,libr>y1 ,cornell ,univ]sity7           
,! ,book ( ,,bus9ess ,,etiquette     ,! 
,book ( ,bus9ess ,etiquette  ,g>d5 ,city
      ,new ,york ,d\bl$ay1 ,page        
,company #aibb     ,,copyright1 #aibb1  
,,by ,,d\bl$ay1 ,,page  ,,company  ,,all
 ,,rights ,,res]v$1 ,,includ+ ,,t ,,(   
,,translation ,,into ,,=eign            
,,languages1 ,,includ+ ,,! ,,sc&9avian  
,,pr9t$ ,,9 ,,! ,,unit$ ,,/ates ,,at ,,!
 ,,c\ntry ,,life ,,press1 ,,g>d5 ,,city1
 ,n4 ,y4  ,fir/ ,edition                
,,respectfully ,,inscrib$ 7,,z ,,befits 
,,an ,,au?or7  ,,to ,,?ree ,,bus9ess    
,,m5     ,,ackn[l$gm5t   ,x w\ld be a   
pleasure to call ov] by "n & ?ank       
individually ! bus9ess m5 & ! bus9ess   
organizations t s graci\sly furni%$ !   
mat]ial ^u :i* ?is little book is bas$4 
,b ! au?or feels t "s ( !m w n agree )  
all ! /atem5ts made & ! inf]5ces drawn1 
& = ?is reason is unable to d bett] ?an 
give ?is meag] return = a s]vice :i* 0  
by no means meag]4     ,,cont5ts   ,,"p 
,i  ,,*apt]                             

,,page     ,i4 ,,! ,,am]ican ,,bus9ess  
,,man             #a    ,,ii4 ,,!       
,,value ,,( ,,c\rtesy                #ag
   ,,iii4 ,,putt+ ,,c\rtesy ,,into      
,,bus9ess       #dj    ,,iv4            
,,p]sonality                            
#gj     ,v4 ,,table ,,mann]s            
#id    ,,vi4 ,,telephones ,,& ,,front   
,,doors          #ajh   ,,vii4 ,,travel+
 ,,& ,,sell+               #acj  ,,viii4
 ,,! ,,bus9ess ,,( ,,writ+              
#aec    ,,ix4 ,,morals ,,& ,,mann]s     
#ahc   ,,"p ,,ii     ,x4 ,,big ,,bus9ess
                      #bji    ,,xi4 ,,9 
,a ,,dep>tm5t ,,/ore               #bdb 
,,xii4 ,a ,,:ile ,,) ,a ,,travel+ ,,man 
#bej  ,,xiii4 ,,tables ,,= ,,two ,,or   
,,m              #bfh   ,,xiv4 ,,ladies 
,,fir/8                       #bgi      
,transcrib]'s ,note3 ,please note t !   
book does n cr$it an au?or4 ,! ,libr>y (
 ,congress li/s ,nella ,h5ney z ! au?or4
     ,,"p ,i     ,,! ,,book ,,(         
,,bus9ess ,,etiquette     ,i  ,,!       
,,am]ican ,,bus9ess ,,man   ,! bus9ess  

man is ! national h]o ( ,am]ica1 z      
native to ! soil & z typical ( ! c\ntry 
z baseball or ,broadway or big adv]tis+4
 ,he is an int]e/+ figure1 picturesque &
 n unlovable1 n s da%+ p]haps z a knight
 9 armor or a soldi] 9 uni=m1 b he is n 
)\t ! noble 7& ignoble7 qualities :i* h 
*>act]iz$ ! tribe ( man s9ce ! _w began4
 ,am]ica1 9 common ) o!r c\ntries1 has  
_h di/+ui%$ /atesm5 & soldi]s1 au?ors & 
arti/s--& !y h n all gone to _! graves  
unhonor$ & unsung--b ! h]o /ory :i*     
belongs to h] & to no "o else is ! /ory 
( ! bus9ess man4  ,ne>ly always x has _h
 its beg9n+ 9 humble surr\nd+s1 ) a     
little boy born 9 a log cab9 9 ! woods1 
9 a wret*$ %anty at ! edge ( a field1 9 
a cr[d$ t5em5t section or 9 ! slums ( a 
=eign city1 :o /udi$ & work$ by daylight
 & firelight :ile he made 8 liv+ black+ 
boots or sell+ pap]s until he f\nd !    
trail by :i* he c\ld climb to :at we are
 pleas$ to call success4 ,measur$ by !  
/&>ds ( ,greece & ,rome or ! ,middle    
,ages1 :5 practically ! only =m (       

a*ievem5t wor? m5tion+ 0 fight+ to kill1
 8 c>e] has n be5 a romantic "o4 ,x has 
_h to d n ) dragons & bann]s & trumpets1
 b ) /ocky>ds & oil fields1 ) railroads1
 sew] sy/ems1 heat1 light1 & wat]       
plants1 telephones1 cotton1 corn1 t5-c5t
 /ores &--we might z well make a clean  
brea/ ( x--*ew+ gum4  ,we h no desire to
 cr[n ! bus9ess man ) a halo1 ?\gh judg+
 f _! magaz9es & f ! /ories :i* !y write
 ( _! own lives1 !y are almo/ )\t spot  
or blemi%4 ,mo/ ( !m seem n ev5 to h _h 
faults to ov]come4 ,!y 7 born p]fect4   
,n[ ! tru? is t ! me?ods ( accompli%m5t 
:i* ! ,am]ican bus9ess man has us$ h n  
always be5 above reproa* & /ill are n4  
,at ! same "t x w\ld n be h>d to prove t
 he--& "h we are speak+ ( ! av]age--)   
all 8 faults & fail+s 7& !y are _m71 )  
all 8 virtues 7& he is n )\t !m71 is    
sup]ior 9 "* to ! bus9ess m5 ( o!r times
 9 o!r c\ntries4 ,?is )\t boa/+4 ,x w\ld
 be a great pity if he 7 n4  ,)\t try+  
to settle ! "q z to :e!r he is good or  
bad 7& he really c be pigeon-hol$ no    

bett] ?an any "o else7 we h to accept   
?is3 ,he is ! bigge/ factor 9 ! ,am]ican
 commonweal? to-day4 ,x foll[s !n1      
naturally1 t :at he ?9ks & feels w color
 & probably dom9ate ! ideas & ! ideals (
 ! re/ ( ! c\ntry4 ,numb]s ( our        
magaz9es--& !y are z good an index z we 
h to ! feel+ ( ! g5]al public--are giv5 
ov] completely to ! s]vice or !         
ent]ta9m5t ( bus9ess m5 7! ,t4 ,b4 ,m47 
& an a/oni%+ am\nt ( space is devot$ to 
!m 9 mo/ ( ! o!rs4  ,x may be1 & z a    
matt] ( fact con/antly is1 debat$ :e!r  
all ?is is good = ! c\ntry or n4 ,we    
%all n g into t4 ,x has c]ta9ly be5 good
 = bus9ess1 & 9 consid]+ ! m5 :o h      
develop$ our indu/ries we h to take !m1 
& maybe x is j z well1 z !y are & n z we
 ?9k !y ought to be4  ,!re 0 a "t :5 !  
f>m] 0 ! pr9cipal citiz54 ,& !          
politician +ratiat$ himself ) ! p by    
decl>+ t he too _h split rails & foll[$ 
! pl[1 _h h>ve/$ gra9 & _h suff]$ f wet 
spells & dry spells1 l[ prices1 dull    
seasons1 hung] & h>d%ip4 ,?is is /ill a 

pretty sure way to w9 out1 b !re are    
o!rs4 ,if he c ref] feel+ly to ! days :5
 he work$ & sweat$ 9 a coal m9e1 9 a    
pr9t+ %op1 a cotton1 wool1 or silk mill1
 /eel or motor plant1 he c hold 8 own ) 
! ex-f>m]'s boy4 ,we h become a nation (
 bus9ess m54 ,ev5 ! dirt f>m] has become
 a bus9ess man--he has le>n$ t he n only
 has to produce1 he mu/ f9d a m>ket = 8 
product4  ,9 comp>+ ! bus9ess man ( !   
pres5t ) ! bus9ess man ( ! pa/ we mu/   
rememb] t he is liv+ 9 a m difficult _w4
 ,life 0 comp>atively simple :5 m5      
dress$ 9 sk9s & ate roots & _h _! homes 
9 scatt]$ caves4 ,!y felt no ne$ = a    
code ( conduct because !y felt no ne$ = 
"o ano!r4 ,!y dep5d$ n on humanity b on 
nature1 & p]haps human bro!rhood w\ld   
nev] h come to h a mean+ if nature _h n 
prov$ trea*]\s4 ,%e gave !m b]ries &    
bananas1 sun%9e & s(t breezes1 b %e gave
 !m tr\ble also 9 ! %ape ( wild bea/s1 &
 savages1 t]rible dr\ghts1 w9ds1 &      
floods4 ,9 ord] to fight aga9/ ^!       
enemies1 /r5g? 0 necess>y1 & :5         

primitive m5 discov]$ t two 7 wor? twice
 z mu* z "o !y began to jo9 =ces4 ,?is 0
 ! beg9n+ ( civilization & ( polit5ess4 
,x rose out ( ! olde/ in/9ct 9 !        
_w--self-pres]vation4  ,:5 m5 fir/      
organiz$ into gr\ps ! units 7 small1 a  
m]e h&ful ( p "u a *ief1 b gradually !y 
became l>g] & l>g] until ! nations (    
to-day h gr[n into a sort ( _w community
 compos$ ( sep>ate c\ntries1 ea* "o     
supreme 9 its own doma91 b at ! same "t 
b\nd to ! o!rs by economic ties /rong]  
?an s5tim5tal or political ones c\ld ev]
 be4 ,p are n[ m dep5d5t on "o ano!r ?an
 !y h ev] be5 be=e1 & ! ne$ = confid5ce 
is great]4 ,we _c dep5d ^u "o ano!r     
unless we c tru/ "o ano!r4  ,! ,am]ican 
community is 9 _m respects ! mo/ complex
 ! _w has ev] se51 & ! h>de/ to manage4 
,9 o!r c\ntries ! mann]s h be5 ! natural
 result ( ! national developm5t4 ,!     
/rong :o _h ris5 to ! top 9 ! /ruggle = 
exi/5ce =m$ !mselves into a gr\p4 ,!    
weak :o /ay$ at ! bottom fell into      
ano!r1 & ! bulk ( ! populace1 :i*1 !n z 

n[1 came some:]e 9 betwe51 fell into a  
?ird or 0 divid$ accord+ to /&>ds ( its 
own4 ,cu/om solidifi$ ! gr\ps into      
classes :i* became s /r5g!n$ by ye>s (  
usage t ev5 :5 =mal di/9ctions 7 brok5  
d[n ! b>ri]s 7 /ill too solid = a man :o
 0 born into a c]ta9 gr\p to climb v    
easily into ! "o above him4 ,cu/om also 
dictat$ :at 0 expect$ ( ! sev]al        
classes4 ,ea* mu/ be graci\s to ^? bel[ 
& def]5tial to ^? above4 ,! k+1 because 
he 0 k+1 mu/ be regal4 ,! nobility mu/1 
noblesse oblige1 be magnific5t1 & z = ! 
re/ ( ! p1 x did n matt] mu* s long z !y
 work$ h>d & /ay$ quiet4 ,!re 7         
upheavals1 ( c\rse1 & n[ & !n a slave ) 
a brav] he>t & a /\t] _s ?an 8          
companions incit$ !m to rebellion4 ,8   
head 0 *opp$ (f = 8 pa9s & he 0 promptly
 =gott54 ,! majority ( ! p = ?\s&s (    
ye>s hone/ly believ$ t ?is 0 ! only     
ord]ly basis ^u :i* society c\ld be     
organiz$4  ,nebul\s ideas ( a bro!rhood1
 9 :i* ea* man 0 to h an equal *ance ) e
 o!r1 burn$ brightly = a little :ile 9  

v>i\s p>ts ( ! _w at diff]5t times1 &   
flick]$ out4 ,!y broke =? ) ! fury ( an 
explosion 9 ,france dur+ ! ,revolution &
 9 ,russia dur+ ! ,r$ ,t]ror4 ,!y h     
smold]$ quietly 9 "s places & _h j begun
 to break ?r\gh ) a /eady1 ev5 flame4 ,b
 ,am]ica /ruck ! mat* & ga!r$ ! wood to 
/>t h] own fire4 ,%e is ! fir/ c\ntry 9 
! _w :i* 0 f\nd$ especially to promote  
individual fre$om & ! bro!rhood (       
mank9d4 ,%e _h1 to *ange ! figure       
slightly1 a blue-pr9t to />t ) & %e has 
be5 build+ ev] s9ce4  ,h] mat]ial came f
 ! ea/]n hemisph]e4 ,! nations !re at ! 
"t :5 ! ,unit$ ,/ates 0 settl$ 7 at     
diff]5t /ages ( _! developm5t4 ,"s 7    
vigor\s ) y\?1 "s 7 9 ! height ( _!     
glory1 & "s 7 dy+ because ! desc5dants (
 ! m5 :o _h made !m great 7 futile &    
incapable4 ,^! nations 7 diff]5t 9 race 
& religion1 9 ?\ght1 language1          
traditions1 & temp]am5t4 ,:5 !y 7 n     
qu>rel+ ) ea* o!r1 !y 7 busy ) dome/ic  
squabbles4 ,!y _h kept ?is up = c5turies
 & 7 at x :5 ! settl]s l&$ at ,jame/[n &

 lat] :5 ! ,mayfl[] came to ,plym\?     
,rock4 ,yet1 ) a *e]ful disreg>d ( ! pa/
 & an almo/ sublime hope 9 ! future !y  
expect$ to live happily ev] aft] !y     
cross$ ! ,atlantic ,ocean4 ,ne$less to  
add1 !y did n4  ,accid5t ( place _c     
*ange a man's color 7?\gh x may blea* x 
a %ade light] or tan x a %ade d>k]71 nor
 8 religion nor any ( ! o!r racial &    
inh]5t qualities :i* are ! result ( sl[ 
c5turies ( developm5t4 ,& ! same elem5ts
 :i* made m5 fight 9 ! old c\ntries set 
!m aga9/ ea* o!r 9 ! new4 ,mo/ ( !      
antagonisms 7 & are ! result (          
prejudices1 fooli% n>r[ prejudices1 :i*1
 nev]!less1 mu/ be beat5 d[n be=e we c  
expect g5u9e c\rtesy4  ,fur!r           
complications arose1 & are /ill aris+1 f
 ! fact t we did n all get "h at ! same 
"t4 ,^? :o came fir/ h inevitably &     
almo/ unconsci\sly =mulat$ _! own sy/em 
( mann]s4 ,:]ev] !re is community life &
 a c]ta9 am\nt ( leisure !re is a /&>d (
 cultivat$ behavior4 ,& ,am]ica1 "y z %e
 is1 has already accumulat$ traditions (

 h] own4  ,x is beyond d\bt t ! m5 :o   
came ov] 9 ! e>ly days 71 z a rule1     
bett] timb] ?an ! ones :o come n[4 ,!y  
came to live & die1 if necess>y1 = a    
religi\s or a political pr9ciple1 =     
adv5ture1 or l ! debtors 9 ,ogle?orpe's 
colony 9 ,georgia1 to wipe clean ! slate
 ( ! pa/ & beg9 life aga94 ,to-day !y   
come to make money or because !y ?9k !y 
w f9d life easi] "h ?an x 0 :]e !y 74 ,&
 "o ( ! *ief reasons = ! discont5t &    
unre/ 7&1 incid5tally1 rud5ess7 :i*     
prevails among !m is t !y f9d x h>d4 ,we
 are speak+ 9 g5]al t]ms4 ,!re are      
glori\s exceptions4  ,! /urdy virtues ( 
! pione]s did n include polit5ess4 ,!y  
nev] d4 ,s long z !re is an animal fe> (
 exi/5ce man _c ?9k ( m9or elegances4   
,he _c live by bread alone1 b he _c live
 at all )\t x4 ,bread mu/ come fir/4 ,& 
! ,pilgrim ,fa!r 0 too busy le>n+ h[ to 
wr+ a liv+ f ! =bidd+ rocks ( ,new      
,engl& ) "o h& :ile he f\ght (f !       
,indians ) ! o!r to give mu* "t to tea  
p>ties & lun*eons4 ,n[h]e 9 ,am]ica     

except 9 ! ,s\?1 :]e ! leisurely life ( 
! plantations gave opportunity = x1 0   
any great att5tion paid to =mal c\rtesy4
 ,b ev]y:]e1 z soon z ! c\ntry _h be5   
tam$ & prosp]ity began to peep ov] !    
horizon1 ! pione]s began to gr[ polite4 
,!y _h "t = x4  ,:at we mu/ rememb]--&  
?is is a reason1 n an excuse1 = bad     
mann]s--is t ^! new p com+ into !       
c\ntry1 ! pres5t-day immigrants1 are    
pione]s1 & t ! life is n an easy "o :e!r
 x is liv$ among a wild]ness ( trees &  
bea/s 9 a =e/ or a wild]ness ( m5 &     
build+s 9 a city4 ,! av]age ,am]ican    
br+s a good _m *>ges aga9/ ! =eign]--"s 
( !m ju/ifi$1 = mu* ( ! back-wa% (      
,europe & ,asia has drift$ into our     
h>bor--b he mu/ rememb] ?is3 ,:atev] 8  
op9ion ( ! immigrant may be ! fault is  
ours--he came into ?is c\ntry "u !      
sanction ( our laws4 ,& he is entitl$ to
 fair & c\rte\s treatm5t f e citiz5 :o  
lives "u ! folds ( ! ,am]ican flag4  ,! 
het]og5e\s mixture :i* makes up our     
population is a s]i\s ob/acle 7b n an   

insup]able "o7 9 ! way ( c\rtesy1 b !re 
is ano!r ev5 great]4 ,! fir/ is         
,am]ica's problem4 ,! second belongs to 
! _w4  ,mat]ial progress has rac$ s f>  
ahead ( m5tal & spiritual progress t !  
_w itself is a good _m ye>s 9 advance ( 
! p :o are liv+ 9 x4 ,our /atesm5 ride  
to ,wa%+ton 9 automobiles & sleep+ c>s1 
b !y are n va/ly pref]able to ^? :o w5t 
!re 9 /agecoa*es & on horseback4 ,9 o!r 
words1 !re has be5 consid]ably m        
improvem5t 9 ! vehicles :i* fill our    
highways ?an !re has be5 9 ! p :o ride 9
 !m4  ,! av]age man--:o is1 :5 all is   
said & done1 ! mo/ important p]son 9 !  
/ate--has /ood /ill :ile ! curr5ts (    
sci5ce & inv5tion h swept pa/ him4 ,he  
has wat*$ ! "w ( ! _w pass into ! keep+ 
( ma*9es1 %9+ miracles ( /eel &         
electricity1 & has =got himself 9       
wor%ipp+ !m4 ,n[ he is beg9n+ to realize
 t x is mu* easi] to make a p]fect ma*9e
 ?an x is to f9d a p]fect man to put    
beh9d x1 & t man himself1 ev5 at 8 wor/ 
7& t is pretty bad7 is wor? m ?an any?+ 

else 9 ! s*eme ( creat$ ?+s4  ,?is      
trem5d\s *ange 9 environm5t result+ f ! 
ov]:elm+ dom9ation ( ma*9]y has br\ght  
ab\t a correspond+ *ange 9 mann]s4 ,=   
mann]s consi/1 9 ! ma91 ( adapt+ oneself
 to "o's surr\nd+s4 ,& ! /ory ( c\rtesy 
is ! /ory ( evolution4  ,x is int]e/+ to
 run "s ( our conv5tions back to _!     
orig94 ,ne>ly e "o ( !m grew out ( a    
practical desire = less5+ friction or   
mak+ life pleasant]4 ,! fir/ ge/ure (   
c\rtesy 01 no d\bt1 "s =m ( greet+ by   
:i* "o man c\ld "k ano!r z a fri5d & n  
an enemy4 ,!y c>ri$ weapons !n z        
habitually z !y c>ry wat*es to-day & us$
 !m z frequ5tly1 s t :5 a man approa*$ 8
 neighbor to talk ab\t ! prospects ( !  
sug> or b]ry crop he held out 8 "r h&1  
:i* 0 ! weapon h&1 z a sign ( peace4    
,?is ev5tually became ! h&%ake4 ,rais+  
"o's hat is a relic ( ! days ( *ivalry  
:5 knights wore helmets :i* !y remov$ :5
 !y came into ! h\se1 bo? because !y 7 m
 com=table )\t !m & because x %[$ _!    
respect = ! ladies1 :om x 0 _! duty to  

