----------------------------------------
--------------------  ,applied          
,psychology  ,,power ,,of ,,mental      
,,imagery  ,being the ,fifth of a       
,series of ,twelve ,volumes on the      
,applications of ,psychology to the     
,problems of ,personal and ,business    
,efficiency   ,,by  ,,warren ,,hilton1  
,a4,b41 ,l4,l4,b4  ,,founder ,,of ,,the 
,,society ,,of ,,applied ,,psychology   
,,issued ,,under ,,the ,,auspices ,,of  
,,the ,,literary ,,digest ,,for ,the    
,society of ,applied ,psychology ,,new  
,,york ,,and ,,london #aibj             
----------------------------------------
--------------------  ,,copyright #aiad 
,,by ,,the ,,applied ,,psychology       
,,press ,,san ,,francisco  7,printed in 
the ,united ,states of ,america7        
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--------------------     ,,contents     
,chapter       ,i4 ,,imagination ,,and  
,,recognition                 ,page     
,,recognizing ,,the ,,past ,,as ,,past  
#c           ,,imagination1 ,,past1     

,,present ,,and ,,future        #e      
,,ii4 ,,kinds ,,of ,,mental ,,images    
,,visual ,,imagery                      
#i           ,,auditory ,,imagery       
#aa           ,,imagery ,,of ,,taste    
,,and ,,smell                  #ab      
,,muscular ,,and ,,tactual ,,imagery    
#ac           ,,personal ,,differences  
,,in ,,mental ,,imagery      #ad        
,,investigations ,,of ,,doctor ,,galton 
#ae           ,,investigations ,,of     
,,professor ,,james           #af       
,,investigations ,,of ,,professor       
,,scott           #ba       ,,iii4 ,,how
 ,,to ,,influence ,,others ,,through    
,,mental ,,imagery            ,a ,,rule 
,,for ,,influencing ,,others            
#ca           ,,application ,,to        
,,pedagogy                     #cb      
,,how ,,to ,,sell ,,goods ,,by ,,mental 
,,imagery         #cc           ,a      
,,study ,,of ,,advertisements           
#cd           ,,the ,,words ,,that      
,,create ,,desire                #ce    
,a ,,key ,,for ,,selecting ,a ,,calling 

#cf       ,,iv4 ,,how ,,to ,,test ,,your
 ,,mental ,,imagery            ,,finding
 ,,out ,,your ,,weak ,,points           
#ci           ,,tests ,,for ,,visual    
,,imagery                    #dj        
,,tests ,,for ,,auditory ,,and          
,,olfactory ,,imagery    #db            
,,tests ,,for ,,imagery ,,of ,,taste    
,,and ,,touch        #dc                
,,tests ,,for ,,imagery ,,of ,,heat     
,,and ,,cold          #dd               
,,how ,,to ,,cultivate ,,mental         
,,imagery             #de       ,v4     
,,the ,,creative ,,imagination          
,,the ,,process ,,of ,,creative         
,,imagination         #di               
,,business ,,and ,,financial            
,,imagination          #ej              
,,how ,,wealth ,,is ,,created           
#ea           ,,the ,,klamath           
,,philosophy                      #eb   
,,how ,,men ,,get ,,things              
#ec           ,,prerequisites ,,to      
,,achievement                #ed        
,,how ,,to ,,take ,,radical ,,steps ,,in

 ,,business       #ee           ,,the   
,,expansion ,,of ,,business ,,ideals    
#eg           ,,rising ,,to ,,the       
,,emergency                     #eh     
,,the ,,constructive ,,imagination      
#ei           ,,little ,,tasks ,,and    
,,big ,,tasks                  #fj      
,,working ,,up ,a ,,department          
#fa           ,,imagination ,,in        
,,handling ,,employees           #fb    
,,how ,,to ,,test ,,an ,,employee',s    
,,imagination       #fc                 
,,imagination ,,in ,,business           
,,generally           #fd               
,,imagination ,,and ,,action            
#fe     ,,imagination ,,and             
,,recognition     ,illustration         
,,chapter ,i  ,,imagination ,,and       
,,recognition   ,sidenote3 ,recognizing 
the ,past as ,past  ,in the preceding   
volume of this ,course1 entitled ,the   
,trained ,memory1 you learned that the  
memory process involves four elements1  
,retention1 ,recall1 ,recognition and   
,imagination2 and the scope and         

operation of two of these elements1     
,retention and ,recall1 were explained  
to you4  ,there remain ,recognition and 
,imagination1 which we shall make the   
subject of this book4 ,we shall treat of
 them1 however1 not only as parts of the
 memory process1 but also as distinct   
operations1 with an individual          
significance and value4  ,both          
,recognition and ,imagination have to do
 with mental images4  ,recognition      
relates exclusively to those mental     
images that are the replica of former   
experiences4 ,it is the faculty of the  
mind by which we recognize remembered   
experiences as a part of our own past4  
,if it were not for this sense of       
familiarity and of ownership and of the 
past tense of recalled mental images1   
there would be no way for us to         
distinguish the sense-perceptions of the
 past from those of the present4        
,recognition is therefore an element of 
vital necessity to every act of memory4 
,sidenote3 ,imagination1 ,past1 ,present

