res, the executive was not prepared to refuse the courteous
request. Moreover, he was impressed with the distinctive attitude of the
young man. He instructed that the candidate be taken to the cost
department. There my acquaintance made an excellent impression on the
cost accountant and several clerks. Thus in advance of any other
applicant he secured a "stand-in" with a number of persons who might
influence the judgment of their chief in selecting a new man. When he
had learned the nature of the work to be done, Ward did not make the
mistake of thrusting himself again into the sanctum. Instead, he wrote a
note to the executive on whom he had called first.

"Dear Mr. Blank:

I know now exactly what the job in the cost department is, and that
I can fill it. But I should like to think over the best ways to
give you complete satisfaction, before talking with you about it.
Please telephone to me at Main 4683 when it will be convenient for
you to see me.

Respectfully,

James A. Ward."

The young man sent his note into the private office and left at once.
There now were nine applicants on the anxious seat in the reception
room. Ward did not wish to be asked to wait his turn. He felt sure the
executive would inquire of the costs manager about him, and he got away
from the office quickly so that there would be an opportunity for his
chosen prospective employer to receive the full effect of the good
impression made in the cost department.

[Sidenote: Giving Opportunity A Chance to Catch Up]

My acquaintance was not at all worried lest some other candidate be
chosen in his absence. The measures of salesmanship he had taken made it
practically certain that the executive would not employ any one else
before talking to him. Ward went to his room and waited for the
telephone call he was sure would come. While he sat expecting it, he
used the time to think out the best ways to approach the big man with
whom he wanted to work.

The salesman candidate was summoned in about an hour. None of the
applicants ahead of him had come prepared with any definite plans.
Therefore my acquaintance, who knew in advance just what the conditions
were and who had decided exactly how he would present his particular
capabilities, found it easy to secure the chance he desired. He is
earning a salary of four thousand dollars a year now, and is on his way
up to a five-or-six-f