s]ve4 ,& ne>ly e o!r c]emony :i* has    
la/$ 0 bas$ on common s5se4 ,etiquette1 
z ,dr4 ,br[n has said1 ) all its        
littl5esses & niceties1 is f\nd$ ^u a   
c5tral idea ( "r & wrong4  ,! ^w c\rtesy
 itself did n come into ! language until
 late 7etiquette came ev5 lat]7 & !n x 0
 us$ to describe ! polite practices at  
c\rt4 ,x 0 :olly divorc$ f any idea (   
"*1 & ! mo/ fa/idi\s g5tlem5 7 sometimes
 ! mo/ complete sc\ndrels4 ,ev5 ! au?ors
 ( books ( etiquette 7 m5 ( great       
sup]ficial elegance ^: moral /&>ds 7    
sc&al\sly l[4 ,"o ( !m1 an ,italian1 0  
bani%$ f c\rt = hav+ publi%$ an indec5t 
poem & wrote 8 treatise on polite       
behavior :ile he 0 liv+ 9 en=c$         
retirem5t 9 8 villa outside ! city4 ,x 0
 translat$ = ! edification ( ! "y m5 (  
,engl& & ,france & s]v$ z a /&>d =      
sev]al g5]ations4 ,ano!r1 an ,engli%man1
 sp5t ! lat] ye>s ( 8 life writ+ lett]s 
to 8 illegitimate son1 tell+ him exactly
 h[ to conduct himself 9 ! c\rtly 7& m  
or less corrupt7 circles to :i* 8 noble 

rank entitl$ him4 ,! lett]s 7 b\nd into 
a fat1 dre>y volume :i* /ill sits on !  
du/-cov]$ %elves ( _m a libr>y1 & ! "n (
 ! au?or has become a synonym =         
exquisite mann]s4 ,influ5tial z he 0 9 8
 own "t1 h[ev]1 nei!r he nor any ( !    
o!rs ( ! e>ly arbit]s ( elegance c\ld   
set himself up z a dictator ( :at is    
polite to ,am]ican m51 ( no matt] :at   
class1 & get by ) x4 ,n v f> by1 at any 
rate4  ,x is impossible n[ to sep>ate   
c\rtesy & "*4 ,polit5ess is a           
fundam5tal1 n a sup]ficial1 ?+4 ,x is ! 
gold5 rule translat$ into t]ms (        
conduct4 ,x is n a :ite-wa% :i*1 if laid
 on ?ick en\gh1 w cov] e defect4 ,x is a
 cle> v>ni% :i* %[s ! texture & gra9 ( !
 wood b5ea?4 ,9 ! ideal democracy !     
ideal citiz5 is ! man :o is n only      
incapable ( do+ an ungallant or an      
ungraci\s ?+1 b is equally incapable (  
do+ an unmanly "o4 ,!re is no use lam5t+
 ! spaci\s days ( long ago4 ,wi%+ = !m w
 n br+ !m back4 ,our problem is to put !
 pr9ciples ( c\rtesy into practice ev5 9

 ?is hurri$ & hectic ,tw5tie? ,c5tury ( 
ours4 ,& s9ce ! bus9ess man is 9 numb]s1
 & p]haps 9 p[] also1 ! mo/ consequ5tial
 p]son 9 ! c\ntry1 x is ( mo/ importance
 t he %\ld h a high /&>d ( behavior1 a  
high /&>d ( civility1 :i* includes n    
only c\rtesy b ev]y?+ :i* has to d )    
good citiz5%ip4  ,we h no desire =      
c&y-box c\rtesy4 ,x %\ld be made ( /]n] 
/uff4 ,nor d we c>e = ! sort :i* made ! 
polite ,fr5*man say1 ,excusez-moi :5 he 
/abb$ 8 adv]s>y4 ,we c sc>cely hope j   
yet to atta9 to ! magnific5t calm :i*   
enabl$ ,m>ie ,anto9ette to say1 ,i'm    
sorry4 ,i did n d x on purpose1 :5 %e   
/epp$ on ! foot ( h] execution] z !y    
/ood toge!r on ! scaffold1 or ,"l       
,*e/]field1 g5tleman to ! v end1 to say1
 ,give ,dayrolles a *air :5 8 physician 
came into ! room 9 :i* he lay dy+4 ,b we
 d want some?+ t w enable u to live     
toge!r 9 ! _w ) a m9imum degree (       
friction4  ,! be/ ( u get on "o ano!r's 
n]ves1 ev5 "u ord9>y conditions1 & x    
takes inf9ite pa9s & self-control to get

 ?r\gh a try+ day 9 a busy (fice )\t    
/rik+ sp>ks some:]e4 ,if !re is a secret
 ( success1 & "s ( ! adv]tisem5ts seem  
try+ to p]suade u t x is all secret1 x  
is ! ability to "w effici5tly &         
pleasantly ) o!r p4 ,! bus9ess man nev] 
works alone4 ,he is caught 9 ! clut*es (
 civilization & !re is no escape4 ,he is
 l a man climb+ a m\nta9 ti$ to a lot ( 
o!r m5 climb+ ! same m\nta94 ,:at ea* "o
 does affects all ! o!rs4  ,we d n want 
our p to devote !mselves entirely to !  
art ( be+ agreeable4 ,if we c\ld        
conceive ( a _w :]e ev]ybody 0 p]fectly 
polite & smil+ all ! "t we %\ld h>dly l 
to live 9 x4 ,x is human nature n to l  
p]fection1 & mo/ ( u1 if br\ght face to 
face ) t model ( behavior1 ,mr4         
,turveydrop1 :o sp5t 8 life s]v+ z a    
patt]n ( deportm5t1 w\ld sympa?ize ) !  
delightful old lady :o look$ at him 9 ! 
full fl[] ( 8 glory & cri$ vici\sly 7b  
"u h] brea?7 ,i c\ld bite y6  ,:5 ,pope 
,b5$ict ,,xi s5t a mess5g] to ,giotto = 
a sample ( 8 "w ! great arti/ drew a    

p]fect circle ) "o sweep ( 8 arm & gave 
x to ! boy4 ,be=e 8 dea? ,giotto execut$
 _m m>vel\s works ( art1 n "o ( !m      
p]fect1 n ev5 ! magnific5t bell t[] at  
,flor5ce1 b all ( !m inf9itely great]   
?an ! circle4 ,x is bett]1 :e!r "o is   
work+ ) bricks or s\ls1 to build nobly  
?an to build p]fectly4     ,,ii  ,,!    
,,value ,,( ,,c\rtesy   ,e progressive  
bus9ess man w agree ) ! successful      
,we/]n manufactur] :o says t c\rtesy c  
pay l>g] divid5ds 9 proportion to ! ef=t
 exp5d$ ?an any o!r ( ! _m human        
*>act]i/ics :i* might be class$ z       
,in/rum5ts ( ,accompli%m5t4 ,b ?is 0 n  
always true4 ,9 ! beg9n+ big bus9ess    
assum$ an arrogant1 high-h&$ attitude   
t[>d ! public & rode r\gh-%od ov] its   
feel+s & rights :5ev] possible4 ,?is 0  
especially ! case among ! big monopolies
 & public s]vice corporations1 & mu* ( !
 antagonism aga9/ ! railroads to-day is 
! result ( ! me?ods !y us$ :5 !y fir/   
began to lay tracks & c>ry pass5g]s4    
,nor 0 ?is sort ( ?+ limit$ to ! l>ge   

conc]ns4 ,small bus9ess consi/$ _m times
 ( trick]y execut$ accord+ to ,david    
,h>um's motto ( ,d unto ! o!r fell] z he
 w\ld l to d unto y1 b d him fu/4 ,!    
public is a long-suff]+ body & ! bus9ess
 man is a h>d-head$ "o1 b aft] a :ile ! 
public began to realize t x 0 n necess>y
 to put up ) gross rud5ess & ! bus9ess  
man began to realize t a policy (       
pleasantness 0 mu* bett] ?an ! treat 'em
 r\gh idea ^u :i* he _h be5 act+4 ,he   
des]ves no special cr$it = x4 ,x 0 z    
simple & z obvi\s a ?+ z putt+ up an    
umbrella :5 x is ra9+4  ,p knew1 long   
be=e ?is enlight5$ era ( ours1 t        
polit5ess _h value4 ,9 "o ( ! olde/     
books ( good mann]s 9 ! ,engli% language
 a man ) an eye to ! ma9 *ance advis$ 8 
pupils to cultivate hone/y1 g5tl5ess1   
propriety1 & deportm5t because !y paid4 
,b x has n be5 until rec5tly t bus9ess  
m5 z a :ole h realiz$ t c\rtesy is a    
practical asset to !m4 ,bus9ess _c be   
sep>at$ f money & !re is no use to try4 
,m5 "w t !y may live4 ,& ! reason !y h  

begun to develop & exploit c\rtesy is t 
!y h discov]$ t x makes = bett] "w &    
bett] liv+4 ,success1 !y h le>n$1 9     
spite ( ! conspicu\s weal? ( sev]al     
magnates :o got _! money by que/ionable 
means1 dep5ds ^u good w & good w dep5ds 
^u ! squ>e deal c\rte\sly giv54  ,! "t  
is )9 ! memory ( liv+ m51 & v "y m5 at  
t1 :5 ! idea ( putt+ c\rtesy into       
bus9ess deal+s sprang up1 b x has tak5  
hold rem>kably4 ,:5 ! ,hudson ,tubes 7  
op5$ n q a decade & a half ago ,mr4     
,mc,adoo inaugurat$ :at 0 at t "t an    
almo/ revolution>y policy4 ,he took !   
motto1 ,! ,public be ,pleas$1 in/ead ( !
 "o made fam\s by ,mr4 ,v&]bilt1 & po/$ 
x all ab\t1 _h pamphlets di/ribut$1 &   
made a spee* on c\rtesy 9 railroad      
managem5t & else:]e4 ,s9ce t "t1 n      
altoge!r because ( ! prec$5t :i* _h be5 
e/abli%$1 b because p 7 beg9n+ to       
realize t ) ?is new elem5t creep+ into  
bus9ess ! old regime _h to die because x
 c\ld n compete ) x1 !re h be5 all sorts
 ( c\rtesy campaigns among railroad &   

bus companies1 & ev5 among po/ (fice &  
bank+ employees1 to m5tion only two ( ! 
gr\ps notori\s = haughty & arrogant     
behavior4 ,! effects ( a big telephone  
company h be5 s /r5u\s & s well plann$ &
 execut$ t !y are res]v$ = discussion 9 
ano!r *apt]4  ,mr4 ,mc,adoo tells a     
numb] ( *>m+ /ories :i* grew out ( !    
,hudson ,tubes exp]im5t4 ,"o day dur+ a 
political conv5tion :5 he 0 /&+ 9 !     
lobby ( a hotel 9 a c]ta9 city a jewel] 
came ov] to him aft] a slight mom5t (   
hesitation1 gave him "o ( 8 c>ds & said1
 ,mr4 ,mc,adoo1 ,i owe y a great debt ( 
gratitude4 ,= t1 he add$1 po9t+ to ,!   
,public be ,pleas$ engrav$ 9 small      
lett]s on ! c>d j above 8 "n4 ,i 0 9    
,new ,york ! day ! tunnel 0 op5$1 he    
cont9u$1 & ,i he>d y\r spee*1 & said to 
myself t x might be a pretty good idea  
to try t 9 ! jewelry trade4 ,& w\ld y   
believe x1 my pr(its dur+ ! fir/ ye> 7 m
 ?an fifty p] c5t bigg] ?an !y 7 ! ye>  
be=e8 ,& we v5ture to add t ! jewel] 0 m
 ?an twice z happy & t x 0 n altoge!r   

because !re 0 m money 9 8 c(f]s4  ,mr4  
,mc,adoo is a man ) :om c\rtesy is n    
m]ely a policy3 x is a habit z well4 ,he
 places x next to integrity ( "* z a    
qualification = a bus9ess man1 & he     
c>ries x into e "p ( 8 p]sonal activity1
 z ! /atesm5 & elevator boys1 wait]s &  
f9anci]s1 politicians & /5ograph]s ) :om
 he has come into contact c te/ify4 ,i  
nev] h a secret>y1 he says1 :o is n     
c\rte\s1 no matt] :at 8 o!r             
qualifications may be4 ,dur+ ! pa/ few  
ye>s ,mr4 ,mc,adoo has be5 plac$ 9 a    
position to be s\ght aft] by all k9ds ( 
p1 & 9 ne>ly e in/ance he has giv5 an   
int]view to :oev] has ask$ = x4 ,i h    
always felt1 we quote him aga91 t a     
public s]vant %\ld be z accessible to ! 
public z possible4 ,c\rtesy ) him1 z )  
any "o else :o makes x a habit1 has a   
cumulative effect4 ,! effect _c always  
be trac$ z 9 ! case ( ! jewel] or 9 !   
/ory giv5 bel[ 9 :i* money plays a v    
negligible "p1 b x is always !re4  ,on  
"o occasion--?is 0 :5 he 0 presid5t ( ! 

,hudson ,railroad--,mr4 ,mc,adoo 0 on 8 
way up to ! ,adirondacks :5 ! tra9 broke
 d[n4 ,x 0 ill provid$ = su* a          
cata/rophe1 !re 0 no d9+ c>1 only a     
small buffet1 & ! wait 0 a long & try+  
"o4 ,:5 ,mr4 ,mc,adoo aft] sev]al h\rs  
w5t back to ! buffet to see if he c\ld  
get a cup ( c(fee & "s rolls he f\nd !  
conductor almo/ swamp$ by irate pass5g]s
 :o blam$ him1 9 ! way t pass5g]s w1 =  
some?+ t 0 no m 8 fault ?an !irs4 ,!    
conductor glanc$ up :5 ,mr4 ,mc,adoo    
came 91 expect+ him to break into an    
explosion ( indignation1 b ,mr4 ,mc,adoo
 said1 ,well1 y h tr\bles en\gh already 
)\t my add+ to !m4  ,! conductor /epp$  
out ( ! gr\p4 ,:at did y want1 sir8 he  
ask$4  ,:y1 no?+1 n[1 ,mr4 ,mc,adoo     
respond$4 ,i did want a cup ( c(fee1 b  
nev] m9d ab\t x4  ,come into ! smok] "h1
 ! conductor said4 ,wait a m9ute4  ,!   
conductor disappe>$ & came back 9 a few 
m9utes ) c(fee1 bread1 & butt]4 ,mr4    
,mc,adoo ?ank$ him w>mly1 gave him 8 c>d
 & told him t if he ev] ?\ght he c\ld d 

any?+ = him to let him "k4 ,! conductor 
look$ at ! c>d4  ,are y ! presid5t ( !  
,hudson ,railroad8  ,yes4  ,well1 maybe 
!re's some?+ y c d = me n[4 ,!re are two
 m5 out "h :o say !y are go+ to report  
me = :at happ5$ ?is morn+4 ,y "k h[ ?+s 
h be51 & if !y d1 ,i wi% y w\ld write to
 headqu>t]s & expla94 ,i'm 9 l9e =      
promotion & y "k :at a black m>k means 9
 a case l t4  ,mr4 ,mc,adoo assur$ him t
 he w\ld write if x became necess>y4 ,! 
m5 7 bluff+1 h[ev]1 & ! compla9t 0 nev] 
s5t 94 ,app>5tly ! incid5t 0 clos$4     
,sev]al ye>s lat] ,mr4 ,mc,adoo's son 0 
com+ d[n f ! ,adirondacks :5 he lo/ 8   
,pullman ticket4 ,he did n discov] !    
fact until he got to ! /ation1 & !n he  
_h no money & no "t to get any by wire  
be=e ! tra9 left4 ,he w5t to !          
conductor1 expla9$ 8 dilemma1 & told him
 t if he w\ld all[ him to ride d[n to ! 
city 8 fa!r1 :o 0 to meet him at ! ,gr& 
,c5tral /ation1 w\ld pay him = ! ticket4
 ,! conductor lik$ ! y\ng/]--p]haps     
because !re 0 some?+ ab\t him t rem9d$  

him ( 8 fa!r1 = z *ance w\ld h x1 !     
conductor 0 ! same "o :o _h br\ght ,mr4 
,mc,adoo ! c(fee & bread 9 ! smok+ c> s 
_m mon?s be=e4  ,:o is y\r fa!r8 he     
ask$4  ,mr4 ,mc,adoo4  ,presid5t ( !    
,hudson ,railroad8  ,yes4  ,boy1 y c h !
 tra96  ,s f> z monet>y value ( c\rtesy 
is conc]n$ we might rec\nt hundr$s (    
in/ances :]e a s+le act ( polit5ess     
br\ght 9 ?\s&s ( doll>s4 ,only ! o!r    
morn+ ! pap]s c>ri$ ! /ory ( a man :o   
?irty ye>s ago w5t into a tailor's %op )
 a ragg$ te> 9 8 tr\s]s & begg$ ! tailor
 to m5d x & to tru/ him = ! paym5t :i*  
am\nt$ to fifty c5ts4 ,! tailor agre$   
*e]fully en\gh & ! man w5t 8 way1 ent]$ 
bus9ess & made a =tune4 ,he di$ rec5tly 
& left ! tailor fifty ?\s& doll>s4 ,n   
long be=e t !re 0 a /ory ( an old woman 
:o came to ,new ,york to visit h]       
nephew--x 0 to be a surprise--& lo/ h]  
be>+s s completely :5 %e got into !     
/ation t %e 0 ab\t ready to turn ar\nd &
 g back home :5 a v polite "y man notic$
 h] bewild]m5t4 ,he (f]$ 8 s]vices1     

call$ a taxi & deposit$ h] 9 front ( h] 
nephew's door 9 half an h\r4 ,%e took 8 
"n & address & a few days lat] he       
receiv$ a *eck l>ge en\gh to enable him 
to ent] ! ,columbia ,law ,s*ool4 ,a     
bank] is fond ( tell+ ! /ory ( an old   
fell[ :o came into 8 bank "o day 9 a    
suit ( black s old t x _h tak5 on a     
sickly gre5i% t+e4 ,he fell into ! h&s (
 a polite cl]k :o answ]$ all 8          
que/ions--& !re 7 a great _m (          
!m--cle>ly1 pati5tly1 & c\rte\sly4 ,!   
old man w5t away b came back 9 a day or 
s ) #cjj1jjj :i* he plac$ on deposit4 ,i
 did h "s d\bts1 he said1 b ?is "y man  
settl$ !m all4 ,^w ( x w5t to p 9       
au?ority & ! cl]k 0 promot$4  ,n[ x is  
pleasant to "k t ^! good p 7 rew>d$ z !y
 des]v$ to be4 ,we w\ld be v happy if we
 c\ld promise a l rew>d to e "o :o is   
simil>ly k9d1 b x is no use4 ,! little  
words ( love & ! little de$s ( k9dness g
 (t5 )\t recomp5se s f> z we c see1     
except t !y happify ! _w1 b t 9 itself  
is no small return4  ,c\rtesy pays 9    

