manded.

"I don't know," admitted Jim, "but the principle is the same for
chocolates, or power plants or--automobiles. That's what started me
off--those Sayers automobiles. I never heard about that car until I saw
one in the street. I don't know anything about them. But the one I saw
looked so pretty that I talked with the man who owned it, and he was in
love with the thing. So, because I never heard of it, and no one else
seemed to have done so, it proves that there's something wrong with the
Sayers selling organization. They haven't handled their capital right,
because every dollar invested in advertising is a dollar in the value of
the plant--in that intangible asset called 'goodwill,' without which
neither a house nor a man can succeed."

"Young man," said his companion, "you are in the wrong line. You ought
to be selling advertising space. I told you I was in power plants
but--I'm in some other things as well. Did you ever solicit advertising
contracts for any first class advertising firm?"

"I never did," admitted Jimmy, "But I have given some advice about
advertising that has paid the purchasers. And I've pondered over sales
organization for years. I tell you--it's a science! If ever I get a
chance to test these theories of mine--I'll----" He paused as if ashamed
of his serious enthusiasm, and as usual, derided them--"I'll probably
fail!"

"Why deride yourself?" queried the man, regarding Jim with grave and
interested eyes. "If sales organization is a hobby of yours, why not
ride it? Evidently you've thought about it somewhat. What is wrong with
the average sales organization? Where does it fail? What improvements
can you suggest in prevalent methods? Have you thought of anything new
and original to improve them? If so, I'd like to hear about it, because
I'm one of those who are never too old to learn."

Jimmy accepted and launched into his argument with all the vim of an
enthusiast discussing a subject to which he had given thought.

"Have you got one of your personal cards with you? Hope you don't think
I'm impertinent," said the man, after Jimmy had run down.

Jimmy laughed and gave him the card and while he wondered what was
coming next, his companion carefully slipped it into his pocketbook.

"If ever you decide to get out of chocolates," he said, thoughtfully,
"you might call on me--or--let's see! Here!" He took another card from
his pocket just as the train came to a stop and the porter came hurryi