because the direct route
is beset with great difficulties. A young doctor wished to specialize in
bacteriology. He realized that it would take the savings of a great many
years of general medical practice to equip a complete laboratory of his
own. Accordingly he discontinued the practice of his profession; though
he went on with his studies. He engaged in business for five years. Thus
in a comparatively short time he earned the money he needed to enable
him to devote the rest of his life to bacteriological research.

[Sidenote: Racial Characteristics]

Different territories or fields of opportunity have _various
characters_, like different people. It is important to study especially
the racial types you are likely to encounter. Many a man has attained
success by accumulating discriminative knowledge regarding the national
peculiarities of the Latin peoples, Slavs, Teutons, Anglo-Saxons,
Magyars, etc.

The Italian has strong likes and dislikes in colors and patterns of
goods. To be a good salesman in dealing with him, you should know his
preferences and prejudices. If you learn what colors and patterns are
most favored in the "Little Italy" of your city, you may be able to
employ this bit of knowledge to help you very much in influencing your
fellow-residents of Italian descent.

You are aware of the effect produced on the majority of Irishmen by the
color green. But take care to learn whether the Irishmen whose political
help you would like to win are from the South or the North of the
Emerald Isle. They may be Orangemen, and you might "queer" your
prospects by going among them wearing a green necktie.

_Learn your facts with discrimination; then use them restrictively in
the circumstances where they will be most effective in promoting your
success._

[Sidenote: Temporary Conditions]

Prospect to learn not only permanent conditions in your field of
opportunity, but also any _temporary_ conditions that might affect your
chances to succeed. Mental and emotional "waves" sweep over the country
and over local communities at times. Billy Sunday's revivals in various
great cities brought success opportunities to particular businesses,
but had injurious effects on others. You should take such factors into
account when studying your prospects.

The manufacturers of that successful innovation, the "Service Flag,"
took advantage of the sudden demand for such an emblem. When war came,
they saw into the future and perceiv