doll>s & c5ts b its value goes f> beyond
 t4 ,x is ! *ief elem5t 9 build+ good   
w--we are speak+ n[ ( c\rtesy z an      
outgr[? ( "*--& good w is to a firm :at 
honor is to a man4 ,he c lose ev]y?+    
else b s long z he keeps 8 honor he has 
some?+ to build )4 ,9 ! same way a      
bus9ess c lose all its mat]ial assets & 
c replace !m ) insurance money or some?+
 else1 b if x loses its good w x w f9d 9
 n9ety cases out ( a hundr$ t x is gone 
=ev] & t ! bus9ess itself has become s  
weak5$ t !re is no?+ left b to          
reorganize x completely & blot out ! old
 in/itution altoge!r4  ,"o mu/ n make ! 
mi/ake ( believ+ t good w c be built on 
c\rtesy alone4 ,c\rtesy mu/ be back$ up 
by some?+ m solid4 ,an excell5t         
comp>ison to %[ ! relation t good mann]s
 be> to uprightness & integrity ( "* 0  
drawn a numb] ( ye>s ago by a fam\s     
,italian prelate4 ,we %all p>aphrase !  
qua9t ,engli% ( ! orig9al translator4 ,j
 z m5 d commonly fe> bea/s t are cruel &
 wild1 he says1 & h no mann] ( fe> (    

little ones su* z gnats & flies1 & yet  
because ( ! cont9ual nuisance :i* !y f9d
 !m1 compla9 m ( ^! ?an !y d ( ! o!r3 s 
mo/ m5 hate ! unmann]ly & untaught z mu*
 z !y d ! wick$1 & m4 ,!re is no d\bt t 
he :o wi%es to live1 n 9 solit>y & des]t
 places1 l a h]mit1 b 9 fell[%ip ) m51 &
 9 popul\s cities1 w f9d x a v necess>y 
?+1 to h skill to put himself =? comely 
& seemly 9 8 fa%ions1 ge/ures1 & mann]s3
 ! lack ( :i* d make o!r virtues lame4  
,grant+ dep5dability ( "*1 c\rtesy is ! 
next f9e/ bus9ess build] an organization
 c h4 ,"o ( ! l>ge/ tru/ companies 9 !  
_w 0 built up on ?is hypo!sis4 ,a good  
_m ye>s ago ! man :o is responsible =   
its gr[? 0 ca%i] 9 a bu/$ bank 9 a small
 city4 ,! situation 0 a desp]ate "o1 = !
 bank c\ld n d any?+ m = its cu/om]s ?an
 x 0 already do+4 ,x c\ld n give !m m   
int]e/ on _! money & mo/ ( its o!r      
functions 7 me*anical4 ,! "y ca%i] began
 to wond] :y p w5t to "o bank 9 pref]5ce
 to ano!r & 9 8 own m9d drew a comp>ison
 betwe5 ! bank+ & ! clo?+ bus9ess4 ,he  

always w5t to ! hab]da%] :o treat$ him  
be/4 ,o!r m5 he knew did ! same ?+4     
,w\ld n ! same pr9ciple "w 9 a bank8    
,w\ld n p come to ! place :i* gave !m ! 
be/ s]vice8 ,he decid$ to try x4 ,n only
 w\ld !y give effici5t s]vice1 !y w\ld  
give x pleasantly4 ,x 0 _! la/ c>d b x 0
 a trump4 ,x won4 ,! bank began to      
prosp]4 ,p :o 7 annoy$ by rude1 brusque1
 or indiff]5t treatm5t 9 o!r banks came 
to ?is "o4 ,! ca%i] 0 rais$ to a        
position ( importance & 9 an incr$ibly  
%ort "t 0 made presid5t ( a tru/ company
 9 ,new ,york4 ,he c>ri$ ) him exactly !
 same pr9ciple t _h work$ s well 9 !    
little bank & ! result 9 ! big "o 0     
exactly ! same4  ,9 a leaflet :i* is 9  
circulation among ! employees at ?is    
in/itution !re are ^! p>agraphs3        
,we ask y to rememb]3       ,t our      
cu/om]s c get along )\t u4       7,!re  
are 9 ,great] ,new ,york ne>ly "o hundr$
 banks & tru/      companies1 e "o ( !m 
actively seek+ bus9ess47       ,we _c   
get along )\t our cu/om]s4       ,a     

connection :i*1 p]haps1 x has tak5 u    
sev]al mon?s to      e/abli%1 c be      
t]m9at$ by "o c>eless or disc\rte\s act4
       ,our cu/om]s are ask$ to ma9ta9  
balances ( c]ta9      proportions4 ,if  
!y wi% to borr[ money1 !y mu/ deposit   
collat]al4 ,!y mu/ repay loans :5 !y    
mature2 or arrange      = _! ext5sion4  
,if a bank errs1 x mu/ err on ! side (  
safety1 = ! money      x loans is n its 
own money b ! money ( its depositors4   
,we      7& e o!r bank & tru/ company7  
op]ate almo/ entirely      on money :i* 
our cu/om]s h deposit$ ) u4 ,! lea/ we  
c d1 !n1 is to s]ve !m c\rte\sly4 ,!y   
really are our      employ]s4           
,ours is a semi-public in/itution4      
,e day1 m5 try to int]e/ u 9 matt]s )   
:i* we h      no conc]n4 ,x is our duty 
to tell ^! m51 v c\rte\sly1      :y _!  
proposals d n appeal to u4 ,b !y are    
entitl$ to      a he>+4 ,x may be t !y  
are n 9 a position to b5efit      u1 &  
nev] w be4 ,b almo/ e man c h>m u1 if he
      tries to d s4 ,& a pleasantly     

express$ decl9ation inv>iably      makes
 a bett] impression ?an a favor grudg+ly
 grant$4 ,we ask      y1 !n1 to rememb] 
t our gr[?--& y\r                       
opportunities--dep5d n only ^u ! fri5ds 
we make1 b !      enemies we d n make4  
,rememb] names & faces4 ,d some?+1 say  
some?+ t w      br+ home to ^? :o d     
bus9ess ) u ! fact t !      ,blank ,tru/
 ,company is a v human in/itution--t x  
wants      ! good w ( e man & woman 9 ! 
c\ntry4  ,t is ! k9d ( c\rtesy :i* has  
build$ ?is p>ticul> organization4 ,x is 
a pleasure to visit x to-day because ( !
 _s ( cooep]ation :i* animates x4 ,!y h 
done away ) ! elaborate spy sy/ems 9 use
 9 s _m banks1 al?\gh !y keep !         
managem5t well en\gh 9 h& to be able to 
fa/5 ! blame = mi/akes ^u ! "r p]son4 ,!
 employees "w ) "o ano!r & ) ! presid5t1
 :om !y adore4 ,x is1 z a matt] ( fact1 
l>gely ! influ5ce ( ! p]sonality ( !    
presid5t filt]+ d[n ?r\gh ! ranks :i*   
has made possible ! ph5om5al success :i*
 ! in/itution has enjoy$ dur+ ! pa/ few 

ye>s1 ano!r pro( ( ! fact t e           
in/itution--& ,em]son 0 speak+ ( great  
in/itutions :5 he said x--is ! l5g!n$   
%ad[ ( "o man4  ,banks h almo/ a peculi>
 problem4 ,money is a mighty p[]1 & to !
 av]age p]son !re is some?+ v awesome   
ab\t ! place :]e x is kept4 ,mr4 ,/eph5 
,leacock is n ! only man :o ev] w5t into
 a bank ) a funny little guilty feel+   
ev5 :5 he _h money 9 x4 ,:5 "o is 9 ?is 
frame ( m9d x takes v little on ! "p ( !
 cl]k to make him believe t he has be5  
treat$ rudely4 ,bank cl]ks are          
notori\sly haughty1 b ! fault is (t5 z  
mu* 9 ! p]son on ! outside z 9 ! "o on !
 inside ( ! b>s1 especially :5 he has   
come 9 to draw out money :i* he kn[s he 
%\ld n1 su* z 8 sav+s bank acc\nt1 =    
in/ance4 ,! o!r day a "y man w5t into a 
sav+s bank to draw out all ( 8 money = a
 purpose :i* he knew 0 extravagant      
al?\gh he _h p]suad$ himself t x 0 n4   
,?r\gh\t ! :ole "t he 0 9 ! bank he 0   
treat$ ) p]fect c\rtesy1 b 9 spite ( x  
he came out gr[l+ ab\t ! dirty look !   

pay+ tell] gave him6  ,x is n only 9 !  
fir/ contact t civility is important4   
,et]nal vigilance is ! price ( success z
 well z ( lib]ty4 ,ano!r incid5t f !    
bank+ bus9ess illu/rates ?is4 ,sev]al   
ye>s ago a bank :i* _h be5 /eadily los+ 
cu/om]s call$ 9 a publicity exp]t to    
build up trade = !m4 ,! man organiz$ a  
spl5did campaign & ?+s />t$ (f ) a      
fl\ri%4 ,p began to come 9 mo/ gratify+ 
numb]s4 ,b !y did n /ay4 ,an            
inve/igation conduct$ by ! publicity man
 disclos$ ! fact t !y _h be5 driv5 away 
by neglig5t & disc\rte\s s]vice4 ,he w5t
 to ! presid5t ( ! bank & told him t he 
0 wa/+ money build+ up adv]tis+ s long z
 8 bank ma9ta9$ its pres5t attitude t[>d
 ! public4 ,! presid5t 0 a man (        
practical s5se4 ,!re 0 a g5]al cle>+ up1
 ^? :o 7 pa/ re=m 7 dis*>g$ & ^? :o /ay$
 7 giv5 c>eful tra9+ 9 :at good bre$+   
meant & !re 0 no m tr\ble4 ,adv]tis+ w  
br+ 9 a cu/om] b x takes c\rtesy to keep
 him4  ,bus9ess1 l ne>ly ev]y?+ else1 is
 easi] to te> d[n ?an to build up1 & "o 

( ! mo/ deva/at+ in/rum5ts ( de/ruction 
is disc\rtesy4 ,a contact :i* has tak5  
ye>s to build c be brok5 (f by "o snippy
 lett]1 "o p]t answ]1 or "o disc\rte\s  
response ov] ! telephone4 ,ev5          
collection lett]s1 no matt] h[ long     
ov]due ! acc\nts are1 br+ 9 m returns :5
 !y are writt5 ) tact & diplomacy ?an :5
 ^! two qualities are omitt$4 ,if y     
insult a man :o owes y money he feels t 
! only way he c get ev5 is n to pay y1 &
 9 mo/ cases1 he c ju/ify himself = n   
do+ x4  ,)9 ! organization itself a     
c\rte\s attitude on ! "p ( ! m5 9       
positions ( au?ority t[>d ^? b5ea? !m is
 ( imm5se importance4 ,sap rises f !    
bottom1 & a bus9ess has arriv$ at ! po9t
 ( /agnation :5 ! m5 at ! top refuse to 
li/5 to or help ^? ar\nd !m4 ,x is1 z a 
rule1 h[ev]1 n ! vet]an 9 comm]cial     
affairs b ! fl$gl+ :o causes mo/ tr\ble 
by 8 bad mann]s4 ,"y m51 especially "y  
m5 :o h be5 =tunate 9 secur+ mat]ial    
advantages1 too _m times look ^u ! _w z 
an accid5t plac$ "h = _! p]sonal        

enjoym5t4 ,x nev] takes long 9 bus9ess  
to relieve _! m9ds ( ?is delusion1 b !y 
sometimes accompli% a trem5d\s am\nt (  
damage be=e x happ5s4 ,= a p]t1 "k-x-all
 mann] c\pl$ ) ! ineffici5cy :i* is     
almo/ insep>able f a total lack (       
exp]i5ce is n likely to make p]sonal    
contacts pleasant4 ,e "y man wor? 8 salt
 believes t he c re=m ! _w1 b e old man 
:o has liv$ 9 x kn[s t x _c be done4    
,some:]e half way betwe5 !y meet & say1 
,we'll keep work+ at x j ! same1 & !n   
bus9ess beg9s to pick up4 ,b rea*+ !    
meet+ gr\nd takes tol]ance & pati5ce &  
inf9ite polit5ess f bo? sides4  ,x is ! 
grosse/ sort ( incivility1 ! quotation  
is n exact1 = we d n rememb] ! s\rce1 to
 be contemptu\s ( any k9d ( k4 ,& h]e9  
lies ! difficulty betwe5 ! h>d-head$    
bus9ess man ( tw5ty ye>s' exp]i5ce & !  
y\ng/] ^u ^: diploma ! ink has n yet    
dri$4 ,ignorance1 decl>es a man :o has  
sp5t 8 life 9 try+ to draw capital &    
labor toge!r & has succe$$ 9 hundr$s (  
factories1 is ! cause ( all tr\ble4 ,& a

 lack ( und]/&+1 :i* is a =m (          
ignorance1 is ! cause ( ne>ly all       
disc\rtesy4  ,s long z !re is disc\rtesy
 9 ! _w !re mu/ be protection aga9/ x1 &
 ! be/1 *eape/1 & easie/ means (        
protection is c\rtesy itself4 ,boats :i*
 are 9 con/ant dang] ( be+ run into1 su*
 z ! tug & f]ry boats 9 a busy h>bor1   
are fitt$ out ) buff]s or f5d]s :i* are 
z mu* a "p ( _! equipm5t z ! smoke/ack1 
& 9 _m cases1 z necess>y4 ,ocean l9]s   
c>ry f5d]s to be ?r[n ov] ! side :5 !re 
is ne$ = !m1 b ?is naturally is n z (t5 
z 9 m cr[d$ wat]s4 ,a s+le boat on a    
des]t$ sea ) no?+ b sea-gulls & fly+ fi%
 9 sight _c damage any "o besides       
h]self4 ,b ! mom5t %e ent]s a h>bor %e  
has to take into acc\nt e o!r vessel 9 x
 f ! ,aquitania to ! flat-bottom$       
r[-boat ) only "o man 9 x4 ,x is a      
rem>kable fact t mo/ ( ! boats t are    
injur$ or sunk by collision are damag$  
by vessels mu* small] ?an !mselves4 ,mo/
 ( ^! accid5ts 7?is /atem5t is giv5 on !
 au?ority ( an able seaman7 c\ld h be5  

prev5t$ by ! use ( a f5d] ?r[n ov] !    
side at ! prop] mom5t4 ,polit5ess is l  
?is4 ,x is ! f9e/ %ock absorb] 9 ! _w1 z
 ess5tial f an economic po9t ( view z x 
is pleasant f a social "o4 ,9 bus9ess   
!re is no royal isolation4 ,we are all  
f]ry boats4 ,we ne$ our %ock absorb]s e 
m9ute ( ! day4  ,no boat has a "r to run
 into ano!r1 b !y d x j ! same1 & a %ock
 absorb] is wor? all ! curses ! capta9 &
 ! crew c pron\nce1 h[ev] righte\s _!   
indignation t[>d ! (f5d+ vessel4        
,sometimes polit5ess is bett] ?an       
ju/ice4  ,mo/ ( ! causes ( irritation   
dur+ ! c\rse ( a bus9ess day are too    
petty to bo!r ab\t4 ,_m ( !m c\ld be    
ignor$ & a good _m m c\ld be laugh$ at4 
,a s5se ( humor & a s5se ( proportion   
w\ld d away ) n9ety p] c5t ( all !      
wrangl+ 9 ! _w4 ,"s "o has said1 & n )\t
 tru?1 t a highly develop$ s5se ( humor 
w\ld h prev5t$ ! ,_w ,w>4 ,too _m p use 
sl$ge-hamm]s :5 tack hamm]s w\ld d j z  
well4 ,!y belong 9 ! same company )     
,william ,jay ^: immortal epitaph be>s  

^! words3      ,"h lies ! body (        
,william ,jay     ,:o di$ ma9ta9+ 8 "r (
 way4     ,he 0 "r1 dead "r1 z he sp$   
along1     ,b he's j z dead z if he'd   
be5 wrong4  ,c\rtesy is re/ful4 ,a n]v\s
 fr5zy ( en]gy ?r\gh\t ! day leaves "o  
at sunset z exhau/$ z a punctur$        
balloon4 ,! fussy little fell[ :o       
fancies himself ru%$ to dea?1 :o has no 
"t to talk ) anybody1 :o _c be polite to
 8 /5ograph] & 8 mess5g] boys because he
 is 9 su* a t]rible hurry1 is dissipat+ 
8 en]gy into some?+ t does n matt] & us+
 up ! vitality :i* %\ld g into 8 "w4 ,he
 is v l ! eng9e :i* ,presid5t ,l9coln 0 
s fond ( tell+ ab\t :i* us$ s mu* /eam 9
 bl[+ its :i/le t e "t x did x x _h to  
/op4  ,! ,ori5tals manage ?+s bett] ?an 
we d4 ,we tri$ hurry+ two ?\s& ye>s ago1
 a bank] 9 ,con/ant9ople said to a tir$ 
,am]ican bus9ess man1 & f\nd t x did n  
pay4 ,s we gave x up4 ,!re is always "t 
to be polite1 & ?\gh x s\nds l a        
contradiction1 !re w be m "t to sp>e if 
"o devotes a "p ( 8 day to c\rtesy4  ,b 

!re is dang] 9 too mu* c\rtesy4 ,e      
virtue becomes a vice if x is c>ri$ too 
f>1 & frank rud5ess is bett] ?an        
s]vility or hypocrisy4 ,comm]cial gre$1 
!re is no o!r "n = x1 leads a firm to   
adopt "s su* idiotic motto z ! cu/om] is
 always "r4 ,no organization c\ld ev]   
live up to su* a policy1 & ! pr9ciple   
back ( x is undemocratic1 un-,am]ican1  
uns\nd & untrue4 ,! cu/om] is n always  
"r & ! employ] 9 a big 7or little7      
conc]n :o places girls 7dep>tm5t /ores  
are ! *ief s9n]s 9 ?is7 on ! front l9e (
 approa* ) any su* in/ructions is a     
m5ace to self-respect+ bus9ess4 ,am]ica 
does n want a s]v+ class ) a            
k+-c-d-no-wrong attitude t[>d ! public4 
,bus9ess is s]vice1 n s]vility1 &       
c\rtesy works bo? ways4 ,!re is no m    
s5se 9 bus9ess proclaim+ t ! cu/om] is  
always "r ?an !re w\ld be 9 a cu/om]    
decl>+ t bus9ess is always "r1 & no m   
tru?4  ,no good bus9ess man w argue ) a 
cu/om]1 or anybody else1 n only because 
x is bad policy to d s1 b because 8     

self-respect w n all[ x4 ,he w give &   
require f 8 employees c\rte\s treatm5t  
t[>d 8 cu/om]s1 & :5 d\bt arises he w   
give !m 7! cu/om]s7 ! b5efit ( x4 ,& he 
w always rememb] t he is deal+ ) an     
intellig5t human be+4 ,! cu/om] has a "r
 to expect a firm to supply him )       
reliable commodities & to d x           
pleasantly1 b he has no "r to expect x  
to pro/rate itself at 8 feet 9 ord] to  
reta9 8 trade1 h[ev] l>ge t trade may   
be4  ,too little has be5 said ab\t      
c\rtesy on ! "p ( ! cu/om] & ! public--t
 great headless mass ( unrelat$         
p>ticles4 ,bus9ess is s]vice1 we say1 & 
! ma/] is ! public1 ! h>de/ "o 9 ! _w to
 s]ve4 ,ea* "o ( u speaks ) m or less   
pity+ contempt ( ! public1 =gett+ t we  
ourselves are ! public & t ! sum total (
 ! good bre$+1 intellig5ce1 & "* ( !    
public c be no great] ?an t ( !         
individuals :o make x up4  ,sid1 ( !    
,am]ican ,magaz9e1 says t he once ask$ !
 manag] ( a circus :i* gr\p ( 8         
employees he _h mo/ tr\ble keep+4 ,q    

unexpect$ly ! man repli$1 ,! att5dants4 
,!y get 'suck]-sore' & aft] t !y are no 
good4 ,?is is h[ x happ5s4 ,! wild man f
 ,borneo is plac$ 9 a cage ) a plac>d   
atta*$ be>+ 9 big lett]s ! leg5d ,!     
,wild ,man f ,borneo4 ,an old f>m] comes
 to ! circus1 looks at ! wild man f     
,borneo 9 8 cage1 reads ! plac>d1 looks 
at ! att5dant1 ,is ?is ! wild man f     
,borneo8 he asks4 ,no human be+ c /& an 
unlimit$ am\nt ( ?is sort ( ?+1 & !     
att5dant1 aft] he has expla9$ "s hundr$ 
?\s& or s times t ?is really is ! wild  
man f ,borneo beg9s to lose 8 ze/ = x & 
to answ] snappi%ly & s>ca/ically4 ,an   
inf9ite supply ( c\rtesy w\ld1 ( c\rse1 
be a priceless asset to him1 b does n   
?is "w bo? ways8 ,:at "r h p to bo!r o!r
 p ) p]fectly fooli% & imbecile         
que/ions8 ,is !re any "o :o _c sympa?ize
 ) a suck]-sore att5dant8 ,& ) ! p :o   
are /ation$ ab\t = ! purpose ( answ]+   
que/ions almo/ any:]e8 ,!re are n _m ( u
 :o at "o "t & ano!r h n _h ! feel+ t we
 7 on ! wrong tra9 ev5 aft] we _h ask$ !