 and ,future  ,imagination relates      
either to the past1 the present or the  
future4 ,on the one hand1 it is the     
outright re-imagery in the mind's eye of
 past experiences4 ,on the other hand1  
it is the creation of new and original  
mental images or visions by the         
recombination of old experiential       
elements4  ,illustration3 ,girls--      
,you'll want to have it taste just      
right1 especially if it's for him1 so be
 careful of the directions3 ,make a     
paste1 using a tablespoonful of         
,anderson's ,chocolate  --to a cup of   
boiling milk--stir for a moment--then   
serve this delightful beverage4 ,watch  
his eyes sparkle--note the satisfaction 
in every sip--hear him murmur ,you're a 
dear4  ,,this ,,advertisement ,,combines
 ,,different ,,elements ,,in ,a         
,,skilful ,,appeal ,,to ,,the ,,senses4 
,,see ,,text1 ,,page #cd     ,,kinds    
,,of ,,mental ,,images     ,illustration
  ,,chapter ,,ii  ,,kinds ,,of ,,mental 
,,images   ,sidenote3 ,visual ,imagery  

,when we speak of images in connection  
with ,imagination and ,recognition we do
 not refer merely to mental pictures of 
things seen4 ,mental images are         
representations of past mental          
experiences of any and every kind4 ,they
 include past sensations of sound1      
taste1 smell1 feeling1 pain1 motion and 
the other senses1 as well as sensations 
of sight4 ,one may have a mental image  
of the voice of a friend1 of the perfume
 of a flower1 just as he may have mental
 images of their appearance to the eye4 
,indeed1 the term image is perhaps      
unfortunately used in this way1 since it
 must be made to include not only mental
 pictures in a visual sense1 but all    
forms of reproductive mental activity4  
,our recollection of past experiences   
may be either full and distinct or hazy 
and inadequate4 ,some persons are       
entirely unable to reproduce certain    
kinds of sensory experiences4 ,somehow  
they are aware of having had these      
experiences1 but they cannot reproduce  

them4 ,every one of us has his own      
peculiarities4  ,sidenote3 ,auditory    
,imagery  ,this morning ,i called upon a
 friend in his office4 ,i was there but 
a short time4 ,yet ,i can easily call to
 mind every detail of the surroundings4 
,i can see the exterior of the building1
 its form1 size1 color1 window-boxes    
with flowers1 red tile roof1 formal     
gardens in the open court1 and even many
 of the neighboring buildings4 ,i can   
plainly recall the color of the carpet  
on his office floor1 the general tone of
 the paper on the wall1 the size1 type  
and material of his desk1 and many other
 elements going to make up an almost    
perfect mental duplicate of the scene   
itself4 ,i can even see my friend       
sitting at his desk1 and can distinctly 
remember the color1 cut and texture of  
his clothing and just how he looked when
 he smiled4  ,sidenote3 ,imagery of     
,taste and ,smell  ,last evening we     
entertained a number of friends at      
dinner4 ,one of the ladies was an       

accomplished musician1 and later in the 
evening she delighted us with her       
exquisite playing upon the piano4 ,the  
airs she played were familiar to me4 ,i 
am fond of music and ,i enjoyed her     
playing4 ,i can sit here today and in   
imagination ,i can see her seated before
 the piano and remember just how her    
hands looked as she fingered the keys4  
,but ,i find it difficult to recall the 
air of the selection or the tones of the
 piano4 ,my mental images of the notes  
as they came from the piano are faint   
and uncertain and not nearly so distinct
 and clear as my recollection of the    
scene4  ,sidenote3 ,muscular and        
,tactual ,imagery  ,i find it easy to   
recall the appearance of the food that  
was served me for breakfast this        
morning4 ,i can also faintly imagine the
 odor and taste of the coffee and toast1
 but ,i find that these images of taste 
and smell are not nearly so realistic as
 my mental images of what ,i saw and    
heard during the course of the meal4    

,when ,i was in college ,i was very fond
 of handball and was a member of the    
handball team4 ,it has been many years  
since ,i played the game1 yet ,i can    
distinctly feel the peculiar tension of 
the right arm and shoulder muscles that 
accompanied the service4 ,nor do ,i feel
 the slightest difficulty in evoking a  
distinct mental image of the prickly    
sensations that so annoyed me as a boy  
when ,i would first put on woolen       
underwear in the fall of the year4      
,sidenote3 ,personal ,differences in    
,mental ,imagery  ,from these examples1 
it is apparent that we can form mental  
images of past sensations of sight1     
sound1 taste1 smell and feeling1 and    
indeed of every kind1 including the     
muscular or motor sense and the sense of
 heat and cold4  ,but there is the      
greatest possible difference in         
individuals in this respect4 ,some      
persons have distinct images of things  
they have seen1 are good visualizers4   
,others are weak in this respect1 but   

