y by declaring
that he realized the knowledge he had acquired was theoretical and
abstract, and that he wished to gain practical, concrete ideas by
studying the methods of the corporation. He enclosed with his letter ten
cents in postage stamps, and requested that he be sent any forms,
instruction sheets, sales bulletins, etc., the president was willing to
let him have for study.

[Sidenote: Getting A Future Chance]

His letter was referred to the vice-president in charge of sales, who in
turn passed it on to a department manager with instructions to supply
the matter requested. In the course of a week the college student
received a bulky package. Meanwhile a letter had been sent from the
department head which stated that the vice-president in charge of sales
had referred to him the request for forms, instruction sheets, etc., and
that they would be forwarded under separate cover.

The student took advantage of the three opportunities opened to conduct
correspondence with the executives of the corporation. He first wrote
courteous, carefully worded "thank-you" letters to the president,
vice-president, and department head. These were all in his own hand, so
that his good penmanship might make an individual impression. After
these letters were dispatched the student mastered the material that
had been sent to him. Then he wrote three supplemental letters of
appreciation, and made concise comments on some of the methods of the
corporation, with comparisons from his previous reading of books and
articles on foreign trade. He stated that he intended to make further
investigation along these particular lines and that if he learned
anything he thought might be interesting to the company he would write
what he found out. In the course of a month he sent a letter which
detailed his investigations. This he addressed to the department head
only. But he also penned brief letters to the president and
vice-president, in which he informed them that he had written in detail
to the department head.

[Sidenote: Effect of Follow-up Letters]

The correspondence continued throughout the remainder of the student's
senior year at college. The letters from the business men soon evidenced
more than formal courtesy. They grew personal and indicated real
interest. A month before his graduation the student was invited to call
at the company's office after Commencement. He went, made an excellent
impression in interviews with the vice-preside