----------------------------------------
--------------------  ,appli$ ,psy*ology
  ,,p[] ,,( ,,m5tal ,,imag]y  ,be+ !    
,fif? ( a ,s]ies ( ,twelve ,volumes on !
 ,applications ( ,psy*ology to !        
,problems ( ,p]sonal & ,bus9ess         
,effici5cy   ,,by  ,,w>r5 ,,hilton1     
,a4,b41 ,l4,l4,b4  ,,f\nd] ,,( ,,!      
,,society ,,( ,,appli$ ,,psy*ology      
,,issu$ ,,"u ,,! ,,auspices ,,( ,,!     
,,lit]>y ,,dige/ ,,= ,! ,society (      
,appli$ ,psy*ology ,,new ,,york ,,&     
,,london #aibj                          
----------------------------------------
--------------------  ,,copyright #aiad 
,,by ,,! ,,appli$ ,,psy*ology ,,press   
,,san ,,francisco  7,pr9t$ 9 ! ,unit$   
,/ates ( ,am]ica7                       
----------------------------------------
--------------------     ,,cont5ts      
,*apt]       ,i4 ,,imag9ation ,,&       
,,recognition                 ,page     
,,recogniz+ ,,! ,,pa/ ,,z ,,pa/         
#c           ,,imag9ation1 ,,pa/1       
,,pres5t ,,& ,,future        #e         

,,ii4 ,,k9ds ,,( ,,m5tal ,,images       
,,visual ,,imag]y                       
#i           ,,auditory ,,imag]y        
#aa           ,,imag]y ,,( ,,ta/e ,,&   
,,smell                  #ab            
,,muscul> ,,& ,,tactual ,,imag]y        
#ac           ,,p]sonal ,,diff]5ces ,,9 
,,m5tal ,,imag]y      #ad               
,,inve/igations ,,( ,,doctor ,,galton   
#ae           ,,inve/igations ,,(       
,,pr(essor ,,james           #af        
,,inve/igations ,,( ,,pr(essor ,,scott  
#ba       ,,iii4 ,,h[ ,,to ,,influ5ce   
,,o!rs ,,?r\gh ,,m5tal ,,imag]y         
,a ,,rule ,,= ,,influ5c+ ,,o!rs         
#ca           ,,application ,,to        
,,p$agogy                     #cb       
,,h[ ,,to ,,sell ,,goods ,,by ,,m5tal   
,,imag]y         #cc           ,a ,,/udy
 ,,( ,,adv]tisem5ts                     
#cd           ,,! ,,words ,,t ,,create  
,,desire                #ce           ,a
 ,,key ,,= ,,select+ ,a ,,call+         
#cf       ,,iv4 ,,h[ ,,to ,,te/ ,,y\r   
,,m5tal ,,imag]y            ,,f9d+ ,,out

 ,,y\r ,,weak ,,po9ts                #ci
           ,,te/s ,,= ,,visual ,,imag]y 
#dj           ,,te/s ,,= ,,auditory ,,& 
,,olfactory ,,imag]y    #db             
,,te/s ,,= ,,imag]y ,,( ,,ta/e ,,& ,,t\*
        #dc           ,,te/s ,,=        
,,imag]y ,,( ,,heat ,,& ,,cold          
#dd           ,,h[ ,,to ,,cultivate     
,,m5tal ,,imag]y             #de        
,v4 ,,! ,,creative ,,imag9ation         
,,! ,,process ,,( ,,creative            
,,imag9ation         #di                
,,bus9ess ,,& ,,f9ancial ,,imag9ation   
#ej           ,,h[ ,,weal? ,,is ,,creat$
                       #ea           ,,!
 ,,klama? ,,philosophy                  
#eb           ,,h[ ,,m5 ,,get ,,?+s     
#ec           ,,pr]equisites ,,to       
,,a*ievem5t                #ed          
,,h[ ,,to ,,take ,,radical ,,/eps ,,9   
,,bus9ess       #ee           ,,!       
,,expansion ,,( ,,bus9ess ,,ideals      
#eg           ,,ris+ ,,to ,,! ,,em]g5cy 
#eh           ,,! ,,con/ructive         
,,imag9ation                #ei         

,,little ,,tasks ,,& ,,big ,,tasks      
#fj           ,,work+ ,,up ,a ,,dep>tm5t
                     #fa                
,,imag9ation ,,9 ,,h&l+ ,,employees     
#fb           ,,h[ ,,to ,,te/ ,,an      
,,employee',s ,,imag9ation       #fc    
,,imag9ation ,,9 ,,bus9ess ,,g5]ally    
#fd           ,,imag9ation ,,& ,,action 
#fe     ,,imag9ation ,,& ,,recognition  
,illu/ration  ,,*apt] ,i  ,,imag9ation  
,,& ,,recognition   ,sid5ote3 ,recogniz+
 ! ,pa/ z ,pa/  ,9 ! prec$+ volume ( ?is
 ,c\rse1 entitl$ ,! ,tra9$ ,memory1 y   
le>n$ t ! memory process involves f\r   
elem5ts1 ,ret5tion1 ,recall1            
,recognition & ,imag9ation2 & ! scope & 
op]ation ( two ( ^! elem5ts1 ,ret5tion &
 ,recall1 7 expla9$ to y4  ,!re rema9   
,recognition & ,imag9ation1 :i* we %all 
make ! subject ( ?is book4 ,we %all     
treat ( !m1 h[ev]1 n only z p>ts ( !    
memory process1 b also z di/9ct         
op]ations1 ) an individual significance 
& value4  ,bo? ,recognition &           
,imag9ation h to d ) m5tal images4      

,recognition relates exclusively to ^?  
m5tal images t are ! replica ( =m]      
exp]i5ces4 ,x is ! faculty ( ! m9d by   
:i* we recognize rememb]$ exp]i5ces z a 
"p ( our own pa/4 ,if x 7 n = ?is s5se (
 famili>ity & ( own]%ip & ( ! pa/ t5se (
 recall$ m5tal images1 !re w\ld be no   
way = u to di/+ui% ! s5se-p]ceptions ( !
 pa/ f ^? ( ! pres5t4  ,recognition is  
!re=e an elem5t ( vital necessity to e  
act ( memory4  ,sid5ote3 ,imag9ation1   
,pa/1 ,pres5t & ,future  ,imag9ation    
relates ei!r to ! pa/1 ! pres5t or !    
future4 ,on ! "o h&1 x is ! outright    
re-imag]y 9 ! m9d's eye ( pa/ exp]i5ces4
 ,on ! o!r h&1 x is ! creation ( new &  
orig9al m5tal images or visions by !    
recomb9ation ( old exp]i5tial elem5ts4  
,illu/ration3 ,girls--  ,y'll want to h 
x ta/e j "r1 especially if x's = him1 s 
be c>eful ( ! directions3 ,make a pa/e1 
us+ a tablespoonful (  ,&]son's         
,*ocolate  --to a cup ( boil+ milk--/ir 
= a mom5t--!n s]ve ?is delightful       
bev]age4 ,wat* 8 eyes sp>kle--note !    