have clear auditory images4 ,and so as  
to all the various kinds of sensory     
images4  ,this is a fact of             
comparatively recent discovery4 ,the    
first proponent of the idea was         
,fechner1 but no statistical work was   
done in this line until ,galton entered 
the field1 in #ahhj4 ,in his ,inquiries 
into ,human ,faculties1 he says3        
,sidenote3 ,investigations of ,doctor   
,galton  ,to my astonishment1 ,i found  
that the great majority of the men of   
science to whom ,i first applied        
protested that mental imagery was       
unknown to them1 and they looked on me  
as fanciful and fantastic in supposing  
that the words 'mental imagery' really  
expressed what ,i believed everybody    
supposed them to mean4 ,they had no more
 notion of its true nature than a       
color-blind man1 who has not discerned  
his defect1 has of the nature of color4 
,they had a mental deficiency of which  
they were unaware and naturally enough  
supposed that those who affirmed they   

possessed it were romancing4  ,sidenote3
 ,investigations of ,professor ,james   
,the investigations of ,dr4 ,galton were
 continued by ,professor ,james1 of     
,harvard ,university4 ,he collected from
 hundreds of persons descriptions of    
their own mental images4 ,the following 
are extracts from two cases of          
distinctly different types4 ,the one who
 is a good visualizer says3  ,this      
morning's breakfast-table is both dim   
and bright2 it is dim if ,i try to think
 of it with my eyes closed4 ,all the    
objects are clear at once1 yet when ,i  
confine my attention to any one object  
it becomes far more distinct4 ,i have   
more power to recall color than any     
other one thing2 if1 for example1 ,i    
were to recall a plate decorated with   
flowers ,i could reproduce in a drawing 
the exact tone1 etc4 ,the color of      
anything that was on the table is       
perfectly vivid4 ,there is very little  
limitation to the extent of my images2  
,i can see all four sides of a room2 ,i 

can see all four sides of two1 three1   
four1 even more rooms with such         
distinctness that if you should ask me  
what was in any particular place in any 
one1 or ask me to count the chairs1     
etc41 ,i could do it without the least  
hesitation4 ,the more ,i learn by heart 
the more clearly do ,i see images of my 
pages4 ,even before ,i can recite the   
lines ,i see them so that ,i could give 
them very slowly word for word1 but my  
mind is so occupied in looking at my    
printed image that ,i have no idea of   
what ,i am saying1 of the sense of it1  
etc4 ,when ,i first found myself doing  
this ,i used to think it was merely     
because ,i knew the lines imperfectly2  
but ,i have quite convinced myself that 
,i really do see an image4 ,the         
strongest proof that such is really the 
fact is1 ,i think1 the following3  ,i   
can look down the mentally seen page and
 see the words that commence all the    
lines1 and from any one of these words  
,i can continue the line4 ,i find this  

much easier to do if the words begin as 
in a straight line than if there are    
breaks4 ,example3            ,etant fait
           ,tous 4444444444444          
,a des 444444444444           ,que fit  
4444444444           ,ceres 444444444444
             ,avec 44444444444          
,un fleur 444444444             ,comme  
4444444444               7,la ,fontaine 
,s4 ,,iv47  ,the poor visualizer says3  
,my ability to form mental images seems1
 from what ,i have studied of other     
people's images1 to be defective1 and   
somewhat peculiar4 ,the process by which
 ,i seem to remember any particular     
event is not by a series of distinct    
images1 but a sort of panorama1 the     
faintest impressions of which are       
perceptible through a thick fog--,i     
cannot shut my eyes and get a distinct  
image of anyone1 although ,i used to be 
able to a few years ago1 and the faculty
 seems to have gradually slipped away4  
99 99 99 ,in my most vivid dreams1 where
 the events appear like the most real   

facts1 ,i am often troubled with a      
dimness of sight which causes the images
 to appear indistinct4 99 99 99 ,to come
 to the question of the breakfast-table1
 there is nothing definite about it4    
,everything is vague4 ,i cannot say what
 ,i see4 ,i could not possibly count the
 chairs1 but ,i happen to know that     
there are ten4 ,i see nothing in detail4
 99 99 99 ,the chief thing is a general 
impression that ,i cannot tell exactly  
what ,i do see4 ,the coloring is about  
the same1 as far as ,i can recall it1   
only very much washed out4 ,perhaps the 
only color ,i can see at all distinctly 
is that of the tablecloth1 and ,i could 
probably see the color of the wall paper
 if ,i could remember what color it was4
  ,this difference between individuals  
is just as marked in the matter of      
ability to form auditory images as in   
respect to visual images4  ,sidenote3   
,investigations of ,professor ,scott    
,thus1 ,professor ,walter ,dill ,scott1 
of ,northwestern ,university1 cites the 

following3  ,one student who has strong 
auditory imagery writes as follows3     
',when ,i think of the breakfast-table  
,i do not seem to have a clear visual   
image of it4 ,i can see the length of   
it1 the three chairs--though ,i can't   
tell the color or shape of these--the   
white cloth and something on it1 but ,i 
can't see the pattern of the dishes or  
any of the food4 ,i can very plainly    
hear the rattle of the dishes and of the
 silver and above this hear the         
conversation1 also the other noises1    
such as a train which passes every      
morning while we are at breakfast4      
,again1 in a football game ,i distinctly
 hear the noise1 but do not see clearly 
anything or anybody4 ,i hear the        
stillness when everyone is intent and   
then the loud cheering4 ,here ,i notice 
the differences of pitch and tone4'  ,i 
had read that some people were unable to
 imagine sounds which they had heard1   
but it had not impressed me1 for ,i had 
supposed that such persons were great   

