peatedly in these pages to the necessity for
_change_ and _growth_ in your man character before you can become a
master salesman of your full capability for success. Of course you
cannot change your _nature_ into a different _nature_; any more than one
form of life can be transformed into an entirely distinct form of life.
It is impossible to develop a carrot into a calla, or to make a dog of a
pig. But the _elements_ of any particular form of life may be altered,
most radically.

[Sidenote: Develop Use, Activity and Quality Of Elements]

So you can develop: (1) the _use_; (2) the _degree of activity_; (3) the
_quality_, of any element in your present salesman equipment.

For example, it is generally recognized that suitable clothes help to
create a good impression. Therefore you should _use_ to the _highest
degree of activity_ and of _quality_ what you know about the effect of
dress in helping to create a good impression. But, to particularize, do
you (_use_ your knowledge) polish your shoes, even if it is no more than
flicking off the dust with your handkerchief, every chance (_highest
degree of activity_) you get when they need it? And when you polish your
shoes in the morning preparatory to starting your day's work, do you
just give them "a lick and a promise," or do you "make 'em shine?"
(Highest degree of _quality_.)

[Sidenote: Animal Training]

The "stupid" pig can be taught to do as phenomenal tricks as the
"intelligent" dog. It is possible to train a pig so that he will appear
to be able to discriminate among colors, to tell time, even to perform
simple operations in arithmetic. At the circus or vaudeville we sit in
wonder while the "educated" stupid pig, alertly afraid of the trainer's
whip, performs stunts of seeming _intelligence_. Under the stimulus of
fear he acts like a quick-thinking dog. In truth he _has_ been changed
by training, from the _pig characteristic_ of utter stupidity to the
_dog characteristic_ of rudimentary intelligence. But in _nature and
form_ he remains just a pig. If you should see him among other pigs in a
pen, you never would mistake the "educated" pig for a fat puppy.

In the trained pig the _use_ of his pig mind is developed to an unusual
degree of _activity_ and of _quality_ to save himself from punishment
and to gain the tidbits that reward his performance of tricks. The
purpose of the trainer is accomplished by changing and developing the
_mind functioning_ of the pig. No