satisfaction 9 e sip--he> him murmur    
,y're a de>4  ,,?is ,,adv]tisem5t       
,,comb9es ,,diff]5t ,,elem5ts ,,9 ,a    
,,skilful ,,appeal ,,to ,,! ,,s5ses4    
,,see ,,text1 ,,page #cd     ,,k9ds ,,( 
,,m5tal ,,images     ,illu/ration       
,,*apt] ,,ii  ,,k9ds ,,( ,,m5tal        
,,images   ,sid5ote3 ,visual ,imag]y    
,:5 we speak ( images 9 connection )    
,imag9ation & ,recognition we d n ref]  
m]ely to m5tal pictures ( ?+s se54      
,m5tal images are repres5tations ( pa/  
m5tal exp]i5ces ( any & e k9d4 ,!y      
include pa/ s5sations ( s\nd1 ta/e1     
smell1 feel+1 pa91 motion & ! o!r s5ses1
 z well z s5sations ( sight4 ,"o may h a
 m5tal image ( ! voice ( a fri5d1 ( !   
p]fume ( a fl[]1 j z he may h m5tal     
images ( _! appe>ance to ! eye4 ,inde$1 
! t]m image is p]haps un=tunately us$ 9 
?is way1 s9ce x mu/ be made to include n
 only m5tal pictures 9 a visual s5se1 b 
all =ms ( reproductive m5tal activity4  
,our recollection ( pa/ exp]i5ces may be
 ei!r full & di/9ct or hazy &           

inadequate4 ,"s p]sons are entirely     
unable to reproduce c]ta9 k9ds ( s5sory 
exp]i5ces4 ,someh[ !y are aw>e ( hav+ _h
 ^! exp]i5ces1 b !y _c reproduce !m4 ,e 
"o ( u has 8 own peculi>ities4          
,sid5ote3 ,auditory ,imag]y  ,?is morn+ 
,i call$ ^u a fri5d 9 8 (fice4 ,i 0 !re 
b a %ort "t4 ,yet ,i c easily call to   
m9d e detail ( ! surr\nd+s4 ,i c see !  
ext]ior ( ! build+1 its =m1 size1 color1
 w9d[-boxes ) fl[]s1 r$ tile ro(1 =mal  
g>d5s 9 ! op5 c\rt1 & ev5 _m ( !        
neighbor+ build+s4 ,i c pla9ly recall ! 
color ( ! c>pet on 8 (fice floor1 !     
g5]al tone ( ! pap] on ! wall1 ! size1  
type & mat]ial ( 8 desk1 & _m o!r       
elem5ts go+ to make up an almo/ p]fect  
m5tal duplicate ( ! sc5e itself4 ,i c   
ev5 see my fri5d sitt+ at 8 desk1 & c   
di/9ctly rememb] ! color1 cut & texture 
( 8 clo?+ & j h[ he look$ :5 he smil$4  
,sid5ote3 ,imag]y ( ,ta/e & ,smell  ,la/
 ev5+ we ent]ta9$ a numb] ( fri5ds at   
d9n]4 ,"o ( ! ladies 0 an accompli%$    
musician1 & lat] 9 ! ev5+ %e delight$ u 

) h] exquisite play+ ^u ! piano4 ,! airs
 %e play$ 7 famili> to me4 ,i am fond ( 
music & ,i enjoy$ h] play+4 ,i c sit "h 
today & 9 imag9ation ,i c see h] seat$  
be=e ! piano & rememb] j h[ h] h&s look$
 z %e f+]$ ! keys4 ,b ,i f9d x difficult
 to recall ! air ( ! selection or !     
tones ( ! piano4 ,my m5tal images ( !   
notes z !y came f ! piano are fa9t &    
unc]ta9 & n ne>ly s di/9ct & cle> z my  
recollection ( ! sc5e4  ,sid5ote3       
,muscul> & ,tactual ,imag]y  ,i f9d x   
easy to recall ! appe>ance ( ! food t 0 
s]v$ me = breakfa/ ?is morn+4 ,i c also 
fa9tly imag9e ! odor & ta/e ( ! c(fee & 
toa/1 b ,i f9d t ^! images ( ta/e &     
smell are n ne>ly s reali/ic z my m5tal 
images ( :at ,i saw & he>d dur+ ! c\rse 
( ! meal4  ,:5 ,i 0 9 college ,i 0 v    
fond ( h&ball & 0 a memb] ( ! h&ball    
team4 ,x has be5 _m ye>s s9ce ,i play$ !
 game1 yet ,i c di/9ctly feel ! peculi> 
t5sion ( ! "r arm & %\ld] muscles t     
accompani$ ! s]vice4 ,nor d ,i feel !   
slighte/ difficulty 9 evok+ a di/9ct    

m5tal image ( ! prickly s5sations t s   
annoy$ me z a boy :5 ,i w\ld fir/ put on
 wool5 und]we> 9 ! fall ( ! ye>4        
,sid5ote3 ,p]sonal ,diff]5ces 9 ,m5tal  
,imag]y  ,f ^! examples1 x is app>5t t  
we c =m m5tal images ( pa/ s5sations (  
sight1 s\nd1 ta/e1 smell & feel+1 &     
inde$ ( e k9d1 includ+ ! muscul> or     
motor s5se & ! s5se ( heat & cold4  ,b  
!re is ! greate/ possible diff]5ce 9    
individuals 9 ?is respect4 ,"s p]sons h 
di/9ct images ( ?+s !y h se51 are good  
visualiz]s4 ,o!rs are weak 9 ?is        
respect1 b h cle> auditory images4 ,& s 
z to all ! v>i\s k9ds ( s5sory images4  
,?is is a fact ( comp>atively rec5t     
discov]y4 ,! fir/ propon5t ( ! idea 0   
,fe*n]1 b no /ati/ical "w 0 done 9 ?is  
l9e until ,galton ent]$ ! field1 9      
#ahhj4 ,9 8 ,inquiries into ,human      
,faculties1 he says3  ,sid5ote3         
,inve/igations ( ,doctor ,galton  ,to my
 a/oni%m5t1 ,i f\nd t ! great majority (
 ! m5 ( sci5ce to :om ,i fir/ appli$    
prote/$ t m5tal imag]y 0 unkn[n to !m1 &