exceptions4 ,i was truly surprised when 
,i found so many of my students writing 
papers similar to those from which      
extracts are here given3 ',my mental    
imagery is visual1 as ,i seem to see    
things and not hear1 feel or smell them4
 ,the element of sound seems practically
 never to enter in4 ,when ,i think of a 
breakfast-table or a football game ,i   
have a distinct image4 ,i see colors1   
but hear no sound4'  ,illustration3 ,a  
feature in the making of ,anderson's    
,cocoa  ,the manner in which thousands  
of pounds of ,cocoa beans are daily     
roasted  ,anderson  ,co4 ,n4,y4  ,,this 
,,advertisement ,,awakens ,,the ,,wrong 
,,kind ,,of ,,mental ,,images4 ,,see    
,,text1 ,,page #cd  ,another in         
describing his image of a               
railroad-train1 writes3 ',i am not able 
to state whether ,i hear the train or   
not4 ,i am inclined to think that it is 
a noiseless one4 ,it is hard for me to  
conceive of the sound of a bell1 for    
instance4 ,i can see the bell move to   

and fro1 and for an instant seem to hear
 the ding1 dong2 but it is gone before  
,i can identify it4 ,when ,i try to     
conceive of shouts ,i am like one       
groping in the dark4 ,i cannot possibly 
retain the conception of a sound for any
 length of time4'  ,another1 who seems  
to have no vivid images of any kind1    
writes3 ',when ,i recall the            
breakfast-table ,i see it and the       
persons around it4 ,the number of them  
is distinct1 for there is only one of   
them on each side of the table4 ,but    
they seem like mere objects in space4   
,only when ,i think of each separately  
do ,i clearly see them4 ,as for the     
table1 all ,i see is a general          
whiteness1 interspersed with objects4 ,i
 hear nothing at all1 and indeed the    
whole thing is so indistinct it         
bewilders me when ,i think of it4 ,my   
mental imagery is very vague and hazy1  
unless ,i have previously taken special 
notice of what ,i now have an image of4 
,for instance1 when ,i have an image of 

a certain person ,i cannot tell his     
particular characteristics unless my    
attention was formerly directed to      
them4'  ,another writes3 ',there is no  
sound in connection with any image4 ,in 
remembering1 ,i call up an incident and 
gradually fill out the details4 ,i can  
very seldom recall how anything sounds4 
,one sound from the play ,robespierre1  
by ,henry ,irving1 which ,i heard about 
two years ago and which ,i could recall 
some time afterward1 ,i have been unable
 to recall this fall1 though ,i have    
tried to do so4 ,i can see the scene    
quite perfectly1 the position of the    
actors and stage setting1 even the      
action of a player who brought out the  
sound4'  ,quite a large proportion of   
persons find it impossible to imagine   
motion at all4 ,as they think of a      
football game1 all the players are      
standing stock-still2 they are as they  
are represented in a photograph4 ,they  
are in the act of running1 but no motion
 is represented4 ,likewise1 the banners 

and streamers are all motionless4 ,they 
find it impossible to think of such a   
thing as motion4 ,others find that the  
motions are the most vivid part of their
 images4 ,what they remember of a scene 
is principally movement4  ,one writes3  
',when the word breakfast-table was     
given out ,i saw our breakfast-table at 
home1 especially the table and the white
 tablecloth4 ,the cloth seemed to be the
 most distinct object4 ,i can see each  
one in his place at the table4 ,i can   
see no color except that of the         
tablecloth4 ,the dishes are there1 but  
are very indistinct4 ,i cannot hear the 
rattle of the dishes or the voices very 
distinctly2 the voices seem much louder 
than the dishes1 but neither are very   
clear4 ,i can feel the motions which ,i 
make during the breakfast hour4 ,i feel 
myself come in1 sit down and begin to   
eat4 ,i can see the motions of those    
about me quite plainly4 ,i believe the  
feeling of motion was the most distinct 
feeling ,i had4 ,when the word          

railroad-train was given ,i saw the     
train very plainly just stopping in     
front of the depot4 ,i saw the people   
getting on the train2 these people were 
very indistinct4 ,it is their motions   
rather than the people themselves which 
,i see4 ,i can feel myself getting on   
the train1 finding a seat1 and sitting  
down4 ,i cannot hear the noise of the   
train1 but can hear rather indistinctly 
the conductor calling the stations4 ,i  
believe my mental imagery is more motile
 7of movement7 than anything else4      
,although ,i can see some things quite  
plainly1 ,i seem to feel the movements  
most distinctly4'  ,a very few in       
describing their images of the          
breakfast-table made special mention of 
the taste of the food and of its odor4  
,i have discovered no one whose         
prevailing imagery is for either taste  
or smell4 ,with very many the image of  
touch is very vivid4 ,they can imagine  
just how velvet feels1 how a fly feels  
on one's nose1 the discomfort of a tight

