out_. Before calling, he would do some prospecting to discover just what
capabilities were needed to fill the position advertised. Then he would
plan different ways of tackling the prospective employer. When all
ready, but not before, he would go to the address.

If he should find a crowd there, he would not merge with it. He would
avoid stating his business immediately in the outer office, rather than
identify himself with the other candidates waiting. He would have a plan
to get an interview later, after the dispersal of the crowd. If he
should be told then that the position had been filled, he would go right
ahead with his selling program regardless of the rebuff. He would
proceed to sell the boss the idea that _he_ was an especially well
fitted man for the job. He would assume that no one else could give such
satisfaction.

Nevertheless the employer might feel that he had no place open for the
latest candidate. In this event the applicant would demonstrate with
salesmanship that he was the sort of person it is worth while for any
business man to keep track of. Such a real "salesman" of his own
capabilities, if put off for the time being, would be reasonably sure to
get his desired chance the next time that employer might require such
services as he could supply.

[Sidenote: A Salesman Cost Clerk]

A young acquaintance of mine wanted to secure a chance in the office of
a prominent manufacturing corporation, under a certain executive whom he
regarded as the most capable business man in the city. The company had
advertised for a minor clerk in the cost department, which was managed
by the particular executive. My acquaintance called, and found seven
other applicants waiting in the general office. He did not join them,
but sent in his card to the busy head of the cost department with the
penciled request, "May I see you for twenty seconds in order to make a
personal inquiry?" He was promptly admitted to the private office, and
then stated his purpose in calling. He was careful to be extremely
brief.

"My name is James A. Ward. I believe, Mr. Blank, I am the man you want
for the clerkship in your cost section. In order to save your time, may
I have permission to make some inquiries of the chief clerk in that
department, to learn just what qualifications are required and what the
work is? Then when you talk with me, it will be unnecessary for you to
explain details."

[Sidenote: Securing A Stand-in]

Taken unawa