 !y look$ on me z fanciful & fanta/ic 9 
suppos+ t ! words 'm5tal imag]y' really 
express$ :at ,i believ$ ev]ybody suppos$
 !m to mean4 ,!y _h no m notion ( its   
true nature ?an a color-bl9d man1 :o has
 n disc]n$ 8 defect1 has ( ! nature (   
color4 ,!y _h a m5tal defici5cy ( :i* !y
 7 unaw>e & naturally en\gh suppos$ t ^?
 :o affirm$ !y possess$ x 7 romanc+4    
,sid5ote3 ,inve/igations ( ,pr(essor    
,james  ,! inve/igations ( ,dr4 ,galton 
7 cont9u$ by ,pr(essor ,james1 ( ,h>v>d 
,univ]sity4 ,he collect$ f hundr$s (    
p]sons descriptions ( _! own m5tal      
images4 ,! foll[+ are extracts f two    
cases ( di/9ctly diff]5t types4 ,! "o :o
 is a good visualiz] says3  ,?is morn+'s
 breakfa/-table is bo? dim & bright2 x  
is dim if ,i try to ?9k ( x ) my eyes   
clos$4 ,all ! objects are cle> at once1 
yet :5 ,i conf9e my att5tion to any "o  
object x becomes f> m di/9ct4 ,i h m p[]
 to recall color ?an any o!r "o ?+2 if1 
= example1 ,i 7 to recall a plate       
decorat$ ) fl[]s ,i c\ld reproduce 9 a  

draw+ ! exact tone1 etc4 ,! color (     
any?+ t 0 on ! table is p]fectly vivid4 
,!re is v little limitation to ! ext5t (
 my images2 ,i c see all f\r sides ( a  
room2 ,i c see all f\r sides ( two1     
?ree1 f\r1 ev5 m rooms ) su* di/9ctness 
t if y %\ld ask me :at 0 9 any p>ticul> 
place 9 any "o1 or ask me to c\nt !     
*airs1 etc41 ,i c\ld d x )\t ! lea/     
hesitation4 ,! m ,i le>n by he>t ! m    
cle>ly d ,i see images ( my pages4 ,ev5 
be=e ,i c recite ! l9es ,i see !m s t ,i
 c\ld give !m v sl[ly ^w = ^w1 b my m9d 
is s occupi$ 9 look+ at my pr9t$ image t
 ,i h no idea ( :at ,i am say+1 ( ! s5se
 ( x1 etc4 ,:5 ,i fir/ f\nd myself do+  
?is ,i us$ to ?9k x 0 m]ely because ,i  
knew ! l9es imp]fectly2 b ,i h q conv9c$
 myself t ,i really d see an image4 ,!  
/ronge/ pro( t su* is really ! fact is1 
,i ?9k1 ! foll[+3  ,i c look d[n !      
m5tally se5 page & see ! words t comm5ce
 all ! l9es1 & f any "o ( ^! words ,i c 
cont9ue ! l9e4 ,i f9d ?is mu* easi] to d
 if ! words beg9 z 9 a /raight l9e ?an  

if !re are breaks4 ,example3            
,etant fait           ,t\s 4444444444444
           ,a des 444444444444          
,que fit 4444444444           ,c]es     
444444444444             ,avec          
44444444444           ,un fleur         
444444444             ,comme 4444444444 
7,la ,fonta9e ,s4 ,,iv47  ,! poor       
visualiz] says3  ,my ability to =m m5tal
 images seems1 f :at ,i h /udi$ ( o!r   
p's images1 to be defective1 & some:at  
peculi>4 ,! process by :i* ,i seem to   
rememb] any p>ticul> ev5t is n by a     
s]ies ( di/9ct images1 b a sort (       
panorama1 ! fa9te/ impressions ( :i* are
 p]ceptible ?r\gh a ?ick fog--,i _c %ut 
my eyes & get a di/9ct image ( anyone1  
al?\gh ,i us$ to be able to a few ye>s  
ago1 & ! faculty seems to h gradually   
slipp$ away4 99 99 99 ,9 my mo/ vivid   
dreams1 :]e ! ev5ts appe> l ! mo/ real  
facts1 ,i am (t5 tr\bl$ ) a dimness (   
sight :i* causes ! images to appe>      
indi/9ct4 99 99 99 ,to come to ! "q ( ! 
breakfa/-table1 !re is no?+ def9ite ab\t

 x4 ,ev]y?+ is vague4 ,i _c say :at ,i  
see4 ,i c\ld n possibly c\nt ! *airs1 b 
,i happ5 to "k t !re are t54 ,i see no?+
 9 detail4 99 99 99 ,! *ief ?+ is a     
g5]al impression t ,i _c tell exactly   
:at ,i d see4 ,! color+ is ab\t ! same1 
z f> z ,i c recall x1 only v mu* wa%$   
out4 ,p]haps ! only color ,i c see at   
all di/9ctly is t ( ! tableclo?1 & ,i   
c\ld probably see ! color ( ! wall pap] 
if ,i c\ld rememb] :at color x 04  ,?is 
diff]5ce betwe5 individuals is j z m>k$ 
9 ! matt] ( ability to =m auditory      
images z 9 respect to visual images4    
,sid5ote3 ,inve/igations ( ,pr(essor    
,scott  ,?us1 ,pr(essor ,walt] ,dill    
,scott1 ( ,nor?we/]n ,univ]sity1 cites !
 foll[+3  ,"o /ud5t :o has /rong        
auditory imag]y writes z foll[s3 ',:5 ,i
 ?9k ( ! breakfa/-table ,i d n seem to h
 a cle> visual image ( x4 ,i c see !    
l5g? ( x1 ! ?ree *airs--?\gh ,i c't tell
 ! color or %ape ( ^!--! :ite clo? &    
some?+ on x1 b ,i c't see ! patt]n ( !  
di%es or any ( ! food4 ,i c v pla9ly he>

 ! rattle ( ! di%es & ( ! silv] & above 
?is he> ! conv]sation1 also ! o!r       
noises1 su* z a tra9 :i* passes e morn+ 
:ile we are at breakfa/4 ,aga91 9 a     
football game ,i di/9ctly he> ! noise1 b
 d n see cle>ly any?+ or anybody4 ,i he>
 ! /illness :5 ev]yone is int5t & !n !  
l\d *e]+4 ,"h ,i notice ! diff]5ces (   
pit* & tone4'  ,i _h read t "s p 7      
unable to imag9e s\nds :i* !y _h he>d1 b
 x _h n impress$ me1 = ,i _h suppos$ t  
su* p]sons 7 great exceptions4 ,i 0     
truly surpris$ :5 ,i f\nd s _m ( my     
/ud5ts writ+ pap]s simil> to ^? f :i*   
extracts are "h giv53 ',my m5tal imag]y 
is visual1 z ,i seem to see ?+s & n he>1
 feel or smell !m4 ,! elem5t ( s\nd     
seems practically nev] to ent] 94 ,:5 ,i
 ?9k ( a breakfa/-table or a football   
game ,i h a di/9ct image4 ,i see colors1
 b he> no s\nd4'  ,illu/ration3 ,a      
feature 9 ! mak+ ( ,&]son's ,cocoa  ,!  
mann] 9 :i* ?\s&s ( p\nds ( ,cocoa beans
 are daily roa/$  ,&]son  ,co4 ,n4,y4   
,,?is ,,adv]tisem5t ,,awak5s ,,! ,,wrong