 shoe1 and the pleasure of stroking a   
smooth marble surface4     ,,how ,,to   
,,influence ,,others ,,through ,,mental 
,,imagery     ,illustration  ,,chapter  
,,iii  ,,how ,,to ,,influence ,,others  
,,through ,,mental ,,imagery            
,sidenote3 ,a ,rule for ,influencing    
,others  ,the practical importance of   
the fact of mental imagery and of the   
individual differences in power of      
mental imagery is very great4 ,they     
should be particularly taken into       
account in any business or profession in
 which one seeks to implant knowledge or
 conviction in the mind of another4     
,sidenote3 ,application to ,pedagogy    
,the underlying principle in such cases 
is this3 ,to the mind you are seeking to
 convince or educate1 present your facts
 in as many different ways and as       
realistically as possible1 so that there
 may be a variety of images1 each       
serving as a clue to prompt the memory4 
,we cannot do more at this point than   
indicate a few minor phases of the      

practical application of the principles 
of mental imagery4  ,in the old days    
geography was taught simply with a book 
and maps4 ,today children also use their
 hands in molding relief maps in sand or
 clay1 and mountains and rivers have    
acquired a meaning they never had       
before4  ,in the days of the oral       
spelling match boys and girls were      
better spellers than products of a later
 school system1 because they used not   
only the eye to see the printed word1   
the arm and hand to feel in writing it1 
but also the ear to hear it and the     
vocal muscles to utter it4 ,and because 
of this fact oral spelling is being     
brought back to the schoolroom4         
,sidenote3 ,how to ,sell ,goods by      
,mental ,imagery  ,if you have pianos to
 advertise1 do not limit your           
advertisement to a beautiful picture of 
the mahogany case and general words     
telling the reader that it is the best4 
,pianos are musical instruments1 and the
 descriptive words should first of all  

call up delightful auditory images in   
your reader's mind4  ,if you have for   
sale an article of food1 do not simply  
tell your customer how good it is4 ,let 
him see it1 feel it1 and particularly   
taste it1 if you want him to call for it
 the next time he enters your store4    
,sidenote3 ,a ,study of ,advertisements 
,turn1 for example1 to the advertisement
 of a certain brand of chocolate1 facing
 page #f4 ,the daintily spread table1   
the pretty girl1 the steaming cup1 the  
evident satisfaction of the man1 who    
looks accustomed to good living1--these 
elements combine in a skilful appeal to 
the senses4 ,turn now to another        
advertisement of this same brand of     
chocolate1 shown facing page #bb4 ,the  
purpose here is to inform you as to the 
large quantity of cocoa beans roasted in
 the company's furnaces4 ,whether this  
fact is of any consequence or not1 the  
impression you get from the picture is  
of a wheelbarrow full of something that 
looks like coal being trundled by a     

dirty workman1 while the shovel by the  
furnace door and the cocoa beans        
scattered about the floor remind one of 
a begrimed iron foundry4  ,sidenote3    
,the ,words that ,create ,desire  ,the  
only words that will ever sell anything 
are graphic words1 picturesque words1   
words that call up distinct and definite
 mental pictures of an attractive kind4 
,the more sensory images we have of any 
object the better we know it4  ,if you  
want to make a first impression lasting1
 make it vivid4 ,it will then photograph
 itself upon the memory and arouse the  
curiosity4  ,a boy who is a poor        
visualizer will never make a good       
artist4 ,a man who is a poor visualizer 
is out of place as a photographer or a  
picture salesman4  ,sidenote3 ,a ,key   
for ,selecting a ,calling  ,no person   
with weak auditory images should follow 
music as a profession or attempt to sell
 phonographs or musical instruments or  
become a telephone or telegraph operator
 or stenographer4  ,no man who can but  

faintly imagine the taste of things     
should try to write advertisements for  
articles of food4  ,remember the rule3  
,to the mind you are seeking to convince
 or educate present your facts in as    
many different ways and as realistically
 as possible1 so that there may be a    
variety of images1 each serving as a    
clue to prompt the memory4  ,you can put
 this rule to practical use at once4    
,try it4 ,you will be delighted with the
 result4     ,,how ,,to ,,test ,,your   
,,mental ,,imagery     ,illustration    
,,chapter ,,iv  ,,how ,,to ,,test ,,your
 ,,mental ,,imagery   ,sidenote3        
,finding ,out ,your ,weak ,points  ,we  
suggest that you now test your own      
reproductive imagination with a view to 
determining your points of strength or  
weakness in this respect4 ,and in doing 
so please bear in mind that the         
following questions are not asked with a
 view to determining what you know about
 the subject of the question1 but simply
 how vividly--that is to say1 with what 

life-like clearness--the mental image is
 presented to your mind1 how close it   
comes to a present reality4  ,sidenote3 
,tests for ,visual ,imagery  ,go into a 
quiet room1 close your eyes and try to  
bar from your mind every distraction4   
,now then1 ask yourself these questions3
       ,,visual4--#a4 ,can you remember 
just how your bedroom      looked when  
you left it this morning--the appearance
 of      each separate article of       
furniture and decoration1 the           
design and color of the carpet1 the     
color of the walls1      the arrangement
 of toilet articles upon the dresser1   
and so on8 ,can you see the whole room  
just as clearly      as if you were in  
it at this moment8 ,or is your mental   
picture blurred and doubtful8       #b4 
,how clearly can you see the space that 
intervenes      between your house and  
some far-distant object8 ,have      you 
a clear impression of the visual        
elements that      determine this       
distance8       #c4 ,can you see a bird 