 man :o sold u ! ticket1 ! man :o pun*$ 
x at ! gate1 ! gu>d :o 0 /&+ ne> !      
entrance1 & ! gu>d :o 0 /&+ ne> ! tra91 
! port]1 ! conductor1 & ! news-but*] if 
x 0 ! "r "o & h _h an affirmative answ] 
f e "o ( !m4 ,h[ _m times c a man be    
expect$ to answ] su* a "q ) a smile8 ,= 
^? :o are expos$ to suck]s ! be/ advice 
is to be z g5tle ) !m z possible1 to    
grit y\r tee? & hold y\r temp] ev5 :5 ! 
n9ety-?\s&? man comes ?r\gh to ask if   
?is is ! "r tra94 ,= ! suck]s !mselves  
!re are only two words ( advice4 ,!y    
include all ! re/3 ,/op x4  ,x is       
impossible to tell :at ! value ( c\rtesy
 is4 ,p]haps "s day ! p :o h le>n$ to   
measure our m9ds w be able to tell u j  
:at a smile is wor?4 ,maybe !y c tell u 
also :at ,spr+ is wor?1 & :at happ9ess  
is wor?4 ,mean:ile we d n "k4 ,we only  
"k t !y are inf9itely preci\s4     ,,iii
  ,,putt+ ,,c\rtesy ,,into ,,bus9ess    
,we talk a great deal ab\t g5tlem5 &    
ab\t democracy & a good _m o!r words :i*
 describe noble conceptions )\t a v cle>

 idea ( :at !y mean4 ,! bigge/ mi/ake we
 make is 9 ?9k+ ( !m z some?+ /ation>y l
 a monum5t c>v$ 9 granite or a /one set 
^u a hill1 :5 ! tru? is t !y are liv+   
ideas subject to ! *ange & gr[? ( all   
liv+ ?+s4 ,no man has ev] yet become a  
p]fect g5tleman because z 8 m9d has     
develop$ 8 conception ( :at a g5tleman  
is has enl>g$1 j z no c\ntry has ev]    
become a p]fect democracy because ea*   
new idea ( fre$om has l$ to broad] ideas
 ( fre$om4 ,x is v mu* l walk+ ?r\gh a  
tunnel4 ,at fir/ !re is only d>kness1 & 
!n a t9y p9 po9t ( light ahead :i* gr[s 
wid] & wid] z "o advances t[>d x until1 
f9ally1 he /&s out 9 ! op5 ) ! _w be=e  
him4 ,!re is no end to life1 & none to  
human developm5t1 at lea/ none t c be   
conceiv$ ( by ! f9ite m9d ( man4  ,!re  
are hundr$s ( def9itions ( a g5tleman1  
none ( !m altoge!r satisfactory4 ,c>d9al
 ,newman says x is almo/ en\gh to say t 
he is "o :o nev] gives pa94 ,!y be ! m51
 runs an old *ronicle1 :om _! race &    
bl\d1 or at ! lea/1 _! virtues1 d make  

noble & kn[ne4 ,b>r[ decl>es t !y are ! 
m5 lift$ above ! vulg> cr[d by two      
qualities3 c\rage & c\rtesy4 ,! ,c5tury 
,diction>y1 :i* is z good an au?ority z 
any1 says1 ,a g5tleman is a man ( good  
bre$+1 c\rtesy1 & k9dness2 h5ce1 a man  
di/+ui%$ = f9e s5se ( honor1 /rict reg>d
 = 8 obligations1 & consid]ation = !    
rights & feel+s ( o!rs4 ,& ?is is a good
 en\gh work+ /&>d = anybody4 ,!         
,diction>y is c>eful to make--& ?is is  
important--a g5tleman n "o :o con=ms to 
an outw>d & conv5tional /&>d1 b "o :o   
foll[s an inw>d & p]sonal ideal4  ,(    
late days !re has be5 a great deal (    
att5tion paid to mak+ g5tlem5 ( bus9ess 
m5 & putt+ c\rtesy into all !           
ramifications ( bus9ess4 ,)\t d\bt !    
*ief reason = x is ! fact t bus9ess m5  
!mselves h discov]$ t x pays4 ,"o       
re/aurant frankly adopt$ ! motto1       
,c\rtesy ,pays1 & _h x all fix$ up )    
gilt lett]s & fram$ & hung x ne> ! front
 door1 & a numb] ( o!r places h exactly 
! same policy = exactly ! same reason   

?\gh !y d n all proclaim ! fact s       
boldly4 ,x is n ! l(tie/ motive 9 ! _w b
 x is an intellig5t "o1 & x is bett] = a
 man to be polite because he hopes to w9
 success t way ?an = him n to be polite 
at all4  ,human conduct1 ev5 at its be/1
 is n always inspir$ by ! highe/        
possible motives4 ,n ev5 ! religions :i*
 m5 h foll[$ h be5 able to accompli%    
?is4 ,mo/ ( !m h held out ! hope (      
heav5ly rew>d 9 paym5t = goodness "h on 
e>? & c\ntless millions ( m5 7& wom51   
too1 = t matt]7 h kept 9 ! /raight &    
n>r[ pa? because !y 7 afraid to /ep out 
( x4 ,x may be t !y 71 intr9sically1 no 
bett] m5 ?an ! ones :o trod ! primrose  
pa? to ! ev]la/+ bonfire1 b !y 7 mu*    
easi] to live )4 ,& ! man :o is c\rte\s1
 :o is a g5tleman1 :atev] 8 motives1 is 
a m agreeable citiz5 ?an ! "o :o is n4  
,n[ h[--?is is our problem--does "o g   
ab\t mak+ a g5tleman8 ,environm5t plays1
 comp>atively speak+1 a v small "p4 ,!  
appellation ( g5tleman1 ?is is f a      
g5tleman ( ! ,sev5te5? ,c5tury1 is n to 

be affix$ to a man's circum/ances1 b to 
8 behavior 9 !m4 ,x is extremely d\btful
 if c\rtesy c be taught by rule4 ,x is m
 a matt] ( atmosph]e1 & an in/9ct = !   
bett] side ( ?+s & ! clean] surfaces (  
life4 ,& yet1 h]$ity1 tra9+1 &          
environm5t all ent] into ! process4  ,x 
is a polite & pleasant fiction t c\rtesy
 is innate & n acquir$1 & we he> a great
 deal ab\t ! born lady & ! born         
g5tleman4 ,!y are bo? my?s4 ,babies are 
n polite1 & ! k+ ^u 'is ?rone ) 'is cr[n
 ^u 'is 'ead has _h1 if he is a         
g5tleman1 life-long tra9+ 9 ! art ( be+ 
"o4 ,!re is /ill 9 exi/5ce a v int]e/+  
outl9e :i* 0 giv5 by ,que5 ,victoria &  
,pr9ce ,alb]t to _! olde/ son1 ! ,pr9ce 
( ,wales1 on 8 sev5te5? bir?day4 ,x     
conta9$ a c>eful summ>y ( :at 0 expect$ 
( him z a ,*ri/ian g5tleman & includ$   
su* items z dress1 appe>ance1 deportm5t1
 relations ) o!r p1 & ability to acquit 
himself well 9 :atev] company he happ5$ 
to be ?r[n4  ,! ,k+ & ,que51 al?\gh !y 7
 probably unaw>e ( ! fact1 7 act+ ^u !  

advice ( an au?ority on good mann]s at  
c\rt a numb] ( ye>s be=e _! "t4 ,inde$1 
says ! old manuscript1 f sev5 to sev5te5
 "y g5tlem5 commonly are c>efully en\gh 
br\ght up3 b f sev5te5 to sev5-&-tw5ty  
7! mo/ dang]\s "t ( all a man's life1 & 
! mo/ slipp]y to /ay well 97 !y h       
commonly ! re9 ( all lic5se 9 _! own h&1
 & specially su* z d live 9 ! c\rt4 ,if 
we br+ ! s5t5ce up to date1 & x is z    
true n[ z x 0 !n1 we may sub/itute      
bus9ess = c\rt4 ,bus9ess m5 z well z    
c\rti]s f9d ! ages betwe5 sev5te5 &     
sev5-&-tw5ty ! mo/ slipp]y to /ay well 9
 = x is dur+ ^! ye>s t !y are e/abli%+  
!mselves 9 ! comm]cial _w4 ,z a g5]al   
?+1 b x is wise to rememb] t !re is no  
rule to :i* !re are n exceptions1 by !  
"t a man is tw5ty-sev5 8 habits are =m$ 
& x is too late to acquire new ones4    
,mo/ *ildr5 und]go a pa9/ak+ & m or less
 pa9ful c\rse ( in/ruction 9 good mann]s
 & "k by ! "t !y are m5 & wom5 :at %\ld 
be done :e!r !y d x or n4 ,our social   
code is n a complicat$ "o1 & !re is no  

excuse except = ! y\ng/]s :o h j gr[$ up
 l ,topsy or h be5 br\ght up by j]ks l  
,pip4 ,x is1 )\t d\bt1 easi] to be      
polite among p :o are naturally c\rte\s 
?an among ^? :o snap & sn>l at "o ano!r1
 b x is a mi/ake to place too mu*       
emphasis on ?is "p ( x4 ,too _m         
m5--bus9ess m51 at t--h come up out ( ! 
mire = u to be able to (f] elaborate    
apologies = ^? :o h /ay$ 9 x4 ,!        
backgr\nd is ( m9or importance4 ,a      
cockroa* is a cockroa* any:]e y put him4
  ,x is easy to envy ! m5 :o h _h       
sup]ior advantages1 & _m a man feels t  
if he _h ano!r's *ance he1 too1 might h 
become a great g5tleman4 ,x is an idle  
speculation4 ,8 own opportunities are ! 
only ones any man c att5d to1 & if he is
 s5sible he w take quick advantage ( ^? 
t come1 n 9 dreams1 b 9 reality1 & w    
rememb] :at a v sagaci\s ,engli%        
/atesman said ab\t matt]s ( ev5 grav]   
import3 ,x makes no diff]5ce :]e y are  
go+4 ,y've got to />t f :]e y are4  ,!  
lack ( e>ly tra9+ is a h&icap b n a     

=midable "o1 especially to a bus9ess    
man4 ,z ! ,spani>ds say1 !re is little  
curiosity ab\t ! p$igree ( a good man4  
,& no man ne$s to be a%am$ ( 8 orig94 ,!
 presid5t ( a firm w\ld naturally be    
int]e/$ 9 ! ance/ry ( a "y man :o came  
to ask him = ! h& ( 8 daught]1 b if !   
man has come to sell a bill ( goods he  
does n c>e a snap4 ,9 discussions ( !   
social evil x is (t5 said t e *ild has a
 "r to be well born1 b ,rob]t ,l\is     
,/ev5son saw m deeply & spoke m truly :5
 he said1 ,we are all nobly born2       
=tunate ^? :o "k x2 bless$ ^? :o        
rememb]4  ,! f9e/ ,g5tleman ! _w has ev]
 se5 0 born "s two ?\s& ye>s ago to !   
wife ( a c>p5t] 9 ,be?lehem & sp5t mo/ (
 ,8 "t among fi%]m51 tax-collectors1    
cripples1 lep]s1 & outca/s ( v>i\s      
sorts2 & yet 9 ! entire record ( ,8 %ort
 & tr\bl$ life !re is n "o m5tion ( an  
ungraceful or an unga9ly action4 ,he 0  
c>eful to obs]ve ev5 ! trivialities (   
social life4 ,m>y & ,m>?a 7 qu>rel+ be=e
 d9n]4 ,he quiet$ !m ) a few graci\s    

words4 ,! p at ! m>riage fea/ at ,cana 7
 worri$ because !y _h only wat] to dr9k4
 ,he t\*$ x & gave !m w9e4 ,! multitude 
:o came to he> ,him 7 tir$1 footsore1 & 
hungry4 ,he ask$ !m to be seat$ & gave  
!m food4 ,he d9$ ) ! ,ph>isees1 ,he     
talk$ ) ! wom5 ( ,sam>ia1 ,he com=t$    
,m>y ,magdal51 & ,he wa%$ ! feet ( ,8   
disciples4 ,he 0 beset & h>ass$ by a    
?\s& rude & unmann]ly que/ions1 b n once
 did ,he return an impati5t answ]4      
,surely ^! ?+s are godlike & div9e      
:atev] "o may believe ab\t ! relation ( 
,jesus ,*ri/ to ,god1 ! ,fa!r4  ,x has  
be5 said t e man %\ld *oose a g5tleman =
 8 fa!r4 ,he %\ld also *oose a g5tleman 
= 8 employ]4 ,un=tunately he (t5 has no 
m option 9 ! "o ?an he has 9 ! o!r4 ,v  
few ( u get exactly :at we want4 ,b     
h[ev] ?is may be1 a g5tleman at ! head (
 a conc]n is a priceless asset4 ,!      
atmosph]e ( mo/ bus9ess h\ses is det]m9$
 by ! man at ! top4 ,8 "* filt]s d[n    
?r\gh ! ranks4 ,if he is a r\gh-&-tumble
 sort ( p]son ! (fice is likely to be t 

k9d ( place2 if he is quiet & mann]ly ! 
*ances are t ! (fice w be quiet &       
mann]ly4 ,if he is a g5tleman ev]ybody 9
 ! place w "k x & w feel ! effects ( x4 
,i am always glad ,john 0 ) ,mr4 ,blank 
8 fir/ ye> 9 bus9ess1 said a "m speak+ (
 h] son4 ,mr4 ,blank 0 a man :o _h a    
life-long reputation = be+ z /raight z a
 %+le & z clean z a h\nd's too?1 e in* a
 g5tleman4  ,h[ d y acc\nt = ! fact t y 
h come to place s mu* emphasis on       
c\rtesy8 a bus9ess man 0 ask$ "o day z  
he sat 9 8 uphol/]$ (fice ) great w9d[s 
op5+ out on ! ,new ,york h>bor4 ,he     
?\ght = a mom5t1 & 8 m9d w5t back to !  
little ,georgia village :]e he 0 born & 
br\ght up4 ,my fa!r 0 a g5tleman1 he    
answ]$4 ,i rememb] :5 ,i 0 a boy he us$ 
to be c>eful ab\t su* trifles z ?is4    
',n[1 ,jim1' he w\ld say1 ':5 y /op on !
 sidewalk don't /op 9 ! middle ( x4 ,/& 
aside s y won't be 9 anybody's way4' ,& 
ev5 n[1 ! man smil$1 ,i nev] /op on !   
sidewalk )\t /epp+ to "o side s z to be 
out ( ! way4  ,! life ( a "y p]son is   

pla/ic1 easy to take impressions1 /rong 
to reta9 !m4 ,& ! old man or ! gov]nor1 
:e!r he is fa!r1 fri5d1 or employ]1 or  
all ?ree1 has inf9itely m influ5ce ?an  
ei!r he or ! "y man realizes4 ,at ! same
 "t x is p]fectly true t "y p d n       
believe :at old] ones tell !m ab\t life4
 ,!y h to try x out = !mselves4 ,"o     
g5]ation does n beg9 :]e ! o!r left (f4 
,ea* "o ( u beg9s at ! beg9n+1 & ! _w1 )
 all t x holds1 is z wond]ful 7?\gh     
slightly diff]5t1 to be sure7 & z new to
 ! *ild :o is born into x to-day z x 0  
to ,adam on ! fir/ morn+ aft] x 0       
creat$4  ,x is almo/ tragic t s _m "y m5
 take ! t5or ( _! lives f t ( _!        
employ]s1 especially if ! latt] h be5   
successful4 ,?is places a t]rific       
responsibility ^u ! employ] :i* does n1 
h[ev]1 %ift x f ! employee4 ,8 "p 9     
bus9ess or 9 life--& ?is is true ( all (
 u--is :at he makes x1 great or small4  
,& ! mo/ important ?+ is = him to h a   
p]sonal ideal ( :at he ?9ks be/ & hold  
to x4 ,he _c get x f ! outside4         

,c\rtesy is n "o ( ! company's rules1   
wrote ! manag] ( a l>ge organization :i*
 has be5 v successful 9 h&l+ m5 & mak+  
money4 ,x is a tradition1 an in/9ct4 ,x 
is an attribute ( ! g5]al tone1 ( !     
dom9at+ influ5ce ( ! managem5t 9 all its
 relations4 ,x is a "p ( ! g5]al tone1 !
 honor1 ! integrity ( ! company4 ,= ?ree
 g5]ations x has be5 look$ ^u z an      
inh]itance to be pres]v$ & kept         
irreproa*able4 ,employees are drawn into
 ?is influ5ce by ! v simple process ( _!
 own developm5t4 ,^? :o f9d !mselves 9  
h>mony ) ! "* ( ! company or :o         
delib]ately put !mselves 9 tune1        
progress4 ,^? :o d n1 _c1 = long1 d     
cong5ial or acceptable s]vice4 ,?is is !
 /atem5t f ! manag] ( a firm t is widely
 kn[n = c\rte\s deal+4 ,_! /&>d is n[   
e/abli%$4 ,x is a "p ( ! atmosph]e1 & _!
 *ief problem is to get m5 :o w fit into
 x4  ,an employ] does n judge a man on  
an ab/ract basis4 ,he takes him because 
he ?9ks he w be useful to 8 bus9ess4    
,?is is :y mo/ places l to get m5 :5 !y 

are "y4 ,!y are easi] to tra94  ,e "o   
likes good mat]ial to "w )1 & employ]s  
are no exception4 ,!y take ! be/ !y c   
f9d1 & ! high] ! /&>d ( ! firm ! great] 
! c>e exp5d$ 9 *oos+ ! employees4 ,:5ev]
 we f9d a good man1 said ! manag] ( a   
big tru/ company1 we take him on4 ,we   
may n h a place = him at ! "t b we keep 
him until we f9d "o4  ,except dur+ times
 ( /ress su* z t br\ght ab\t by ! w> :5 
! soldi]s 7 at ! front1 no bus9ess h\se 
hires p indiscrim9ately4 ,!y "k1 z !    
,*9ese h x1 t rott5 wood _c be c>v$4 ,x 
is our op9ion1 we quote f ano!r manag]1 
t c\rtesy _c be p\nd$ into a p]son :o   
lacks prop] social basis4 ,9 o!r words1 
!re are "s p :o w\ld be boori% "u any   
circum/ances4 ,our fir/ & *ief /ep t[>d 
c\rtesy is to ex]cise c>e 9 select+ our 
employees4 ,we weigh c>efully ea*       
applicant = a sales position & try to   
visualize 8 probable deportm5t z our    
repres5tative1 & unless he gives promise
 ( be+ a fit repres5tative we d n employ
 him4  ,b x is n en\gh to take a man    

into a bus9ess organization4 ,e newcom] 
mu/ be brok5 94 ,sometimes ?is is done  
by means ( =mal tra9+1 sometimes x      
consi/s m]ely ( giv+ him an idea ( :at  
is expect$ ( him & lett+ him "w out 8   
own salvation4 ,grant+ t he is already  
famili> ) ! "w 9 a g5]al way1 & t he is 
intellig5t & res\rceful1 he ought to be 
able to adapt himself )\t a great deal (
 in/ruction f above4 ,all ( ?is dep5ds  
^u ! k9d ( "w :i* is to be done4  ,ne>ly
 e employ] ex]cises m caution 9 select+ 
! man :o is to meet ! public ?an any    
o!r4 ,x is ?r\gh him t ! all-important  
fir/ impression is made1 & a man :o is  
rude or disc\rte\s1 or :o1 = any reason1
 rubs p ! wrong way1 simply w n d4 ,he  
may h _m virtues b unless !y are app>5t 
!y are = ! "t be+ ( little s]vice4  ,mo/
 salesm5 h to g to s*ool4 ,_! "w consi/s
 l>gely ( ! /udy ( "o ( ! mo/ difficult 
subjects 9 ! catalogue3 human psy*ology4
 ,!y mu/ "k :y m5 d :at !y d & h[ to    
make !m d :at !y1 ! salesm51 want !m to 
d4 ,!y mu/ be able to h&le ! mo/        

delicate situations c\rte\sly & )\t     
friction4 ,x takes ! tact ( a diplomat1 
! n]ve ( a trapeze p]=m]1 ! physical    
/r5g? ( a prize fight]1 ! optimism (    
,william ,j4 ,bryan or ( ,pollyanna1 & !
 wisdom ( ,solomon4 ,n _m m5 are born ) 
?is comb9ation ( qualities4  ,! be/     
tra9+ s*ools base _! tea*+ on "* &      
common s5se4 ,"o v rem>kable            
organization1 :i* has at its head an    
a/oni%+ly buoyant & optimi/ic--&1 x is  
h>dly necess>y to add1 successful--man1 
tea*es t "* is n9e-t5?s ( success 9     
salesman%ip & te*nique is only "o-t5?4  
,!y /udy te*nique & "* along ) x1 9 a   
sci5tific way1 l ! /ud5ts 9 a biological
 laboratory :o exam9e specim5s4 ,_!     
prospects are _! subjects1 & :ile !y d n
 actually br+ !m into ! consultation    
room1 !y hold exp]i5ce meet+s & tell !  
/ories ( _! successful & unsuccessful   
contacts4 ,! meet+s are held at ! end ( 
! day1 :5 ! m5 are all tir$ & _m ( !m   
are depress$ & disc\rag$4 ,!y are op5$ )
 songs1 ,my ,old ,k5tucky ,home1 ,old   

