The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1911-09-03

strong as mine and he had two wears
less experience" says Brown some
times
lie went ana engaged Mamie smith,"
comments Miss Brown. the stcno-
srapher. and Just don't understand
it. Tor can take nfty more words a
minute than she can. I'll bet she just
jolliod him into taking her or some
thing"
Had a pull, probably" doubtless
comment their acquantanccs to whom
the disappointed applicants comiicic their
chagrin.
But if the position seekers knew all
the Things that appeal L. IL prospective
employer the mystery would he dis
peeled. For there are things that count
Tor more than difference III experience,
more than the number of well meant
ana deserved recommendations
The head OF an installIncnt book
house sat chatting with his Chicago
manager. How is it he asked, that
your organization is always so success
iul? You never seem To have tho usual
experience of engaging poor mon once
IN while; all Your mon make good.
What sort of second sight do YOU utilize
in picking them out OF bunch OF APP
Ilioants:."
Nothing spiritual or ghostly." laughed
the successful manager. Il pick my men
out by their mouths. Not much attcn-
ti"n is paid To- recommendations for
honesty. good moral character and
sobricty. We expect those qualifications
in them all ANA every man seeking Il
| position can show several letters tcsti-
ying to his good points. Whether
genuine or the work Of u kindly dis
posed friend, they are all armed with
such letters before they ever come TO
| call on me.
Il get my man started talking about
| something that he is interested in: 1t
may be politics, baseball. Vivisection
| ANYTHING upon which men are apt TO
| mold pronounced opinions.
| When he delivers has own opinion
watch his mouth. If he closes his jaws
| IN his argument with n firm. positive
| expression on his lips | take that man
know that he will deliycr the argu-
nents we teach him with the same
| losltiHencSs, the positiVcncss that car
| RIGS conviction to Il vacillating pur-
| chaser.
Another man may use much better
language, may make more intelligent
arsument, but if his jaws wobblc
| while he is voicing his opinions if his
he finishes sentence. then | know that
he VIII wobhlc just as uncertainty when
| he is trying to talk up our goods.
| Md that sort of Il man cannot con-
| vince people when they are in an un-
| certain frame of mind No matter how
| much time he puts in no matter how
| scholarly his argument. no matter how
| much force his words themselves may
contain: If he delivers them without
| the clcnch that looks as though he was
| the cmissary of unatcrablo fate they
| fan of effect upon the hoarcr.'
The man who selects his statesmen by
their mouth is running the most sue
ccsSiul selling organization in the
United states and has been for ten
years. He told later how he would
sometimes turn down applications from
twenty men in q row Omen who were
experienced and recommended. before
he saw one man who fulfilled his re-
duiremcnts ana that one might he to-
tally inexperienced. But that one was
always Il producer and made money
for the house and himself
The manager of the correspondence
department. of mercantile house was
approached one day by an acquaintance
who occupied the same position in am
other house.
How is it," asked the visitor. that
YOU are always through signing your
letters and ready to so home when half
past five comes? You have ten girls,
S.tcnourDpbcrS md t,-nictc t,Nc-o-bo, -,