--and pretty soon he's the head of his ward.
Almost every big political boss is fat.

Makes Others Work

One man is but one man and at best can do little more than a good
man-size day of work. But a man who can induce a dozen other
man-machines to speed up and turn out a full day's work apiece doesn't
need to work his own hands. He serves his employer more valuably as an
overseer, foreman or supervisor.

The Fat Salesman

"A fat drummer" is such a common phrase that we would think our ears
deceived us did anyone speak of a thin one. Approach five people and say
"A traveling salesman," each will tell you that the picture this
conjures in his imagination is of a fat, round, roly-poly, good natured,
pretty clever man whom everybody likes.

For the fat men are "born salesmen" and they make up a large percentage
of that profession. Salesmanship requires mentality plus a pleasing
personality. The fat man qualifies easily in the matter of personality.
Then he makes little or much money from salesmanship, according to his
mental capacity.

The Drummers' Funny Stories

You will note that the conversation of fat people is well sprinkled
with funny stories. They enjoy a good joke better than any other type,
for a reason which will become more and more apparent to you.

That salesmen are popularly supposed to regale each customer with
yarns till he gasps for breath and to get his signature on the dotted
line while he is in that weakened condition, is more or less of a myth.
It originated from the fact that most salesmen are fat and that fat
people tell stories well.

Jokes at Fat Men's Expense

"Look at Fatty," "get a truck," and other jibes greet the fat man on
every hand. He knows he can not proceed a block without being the butt
of several jokes, but he listens to them all with an amiability
surprising to other types. And this good nature is so apparent that even
those who make sport of hi