,black ,joe1 ,sweet ,adel9e1 & ! o!r    
good old famili> favorites t make "o ?9k
 ( home & "m & s*ool days & happ9ess4   
,"o or two cat*y popul> songs are       
introduc$1 & ! m5 s+ or hum or :i/le or 
divide into gr\ps & d all ?ree ) all _! 
might4 ,x is irresi/ible4 ,fifte5 or    
tw5ty m9utes ( x c wipe out ! s\re/     
memory ( ! day's bus9ess1 & trivial     
irritations s9k to _! prop] place 9 !   
s*eme ( ?+s4 ,! little spee*es foll[1 & 
! m5 clap & *e] = ! ones :o h done good 
"w & try to make an intellig5t diagnosis
 ( ! cases ( ! ones :o h n4 ,:5 ! lead] 
talks he sometimes rec\nts 8 e>ly       
exp]i5ces--he1 l mo/ good salesmanag]s1 
0 once on ! road himself--& if he is 9  
an inspirational mood1 gives a s\nd talk
 on ! pr9ciple back ( ! gold5 rule4 ,!  
_s ( cooep]ation ?r\gh\t ! in/itution is
 amaz+ & ! morale is some?+ any gr\p (  
work]s might well envy !m4  ,mo/ bus9ess
 h\ses recognize _! responsibilities    
t[>d ! "y p t !y hire4 ,well-organiz$   
conc]ns build up f )94 ,! heads ( !     

dep>tm5ts are = ! mo/ "p m5 :o h receiv$
 _! tra9+ 9 ! in/itution1 & !y take z   
mu* pa9s 9 select+ _! (fice boys z !y d 
9 select+ any o!r gr\p1 = x is 9 !m t !y
 see ! future heads & assi/ant heads ( !
 dep>tm5ts4 ,9 hir+ (fice boys          
cleanness1 good mann]s1 good physique1  
m5tal agility1 & good habits are prim>y 
requisites1 accord+ to ,mr4 ,j4 ,ogd5   
,arm\r 9 ! ,am]ican ,magaz9e4  ,9 "o ( !
 olde/ banks 9 ,new ,york ea* boy :o    
ent]s is giv5 a few days' int5sive tra9+
 by a g5tleman *os5 = ! purpose4 ,!     
in/ructor /resses ! fundam5tals ( "* &1 
above all ?+s1 common s5se4 ,c\rtesy is 
r>ely discuss$ z a sep>ate quality b    
simple in/ructions are giv5 ab\t n go+ 9
 front ( a p]son :5 !re is room to g    
ar\nd him1 n pu%+ into an elevator ahead
 ( e "o else1 n speak+ to a man at a    
desk until he has signifi$ t he is      
ready1 & ab\t su/a9+ quiet & ord]ly     
behavior ev]y:]e4 ,! atmosph]e 9 ! bank 
is ! k9d t enc\rages g5tlemanly conduct 
& ! new boys ei!r fall 9 ) x or else get

 out & g some:]e else4  ,x takes m      
pati5ce on ! "p ( ! y\ng/]s 9 ! f9ancial
 di/rict ?an x does 9 mo/ o!r places1 = 
! m5 !re "w "u high t5sion & are (t5    
cross1 worri$1 n]v\s1 & irritable1 & z a
 result are1 _m times1 )\t int5d+ x1    
unju/4 ,! discipl9e is sev]e1 & ! boy   
w\ld n be human if he did n res5t x4 ,b 
! y\ng/] :o is quick to fly (f ! h&le w 
f9d himself sadly h&icapp$1 h[ev]       
brilliant he may be1 9 ! race ) boys :o 
c keep _! temp]s 9 ! face ( an injury4  
,?ree boys out ( ! hundr$s :o h pass$   
?r\gh ! tra9+ s*ool 9 ! bank ( :i* we 7 
speak+ h be5 dis*>g$ = acts (           
disc\rtesy4 ,"o flipp$ a rubb] clip     
across a plat=m & hit "o ( ! (ficials 9 
! eye1 "o refus$ to /ay aft] h\rs to    
f9i% "s "w he _h neglect$ dur+ ! day1 & 
"o 0 imp]t95t4 ,all ?ree c\ld h /ay$ if 
ea* _h us$ a little common s5se1 & all  
?ree c\ld h /ay$ if ea* act _h n be5 a  
fair indication ( 8 g5]al attitude t[>d 
8 "w4  ,"o ( ! mo/ difficult            
organizations to manage & "o aga9/ :i* !

 *>ge ( disc\rtesy is frequ5tly br\ght  
is ! dep>tm5t /ore4 ,yet a di/+ui%$     
,engli%woman visit+ "h--x takes a woman 
to judge ^! ?+s--said1 ,i _h always be5 
told t p 9 ,new ,york 7 9 su* a hurry t1
 al?\gh well-mean+ en\gh1 !y 7 incl9$ to
 appe> some:at rude to /rang]s4 ,i h    
f\nd x to be j ! rev]se4 ,dur+ my fir/  
/rolls 9 ! /reets1 9 ! %ops1 & else:]e1 
,i h f\nd ev]ybody mo/ c\rte\s4 ,y\r    
/ores1 ,i may say1 are ! f9e/ ,i h ev]  
se51 n except+ ^? ( ,p>is4 ,_! displays 
are rem>kable4 ,_! spaci\sness impress$ 
me greatly4 ,ev5 at a cr[d$ "t x 0 n    
difficult to move ab\t4 ,9 ,london1 :]e 
our %ops are mo/ly cramp$ & old-fa%ion$1
 x w\ld be impossible = su* l>ge numb]s 
( p to f9d admittance4  ,! tribute is a 
v nice "o4 ,= a long "t ! dep>tm5t /ores
 h realiz$ ! difficulties "u :i* !y     
labor & h be5 mak+ ef=ts to ov]come !m4 
,!y h =m$ associations by :i* !y /udy   
ea* o!r's me?ods1 & mo/ ( !m h v highly 
organiz$ sy/ems ( tra9+ & managem5t4 ,"o
 big dep>tm5t /ore c>ries on c\rtesy    

drives4 ,talks are giv51 po/]s are      
exhibit$1 & prizes are (f]$ = ! mo/     
c\rte\s cl]ks 9 ! /ore4 ,we "k t x is n 
fair to give prizes1 ! p]sonnel manag]  
says1 because x is impossible to tell   
really :i* cl]ks are ! mo/ c\rte\s1 b x 
/imulates int]e/ & ef=t ?r\gh\t !       
organization & ! effects la/ aft] !     
drive is ov]4  ,"o big dep>tm5t /ore :i*
 is favorably kn[n among a l>ge cli5tele
 = c\rte\s h&l+ ( cu/om]s dep5ds ^u its 
atmosph]e to an enorm\s ext5t1 b x      
realizes t atmosph]e does n come by     
*ance1 t x has to be creat$4 ,!y h      
arrang$ x s t ea* cl]k has "t to s]ve   
ea* cu/om] :o ent]s )\t ! n]v\s hurry   
:i* is ! cause ( s mu* rud5ess4 ,!      
salescl]ks :o come into ! in/itution are
 giv5 two weeks' tra9+ 9 ! me*anical end
 ( _! "w1 ! ways ( record+ sales1 me?ods
 ( approa*1 & s on1 z well z 9 ! _s (   
cooep]ation & s]vice4 ,by ! "t ! cl]k is
 plac$ beh9d ! c\nt] he or %e c conduct 
a sale c\rte\sly & ) despat*1 b !re is  
nev] a "t :5 ! head ( ! dep>tm5t is n   

ready & will+ to be consult$ ab\t       
extraord9>y situations :i* may arise4   
,x is dur+ ! ru% seasons su* z ! ?ree or
 f\r weeks :i* prec$e ,*ri/mas t c\rtesy
 is put to ! sev]e/ te/1 & ! /ore       
describ$ 9 ! p>agraph above be>s up "u x
 nobly4 ,x did n wait until ,*ri/mas to 
beg9 tea*+ c\rtesy4 ,x _h tri$ to make x
 a habit1 b la/ ye> sev]al weeks be=e ! 
holidays x issu$ a bullet9 to its       
employees to rem9d !m ( c]ta9 ?+s t w\ld
 make ! ,*ri/mas %opp+ less n]ve-rack+4 
,! fir/ p>agraph 0 head$ ,,heal?4 ,x ran
 z foll[s3  ,if y want to be really m]ry
 at ,*ri/mas "t1 x w be well to be> 9   
m9d dur+ ?is busy mon? at lea/ ^! few   
'heal? sav]s'3  ,e night try to get     
eight good h\rs ( sleep4  ,all day try  
to keep an ev5 temp] & a ready smile4   
,rememb] t five m9utes lo/ 9 ! morn+    
means additional pressure all day long4 
,try to make y\r extra ef=t a /eady     
"o--n all[+ y\rself to get excit$ & ru%$
 s t y make c>eless mi/akes4  ,try to   
eat regul>ly ?ree good n\ri%+ meals1    

relax+ completely :ile y are at ! table 
& = a little :ile aft]w>d4  ,brea!      
deeply1 & z (t5 z y c1 good fre% air--x 
cures we>9ess4  ,& don't =get t a brisk 
walk1 a s5sible d9n]1 an h\r's          
relaxation1 & !n a hot ba? be=e retir+1 
make a refre%+ end = "o bus9ess day & a 
spl5did prep>ation = ! next4  ,!re 7 six
 o!r p>agraphs 9 ! bullet94 ,"o ask$ !  
salescl]ks to take ! greate/ c>e 9      
comply+ ) a cu/om]'s reque/ to s5d gift 
pur*ases )\t ! price tags4 ,ano!r ask$  
!m to pay /ricte/ att5tion to gett+ ! "r
 addresses1 & mo/ ( ! o!rs 7 tak5 up )  
sugge/ions = ways to avoid conge/ion by 
us+ a bank ( elevators some:at less     
conv5i5tly locat$ ?an ! o!rs1 by limit+ 
_! p]sonal telephone calls to ^? :i* 7  
absolutely necess>y1 & s on4 ,9 bo? tone
 & cont5t ! bullet9 0 an excell5t "o4 ,x
 fir/ consid]$ ! employees & !n !       
cu/om]s4 ,!re 0 no condesc5sion 9 ! way 
x 0 writt5 & !re 0 no bunk ab\t :at 0 9 
x4 ,b ! bullet9 0 only a small "p ( an  
ef=t t nev] /ops4  ,! purpose ( ! /ore  

is1 to quote f its own /atem5t1 to r5d] 
hone/1 prompt1 c\rte\s & complete s]vice
 to cu/om]s & ! qualities by :i* !y     
measure _! employees are z foll[s3      
,heal?      ,loyalty      ,cooep]ation  
,initiative      ,indu/ry      ,accuracy
      ,?or\ghness      ,responsibility  
,k  ,c\rtesy is n includ$ 9 ! li/ b x is
 unnecess>y4 ,if ^! qualities are       
develop$ c\rtesy w come ( its own       
accord4 ,x is wor? not+ t heal? comes   
fir/ 9 ! li/4 ,to a bus9ess man1 or     
inde$ to any o!r1 x is "o ( ! mo/       
preci\s possessions 9 ! _w1 & is ! be/ (
 backgr\nds ^u :i* to embroid] ! fl[] ( 
c\rtesy4  ,e employ] :o has _h any      
exp]i5ce kn[s ! value ( a cont5t$       
workman1 & does :at he c to make & keep 
him s by pay+ him adequate wages1 &     
provid+ com=table1 sanit>y1 & pleasant  
work+ conditions4 ,cont5tm5t is1 h[ev]1 
m an attitude ( m9d ?an a result (      
ext]nal circum/ances4 ,happ9ess is :o1 n
 :]e1 y are4 ,we d n mean by ?is t a    
workman %\ld be :olly satisfi$ & )\t    

ambition or t he %\ld face ! _w ) a     
p]man5t gr91 b t he %\ld to ! be/ ( 8   
ability foll[ t wond]ful motto (        
,roosevelt's1 ,d :at y c :]e y are ) :at
 y h4 ,no man c control circum/ances2 n 
ev5 ! bragg>t ,napoleon1 :o decl>$ t he 
made circum/ances1 c\ld control !m to ! 
end2 & no man c %ape !m to suit exactly 
8 own purposes1 b e man c meet !m       
bravely z a g5tleman %\ld4  ,mo/ big    
bus9ess conc]ns supply re/ rooms1 eat+  
places1 recreation camps1 & all mann] ( 
com=ts = _! employees1 & mo/ ( !m ma9ta9
 welf>e dep>tm5ts4 ,no bus9ess h\se "u  
heav5 c\ld take ! place ( a home1 b :]e 
! home influ5ce is bad ! be/ c\nt]foil  
is a :olesome atmosph]e 9 :i* to "w4    
,rec5tly an in/itution adv]tis+ = help1 
in/ead ( ask+ :at ! applicant c\ld d =  
x1 pictur$ & describ$ :at x c\ld d = !  
applicant4 ,! result 0 t !y got a       
high-class gr\p ( p to make _! selection
 f1 & _! attitude 0 "o :i* invit$ !     
newcom]s to d _! be/4  ,factory own]s   
are pay+ a good deal ( att5tion to !    

appe>ance ( _! build+s4 ,_m ( !m h mov$ 
out into ! c\ntry s z to provide m      
heal?ful surr\nd+s = "w4 ,numb]s ( mod]n
 factory build+s are v beautiful to look
 at1 trim :ite build+s set 9 close-cut  
lawns ) t5nis c\rts & swimm+ pools n f> 
away1 r$ brick build+s cov]$ ) ivy1     
s&-color$ ones ) roses climb+ ov] !m1 & 
o!rs l ! "o fam\s = its ?\s& w9d[s1 r m 
com=table ?an lovely4 ,9 our big cities 
!re are (fice build+s t look l ca!drals1
 railroad /ations t look l temples1 &   
traffic bridges t look 7f a di/ance7 l  
fairy ar*es lead+ into ! l& ( dreams4   
,!y are n all l ?is4 ,we wi% !y 74 ,b x 
is to ! cr$it ( ! ,am]ican bus9ess man t
 he has put at lea/ a "p ( 8 life & "w  
into ! build+ ( beautiful ?+s4 ,!       
influ5ce :i* comes f !m is1 l ne>ly all 
pot5t influ5ces1 an unconsci\s "o1 b x  
makes = happ9ess & cont5tm5t4  ,!       
problem ( keep+ ! employees cont5t$ is  
some:at diff]5t 9 e place4 ,h\se organs1
 picnics1 dances1 recreation p>ks1      
sanit>iums 9 ! c\ntry & s on c be       

utiliz$ by big bus9ess1 b ! _s :i*      
animates !m is ! same z t :i* makes !   
groc]y man at ,hicksville ,c5tre give 8 
deliv]y boy an aft]noon (f :5 ! baseball
 team comes to t[n4 ,! _s ( c\rtesy is  
ev]y:]e ! same1 b x mu/ be kept 9 m9d t 
! end ( bus9ess is production1          
production takes "w1 & t play is        
introduc$ 9 ord] t ! "w may be bett]4   
,?is is true :e!r we are look+ at !     
matt] f ! po9t ( view ( ! employ] or ( !
 employee4 ,:at is to ! int]e/ ( "o--?is
 is ga9+ sl[ b sure recognition--is to !
 int]e/ ( ! o!r4  ,c]ta9 k9ds (         
me*anical "w are v try+ because ( _!    
monotony4 ,! "w mu/ be done1 h[ev]1 & 9 
well-ord]$ places x is arrang$ s t !    
work] has brief p]iods ( re/ at regul>  
int]vals or s t he is %ift$ f "o k9d (  
activity to ano!r4 ,x is poor economy to
 we> out m54 ,9 ! old days be=e ! p[] ( 
/eam or electricity _h be5 discov]$1    
boats 7 propell$ by slaves :o 7 kept    
bel[ decks *a9$ to _! seats1 & wat*$ by 
an ov]se] :o =c$ !m to cont9ue r[+ long 

aft] !y _h rea*$ ! po9t ( exhau/ion4 ,! 
galley slave sat always on ! same side (
 ! boat & aft] a few ye>s 8 body became 
s twi/$ & w>p$ t he 0 no good = any?+   
else1 & pretty soon 0 n ev5 good = t4   
,!n he 0 ?r[n into ! disc>d--mo/ ( !m   
di$ be=e !y got ?is f> along--& ! own] (
 ! boat _h to look out = m m54 ,some?+ l
 ?is happ5s to ! s\l ( a man :o is b\nd 
to dre>y1 monoton\s "w )\t relief or any
 outlet = gr[?4 ,x is dead5+ to him1 to 
8 "w1 & to 8 employ]4 ,! f>-sight$      
employ] kn[s x4 ,! ma/]s ( slaves le>n$ 
x _m ye>s ago4 ,! *a9 :i* b9ds ! s]vant 
to ! ma/] b9ds ! ma/] to ! s]vant4 ,& ! 
fa/5+ is z secure at "o end z x is at ! 
o!r4  ,too /rict                        
sup]vision--slave-driv+--is fatal to    
c\rtesy4 ,! places :i* h intricate spy  
sy/ems to wat* _! employees are ! ones  
:]e !re is mo/ rud5ess & trick]y4 ,!    
cl]k :o is hector$1 nagg$1 spi$ ^u1     
suspect$ & scold$ by "s hirel+ br\ght 9 
= t purpose or by ! head ( ! firm       
himself _c be expect$ to give a smile ) 