flying through the air8 an              
automobile rushing down the street8     
#d4 ,can you imagine a red surface8 a   
green surface8 ,try      each primary   
color2 which is most distinct to your   
mind's eye8       #e4 ,can you see a    
smooth surface8 a rough surface8 a      
curved surface8 a flat surface8 a cube8 
,does the cube      look solid8         
#f4 ,when you memorize a poem do you    
remember just how      each word looked 
on the printed page8  ,sidenote3 ,tests 
for ,auditory and ,olfactory ,imagery   
,,auditory4--#a4 ,can you in imagination
 hear your      door-bell ringing8      
#b4 ,can you form an auditory image of  
thunder8 of waves      breaking on a    
rocky shore8 of a passing street-car8   
#c4 ,can you mentally hear the squeak of
 a mouse8 the      twitter of a bird8   
the breathing of a sleeping child8      
#d4 ,do these images come to you with   
the distinctness of      reality8       
#e4 ,can you distinctly remember a voice
 you have not      heard for a long     

time8       #f4 ,can you recall the     
tones of an entire selection of         
music played on the piano8  ,sidenote3  
,tests for ,imagery of ,taste and ,touch
       ,,smell4--,can you distinctly    
recall the odor of strong      cheese8  
of violets8 of roses8 of coffee8 of your
      favorite cigar8 ,is it clear to   
your mind that it is the      odor you  
are recalling and not the taste8        
,,taste4--#a4 ,can you remember just how
 butter tastes8 an      apple8       #b4
 ,try to imagine that you are sucking a 
lemon4 ,does it      pucker your mouth8 
,does it seem like a real lemon8        
#c4 ,can you imagine the taste of sugar8
 of salt8 of      pepper8       ,,pain  
,,and ,,touch4--#a4 ,can you in         
imagination live over      again any    
past physical suffering8       #b4 ,can 
you recall the feeling of woolen        
underwear8 of      bedclothes resting   
upon you8       #c4 ,can you            
re-experience a feeling of exhaustion8  
of      exhilaration8  ,sidenote3 ,tests

 for ,imagery of ,heat and ,cold        
,,heat ,,and ,,cold4--,can you imagine a
 feeling of warmth8 of      cold8 ,does 
your recollection of the feeling of ice 
differ from your memory of a burn8  ,go 
through the above list of questions1    
carefully noting down your answers4 ,you
 will discover some personal            
peculiarities in yourself you never     
dreamed existed4  ,try these questions  
on other members of your own family4    
,you will be surprised at the varying   
results4 ,you will perceive the reason  
for many innate differences of ability  
to do and to enjoy4  ,sidenote3 ,how to 
,cultivate ,mental ,imagery  ,think what
 an immense part imagination plays in   
the world of business1 and you will see 
how important it is to know your own    
type of sense-imagery4  ,to some extent 
the power of forming mental images can  
be cultivated so as to improve one's    
fitness for different kinds of          
employment4 ,such self-culture rests    
upon improvement in the vividness of    

your sense-perceptions4 ,it suffices for
 your present purpose to know that to   
cultivate your power of sense-imagery in
 any respect you must 7#a7 ,keep the    
appropriate sense-organs in good        
condition1 and 7#b7 ,when               
sense-perceptions of the kind in        
question come to you1 give your         
undivided attention to your             
consciousness of them4     ,,the        
,,creative ,,imagination                
,illustration  ,,chapter ,v  ,,the      
,,creative ,,imagination   ,sidenote3   
,the ,process of ,creative ,imagination 
,there is another type of imagination   
from the purely reproductive memory     
imagination of which we have been       
speaking in this book4  ,there is also  
,creative ,imagination4  ,creative      
,imagination is more than mere memory4  
,it takes the elements of the past as   
reproduced by memory and rearranges     
them4 ,it forms new combinations out of 
the material of the past4 ,it forms new 
combinations of ideas1 emotions and     

their accompanying impulses to muscular 
activity1 the elements of mental        
complexes4 ,it recombines these elements
 into new and original mental pictures1 
the creations of the inventive mind4    
,sidenote3 ,business and ,financial     
,imagination  ,no particular profession 
or pursuit has a monopoly of creative   
imagination4 ,it is not the exclusive   
property of the poet1 the artist1 the   
inventor1 the philosopher4 ,we tell you 
this because you have heard all your    
life of the poetic imagination1 the     
artistic imagination1 and so on1 but it 
is rare indeed that you have heard      
mention of the business imagination4    
,the fact is no man can succeed in any  
pursuit unless he has a creative        
imagination4 ,without creative          
imagination the human race would still  
be living in caves4 ,without creative   
imagination there would be no ships1 no 
engines1 no automobiles1 no             
corporations1 no systems1 no plans1 no  
business4 ,nothing exists in all the    

world that had not a previous           
counterpart in the mind of him who      
designed it4 ,and back of all is the    
creative mind of ,god4  ,sidenote3 ,how 
,wealth is ,created  ,mind is supreme4  
,mind shapes and controls matter4 ,every
 concrete thing in the world is the     
product of a thinking consciousness4    
,the richly tinted canvas is the        
physical expression of the artist's     
dream4 ,the great factory1 with its     
whirling mechanisms and glowing         
furnaces1 is the material manifestation 
of the promoter's financial imagination4
 ,the jeweled ornament1 the book1 the   
steamship1 the office building1 all are 
but concrete realizations of human      
thought molded out of formless matter4  
,mind1 finite and infinite1 is eternally
 creative and creating in the           
organization of formless matter and     
material forces into concrete realities4
  ,sidenote3 ,the ,klamath ,philosophy  
,says ,max ,mueller in his              
,psychological ,religion3 ,the          