 ,,k9d ,,( ,,m5tal ,,images4 ,,see      
,,text1 ,,page #cd  ,ano!r 9 describ+ 8 
image ( a railroad-tra91 writes3 ',i am 
n able to /ate :e!r ,i he> ! tra9 or n4 
,i am incl9$ to ?9k t x is a noiseless  
"o4 ,x is h>d = me to conceive ( ! s\nd 
( a bell1 = in/ance4 ,i c see ! bell    
move to & fro1 & = an in/ant seem to he>
 ! d+1 dong2 b x is gone be=e ,i c      
id5tify x4 ,:5 ,i try to conceive ( %\ts
 ,i am l "o grop+ 9 ! d>k4 ,i _c        
possibly reta9 ! conception ( a s\nd =  
any l5g? ( "t4'  ,ano!r1 :o seems to h  
no vivid images ( any k9d1 writes3 ',:5 
,i recall ! breakfa/-table ,i see x & ! 
p]sons ar\nd x4 ,! numb] ( !m is di/9ct1
 = !re is only "o ( !m on ea* side ( !  
table4 ,b !y seem l m]e objects 9 space4
 ,only :5 ,i ?9k ( ea* sep>ately d ,i   
cle>ly see !m4 ,z = ! table1 all ,i see 
is a g5]al :it5ess1 int]sp]s$ ) objects4
 ,i he> no?+ at all1 & inde$ ! :ole ?+  
is s indi/9ct x bewild]s me :5 ,i ?9k ( 
x4 ,my m5tal imag]y is v vague & hazy1  
unless ,i h previ\sly tak5 special      

notice ( :at ,i n[ h an image (4 ,=     
in/ance1 :5 ,i h an image ( a c]ta9     
p]son ,i _c tell 8 p>ticul> *>act]i/ics 
unless my att5tion 0 =m]ly direct$ to   
!m4'  ,ano!r writes3 ',!re is no s\nd 9 
connection ) any image4 ,9 rememb]+1 ,i 
call up an incid5t & gradually fill out 
! details4 ,i c v seldom recall h[ any?+
 s\nds4 ,"o s\nd f ! play ,robespi]re1  
by ,h5ry ,irv+1 :i* ,i he>d ab\t two    
ye>s ago & :i* ,i c\ld recall "s "t     
aft]w>d1 ,i h be5 unable to recall ?is  
fall1 ?\gh ,i h tri$ to d s4 ,i c see ! 
sc5e q p]fectly1 ! position ( ! actors &
 /age sett+1 ev5 ! action ( a play] :o  
br\ght out ! s\nd4'  ,q a l>ge          
proportion ( p]sons f9d x impossible to 
imag9e motion at all4 ,z !y ?9k ( a     
football game1 all ! play]s are /&+     
/ock-/ill2 !y are z !y are repres5t$ 9 a
 photograph4 ,!y are 9 ! act ( runn+1 b 
no motion is repres5t$4 ,likewise1 !    
bann]s & /ream]s are all motionless4 ,!y
 f9d x impossible to ?9k ( su* a ?+ z   
motion4 ,o!rs f9d t ! motions are ! mo/ 

vivid "p ( _! images4 ,:at !y rememb] ( 
a sc5e is pr9cipally movem5t4  ,"o      
writes3 ',:5 ! ^w breakfa/-table 0 giv5 
out ,i saw our breakfa/-table at home1  
especially ! table & ! :ite tableclo?4  
,! clo? seem$ to be ! mo/ di/9ct object4
 ,i c see ea* "o 9 8 place at ! table4  
,i c see no color except t ( !          
tableclo?4 ,! di%es are !re1 b are v    
indi/9ct4 ,i _c he> ! rattle ( ! di%es  
or ! voices v di/9ctly2 ! voices seem   
mu* l\d] ?an ! di%es1 b nei!r are v     
cle>4 ,i c feel ! motions :i* ,i make   
dur+ ! breakfa/ h\r4 ,i feel myself come
 91 sit d[n & beg9 to eat4 ,i c see !   
motions ( ^? ab\t me q pla9ly4 ,i       
believe ! feel+ ( motion 0 ! mo/ di/9ct 
feel+ ,i _h4 ,:5 ! ^w railroad-tra9 0   
giv5 ,i saw ! tra9 v pla9ly j /opp+ 9   
front ( ! depot4 ,i saw ! p gett+ on !  
tra92 ^! p 7 v indi/9ct4 ,x is _!       
motions r ?an ! p !mselves :i* ,i see4  
,i c feel myself gett+ on ! tra91 f9d+ a
 seat1 & sitt+ d[n4 ,i _c he> ! noise ( 
! tra91 b c he> r indi/9ctly ! conductor

 call+ ! /ations4 ,i believe my m5tal   
imag]y is m motile 7( movem5t7 ?an any?+
 else4 ,al?\gh ,i c see "s ?+s q pla9ly1
 ,i seem to feel ! movem5ts mo/         
di/9ctly4'  ,a v few 9 describ+ _!      
images ( ! breakfa/-table made special  
m5tion ( ! ta/e ( ! food & ( its odor4  
,i h discov]$ no "o ^: prevail+ imag]y  
is = ei!r ta/e or smell4 ,) v _m ! image
 ( t\* is v vivid4 ,!y c imag9e j h[    
velvet feels1 h[ a fly feels on "o's    
nose1 ! discom=t ( a tight %oe1 & !     
pleasure ( /rok+ a smoo? m>ble surface4 
,,h[ ,,to ,,influ5ce ,,o!rs ,,?r\gh     
,,m5tal ,,imag]y     ,illu/ration       
,,*apt] ,,iii  ,,h[ ,,to ,,influ5ce     
,,o!rs ,,?r\gh ,,m5tal ,,imag]y         
,sid5ote3 ,a ,rule = ,influ5c+ ,o!rs  ,!
 practical importance ( ! fact ( m5tal  
imag]y & ( ! individual diff]5ces 9 p[] 
( m5tal imag]y is v great4 ,!y %\ld be  
p>ticul>ly tak5 into acc\nt 9 any       
bus9ess or pr(ession 9 :i* "o seeks to  
implant k or conviction 9 ! m9d ( ano!r4
  ,sid5ote3 ,application to ,p$agogy  ,!

