The Washington herald., 1922-10-10
The Beautiful
And Damned
Continued from Yesterday.
By p. Scott Fitzgerald

echo at the end of the hall. the
faces regarding him. hopefully. Gym
ically. wearily were alike arrested,
engrossed. Six hundred eyes were
turned slightly upward. With an
even graceless flow that reminded
Anthony of the rolling Of bowling
balls he launched himself into the
sea of exposition.
This bright and sunny morning
you picked up your favorite news
paper and you found an advertise
ment which made the plain, un-
adorned statement that you could
sell. That was all II said-it didn't
say what 1t didn't say how 1t
didn't say why 1t just made
one single solitary assertion that
you and you and you"-business of
pointing-"could sell. Now my job
isn't to make a success of you. be-
cause every man is born a success,
he makes himself failure: it's not
to teach you how to talk, because
each man is a natural orator and
only makes himself a clam; my bus
mess is to tell you one thing in a
way that will make you know it
it's to tell you that you and you
and you have the heritage of money
and prosperity waiting for you to
come and claim it,"
At this POINT an Irishman of
saturnine appearance rose from his
desk near the rear of the hall and
went out.
That man thinks he'll go look
for it in the beer parlor around the
corner. Laughter) He won't find
it there. Once upon a time l looked
for it there myself (laughter), but
that was before / did what every
one of you men, no matter how
young or how old. how poor or how
rich "a faint ripple of satirical
laughtsr), can do. 1t was before 1
found-myself.
Now 1 wonder if any of you men
know what a Heart Talk is. 4
Heart Talk is a little book in
which i started. about five years
ago, to write down what l had dis
covered were the principal reasons
for mans failure and the prin-
cipal reasons for a mans success
from John d. Rockefeller back to
John D. Napoleon Qaughter), and
before that, back in the days when
Abel sold his birthright for a mess
of pottage. There are now one hun
dred of these Heart Talks Those
of you who are sincere, who are in
terested in our proposition, above
all who are dissatisfied with the way
things are breaking for you at pres
ent will be handed one to take home
with You as you go out yonder door
this afternoon.
Now in my own pocket 1 have
four letters just received concern
ing Heart Talks These letters
have name5 signed to them that are
familiar il every household in the
L. S. A. Listen to this one from
Detroit:
Dear Mr.. Carleton:
want to order 5000 more copies
OF Heart Talks" for distribution
among my salesmen. They have
done more for getting work out of
the men than any bonus proposition
ever considered. ! read them myself
constantly. and / desire to heartily
congratulate you on getting at the
roots of the biggest problem that
faces our generation today-the
problem of salesmanship. The rock
bottom on which the country is
founded is the problem of salesman
ship. With many fluctuations l am
Yours very cordially,
HENRY W. TERRAL.
He brought the name out in three
long booming triumphancies-pau
ing for it to produce its magical
effect Then he read two more let
tcrs. one from a manufacturer of
vacuum cleaners and one from the
president of the Great Northern
Dolly Company.
And now" he continued, I'm
going to tell you in a few words
what the proposition is that's NoinC
to make those of you who 20 into
it in the right spirit. Simply put,
It's this: Heart Talks have been
Incorporated as a company. We're
going to put these little pamphlets
into the hands of every big business
organization. every salesman. and
every man WHO knO"S-l OOn say
thinks l say 'knows'-that he can
sell, We are offering some of the
stock of the Heart Talks concern
upon the market. and in order that
the distribution may be as wide as
possible. and in order also that we
can furnish living, concrete, flesh
and-blood example of what sales
manship is. or rather what it may
be. we're going to give those of
you who are the real thing a chance
to sell that stock. Now. l don't care
what you've tried to sell before or
how you've tried to sell it. 1t don't
matter how old you are or how
young you are. l only want to
know two things-hrst. do you want
success, and, second, will you work
for il?
My name is Sammy Carleton. Not
Mr. Carleton. but just plain Sammy.
I'm a regular no-nonsense man with
no fancy frills about me. 1 want
you to call me Sammy.
Now this is all I'm going to say
to you today. Tomorrow I want
those of you who have thought It
over and have read the copy of
Heart Talks which will be given to
you at the door. to come back to
this same room at this same time.
then we'll go into the proposition
further and I'll explain to you what
I've found the principles of success
to be. I'm going to make you feel
that you and you and you can sell!"
Mr. CaristOn'S voice echoed for a