,klamaths1 one of the ,red ,indian      
tribes1 believe in a ,supreme ,god whom 
they call ',the ,most ,ancient ,one1'   
',our ,old ,father1' or ',the ,old ,one 
on ,high4' ,he is believed to have      
created the world--that is1 to have made
 plants1 animals and man4 ,but when     
asked how the ,old ,father created the  
world1 the ,klamath philosopher replies3
 ',by thinking and willing4'  ,sidenote3
 ,how ,men ,get ,things  ,we get what we
 desire because the things we desire are
 the things we think about4 ,love begets
 love4 ,the man who is looking for      
trouble generally finds it4 ,despair is 
the forerunner of disaster1 and fear    
brings failure1 because despair and fear
 are the emotional elements attendant   
upon thoughts of defeat4  ,behind every 
thing and every act is1 and always has  
been1 thought--thought of sufficient    
intensity to shape and fashion the      
physical event4  ,mind1 and mind alone1 
possesses the inscrutable power to      
create4  ,your career is ordered by the 

thoughts you entertain4 ,mental pictures
 tend to accomplish their own           
realization4 ,therefore1 be careful to  
hold only those thoughts that will build
 up rather than tear down the structure 
of your fortunes4  ,sidenote3           
,prerequisites to ,achievement          
,creative imagination is an absolute    
prerequisite to material achievement4   
,the business man must scheme and plan  
and devise and foresee4 ,he must create 
in imagination today the results that he
 is to achieve tomorrow4 ,he must       
combine the elements of his past        
experiential complexes into a mental    
picture of future events as he would    
have them4 ,riches are but the material 
realization of a financial imagination4 
,the wealth of the world is but the sum 
total of the contributions of the       
creative thoughts of the successful men 
of all ages4  ,sidenote3 ,how to ,take  
,radical ,steps in ,business  ,with     
these principles before you1 you can    
plainly see that the creative           

imagination must be called upon in the  
solution of every practical question in 
every hour of the business day4         
,consider its part in two phases of your
 business life--first1 when you are     
contemplating a radical change in your  
business situation2 second1 when you are
 seeking to improve some particular     
department of your business4  ,sidenote3
 ,how to ,take ,radical ,steps in       
,business  ,in the determination of how 
best you can better yourself1 either in 
your present field of action or by the  
selection of a new one1 take the        
following steps3 7#a7 ,pass in review   
before the mind's eye your present      
situation2 7#b7 ,your possible ways of  
betterment2 7#c7 ,the various           
circumstances and individuals that will 
aid in this or that line of             
self-advancement2 7#d7 ,the difficulties
 that may confront you4 ,having selected
 your field1 7#e7 ,consider various     
possible plans of action2 7#f7 ,have    
prevision of their working out2 7#g7    

,compare the ultimate results as you    
foresee them2 7#h7 ,decide upon the one 
most promising1 and then with this plan 
as a foundation for further imaginings1 
7#i7 ,once more call before you the     
elements that will contribute to        
success2 7#aj7 ,see the possible        
locations for your new place of business
 and choose among them2 7#aa7 ,outline  
in detail the methods to be pursued in  
getting and handling business2 7#ab7    
,see the different kinds of employees   
and associates you will require1 and    
select certain classes as best suited to
 your needs2 7#ac7 ,foresee possible    
difficulties to be encountered and      
adjust your plans to meet them2 and1    
most important of all1 7#ad7 ,have a    
clear and persistent vision of yourself 
as a man of action1 setting to work upon
 your plan at a fixed hour and carrying 
it to a successful issue within a given 
time4  ,sidenote3 ,the ,expansion of    
,business ,ideals  ,there is excellent  
practical psychology in the following   

from ,thoughts on ,business3  ,men often
 think of a position as being just about
 so big and no bigger1 when1 as a matter
 of fact1 a position is often what one  
makes it4 ,a man was making about #a1ejj
 a year out of a certain position and   
thought he was doing all that could be  
done to advance the business4 ,the      
employer thought otherwise1 and gave the
 place to another man who soon made the 
position worth #h1jjj a year--at exactly
 the same commission4  ,sidenote3       
,rising to the ,emergency  ,the         
difference was in the men--in other     
words1 in what the two men thought about
 the work4 ,one had a little conception 
of what the work should be1 and the     
other had a big conception of it4 ,one  
thought little thoughts1 and the other  
thought big thoughts4  ,the standards of
 two men may differ1 not especially     
because one is naturally more capable   
than the other1 but because one is      
familiar with big things and the other  
is not4 ,the time was when the former   