 und]ly+ pr9ciple 9 su* cases is ?is3   
,to ! m9d y are seek+ to conv9ce or     
educate1 pres5t y\r facts 9 z _m diff]5t
 ways & z reali/ically z possible1 s t  
!re may be a v>iety ( images1 ea* s]v+ z
 a clue to prompt ! memory4  ,we _c d m 
at ?is po9t ?an indicate a few m9or     
phases ( ! practical application ( !    
pr9ciples ( m5tal imag]y4  ,9 ! old days
 geography 0 taught simply ) a book &   
maps4 ,today *ildr5 also use _! h&s 9   
mold+ relief maps 9 s& or clay1 &       
m\nta9s & riv]s h acquir$ a mean+ !y    
nev] _h be=e4  ,9 ! days ( ! oral spell+
 mat* boys & girls 7 bett] spell]s ?an  
products ( a lat] s*ool sy/em1 because  
!y us$ n only ! eye to see ! pr9t$ ^w1 !
 arm & h& to feel 9 writ+ x1 b also ! e>
 to he> x & ! vocal muscles to utt] x4  
,& because ( ?is fact oral spell+ is be+
 br\ght back to ! s*oolroom4  ,sid5ote3 
,h[ to ,sell ,goods by ,m5tal ,imag]y   
,if y h pianos to adv]tise1 d n limit   
y\r adv]tisem5t to a beautiful picture (
 ! mahogany case & g5]al words tell+ !  

read] t x is ! be/4 ,pianos are musical 
in/rum5ts1 & ! descriptive words %\ld   
fir/ ( all call up delightful auditory  
images 9 y\r read]'s m9d4  ,if y h =    
sale an article ( food1 d n simply tell 
y\r cu/om] h[ good x is4 ,let him see x1
 feel x1 & p>ticul>ly ta/e x1 if y want 
him to call = x ! next "t he ent]s y\r  
/ore4  ,sid5ote3 ,a ,/udy (             
,adv]tisem5ts  ,turn1 = example1 to !   
adv]tisem5t ( a c]ta9 br& ( *ocolate1   
fac+ page #f4 ,! da9tily spread table1 !
 pretty girl1 ! /eam+ cup1 ! evid5t     
satisfaction ( ! man1 :o looks accu/om$ 
to good liv+1--^! elem5ts comb9e 9 a    
skilful appeal to ! s5ses4 ,turn n[ to  
ano!r adv]tisem5t ( ?is same br& (      
*ocolate1 %[n fac+ page #bb4 ,! purpose 
"h is to in=m y z to ! l>ge quantity (  
cocoa beans roa/$ 9 ! company's         
furnaces4 ,:e!r ?is fact is ( any       
consequ5ce or n1 ! impression y get f ! 
picture is ( a :eelb>r[ full ( some?+ t 
looks l coal be+ trundl$ by a dirty     
workman1 :ile ! %ovel by ! furnace door 

& ! cocoa beans scatt]$ ab\t ! floor    
rem9d "o ( a begrim$ iron f\ndry4       
,sid5ote3 ,! ,words t ,create ,desire   
,! only words t w ev] sell any?+ are    
graphic words1 picturesque words1 words 
t call up di/9ct & def9ite m5tal        
pictures ( an attractive k9d4  ,! m     
s5sory images we h ( any object ! bett] 
we "k x4  ,if y want to make a fir/     
impression la/+1 make x vivid4 ,x w !n  
photograph itself ^u ! memory & ar\se ! 
curiosity4  ,a boy :o is a poor         
visualiz] w nev] make a good arti/4 ,a  
man :o is a poor visualiz] is out (     
place z a photograph] or a picture      
salesman4  ,sid5ote3 ,a ,key = ,select+ 
a ,call+  ,no p]son ) weak auditory     
images %\ld foll[ music z a pr(ession or
 attempt to sell phonographs or musical 
in/rum5ts or become a telephone or      
telegraph op]ator or /5ograph]4  ,no man
 :o c b fa9tly imag9e ! ta/e ( ?+s %\ld 
try to write adv]tisem5ts = articles (  
food4  ,rememb] ! rule3 ,to ! m9d y are 
seek+ to conv9ce or educate pres5t y\r  

facts 9 z _m diff]5t ways & z           
reali/ically z possible1 s t !re may be 
a v>iety ( images1 ea* s]v+ z a clue to 
prompt ! memory4  ,y c put ?is rule to  
practical use at once4 ,try x4 ,y w be  
delight$ ) ! result4     ,,h[ ,,to ,,te/
 ,,y\r ,,m5tal ,,imag]y     ,illu/ration
  ,,*apt] ,,iv  ,,h[ ,,to ,,te/ ,,y\r   
,,m5tal ,,imag]y   ,sid5ote3 ,f9d+ ,out 
,y\r ,weak ,po9ts  ,we sugge/ t y n[ te/
 y\r own reproductive imag9ation ) a    
view to det]m9+ y\r po9ts ( /r5g? or    
weakness 9 ?is respect4 ,& 9 do+ s      
please be> 9 m9d t ! foll[+ que/ions are
 n ask$ ) a view to det]m9+ :at y "k    
ab\t ! subject ( ! "q1 b simply h[      
vividly--t is to say1 ) :at life-l      
cle>ness--! m5tal image is pres5t$ to   
y\r m9d1 h[ close x comes to a pres5t   
reality4  ,sid5ote3 ,te/s = ,visual     
,imag]y  ,g into a quiet room1 close y\r
 eyes & try to b> f y\r m9d e           
di/raction4 ,n[ !n1 ask y\rself ^!      
que/ions3       ,,visual4--#a4 ,c y     
rememb] j h[ y\r b$room      look$ :5 y 

left x ?is morn+--! appe>ance (      ea*
 sep>ate article ( furniture &          
decoration1 !      design & color ( !   
c>pet1 ! color ( ! walls1      !        
arrangem5t ( toilet articles ^u !       
dress]1      & s on8 ,c y see ! :ole    
room j z cle>ly      z if y 7 9 x at ?is
 mom5t8 ,or is y\r m5tal      picture   
blurr$ & d\btful8       #b4 ,h[ cle>ly c
 y see ! space t int]v5es      betwe5   
y\r h\se & "s f>-di/ant object8 ,h      
y a cle> impression ( ! visual elem5ts t
      det]m9e ?is di/ance8       #c4 ,c 
y see a bird fly+ ?r\gh ! air8 an       
automobile ru%+ d[n ! /reet8       #d4  
,c y imag9e a r$ surface8 a gre5        
surface8 ,try      ea* prim>y color2 :i*
 is mo/ di/9ct to y\r      m9d's eye8   
#e4 ,c y see a smoo? surface8 a r\gh    
surface8 a      curv$ surface8 a flat   
surface8 a cube8 ,does ! cube      look 
solid8       #f4 ,:5 y memorize a poem d
 y rememb] j h[      ea* ^w look$ on !  
pr9t$ page8  ,sid5ote3 ,te/s = ,auditory
 & ,olfactory ,imag]y                   