e pur*ase & a ?ank y = e goodbye4 ,!    
tra9+ ( employees nev] /ops1 b x is     
some?+ t %\ld be plac$ v l>gely 9 _! own
 h&s4 ,aft] a c]ta9 po9t sup]vision %\ld
 be unnecess>y4  ,mo/ places hate to    
dis*>ge a man4 ,labor turnov] is too    
exp5sive4 ,mo/ ( !m try to place _! m5 9
 ! positions = :i* !y are be/ suit$4 ,x 
is easi] to take a r\nd peg out ( a     
squ>e hole & put x into a r\nd "o ?an x 
is to s5d out = ano!r assortm5t ( pegs4 
,m5 are transf]r$ f sales dep>tm5ts to  
acc\nt+ dep>tm5ts1 are tak5 (f ! road & 
br\ght into ! home (fice1 & are %ift$   
ab\t 9 v>i\s ways until !y fit4 ,if a   
man %[s t he has x 9 him he is giv5 e   
*ance to succe$4 ,!re is only "o ?+ we  
drop a man = "r (f1 says an employm5t   
manag] 9 a place :i* has 9 its s]vice   
sev]al ?\s& p ( bo? sexes1 & t is = say+
 some?+ out ( ! way to "o ( our girls4  
,?is same manag] tells ! /ory ( a boy he
 hir$ & put into a dep>tm5t :i* _h be5 s
 badly manag$ t !re 7 a numb] ( loose   
ends to be ti$ up4 ,! boy ?rew himself  

into 8 "w1 cle>$ up ?+s1 & f\nd himself 
9 a s(t snap )\t a great deal to d4 ,he 
happ5$ n to be ! k9d ( p]son :o c be    
satisfi$ ) a s(t snap1 & he became s    
re/ive & unhappy t he 0 recomm5d$ =     
dis*>ge4 ,?is br\ght him back to ! head 
( ! employm5t bureau4 ,he1 in/ead ( ?r[+
 ! "y man out1 ask$ t he be giv5 a      
second trial 9 a dep>tm5t :]e ! loose   
ends c\ld n be clean$ up4 ,x 0 a place  
:]e !re 0 always pl5ty ( "w to d1 & ! "y
 man has be5 happy & has be5 do+        
satisfactory "w ev] s9ce4  ,! h\se 9 :i*
 ?is happ5$ is always g5]\s t[>d !      
mi/akes ( its employees if ! mi/akes d n
 occur too p]si/5tly & too frequ5tly4 ,9
 "o in/ance a boy made ?ree successive  
errors 9 figures 9 z _m days4 ,he 0     
slat$ = dis*>ge b s5t fir/ be=e !       
employm5t manag]4 ,z !y talk$ ! latt]   
notic$ t ! boy lean$ =w>d ) a /ra9$     
expression on 8 face4 ,?9k+ p]haps he 0 
slightly deaf1 he l[]$ 8 voice1 b ! boy 
und]/ood e ^w he said4 ,!n he notic$ t  
!re 0 a t9y r$ ridge across 8 nose z if 

he 7 accu/om$ to we>+ glasses1 al?\gh he
 did n h !m on1 & :5 he ask$ ab\t x he  
discov]$ t ! boy _h brok5 8 glasses a   
few days be=e1 & t he _h n _h !m fix$   
because he did n h money en\gh4  ,:y    
didn't y tell u ab\t x8 ! employm5t     
manag] ask$4  ,x 0 n y\r fault t ,i     
broke !m1 ! boy repli$4 ,x 0 up to me1  
an indep5d5t answ] :i* 9 itself         
indicates h[ mu* wor? :ile x 0 to keep  
him4  ,! manag] gave him money en\gh to 
h ! glasses m5d$1 ! next day ! boy 0    
back at "w1 & !re 0 no m tr\ble4  ,an   
employee 9 ! same organization          
un9t5tionally did some?+ :i* hurt !     
presid5t ( ! firm a great deal4 ,b :5 he
 w5t to him & apologiz$ 7x takes a man  
to admit t he is wrong & apologize = x7 
! presid5t s5t him back to 8 desk1 ,x's 
all "r1 boy1 he said1 ,i "k y c>e4 ,t's 
en\gh4  ,9 a big dep>tm5t /ore 9 ,new   
,engl& !re 0 a girl a few ye>s back ) an
 al]t m9d1 an ass]tive p]sonality1 & a  
trem5d\s fund ( en]gy4 ,%e 0 9 ! habit (
 giv+ con/ructive sugge/ions to ! heads 

( ! dep>tm5ts 9 :i* %e work$1 & because 
( h] y\? & mann]1 !y res5t$ x4 ,i took  
h] into my (fice1 ! manag] said4 ,i'm ! 
only "o %e c be imp]t95t to !re & ,i    
don't m9d x4 ,x is a bad manife/ation ( 
a good quality1 & 9 "t ! disagreeable "p
 ( x w we> (f4 ,%e w make an excell5t   
bus9ess woman4  ,if a man f9ds fault ) a
 boy )\t expla9+ ! cause to him1 we are 
quot+ "h f an executive 9 a highly      
successful ,middle ,we/]n firm1 ,i won't
 fire ! boy1 ,i fire ! man4 ,we h n a   
squ>e in* ( space 9 ?is organization = !
 man :o criticizes a subord9ate )\t     
tell+ him h[ to d bett]4 ,unless ! plan 
( managem5t is big en\gh to include e "o
 f ! olde/ sa9t to ! y\nge/ s9n] x is no
 good4 ,bus9ess built on oppression &   
cut-?roat competition1 :e!r !           
competition is betwe5 employ] & employee
 or betwe5 rival firms1 is w>1 & w>1    
indu/rial or political1 is /ill :at     
,g5]al ,%]man call$ x "s ye>s ago4  ,we 
hold no brief = pat]nalism4 ,we h no    
pati5ce ) x4 ,all t we want is a _s (   

fairness & cooep]ation :i* w give e man 
a *ance to make good on 8 own acc\nt4   
,?is _s inevitably fl[]s into c\rtesy4  
,9 e place c\rtesy %\ld be1 ( c\rse1 s  
?or\ghly a "p ( ! surr\nd+s t x is      
accept$ l air or sun%9e )\t comm5t4 ,b x
 is n1 & nev] has be5 except 9 old      
civilizations :]e mann]s h rip5$ &      
mell[$ "u ! b5efic5t influ5ce ( "t4 ,our
 traditions "h--speak+ ( ! c\ntry z a   
:ole--are /ill 9 ! mak+1 b we h at lea/ 
got f> en\gh along to realize t x is n  
only wor? :ile to d ?+s t are good1 b1 z
 an old au?or has x1 to d !m ) a good   
grace4 ,x _c be accompli%$ ov]night4    
,c\rtesy is n l a fung\s gr[? spr++ up 9
 a few h\rs 9 ! decay$ p>ts ( a tree2 x 
is l t )9 ! tree itself :i* gives lu/re 
to ! leaves & a beautiful surface to !  
:ole4 ,x takes "t to develop x--"t &    
pati5ce--b x is wor? wait+ =4     ,,iv  
,,p]sonality   ,all t makes a man :o he 
is & n someone else is call$ p]sonality4
 ,x is ! sum total ( 8 qualities1 a ?+  
inborn1 b includ+ besides su* ext]nals z

 dress1 mann]1 & appe>ance4 ,x is ei!r a
 trem5d\s asset or a t]rific liability1 
& s important t c]ta9 s*ools :i* purport
 to tea* success 9 bus9ess decl>e t x is
 ev]y?+4 ,:i* is j z fooli% z say+ t x  
is no?+4  ,"o ( ^!                      
success-be=e-y-wake-to-morr[-morn+      
s*ools ( bus9ess in/ruction dismisses ! 
fact :i* has rema9$ true ?r\gh ?ree ?\s&
 ye>s ( *ange1 namely1 t !re is no %ort 
cut to success1 z a my?1 & ev5 goes s f>
 z to say t x is almo/ impossible to    
a*ieve success to-day by work+ = x4 ,e4 
,h4 ,h>riman !y give z an example ( a   
man :o did no "w b won success by smok+ 
cig>s :ile o!r m5 built railroads = him1
 quot+ a jok+ rem>k ( 8 to prove a s]i\s
 po9t1 :51 z a matt] ( fact1 ,mr4       
,h>riman 0 "o ( ! l>ge numb] ( ,am]ican 
bus9ess m5 :o h lit]ally work$ !mselves 
to dea?4 ,fo* said t he won ! w> by     
smok+ 8 pipe1 b does any "o believe t ! 
great comm&] won ! w> by n work+8 ,:at  
he meant 0 t he won ! w> by ?9k+1 & !   
worn face1 :i* seem$ almo/ twice z old  

:5 ! conflict 0 ov]1 %[$ h[ h>d t "w 04 
,x is s impossible = a false doctr9e to 
/& on its own feet t ! spread-eagle     
adv]tisem5t ( ?is s*ool contradicts     
itself long be=e x gets to ! ,sign "h & 
mail to-day c\pon4 ,! fir/ "t y try to  
swim1 %\ts ! adv]tisem5t1 = in/ance1 y  
s9k2 & ! fir/ "t y try to ride a bicycle
 y fall (f4 ,b ! ability to d ^! ?+s 0  
born 9 y4 ,& %ortly y c bo? swim & ride4
 ,!n y wond] :y y c\ld n always d ^!    
?+s4 ,!y seem s absurdly simple4 ,x may 
be t !re are p :o h le>n$ to swim & to  
ride a bicycle by sitt+ 9 a *air &      
cultivat+ c]ta9 inh]5t qualities b we h 
nev] he>d ( !m4 ,ev]ybody t we ev] knew 
work$ & work$ h>d swimm+ & rid+ be=e !y 
le>n$4 ,! only way to le>n to d a job is
 to d x1 & ! only way to succe$ is to   
"w4 ,any s*ool or any p]son :o says t ! 
mo/ important ?+ = y to d is n to "w1 b 
fir/ to f9d ! %ort road to success4     
,aft] t y may safely "w all y l--b z a  
matt] ( fact1 y won't h to "w v h>d1 is 
a li> & a m5ace to ! c\ntry & to        

bus9ess4  ,b ! value ( p]sonality is n  
to be "u-e/imat$4 ,nature1 says ,?ack]ay
 some:]e 9 ,! ,virg9ians1 has writt5 a  
lett] ( cr$it ^u "s m5's faces1 :i* is  
honor$ almo/ :]ev] pres5t$4 ,h>ry       
,w>r+ton's ,h>ry ,w>r+ton 0 ! h]o :o    
br\ght ab\t ?is obs]vation c\nt5ance 0 s
 /amp$ 9 8 y\?4 ,8 eyes 7 s bright1 8   
*eeks s r$ & heal?y1 8 look s frank &   
op51 t almo/ all :o beheld him1 nay1 ev5
 ^? :o *eat$ him1 tru/$ him4 ,x 0 !     
lett] ( cr$it /amp$ ^u ! face (         
,roosevelt1 pl$ge ( ! "* :i* lay beh9d  
x1 :i* made him ! idol ( ! ,am]ican p4  
,p]sonality is h>d to analyze & h>d]    
/ill to acquire4 ,! usual advice giv5 to
 "o :o is try+ to cultivate a pleas+    
mann] & address is ,be natural1 b ?is _c
 be tak5 too lit]ally4 ,mo/ ( u f9d x   
p]fectly natural to be cross &          
disagreeable "u try+ circum/ances4 ,x   
w\ld be natural = a man to cry out      
pr(ane words :5 a woman gr9ds d[n on 8  
corn b x w\ld n be polite4 ,x 0 natural 
= ,uriah ,heep to wriggle l an eel1 b t 

did n make x any ! less dete/able4 ,x 0 
natural1 consid]+ ! pa/ hi/ory ( ,g]many
 & ! sy/em "u :i* he 0 educat$1 = !     
,kais] to want to be "l ( ! _w1 b t did 
n make x any ! less horrible4  ,ano!r   
bromidic piece ( advice is ,be p]fectly 
frank & s9c]e4 ,b ?is1 too1 has its     
limits4 ,"s p pride !mselves on say+    
exactly :at !y ?9k4 ,usually !y are     
brutal1 ins5sitive1 :olly incapable (   
sympa!tic und]/&+ ( any "o else1 &      
curs$1 besides1 ) a colossal vanity4 ,a 
man may det]m9e to tell no?+ b ! tru?1 b
 ?is does n make x necess>y = him to    
tell ! :ole tru?1 especially :5 x w hurt
 ! feel+s or ! reputation ( "s "o else4 
,no man has a "r to impose 8 op9ions &  
prejudices1 8 suff]+s & agonies1 on o!r 
p4 ,x is ! "p ( a c[>d to :9e4  ,& yet a
 man mu/ be himself1 mu/ be natural &   
s9c]e4 ,roosevelt c\ld no m h adopt$ !  
academic mann] ( ,wilson ?an ,wilson    
c\ld h adopt$ ! boyi% mann] (           
,roosevelt4 ,l9coln c\ld no m h adopt$ !
 c\rtly grace ( ,wa%+ton ?an ,wa%+ton   

c\ld h adopt$ ! rugg$ simplicity (      
,l9coln4 ,nor w\ld su* trans=mations be 
desirable ev5 if !y 7 possible4 ,! _w   
w\ld be a v dre>y place if we 7 all cut 
by ! same patt]n4  ,a numb] ( ye>s ago 9
 an up/ate t[n 9 ,new ,york !re 0 a %oe 
/ore :i* _h be5 built up by ! engag+    
p]sonality ( ! man :o own$ x4 ,he _h    
work$ 8 way up f a t9y %oe %op 9 ,new   
,j]sey :]e1 z a boy1 he made %oes by h& 
be=e !re 7 factories = ! purpose1 & he  
_h always kept 9 close t\* ) ! bus9ess  
ev5 aft] he own$ a l>ge e/abli%m5t & _h 
a numb] ( m5 work+ "u him4 ,he /ay$ 9 ! 
%op1 greet$ 8 cu/om]s z !y came 91 & _m 
times wait$ on !m himself4  ,:5 he      
retir$ f active bus9ess he sold out to a
 man exactly 8 opposite 9 temp]am5t1 z  
good a man1 s f> z "* w5t1 z himself1 b 
v quiet & taciturn4 ,a woman :o _h      
always patroniz$ ! %op & 0 a fri5d ( !m 
bo? came to him soon aft] ! transf] 0   
made & said1 ,n[1 ,mr4 ,tillis1 ! reason
 ?is place has prosp]$ s is on acc\nt ( 
! p]sonality ( ,mr4 ,kilb\rne4 ,8 %oes  

are good b p c get good %oes at o!r     
places4 ,!y come "h because ( ,mr4      
,kilb\rne4 ,!y l him1 & if y are n      
c>eful !y w /op com+ n[ t he is gone4   
,y've got to smile & %[ !m y are glad to
 see !m4  ,mr4 ,tillis felt t ! woman 0 
tell+ ! tru?4 ,he decid$ t he w\ld /ay 9
 ! %op & greet ea* cu/om] ) a gladsome  
smile & make himself g5]ally pleasant & 
agreeable4 ,! next day he 0 fitt+ a %oe 
on a woman :o 0 also an old cu/om] & a  
fri5d ( bo? m54 ,he 0 smil+ 9 8 be/     
mann] & congratulat+ himself t he 0 do+ 
v well :5 ! woman abruptly took h] foot 
(f ! /&4 ,:at are y laugh+ at8 %e dem&$4
  ,"s ye>s lat] he told ,mr4 ,kilb\rne  
ab\t x4 ,i decid$ !n t !re 0 no use 9 me
 try+ to be y4 ,y _h be5 y\rself1 & ,i  
made up my m9d t ,i'd be myself4  ,& t  
is1 aft] all1 ! only rule t c be giv54  
,be y\rself1 b be v sure t x is y\r be/ 
self4  ,x is p]sonality :i* p]mits "o   
man to d a ?+ t ano!r w\ld be %ot =4    
,:at is *>m+ 9 ?is man is disgu/+ 9 t4  
,:at is a smile ) "o becomes a smirk )  

ano!r4 ,:at makes "o succe$ w cause     
ano!r to fail4 ,x is p]sonality t op5s !
 doors ( opportunity4 ,x _c1 alone1 keep
 !m op51 b x is wor? a good deal to get 
inside4  ,we 7 int]e/$ to obs]ve !      
me?ods us$ by ?ree "y m5 :o 7 look+ =   
jobs1 n "o ( :om w\ld probably h succe$$
 if he _h us$ ! tactics ( ei!r ( ! o!rs4
  ,! fir/ want$ to talk ) ! bigge/      
executive 9 a l>ge organization4 ,he _h 
f\ght 8 way ?r\gh ! ranks until he _h   
got z f> z ! man's secret>y4 ,mr4       
,s-&-,s does n see p :o want jobs1 said 
t "y lady4  ,i don't want a job1 he     
prev>icat$ mildly1 ,i want to talk to   
him4  ,! girl let him 94  ,mr4 ,s-&-,s1 
he said1 ,i don't want a job4 ,i want   
advice4  ,8 mann] 0 s +5u\s & *>m+1 8   
e>ne/ness s gl[+1 t ! man at ! desk     
li/5$ :ile he talk$1 & !n talk$ a :ile  
himself1 & end$ by giv+ ! "y man !      
position 7z well z ! advice7 t he want$4
 ,b if he _h be5 less attractive        
p]sonally & ! old] man _h be5 %rewd     
en\gh to see ?r\gh ! ruse 7or p]haps he 

did see ?r\gh x b made ! prop] disc\nt =
 x7 or _h be5 oppos$ to trick me?ods1 ! 
s*eme might n h work$ s well4  ,! mo/   
univ]sal weakness ( intellect lies 9 !  
"p ( ! bra9 :i* li/5s to flatt]y4 ,v few
 p l complim5ts laid on ) a tr[el1 b no 
man c resi/ ! hone/ admiration ( ano!r  
if x seems s9c]e4 ,& s9ce x is ! sort ( 
?+ t "o likes almo/ above all else he   
(t5 takes ! false co9 = ! true4  ,!     
second "y man met ! rebuff s famili> to 
"y m5 look+ = _! fir/ job1 ,we want m5 )
 exp]i5ce4  ,t's :at ev]ybody says1 !   
boy answ]$1 b :at ,i want to "k is h[ we
 are go+ to get t exp]i5ce if y don't   
give u a *ance4  ,! old] man sympa?iz$1 
b _h no place = ! o!r & told him s4     
,:at w\ld y d if y 7 ,i8 ! "y man ask$ z
 he turn$ to leave4 ,! o!r gr9n$4 ,:y1  
,i'd "w = a firm = a week = no?+1 he    
said1 & %[ !m t !y c\ld n get along )\t 
me4  ,! boy /opp$4 ,all "r1 he said1 let
 me "w = y a week4  ,! old] man _h n    
expect$ ?is b he gave ! y\ng/] a *ance &
 he made good4  ,! ?ird "y man _h rea*$ 