worked in a smaller scope himself1 but  
when he saw a wider view of what his    
work might be he rose to the occasion   
and became a bigger man4 ,it is just as 
easy to think of a mountain as to think 
of a hill--when you turn your mind to   
contemplate it4 ,the mind is like a     
rubber band--you can stretch it to fit  
almost anything1 but it draws in to a   
small scope when you let go4  ,sidenote3
 ,the ,constructive ,imagination  ,make 
it your business to know what is the    
best that might be in your line of work1
 and stretch your mind to conceive it1  
and then devise some way to attain it4  
,sidenote3 ,little ,tasks and ,big      
,tasks  ,big things are only little     
things put together4 ,i was greatly     
impressed with this fact one morning as 
,i stood watching the workmen erecting  
the steel framework for a tall office   
building4 ,a shrill whistle rang out as 
a signal1 a man over at the engine      
pulled a lever1 a chain from the derrick
 was lowered1 and the whistle rang out  

again4 ,a man stooped down and fastened 
the chain around the center of a steel  
beam1 stepped back and blew the whistle 
once more4 ,again the lever was moved at
 the engine1 and the steel beam soared  
into the air up to the sixteenth story1 
where it was made fast by little bolts4 
,the entire structure1 great as it was1 
towering far above all the neighboring  
buildings1 was made up of pieces of     
steel and stone and wood1 put together  
according to a plan4 ,the plan was first
 imagined1 then penciled1 then carefully
 drawn1 and then followed by the        
workmen4 ,it was all a combination of   
little things4  ,sidenote3 ,working ,up 
a ,department  ,it is encouraging to    
think of this when you are confronted by
 a big task4 ,remember that it is only a
 group of little tasks1 any of which you
 can easily do4 ,it is ignorance of this
 fact that makes some men afraid to try4
  ,suppose1 now1 that instead of making 
a radical change in your business       
situation1 you are simply seeking to    

improve some particular department of   
your business4  ,sidenote3 ,imagination 
in ,handling ,employees  ,in commercial 
affairs men are the great means to      
money-making1 and efficient personal    
service the great key to prosperity4 ,in
 your dealings with employees do not be 
guided by the necessities of the moment4
 ,expediency is the poorest of all      
excuses for action4 ,have regard not    
only for your own immediate needs1 but  
also for the welfare and future conduct 
of your employees4 ,it is part of the   
burden of the executive head that he    
must do the forethinking not only for   
himself but for those under him4        
,perhaps the man you have under         
observation for advancement to some     
executive position has all the basic    
qualifications of judicial sense1       
discrimination and attentiveness to     
details1 but you are uncertain whether  
he has enough imagination to devise new 
ways and means of doing things and      
developing business in new fields4 ,if  

you wish to try a simple but very       
effective test along this line1 you can 
adopt the following standard            
psychological experiment1 which has been
 used at ,harvard1 ,cornell and many    
other colleges and schools4  ,sidenote3 
,how to ,test an ,employee's            
,imagination  ,let fall a drop of ink on
 each of several pieces of white paper1 
letterhead size4 ,this will make        
irregular blotches of varying forms4    
,let the subject be seated at a desk and
 ask him to write briefly about what he 
sees in each blotched sheet1 whether it 
be an animal form suggested by the      
outline of the blot1 or anything else   
that comes into his mind while looking  
at the black spot4 ,the principle       
involved here is the same as that       
involved in seeing pictures in a        
flickering log fire or having a vision  
of past or future events by gazing into 
a crystal4 ,in any of these cases1 it is
 not the blot1 the fire or the crystal  
that produces the vision1 but the       

creative imagination that recombines old
 elements into new forms4 ,the number of
 images suggested to one by certain     
standard forms of ink-blot when compared
 with established results is a measure  
of his imaginative ability4  ,sidenote3 
,imagination in ,business ,generally    
,in the choice of a location for your   
factory or store1 you must foresee its  
future traffic and transportation       
possibilities4 ,in passing upon a       
proposed advertisement you must get     
inside the head of the man on the street
 and see it as he will see it4 ,in the  
purchase of your stock of goods you must
 gauge the trend of popular taste and   
foresee the big demand4 ,in your        
dealings with creditors you must plan a 
course of action that will enable you to
 settle the account to your best        
interest at their request4 ,you must    
find a way to collect from your debtors 
and at the same time hold their         
business4 ,and so in a hundred thousand 
different ways you are constantly       

required to use creative thought in     
laying every stone in the structure of  
your fortune4  ,sidenote3 ,imagination  
and ,action  ,do not understand us as   
saying that imagination1 as the term is 
popularly used1 is all you need4 ,there 
must be also action1 incessant1         
persistent4 ,but creative imagination1  
in a psychological and scientific sense1
 begets action4 ,every thought carries  
with it the impellent energy to effect  
its realization4 ,use your imagination  
in your business and the action will    
take care of itself4 ,given imagination 
and action1 and you are sure to win4    
,,transcriber',s ,,notes  ,removed      
duplicate sidenotes and adjusted        
placement of sidenotes4  ,the original  
book used asterisks as ellipses4