,,auditory4--#a4 ,c y 9 imag9ation he>  
y\r      door-bell r++8       #b4 ,c y  
=m an auditory image ( ?und]8 ( waves   
break+ on a rocky %ore8 ( a pass+       
/reet-c>8       #c4 ,c y m5tally he> !  
squeak ( a m\se8 !      twitt] ( a bird8
 ! brea?+ ( a sleep+ *ild8       #d4 ,d 
^! images come to y ) ! di/9ctness (    
reality8       #e4 ,c y di/9ctly rememb]
 a voice y h n      he>d = a long "t8   
#f4 ,c y recall ! tones ( an entire     
selection (      music play$ on ! piano8
  ,sid5ote3 ,te/s = ,imag]y ( ,ta/e &   
,t\*       ,,smell4--,c y di/9ctly      
recall ! odor ( /rong      *eese8 (     
violets8 ( roses8 ( c(fee8 ( y\r        
favorite cig>8 ,is x cle> to y\r m9d t x
 is !      odor y are recall+ & n !     
ta/e8       ,,ta/e4--#a4 ,c y rememb] j 
h[ butt] ta/es8 an      apple8       #b4
 ,try to imag9e t y are suck+ a lemon4  
,does x      puck] y\r m\?8 ,does x seem
 l a real lemon8       #c4 ,c y imag9e !
 ta/e ( sug>8 ( salt8 (      pepp]8     
,,pa9 ,,& ,,t\*4--#a4 ,c y 9 imag9ation 

live ov]      aga9 any pa/ physical     
suff]+8       #b4 ,c y recall ! feel+ ( 
wool5 und]we>8 (      b$clo!s re/+ ^u y8
       #c4 ,c y re-exp]i5ce a feel+ (   
exhau/ion8 (      exhil>ation8          
,sid5ote3 ,te/s = ,imag]y ( ,heat &     
,cold       ,,heat ,,& ,,cold4--,c y    
imag9e a feel+ ( w>m?8 (      cold8     
,does y\r recollection ( ! feel+ ( ice  
diff] f y\r memory ( a burn8  ,g ?r\gh !
 above li/ ( que/ions1 c>efully not+ d[n
 y\r answ]s4 ,y w discov] "s p]sonal    
peculi>ities 9 y\rself y nev] dream$    
exi/$4  ,try ^! que/ions on o!r memb]s (
 y\r own family4 ,y w be surpris$ at !  
v>y+ results4 ,y w p]ceive ! reason = _m
 innate diff]5ces ( ability to d & to   
enjoy4  ,sid5ote3 ,h[ to ,cultivate     
,m5tal ,imag]y  ,?9k :at an imm5se "p   
imag9ation plays 9 ! _w ( bus9ess1 & y w
 see h[ important x is to "k y\r own    
type ( s5se-imag]y4  ,to "s ext5t ! p[] 
( =m+ m5tal images c be cultivat$ s z to
 improve "o's fitness = diff]5t k9ds (  
employm5t4 ,su* self-culture re/s ^u    

improvem5t 9 ! vividness ( y\r          
s5se-p]ceptions4 ,x suffices = y\r      
pres5t purpose to "k t to cultivate y\r 
p[] ( s5se-imag]y 9 any respect y mu/   
7#a7 ,keep ! appropriate s5se-organs 9  
good condition1 & 7#b7 ,:5              
s5se-p]ceptions ( ! k9d 9 "q come to y1 
give y\r undivid$ att5tion to y\r       
consci\sness ( !m4     ,,! ,,creative   
,,imag9ation     ,illu/ration  ,,*apt]  
,v  ,,! ,,creative ,,imag9ation         
,sid5ote3 ,! ,process ( ,creative       
,imag9ation  ,!re is ano!r type (       
imag9ation f ! purely reproductive      
memory imag9ation ( :i* we h be5 speak+ 
9 ?is book4  ,!re is also ,creative     
,imag9ation4  ,creative ,imag9ation is m
 ?an m]e memory4 ,x takes ! elem5ts ( ! 
pa/ z reproduc$ by memory & re>ranges   
!m4 ,x =ms new comb9ations out ( !      
mat]ial ( ! pa/4 ,x =ms new comb9ations 
( ideas1 emotions & _! accompany+       
impulses to muscul> activity1 ! elem5ts 
( m5tal complexes4 ,x recomb9es ^!      
elem5ts into new & orig9al m5tal        

pictures1 ! creations ( ! inv5tive m9d4 
,sid5ote3 ,bus9ess & ,f9ancial          
,imag9ation  ,no p>ticul> pr(ession or  
pursuit has a monopoly ( creative       
imag9ation4 ,x is n ! exclusive prop]ty 
( ! poet1 ! arti/1 ! inv5tor1 !         
philosoph]4 ,we tell y ?is because y h  
he>d all y\r life ( ! poetic imag9ation1
 ! arti/ic imag9ation1 & s on1 b x is   
r>e inde$ t y h he>d m5tion ( ! bus9ess 
imag9ation4  ,! fact is no man c succe$ 
9 any pursuit unless he has a creative  
imag9ation4 ,)\t creative imag9ation !  
human race w\ld /ill be liv+ 9 caves4   
,)\t creative imag9ation !re w\ld be no 
%ips1 no eng9es1 no automobiles1 no     
corporations1 no sy/ems1 no plans1 no   
bus9ess4 ,no?+ exi/s 9 all ! _w t _h n a
 previ\s c\nt]p>t 9 ! m9d ( him :o      
design$ x4 ,& back ( all is ! creative  
m9d ( ,god4  ,sid5ote3 ,h[ ,weal? is    
,creat$  ,m9d is supreme4 ,m9d %apes &  
controls matt]4 ,e concrete ?+ 9 ! _w is
 ! product ( a ?9k+ consci\sness4 ,!    
ri*ly t9t$ canvas is ! physical         