! po9t ( desp]ation4 ,he _h be5 out ( a 
job sev]al weeks4 ,he _h be5 try+ to get
 "o all t "t & _h n succe$$4 ,he walk$  
into ! employm5t bureau ( a c]ta9 conc]n
 & said1 ,i want a job4 ,i want a good  
job4 ,n "s d9ky little place fil+ lett]s
 or pick+ up *ips4 ,if y've got an      
executive position :]e !re is pl5ty ( "w
 & pl5ty ( responsibility1 ,i want x4   
,!y ask$ him a few que/ions ab\t :at he 
_h be5 do+ & a few m ab\t :at he ?\ght  
he c\ld d1 & end$ by giv+ him a desk &  
an (fice4  ,x w\ld be fooli% to advise  
any "o to foll[ any ( ^! plans4 ,ea* man
 mu/ "w out 8 own me?od1 all ! bett] if 
x is an orig9al "o4 ,mo/ bus9ess m5 l a 
simple approa* )\t any fl\ri%es4 ,x is  
a/oni%+1 says "o man ^: income runs to  
six figures1 h[ _m ?+s "o c get j by    
ask+ = !m4 ,! be/ report] 9 ,am]ica says
 t he has always f\nd ! direct me?od (  
approa* bett] ?an any o!r4 ,none is     
infallible b ?is has ! highe/ p]c5tage (
 success4  ,s f> z p]sonal appe>ance is 
conc]n$--& ?is is "o ( ! mo/ important  

elem5ts 9 ! fa%ion+ ( p]sonality--!     
greate/ v>iations are n due to intr9sic 
diff]5ces 9 "*1 nor to diff]5ces (      
feature or =m1 b to ! use & disuse ( !  
ba?tub4 ,m %>p ?an ! di/9ction betwe5   
labor & capital or betwe5 socialism &   
despotism is t betwe5 ! p :o ba! daily &
 ^? :o g to ! tub only on ,saturday     
night or less (t54 ,! p ) :om p]sonal   
cleanl9ess is a habit f9d dirt1 grime1 &
 sweat revolt+4 ,to !m ! great unwa%$   
are repulsive4  ,:5 y tea* a man to ba!1
 says ,john ,leit* 9 8 book on          
,indu/rial ,democracy1 y d m ?an m]ely  
tea* him to cleanse 8 body4 ,y introduce
 him to a new k9d ( life & create 9 him 
a desire = bett] liv+4  ,! mon? be=e he 
began 8 wond]ful "w at ,tuskegee1 ,book]
 ,wa%+ton sp5t visit+ ! ,negro families 
9 ! "p ( ,alabama :]e he 0 to tea*4 ,"o 
( ! sadde/ ?+s ,i saw dur+ ! mon? (     
travel :i* ,i h describ$1 he writes 9 8 
autobiography1 0 a "y man1 :o _h att5d$ 
"s high s*ool1 sitt+ d[n 9 a "o-room    
cab91 ) grease on 8 clo?+1 fil? all     

ar\nd him1 & we$s 9 ! y>d & g>d51 engag$
 9 /udy+ a ,fr5* gramm>4  ,f>!r on he   
writes1 ,x has be5 int]e/+ to note !    
effect t ! use ( ! too?-bru% has _h 9   
br++ ab\t a high] degree ( civilization 
among ! /ud5ts4 ,) few exceptions1 ,i h 
notic$ t1 if we c get a /ud5t to ! po9t 
:]e1 :5 ! fir/ or second too?-bru%      
disappe>s1 he ( 8 own motion buys ano!r1
 ,i h n be5 disappo9t$ 9 ! future ( t   
individual4 ,absolute cleanl9ess ( !    
body has be5 insi/$ ^u f ! fir/4        
,cleanl9ess is an attribute (           
civilization4 ,we f9d x amus+ to read t 
?ree or f\r hundr$ ye>s ago ba?+ =      
pleasure 0 unkn[n1 t :5 soap 0 fir/     
inv5t$ x 0 us$ only = wa%+ clo!s1 & t   
ev5 s late z ! ,sev5te5? ,c5tury an     
au?or compil+ a book ( rules = !        
g5tleman ( t day advises him to wa% 8   
h&s e day & 8 face almo/ z (t56 ,9 !    
mona/]ies ba?+ 0 p]mitt$ only to        
invalids & ! v old4 ,p]fume 0 us$       
copi\sly1 & fil? & squalor ab\nd$4 ,?is 
ev5 9 royal circles4 ,among ! common p  

conditions 7 unspeakable4  ,to-day a    
g5tleman ba!s & %aves e day4 ,he keeps 8
 hair bru%$1 8 f+] nails immaculate 7or 
z clean z ! k9d ( "w :i* he does        
p]mits71 8 l95 is always clean & 8 %oes 
are poli%$4 ,he is n ov]-fa/idi\s ab\t 8
 clo!s1 b he has respect en\gh = himself
 z well z = ! p among :om he lives to   
want to pres5t z agreeable an appe>ance 
z possible4 ,dress1 wrote ,"l ,*e/]field
 to 8 son1 is a v fooli% ?+1 & yet x is 
a v fooli% ?+ = a man n to be           
well-dress$1 accord+ to 8 rank & way (  
life4444 ,! diff]5ce 9 ?is case betwe5 a
 man ( s5se & a fop is t ! fop values   
himself ^u 8 dress2 & ! man ( s5se      
laughs at x1 & at ! same "t kn[s he mu/ 
n neglect x4  ,x is a *eap device = a   
man to trick himself out ) lodge p9s &  
frat]nity symbols1 r+s1 & badges 9 !    
hope t !y w op5 doors = him4 ,highly    
ornam5tal jewelry ( any k9d is          
inappropriate4 ,n _m m5 c (fset a heavy 
gold wat* *a9 /ret*$ full l5g? across _!
 bosoms1 n _m c live d[n a turquoise r+ 

set ) pe>ls1 & v few c be> ! h&icap ( a 
bright gold front too?4 ,arti/s1 alone1 
may gratify _! ta/e = velvet jackets1   
,tam-o'-,%ant]s1 & ,w9dsor ties1 b !    
privilege is d5i$ bus9ess m54           
,ecc5tricity ( dress usually indicates  
ecc5tricity ( temp]1 & we d n want      
temp]am5tal bus9ess m54 ,x is h>d en\gh 
to get along ) au?ors & arti/s &        
musicians4 ,! bus9ess man :o is wise    
we>s conv5tional clo!s ( sub/antial     
mat]ial 9 cons]vative colors4 ,good s5se
 & good ta/e dem& x4  ,! "t has pass$ :5
 unc\?ness ( dress & mann] c be tak5 z a
 pl$ge ( hone/y & good fai?4 ,!         
,presid5t ( ! ,unit$ ,/ates to-day is a 
well-dress$1 well-groom$ man1 & no "o   
?9ks any ! less ( him = x4 ,m5 no long] 
reg>d creas$ tr\s]s1 nicely ti$ cravats1
 well-*os5 coll>s1 & h>moni\s color     
comb9ations z signs ( siss9ess1         
snobbi%ness1 or weak-m9d$ness4  ,=mal   
d9n]s & o!r c]emoni\s functions require 
ev5+ dress4 ,x is ! cu/om1 z ! ,ori5tals
 say2 & = ! sake ( o!r p pres5t if n = 8

 own1 a man %\ld und]go ! discom=t1 if  
he f9ds x a discom=t1 & _m m5 d1 (      
con=m+ to x4 ,holiday attire gives a    
happy note ( fe/ivity :i* might o!rwise 
be lack+4 ,x is q possible to po9t to a 
numb] ( m5 :o h succe$$ 9 bus9ess :o 7  
:olly indiff]5t to matt]s ( dress4 ,b x 
does n prove any?+4 ,m5 rise by _!      
/r5g?1 n by _! weakness4 ,"s m5 wait    
until aft] !y h become ri* or fam\s to  
become neglig5t ( _! p]sonal appe>ance4 
,b x is well to rememb] t if ,socrates &
 ,ari/ippus h done aught aga9/ cu/om or 
good mann]1 let n a man ?9k he c d !    
same3 = !y obta9$ ?is lic5se by _! great
 & excell5t good p>ts4  ,a well-dress$  
man is s com=tably dress$ t he is n     
consci\s ( 8 clo!s & s inconspicu\sly   
dress$ t no "o else is consci\s ( !m4   
,9 a good _m in/ances x is n 8 own dress
 :i* bo!rs a bus9ess man s mu* z x is t 
( "s "o else--8 /5ograph]1 = in/ance4   
,m5 d n h q s mu* opportunity to make   
!mselves ridicul\s z wom54 ,_!          
conv5tions ( dress are /rict]1 &1 z a   

rule1 !y c express _! love ( color &    
ornam5tation only 9 _! *oice ( ties &   
socks4 ,girls h practically no          
re/rictions except :at happ5s to be !   
/yle at ! mom5t1 & a "y girl untra9$ 9  
select+ & comb9+ colors & l9es1 & mak+  
money = ! fir/ "t 9 h] life1 is m likely
 ?an n to make h]self look m l a        
,*ri/mas tree ?an a lily ( ! field4  ,! 
big dep>tm5t /ores :i* employ hundr$s ( 
girls to meet & s]ve _! cu/om]s h settl$
 ! problem = !mselves by requir+ ! girls
 to we> uni=ms4 ,! uni=m is v simple2   
(t5 a c]ta9 color dur+ work+ h\rs is    
prescrib$1 b ! girls are p]mitt$ to     
*oose _! own /yles4 ,o!r places h wom5  
:o look aft] ! welf>e ( ! girls & prev5t
 !m f lay+ !mselves op5 to misund]/&+ by
 ! way !y dress4 ,l>ge organizations c  
af=d to h a special p]son to take c>e ( 
su* matt]s1 b 9 a small (fice ! problem 
is diff]5t4  ,( c\rse1 a man c always   
dismiss a girl :o dresses fooli%ly or   
c>elessly1 b ?is is sneak+ away f a     
problem in/ead ( fac+ x4 ,high-class    

(fices h comp>atively little tr\ble ?is 
way4 ,9 ! fir/ place1 !y d n attract !  
frivol\s1 light-head$1 or t\gh girls2 9 
! second place1 if su* girls come1 !    
atmosph]e 9 :i* !y "w ei!r makes !m     
con=m to ! /&>ds ( ! (fice or leave & g 
some:]e else4 ,if a girl 9 8 (fice      
dresses 9 a way t he consid]s           
inappropriate1 a man may tactfully      
sugge/ t some?+ simpl] w\ld be m        
dignifi$ & m 9 keep+ ) bus9ess ideals & 
traditions4 ,b1 oh1 he mu/ be c>eful6   
,on no subject is "o s s5sitive z on 8  
p]sonal appe>ance1 & wom51 p]haps1 m s  
?an m54  ,!re is a limit to h[ f> an    
employ] %\ld g 9 dictat+ ! mann] ( 8    
employees' dress4 ,:5 ! head ( a big    
,we/]n dep>tm5t /ore decl>$ t he w\ld   
dis*>ge all ! girls :o bobb$ _! hair1   
mo/ ( u felt t he _h gone a bit too f>1 
ev5 :ile we saw ! logic ( 8 position4   
,:ile x is ! only s5sible way 9 ! _w = a
 woman to we> h] hair ! majority ( p h n
 yet come to ?9k s4 ,to ! av]age p]son1 
especially to ,mrs4 ,grundy1 :o is      

really ! mo/ valuable cu/om] a dep>tm5t 
/ore has1 ! impression giv5 by bobb$    
hair is "o ( frivolity or ecc5tricity4  
,! impression giv5 ! cu/om] z %e ent]s a
 /ore is a mo/ important item2 ! head ( 
! /ore knew x1 & !re=e he plac$ ! ban on
 bobb$ hair4 ,:i*ev] side we take 9 ?is 
p>ticul> case ?is is true3 ,! bus9ess   
woman %\ld give1 l ! bus9ess man1 an    
impression ( dep5dability1 & %e _c d x  
if h] appe>ance is abnormal1 or if h]   
m9d is divid$ betwe5 h[ %e is look+ &   
:at %e is do+4  ,x is almo/ funny t we  
let ! faults & mann]isms ( o!r p affect 
u to su* an ext5t4 ,!y are no?+ to u1 & 
yet a man c "w himself into a p]fect    
fr5zy ( temp] m]ely by look+ at or talk+
 to ano!r :o has a fidgety way ( mov+   
ab\t1 a da9ty mann] ( us+ 8 h&s1 or a   
g5]al demean--or t is delicate &        
ladylike4 ,m5 l :at ! magaz9es call a   
r$-blood$1 two-fi/$1 he-man4 ,b ! _w is 
big en\gh to accommodate u all :e!r !   
blood 9 our ve9s is r$ or blue1 & x is  
p]fectly silly = a man to ?r[ himself   

into a rage ov] "s h>mless creature :o  
happ5s to exasp]ate him simply because  
he is alive4  ,x is an altoge!r diff]5t 
matt] :5 x is a "q ( "o man tak+        
lib]ties ) ano!r4 ,mo/ p object to !    
physical ne>ness ( o!rs4 ,x is ! ?+ t   
makes ! ,new ,york subways dur+ ! ru%   
h\rs su* a horror4 ,x is n pleasant to h
 a p]son s ne> t 8 brea? is aga9/ y\r   
face1 & !re are n _m m5 :o enjoy be+    
slapp$ on ! back1 pun*$ 9 ! ribs1 or    
held fa/ by a buttonhole or a coat      
lapel4 ,a safe rule is nev] to t\* ano!r
 p]son4 ,he may res5t x4  ,! g>rul\s or 
imp]t95t talk] is almo/ z objectionable 
z ! hail-fell[-well-met1 slap-on-!-back 
fell[4 ,*>les ,dick5s has a record ( ?is
 k9d ( ,am]ican 9 ! book :i* he wrote   
aft] 8 visit 9 ?is c\ntry3 ,e button 9 8
 clo!s said1 ',eh1 :at's t8 ,did y      
speak8 ,say t aga91 w y8' ,he 0 always  
wide awake1 always re/less2 always ?ir/+
 = answ]s2 p]petually seek+ & nev]      
f9d+4444  ,i wore a fur great-coat at t 
"t1 & be=e we 7 well cle> ( ! :>f1 he   

que/ion$ me conc]n+ x1 & its price1 &   
:]e ,i b\ght x1 & :51 & :at fur x 01 &  
:at x weigh$1 & :at x co/4 ,!n he took  
notice ( my wat*1 & ask$ me :at t co/1 &
 :e!r x 0 a ,fr5* wat*1 & :]e ,i got x1 
& h[ ,i got x1 & :e!r ,i b\ght x or _h x
 giv5 me1 & h[ x w5t & :]e ! keyhole 01 
& :5 ,i w\nd x1 e night or e morn+1 &   
:e!r ,i ev] =got to w9d x at all1 & if  
,i did1 :at !n8 ,:]e ,i _h be5 to la/1 &
 :]e ,i 0 go+ next1 & :]e ,i 0 go+ aft] 
t1 & _h ,i se5 ! ,presid5t1 & :at did he
 say1 & :at did ,i say1 & :at did he say
 :5 ,i _h said t8 ,eh8 ,lor' n[6 ,d     
tell6  ,?is sort ( curiosity is h>mless 
en\gh1 b exasp]at+1 & s *ildi% t "o     
hates to rebuke ! p]son :o is ask+ !    
fooli% que/ions4 ,!re is ano!r k9d :i*  
is p]haps worse--! man :o asks intrusive
 que/ions ab\t h[ mu* sal>y ano!r is    
gett+1 h[ old he is 7m5 are z s5sitive  
on ?is subject z wom57 & s on & on4 ,x  
is p]fectly legitimate to refuse to     
answ] any "q to :i* "o does n wi% to    
reply4 ,e man has a "r to m5tal privacy 

ev5 :5 he is d5i$1 z he is 9 s _m mod]n 
(fices1 any o!r k9d ( privacy4  ,a l\d  
or boi/]\s p]son is objectionable4 ,_m  
times ?is is ?r\gh c>elessness1 b       
sometimes1 z :5 a man rec\nts ! /ory ( 8
 d9n] ) ,mr4 ,br[n1 :o is a national    
figure1 9 a voice s l\d t all ! p 9 ! c>
 or room or :atev] place he happ5s to be
 91 c he> him1 x is delib]ate4 ,!       
c>eless p]son is ! "o :o discusses      
p]sonalities al\d 9 elevators1 on !     
tra91 & 9 all mann] ( public places4    
,ex*ang+ gossip is a pretty l[ =m (     
indoor sport & ex*ang+ x al\d s t       
ev]ybody c he> makes x worse ?an ev]4   
,names %\ld nev] be m5tion$ 9 a         
conv]sation 9 a place :]e /rang]s c     
ov]he>1 especially if ! connection is an
 unpleasant "o4 ,private op9ions %\ld   
nev] be air$ 9 public places 7except f a
 plat=m74  ,! highly argum5tative or    
aggressive p]son is ano!r common type ( 
nuisance4 ,he usually raises 8 voice1   
?us dr[n+ out ! possibility (           
int]ruption1 & talks ) s mu* noise & s  

_m vigor\s ge/ures t he seems to try to 
make up = 8 lack ( intellect by an      
excess ( tumult4 ,argum5ts h nev] yet   
conv9c$ anybody ( ! tru?1 & x is a v    
unpleasant me?od to try4 ,mo/ argum5ts  
are ab\t religion or politics & ev5 if  
!y 7 settl$ no?+ w\ld be accompli%$4 ,9 
! ,middle ,ages m5 us$ to debate ab\t ! 
numb] ( angels t c\ld /& on ! po9t ( a  
p94 ,h\rs & h\rs 7 wa/$ & le>n$ s*ol>s 7
 br\ght into ! discussion1 :i* 0 c>ri$  
=w>d z s]i\sly z if x 7 a debate betwe5 
! m]its ( ! ,republican & ,democratic   
p>ties4 ,suppose !y _h settl$ x4 ,w\ld x
 h matt]$8  ,"o ( ! mo/ (f5sive public  
plagues is ! man :o leaves a trail (    
untid9ess beh9d him4 ,no book (         
etiquette1 n ev5 a book ( bus9ess       
etiquette1 c\ld c\nsel eat+ on ! /reets 
9 spite ( ! hi/oric & inspir+ example ( 
,mr4 ,b5jam9 ,frankl9 walk+ d[n ! /reets
 ( ,philadelphia ) a loaf ( bread "u ea*
 arm :ile he mun*$ f a ?ird :i* he held 
9 8 h&4 ,"o c =give a man1 h[ev]1 if he1
 feel+ ! ne$ ( n\ri%m5t1 eats a b> (    

*ocolate if he takes great c>e to put ! 
wrapp+s some:]e out ( ! way4 ,no man )  
any civic pride w scatt] peanut hulls1  
cig>ette boxes1 *ocolate wrapp+s1 rais9 
boxes1 & o!r debris along ! /reets1 9 ! 
c>s1 on ! /airs1 & ev5 on ! floors (    
(fice build+s4 ,g>bage cans &           
wa/e-baskets 7 made to take c>e ( ^!    
?+s4  ,tid9ess is wor? m to a bus9ess   
man ?an mo/ ( !m realize4 ,9 ! fir/     
place x gives a favorable impression to 
a p]son com+ 9 f ! outside1 &1 9 !      
second place1 x helps ^? on ! inside to 
keep ?+s /raight4 ,fold]s =             
correspond5ce1 c>d indexes1 memor&um    
files & o!r simil> devices are ess5tial 
to ! ord]ly transaction ( bus9ess4      
,keep+ a%es & scraps ( pap] (f ! floor  
may seem trifles1 b su* trifles g f>    
t[>d mak+ ! atmosph]e1 :i* is ano!r ^w =
 p]sonality1 ( an (fice4 ,"s m5 h       
secret>ies :o take c>e ( _! desks &     
pap]s & sup]vise ! janitor :o cleans !  
floors & w9d[s1 b ^? :o d n1 f9d t !y c 
manage bett] :5 !y h a place to put ?+s 