expression ( ! arti/'s dream4 ,! great  
factory1 ) its :irl+ me*anisms & gl[+   
furnaces1 is ! mat]ial manife/ation ( ! 
promot]'s f9ancial imag9ation4 ,! jewel$
 ornam5t1 ! book1 ! /eam%ip1 ! (fice    
build+1 all are b concrete realizations 
( human ?\ght mold$ out ( =mless matt]4 
,m9d1 f9ite & inf9ite1 is et]nally      
creative & creat+ 9 ! organization (    
=mless matt] & mat]ial =ces into        
concrete realities4  ,sid5ote3 ,!       
,klama? ,philosophy  ,says ,max ,muell] 
9 8 ,psy*ological ,religion3 ,!         
,klama?s1 "o ( ! ,r$ ,indian tribes1    
believe 9 a ,supreme ,god :om !y call   
',! ,mo/ ,anci5t ,"o1' ',our ,old       
,fa!r1' or ',! ,old ,"o on ,high4' ,he  
is believ$ to h creat$ ! _w--t is1 to h 
made plants1 animals & man4 ,b :5 ask$  
h[ ! ,old ,fa!r creat$ ! _w1 ! ,klama?  
philosoph] replies3 ',by ?9k+ & will+4' 
,sid5ote3 ,h[ ,m5 ,get ,?+s  ,we get :at
 we desire because ! ?+s we desire are !
 ?+s we ?9k ab\t4 ,love begets love4 ,! 
man :o is look+ = tr\ble g5]ally f9ds x4

 ,despair is ! =]unn] ( disa/]1 & fe>   
br+s failure1 because despair & fe> are 
! emotional elem5ts att5dant ^u ?\ghts (
 defeat4  ,beh9d e ?+ & e act is1 &     
always has be51 ?\ght--?\ght ( suffici5t
 int5sity to %ape & fa%ion ! physical   
ev5t4  ,m9d1 & m9d alone1 possesses !   
inscrutable p[] to create4  ,y\r c>e] is
 ord]$ by ! ?\ghts y ent]ta94 ,m5tal    
pictures t5d to accompli% _! own        
realization4 ,!re=e1 be c>eful to hold  
only ^? ?\ghts t w build up r ?an te>   
d[n ! /ructure ( y\r =tunes4  ,sid5ote3 
,pr]equisites to ,a*ievem5t  ,creative  
imag9ation is an absolute pr]equisite to
 mat]ial a*ievem5t4  ,! bus9ess man mu/ 
s*eme & plan & devise & =esee4 ,he mu/  
create 9 imag9ation today ! results t he
 is to a*ieve tomorr[4 ,he mu/ comb9e ! 
elem5ts ( 8 pa/ exp]i5tial complexes    
into a m5tal picture ( future ev5ts z he
 w\ld h !m4 ,ri*es are b ! mat]ial      
realization ( a f9ancial imag9ation4 ,! 
weal? ( ! _w is b ! sum total ( !       
contributions ( ! creative ?\ghts ( !   

successful m5 ( all ages4  ,sid5ote3 ,h[
 to ,take ,radical ,/eps 9 ,bus9ess  ,) 
^! pr9ciples be=e y1 y c pla9ly see t ! 
creative imag9ation mu/ be call$ ^u 9 ! 
solution ( e practical "q 9 e h\r ( !   
bus9ess day4  ,consid] its "p 9 two     
phases ( y\r bus9ess life--fir/1 :5 y   
are contemplat+ a radical *ange 9 y\r   
bus9ess situation2 second1 :5 y are     
seek+ to improve "s p>ticul> dep>tm5t ( 
y\r bus9ess4  ,sid5ote3 ,h[ to ,take    
,radical ,/eps 9 ,bus9ess  ,9 !         
det]m9ation ( h[ be/ y c bett] y\rself1 
ei!r 9 y\r pres5t field ( action or by !
 selection ( a new "o1 take ! foll[+    
/eps3 7#a7 ,pass 9 review be=e ! m9d's  
eye y\r pres5t situation2 7#b7 ,y\r     
possible ways ( bett]m5t2 7#c7 ,! v>i\s 
circum/ances & individuals t w aid 9 ?is
 or t l9e ( self-advancem5t2 7#d7 ,!    
difficulties t may confront y4 ,hav+    
select$ y\r field1 7#e7 ,consid] v>i\s  
possible plans ( action2 7#f7 ,h        
prevision ( _! work+ out2 7#g7 ,comp>e !
 ultimate results z y =esee !m2 7#h7    

,decide ^u ! "o mo/ promis+1 & !n ) ?is 
plan z a f\ndation = fur!r imag9+s1 7#i7
 ,once m call be=e y ! elem5ts t w      
contribute to success2 7#aj7 ,see !     
possible locations = y\r new place (    
bus9ess & *oose among !m2 7#aa7 ,outl9e 
9 detail ! me?ods to be pursu$ 9 gett+ &
 h&l+ bus9ess2 7#ab7 ,see ! diff]5t k9ds
 ( employees & associates y w require1 &
 select c]ta9 classes z be/ suit$ to y\r
 ne$s2 7#ac7 ,=esee possible            
difficulties to be enc\nt]$ & adju/ y\r 
plans to meet !m2 &1 mo/ important (    
all1 7#ad7 ,h a cle> & p]si/5t vision ( 
y\rself z a man ( action1 sett+ to "w ^u
 y\r plan at a fix$ h\r & c>ry+ x to a  
successful issue )9 a giv5 "t4          
,sid5ote3 ,! ,expansion ( ,bus9ess      
,ideals  ,!re is excell5t practical     
psy*ology 9 ! foll[+ f ,?\ghts on       
,bus9ess3  ,m5 (t5 ?9k ( a position z   
be+ j ab\t s big & no bigg]1 :51 z a    
matt] ( fact1 a position is (t5 :at "o  
makes x4 ,a man 0 mak+ ab\t #a1ejj a ye>
 out ( a c]ta9 position & ?\ght he 0 do+

 all t c\ld be done to advance !        
bus9ess4 ,! employ] ?\ght o!rwise1 &    
gave ! place to ano!r man :o soon made !
 position wor? #h1jjj a ye>--at exactly 
! same commission4  ,sid5ote3 ,ris+ to !
 ,em]g5cy  ,! diff]5ce 0 9 ! m5--9 o!r  
words1 9 :at ! two m5 ?\ght ab\t ! "w4  
,"o _h a little conception ( :at ! "w   
%\ld be1 & ! o!r _h a big conception (  
x4 ,"o ?\ght little ?\ghts1 & ! o!r     
?\ght big ?\ghts4  ,! /&>ds ( two m5 may
 diff]1 n especially because "o is      
naturally m capable ?an ! o!r1 b because
 "o is famili> ) big ?+s & ! o!r is n4  
,! "t 0 :5 ! =m] work$ 9 a small] scope 
himself1 b :5 he saw a wid] view ( :at 8
 "w might be he rose to ! occasion &    
became a bigg] man4 ,x is j z easy to   
?9k ( a m\nta9 z to ?9k ( a hill--:5 y  
turn y\r m9d to contemplate x4 ,! m9d is
 l a rubb] b&--y c /ret* x to fit almo/ 
any?+1 b x draws 9 to a small scope :5 y
 let g4  ,sid5ote3 ,! ,con/ructive      
,imag9ation  ,make x y\r bus9ess to "k  
:at is ! be/ t might be 9 y\r l9e ( "w1 

& /ret* y\r m9d to conceive x1 & !n     
devise "s way to atta9 x4  ,sid5ote3    
,little ,tasks & ,big ,tasks  ,big ?+s  
are only little ?+s put toge!r4 ,i 0    
greatly impress$ ) ?is fact "o morn+ z  
,i /ood wat*+ ! workm5 erect+ ! /eel    
framework = a tall (fice build+4 ,a     
%rill :i/le rang out z a signal1 a man  
ov] at ! eng9e pull$ a lev]1 a *a9 f !  
d]rick 0 l[]$1 & ! :i/le rang out aga94 
,a man /oop$ d[n & fa/5$ ! *a9 ar\nd !  
c5t] ( a /eel beam1 /epp$ back & blew ! 
:i/le once m4 ,aga9 ! lev] 0 mov$ at !  
eng9e1 & ! /eel beam so>$ into ! air up 
to ! sixte5? /ory1 :]e x 0 made fa/ by  
little bolts4  ,! entire /ructure1 great
 z x 01 t[]+ f> above all ! neighbor+   
build+s1 0 made up ( pieces ( /eel &    
/one & wood1 put toge!r accord+ to a    
plan4 ,! plan 0 fir/ imag9$1 !n p5cil$1 
!n c>efully drawn1 & !n foll[$ by !     
workm54 ,x 0 all a comb9ation ( little  
?+s4  ,sid5ote3 ,work+ ,up a ,dep>tm5t  
,x is enc\rag+ to ?9k ( ?is :5 y are    
confront$ by a big task4 ,rememb] t x is

 only a gr\p ( little tasks1 any ( :i* y
 c easily d4 ,x is ignorance ( ?is fact 
t makes "s m5 afraid to try4  ,suppose1 
n[1 t in/ead ( mak+ a radical *ange 9   
y\r bus9ess situation1 y are simply     
seek+ to improve "s p>ticul> dep>tm5t ( 
y\r bus9ess4  ,sid5ote3 ,imag9ation 9   
,h&l+ ,employees  ,9 comm]cial affairs  
m5 are ! great means to money-mak+1 &   
effici5t p]sonal s]vice ! great key to  
prosp]ity4 ,9 y\r deal+s ) employees d n
 be guid$ by ! necessities ( ! mom5t4   
,exp$i5cy is ! poore/ ( all excuses =   
action4 ,h reg>d n only = y\r own       
imm$iate ne$s1 b also = ! welf>e &      
future conduct ( y\r employees4 ,x is "p
 ( ! burd5 ( ! executive head t he mu/ d
 ! =e?9k+ n only = himself b = ^? "u    
him4  ,p]haps ! man y h "u obs]vation = 
advancem5t to "s executive position has 
all ! basic qualifications ( judicial   
s5se1 discrim9ation & att5tiv5ess to    
details1 b y are unc]ta9 :e!r he has    
en\gh imag9ation to devise new ways &   
means ( do+ ?+s & develop+ bus9ess 9 new

 fields4 ,if y wi% to try a simple b v  
effective te/ along ?is l9e1 y c adopt !
 foll[+ /&>d psy*ological exp]im5t1 :i* 
has be5 us$ at ,h>v>d1 ,cornell & _m o!r
 colleges & s*ools4  ,sid5ote3 ,h[ to   
,te/ an ,employee's ,imag9ation  ,let   
fall a drop ( ink on ea* ( sev]al pieces
 ( :ite pap]1 lett]head size4 ,?is w    
make irregul> blot*es ( v>y+ =ms4 ,let !
 subject be seat$ at a desk & ask him to
 write briefly ab\t :at he sees 9 ea*   
blot*$ %eet1 :e!r x be an animal =m     
sugge/$ by ! outl9e ( ! blot1 or any?+  
else t comes into 8 m9d :ile look+ at ! 
black spot4 ,! pr9ciple involv$ "h is ! 
same z t involv$ 9 see+ pictures 9 a    
flick]+ log fire or hav+ a vision ( pa/ 
or future ev5ts by gaz+ into a cry/al4  
,9 any ( ^! cases1 x is n ! blot1 ! fire
 or ! cry/al t produces ! vision1 b !   
creative imag9ation t recomb9es old     
elem5ts into new =ms4 ,! numb] ( images 
sugge/$ to "o by c]ta9 /&>d =ms (       
ink-blot :5 comp>$ ) e/abli%$ results is
 a measure ( 8 imag9ative ability4      

,sid5ote3 ,imag9ation 9 ,bus9ess        
,g5]ally  ,9 ! *oice ( a location = y\r 
factory or /ore1 y mu/ =esee its future 
traffic & transportation possibilities4 
,9 pass+ ^u a propos$ adv]tisem5t y mu/ 
get inside ! head ( ! man on ! /reet &  
see x z he w see x4 ,9 ! pur*ase ( y\r  
/ock ( goods y mu/ gauge ! tr5d ( popul>
 ta/e & =esee ! big dem&4 ,9 y\r deal+s 
) cr$itors y mu/ plan a c\rse ( action t
 w enable y to settle ! acc\nt to y\r   
be/ int]e/ at _! reque/4 ,y mu/ f9d a   
way to collect f y\r debtors & at ! same
 "t hold _! bus9ess4 ,& s 9 a hundr$    
?\s& diff]5t ways y are con/antly       
requir$ to use creative ?\ght 9 lay+ e  
/one 9 ! /ructure ( y\r =tune4          
,sid5ote3 ,imag9ation & ,action  ,d n   
und]/& u z say+ t imag9ation1 z ! t]m is
 popul>ly us$1 is all y ne$4 ,!re mu/ be
 also action1 incessant1 p]si/5t4 ,b    
creative imag9ation1 9 a psy*ological & 
sci5tific s5se1 begets action4 ,e ?\ght 
c>ries ) x ! impell5t en]gy to effect   
its realization4 ,use y\r imag9ation 9  

y\r bus9ess & ! action w take c>e (     
itself4 ,giv5 imag9ation & action1 & y  
are sure to w94     ,,transcrib]',s     
,,notes  ,remov$ duplicate sid5otes &   
adju/$ placem5t ( sid5otes4  ,! orig9al 
book us$ a/]isks z ellipses4