& put !m !re4  ,no?+ has m to d ) mak+ a
 g5tleman ?an a c\rte\s & consid]ate    
attitude t[>d wom54 ,9 bus9ess a man    
%\ld %[ practically ! same def]5ce t[>d 
a woman t he does 9 society4 ,any man c 
be polite to a woman he is anxi\s to    
please1 ! girl he loves1 = in/ance1 b x 
takes a g5tleman to be polite to e      
woman1 especially to ^? :o "w = him1 ^? 
ov] :om he ex]cises au?ority4  ,x is    
unnecess>y = a man to rise e "t "o ( !  
girls 9 8 (fice ent]s 8 private audi5ce 
room1 b he %\ld always rise to receive a
 visitor1 :e!r x is a man or woman1 &   
%\ld ask ! visitor to be seat$ be=e he  
sits d[n himself4 ,9 )]+ly hot wea!r a  
man may g )\t 8 coat ev5 if 8 entire    
(fice =ce consi/s ( girls1 b he %\ld    
nev] receive a gue/ 9 8 %irt sleeves4   
,he %\ld li/5 def]5tially to :at !      
visitor has to say1 b if %e becomes too 
voluble or ?reat5s to /ay too long or if
 !re is o!r bus9ess wait+ = him1 he may 
7if he c7 cut %ort h] conv]sation4 ,:5  
%e is ready to g he %\ld rise & conduct 

h] to ! door or to ! elevator1 z ! case 
may be1 & r+ ! bell = h]4 ,he _c1 (     
c\rse1 d ?is if 8 visitors are frequ5t1 
if _! calls are ab\t matt]s ( trifl+    
importance1 or if he is work+ "u high   
pressure4  ,we once _h an ,engli%       
visitor "h 9 ,am]ica :o ?\ght our mann]s
 7 outrage\sly bad1 b !re 0 "o po9t on  
:i* we won a p]fect score4 ,any lady1 he
 said1 may travel alone1 f "o end ( !   
,unit$ ,/ates to ! o!r1 & be c]ta9 ( !  
mo/ c\rte\s & consid]ate treatm5t       
ev]y:]e4 ,nor did ,i ev] once1 on any   
occasion1 any:]e1 dur+ my rambles 9     
,am]ica1 see a woman expos$ to !        
slighte/ act ( rud5ess1 incivility1 or  
ev5 inatt5tion4 ,conditions h *ang$ s9ce
 !n4 ,wom5 _h n left _! homes to g into 
(fices & factories1 b unless we c hold  
to ! /&>d describ$ by ! ,engli%man1 !   
*ange has n be5 = ! bett]1 = any ( ! p  
conc]n$4  ,s9ce ! ,victorian era our    
ideas ( :at con/itutes an act ( rud5ess 
h be5 modifi$4 ,!n x w\ld h be5         
un?9kable t a woman %\ld rema9 /&+ 9 a  

coa* :ile m5 7 seat$4 ,n[ x is possible 
= a man to keep 8 place :ile a woman    
sw+s f a /rap & def5d himself on !      
gr\nds t he has work$ h>d] dur+ ! day   
?an %e 7h[ he kn[s is m ?an we c say71 &
 t he has j z mu* "r 7:i* is c]ta9ly    
true7 z any "o else4 ,yet x is a graci\s
 & a *ivalr\s act = a man to (f] a woman
 8 place on a c>1 & x is v gratify+ to  
see t hundr$s ( !m1 ev5 9 ! cities1 :]e 
life goes at its swifte/ pace & p live  
always 9 a hurry1 surr5d] _! seats 9    
favor ( ! wom5 :o1 l !mselves1 are go+  
to "w4 ,old p1 afflict$ p1 m5 & wom5 :o 
are c>ry+ *ildr5 9 _! arms1 & o!r p :o  
obvi\sly ne$ to sit d[n are ne>ly always
 giv5 prec$5ce ov] ! re/ ( u4 ,?is is1 (
 c\rse1 z x %\ld be4  ,b ! he>t ( :at   
con/itutes c\rtesy has n *ang$ & nev] w4
 ,x is exactly :at x 0 on t day ne>ly   
f\r hundr$ ye>s ago :5 ,sir ,philip     
,sidney1 mortally w\nd$ on ! field (    
,zutph51 gave 8 la/ drop ( wat] to ! dy+
 soldi] :o lay ne> him & said1 ,?y ne$  
is great] ?an m9e4     ,v  ,,table      

,,mann]s   ,9 ! old books ( etiquette 9 
! *apt] on table mann]s ! au?ors us$ to 
/ate t x 0 n polite to butt] y\r bread )
 y\r ?umb1 to rub y\r greasy f+]s on !  
bread y 7 ab\t to eat1 or to rise f !   
table ) a too?pick 9 y\r m\? l a bird t 
is ab\t to build h] ne/4 ,we h nev] se5 
any "o butt] 8 bread ) 8 ?umb1 b----    
,!re are 9 ! ,unit$ ,/ates ne>ly five   
million p :o c nei!r read nor write4 ,we
 h no /ati/ics b we v5ture to say !re   
are z _m :o eat ) _! knives4 ,!re are p 
among u--& !y are n all immigrants 9 !  
slum di/ricts or ,negroes 9 ! poor]     
sections ( ! ,s\?--:o d n "k :at a napk9
 is1 :o ?9k ! prop] way to eat an egg is
 to hold x 9 ! h& l a piece ( c&y1 &    
bite x1 ! egg hav+ previ\sly be5 fri$ on
 bo? sides until x is z /iff & z h>d z a
 piece ( bri/ol bo>d1 :o w\ld n         
recognize a salad if !y saw "o1 & :o h  
nev] he>d ( aft]-d9n] c(fee4  ,v few (  
!m are p ( weal?1 b an a/oni%+ numb] (  
successful bus9ess m5 7 born into su*   
conditions4 ,!y _h no tra9+ 9 h[ to h&le

 a knife & =k & !y probably nev] read a 
book ( etiquette1 b !y _h "o faculty1   
:i* is highly develop$ 9 ne>ly e p]son  
:o lifts himself above ! cr[d1 & t is   
obs]vation4  ,9 addition to ?is a "y man
 is v =tunate1 especially if 8 way (    
life is ca/ among p ^: mann]s are       
diff]5t f ^? to :i* he has be5 accu/om$1
 if he has a fri5d :om he c consult1 n  
only ab\t table mann]s b ab\t matt]s (  
grav] import z well4 ,& he %\ld n be    
emb>rass$ to ask que/ions4 ,! disgrace1 
if disgrace x c\ld be call$1 lies only 9
 ignorance4  ,a numb] ( ye>s ago a "y   
man :o 0 ! prospective heir to a        
=tune--?is *>m+ /ory is 9 ,*>les        
,dick5s's wond]ful novel1 ,great        
,expectations--w5t up to ,london = !    
express purpose ( le>n+ to be a         
g5tleman4 ,x fell ab\t t almo/ z soon z 
he arriv$ he 0 ?r[n into ! company ( a  
delightful y\? :o _h already atta9$ !   
m9or graces ( polite society4 ,v mu* 9  
e>ne/ ab\t :at he _h set out to d1 &    
bless$ besides ) a goodi% bit ( common  

s5se1 he expla9$ 8 situation to ,h]b]t1 
= t 0 ! o!r boy's "n1 m5tion$ ! fact t  
he _h be5 br\ght up by a blacksmi? 9 a  
c\ntry place1 t he knew practically no?+
 ( ! ways ( polit5ess1 & t he w\ld take 
x z a great k9dness if ,h]b]t w\ld give 
him a h9t :5ev] he saw him at a loss or 
go+ wrong4  ',) pleasure1' said he1     
'?\gh ,i v5ture to prophesy t y'll want 
v few h9ts4'  ,!y w5t 9 to d9n] toge!r1 
a regul> fea/ ( a d9n] x seem$ to !     
ex-blacksmi?'s appr5tice1 & aft] a :ile 
began to talk ab\t ! b5efactress :o1 !y 
believ$1 _h made x possible4  ',let me  
introduce ! topic1' began ,h]b]t1 :o _h 
be5 wat*+ ,pip's table mann]s = "s      
little "t1 'by m5tion+ t 9 ,london x is 
n ! cu/om to put ! knife 9 ! m\?--= fe> 
( accid5ts--& t :ile ! =k is res]v$ = t 
use x is n put fur!r 9 ?an necess>y4 ,x 
is sc>cely wor? m5tion+1 only x's z well
 to d z o!r p d4 ,also1 ! spoon is n    
g5]ally us$ ov]-h& b "u4 ,?is has two   
advantages4 ,y get at y\r m\? bett] 7:i*
 aft] all is ! object71 & y save a good 

deal ( ! attitude ( op5+ oy/]s on ! "p (
 ! "r elb[4'  ,he (f]$ ^! sugge/ions    
7said ,pip7 9 su* a lively way1 t we bo?
 laugh$ & ,i sc>cely blu%$4  ,!         
conv]sation & ! d9n] cont9u$ & !        
fri5d%ip grew apace4 ,pres5tly ,h]b]t   
broke (f to obs]ve t society z a body   
does n expect "o to be s /rictly        
consci5ti\s 9 empty+ "o's glass1 z to   
turn x bottom upw>ds ) ! rim on "o's    
nose4  ,i _h be5 do+ ?is1 ,pip confess$1
 9 an excess ( att5tion to 8 recital4 ,i
 ?ank$ him1 & apologiz$4 ,he said1 ',n  
at all1' & resum$4  ,?is 0 writt5 _m    
ye>s ago b nei!r 9 life nor 9 lit]ature 
is !re a m beautiful example ( p]fect   
c\rtesy ?an t giv5 by ,h]b]t ,pocket :5 
he took ! blacksmi?'s boy 9 h& & began 8
 education 9 ! art ( be+ a g5tleman4 ,n 
only 0 he at p]fect ease himself b--&   
?is is ! important po9t--he put !       
blacksmi?'s boy at ease4  ,x is wor?    
rem>k+1 by way ( p>5!sis1 t ,h]b]t's    
fa!r 0 a g5tleman4 ,x is a pr9ciple ( 81
 decl>$ ! boy1 t no man :o 0 n a true   

g5tleman at he>t1 ev] 01 s9ce ! _w      
began1 a true g5tleman 9 mann]4 ,he     
says1 no v>ni% c hide ! gra9 ( ! wood2 &
 t ! m v>ni% y put on1 ! m ! gra9 w     
express itself4  ,! ,am]ican table      
s]vice is n complicat$4 ,any intellig5t 
p]son :o kn[s ! po9ts cov]$ by ,h]b]t   
,pocket1 :o kn[s t "o %\ld n cut up all 
( 8 meat at ! same "t b m\?ful by m\?ful
 z he ne$s x1 t x is n cu/om>y to butt] 
a :ole slice ( bread at once nor to     
pla/] *eese ov] ! entire upp] surface ( 
a crack]1 c by a d9t ( wat*+ h[ o!r p d 
x f9d 8 way )\t emb>rassm5t ?r\gh ev5 ! 
mo/ elaborate array ( table implem5ts4  
,! easie/ way to acquire good table     
mann]s 7or good mann]s ( any o!r k9d1 z 
f> z t goes7 is to =m ! habit ( obs]v+  
h[ ! p :o manage ^! ?+s mo/ gracefully g
 ab\t x4 ,x is be/ to beg9 e>ly4 ,to use
 "o ( ,david ,h>um's expressive maxims1 
,ev'ry hoss c'n d a ?+ bett] 'n' spry]  
if he's b5 broke to x z a colt4  ,eat+  
%\ld be1 &1 z a matt] ( fact1 is1 :5 "o 
foll[s 8 usual cu/om1 an unconsci\s     

process l ! me*anical "p ( read+ or     
writ+4 ,x is only :5 he is try+ to be a 
bit m =mal or fa/idi\s ?an is habitual )
 him t a man gets tangl$1 s to speak1 9 
! t9es ( 8 =k4  ,cook+ is "o ( ! f9e    
arts4 ,poets1 pa9t]s1 sculptors1        
musicians1 & millionaires h always paid 
tribute to x z su*--& s is d9+4 ,l a    
great _m o!r arts x 0 fir/ develop$     
among royal circles1 & !re 0 a "t :5 !  
k+ res5t$ ! idea ( a common] be+ able to
 d9e ) grace & elegance4 ,s9ce !n x has 
become democratiz$1 & n[ !re are no     
re/rictions except ^? :i* a man places  
ab\t himself4 ,& !re is no e>?ly 7or    
heav5ly7 reason :y a man %\ld n eat 9 ! 
way :i* society has e/abli%$ z correct1 
& a good _m reasons :y he %\ld4         
,physicians--& ?is is ! /ronge/ argum5t 
we "k--might advance _! plea on ! gr\nds
 ( good heal?4 ,9 ?is case we f9d1 z we 
d 9 a numb] ( o!rs1 t :at good mann]s   
decl>es %\ld be done is he>tily endors$ 
at ! same "t by good s5se4 ,x is only   
among p ( blunt$ s5sibilities t nice    

table mann]s c\nt = no?+2 =      ,!re's 
no reproa* among sw9e1 d'y see1         
,= be+ a bit ( a sw9e4  ,among bus9ess  
m5 x is (t5 p]plex+ to "k :om & :5 to   
invite4 ,g5]ally speak+1 ! old] man or !
 man ) ! sup]ior position takes !       
initiative1 b !re are an inf9ite numb] (
 exceptions4 ,g5]ally speak+1 also1 !   
man :o is resid5t 9 a place ent]ta9s !  
"o :o is visit+1 b !re are inf9ite      
exceptions to ?is z well1 especially 9 !
 case ( travel+ salesman4 ,all c\rtesy  
is mutual1 & x is almo/ obligatory ^u ! 
salesman :o has be5 ent]ta9$ to return !
 c\rtesy 9 k9d4 ,su* invitations %\ld be
 t5d]$ aft] a transaction is complet$ r 
?an be=e4 ,! burd5 ( table c\rtesy falls
 ^u ! man :o is sell+ r ?an ! "o :o is  
buy+1 probably because he is ! "o to :om
 ! obvi\s pr(it accrues4  ,social       
affairs among ! wives ( bus9ess m5 :i*  
gr[ out ( ! bus9ess relations ( _!      
husb&s foll[ ! same rules z almo/ any   
o!r social affairs4 ,ne>ly always x is !
 wife ( ! man ) ! high] position :o     

issues ! fir/ invitation1 & x is        
p]missible = h] to invite a woman :om %e
 does n "k p]sonally if %e is ! wife ( a
 bus9ess fri5d ( h] husb&4  ,! bigge/   
h9drance to ! e/abli%m5t ( good mann]s  
among bus9ess m5 is ! ev]la/+ hurry 9   
:i* !y 7& all ! re/ ( u7 live4 ,!re mu/ 
fir/ ( all be leisure1 n p]haps to !    
ext5t advocat$ by a delightful lit]>y   
g5tleman ( hav+ ?ree h\rs = lun* e day1 
b "t en\gh to sit d[n & relax4 ,?\s&s ( 
bus9ess m5 da% out to lun*--bad mann]s  
are at _! wor/ 9 ! middle ( ! day--z if 
!y 7 /opp+ (f at a railroad junction )  
tw5ty m9utes to cat* a tra9 & _h us$ t5 
( !m *eck+ baggage4 ,& !y d n always d x
 because !y are 9 a hurry4 ,!y h s      
?or\ghly develop$ ! habit ( liv+ 9 a    
fr5zi$ ru% t ev5 :5 !y h "t to sp>e !y  
_c sl[ d[n4  ,pleasant surr\nd+s are    
desirable4 ,x is mu* easi] to d9e 9 a   
quiet spaci\s room :]e ! l95 is :ite & !
 *9a is ?91 ! silv] is g5u9e silv]1 & ! 
s]vice is irreproa*able1 ?an 9 a cr[d$  
re/aurant :]e ?ick di%es rattle d[n on  

:ite-til$ tables f ! /eam+ arms ( !     
flurri$ waitress1 :]e !re is no l951 b  
only flimsy pap] napk9s 7:i* ei!r g     
flutt]+ to ! floor or else =m !mselves  
into damp wads on ! table71 :]e !       
patrons eat rav5\sly & untidily1 & :]e !
 atmosph]e is d5se ) ! fumes ( s\p &    
cig>ettes4 ,b luxury 9 eat+ is exp5sive 
& mo/ ( u mu/1 p]=ce1 g to ! :ite-til$  
places4 ,& ! art ( d9+ is n a "q ( :at  
"o has to eat--x may be beans or        
truffles--or :]e "o eats x--f a t9      
bucket or a mahogany table--x all dep5ds
 ^u h[2 & ! man :o c eat 9 a ha%-h\se1  
an arm-*air jo9t1 a bean]ie1 a cafet]ia1
 a ?ree-m9ute d\ghnut /& or any ( ! o!r 
quick-lun* places 9 z mann]ly a way z if
 he 7 d9+ 9 a hotel de luxe has1 we ?9k1
 a pretty fair claim to ! title (       
g5tleman4  ,! responsibility = a d9n]   
lies ) ! ho/4 ,if 8 gue/ has _h ! same  
social tra9+ t he has or is accu/om$ to 
bett] ?+s he w h comp>atively little    
tr\ble4 ,all he c d is to give him ! be/
 )9 8 means )\t apology4 ,we l to pres5t

 ourselves 9 ! be/ possible light 7x is 
only human7 & = ?is reason (t5 c>ry our 
fri5ds to places we _c af=d4 ,?is       
imposes ^u !m ! necessity ( return+ !   
d9n] 9 k9d1 & ! vici\s circle sw+s      
ar\nd1 ea* p]son 9 x gr9d+ 8 tee? ) rage
 b n able to f9d 8 way out4 ,ent]ta9+ is
 all "r s long z x is a useful adjunct  
to bus9ess1 b :5 x becomes a burd5 9    
itself x is "t to call a halt4  ,smok+  
dur+ & imm$iately aft] a meal is v      
pleas+ to ! man :o likes tobacco1 b if  
he has a gue/ 7man or woman7 :o objects 
to ! smell ( x he mu/ wait until lat]4  
,on ! o!r h& if 8 gue/ likes to smoke & 
he does n he %\ld insi/ ^u 8 do+ s4 ,x  
is a trifl+ ?+ b polit5ess consi/s      
l>gely ( yield+ gracefully 9 trifles4   
,old-fa%ion$ g5tlem5 held x disc\rte\s  
to m5tion money at table1 b 9 ?is       
deg5]ate age no subject is taboo except 
^? t w\ld be taboo 9 any dec5t society4 
,obvi\sly :5 m5 meet to talk ov] bus9ess
 !y _c leave money out ( ! discussion4  
,9 a numb] ( firms ! executives h lun*  

toge!r1 meet+ 9 a gr\p = p]haps ! only  
"t dur+ ! day4 ,x helps immeasurably to 
coo]d9ate ef=t1 b x sometimes fails to  
make ! lun* h\r ! re/ful break 9 !      
middle ( ! day :i* x %\ld be4 ,x is     
g5]ally mu* m fun & ( mu* m b5efit to   
swap fi% /ories & hunt+ y>ns ?an to g   
ov] ! details ( ! "w 9 ! publicity      
dep>tm5t or to =mulate ! plans = h&l+ ! 
,smi? & ,smi? proposition4 ,mom5t\s     
que/ions %\ld be ?ru/ aside until lat]1 
& ! talk %\ld be--well1 talk1 n argu+1  
qu>rel+1 or sc&al-mong]+4 ,! subject    
does n greatly matt] except t x %\ld be 
some?+ 9 :i* all ( ! p at ! table are   
int]e/$4 ,:i/l] 0 once ask$ :at he w\ld 
d if he 7 out at d9n] & ! conv]sation   
turn$ to ! ,mexican ,w>1 & "s "o ask$   
him ! date ( a c]ta9 battle4 ,d8 he     
repli$4 ,:y1 ,i w\ld refuse to associate
 ) p :o c\ld talk ( su* ?+s at d9n]6    
,polite society has always plac$ a high 
value on table mann]s1 b x is only      
rec5tly t !y h come to play s l>ge a "p 
9 bus9ess4 ,"s "o has said t y _c mix   

bus9ess & fri5d%ip4 ,x w\ld be ne>] !   
tru? to say t y _c sep>ate !m4 ,m & m x 
is becom+ ! habit to transact affairs   
ov] ! table1 & a v pleasant ?+ x is1    
too4 ,aside f ! coz9ess & w>m? :i* comes
 f break+ bread toge!r "o is free f !   
int]ruptions & noise ( ! (fice1 & _m a  
comm]cial acqua9tance has rip5$ into a  
fri5d & _m a bus9ess connection has be5 
cem5t$ into some?+ /rong] ?r\gh ! g5ial 
influ5ce ( some?+ good to eat & dr9k4 ,x
 is1 ( c\rse1 a mi/ake to dep5d too mu* 
^u "o's social gifts4 ,!y are v pleasant
 & helpful b ! "w ( ! _w is done 9      
(fices1 n on golf l9ks or 9 d9+ rooms4  
,we h little pati5ce ) ! man :o sets 8  
nose to ! gr9d/one & does n take x away 
until dea? comes 9 betwe51 b we h j z   
little ) ! man :o has nev] t\*$ !       
gr9d/one4  ,/ories g ! r\nds (          
executives :o *oose _! subord9ates by   
ask+ !m out to lun* & wat*+ ! way !y    
eat4 ,"o man always calls = cel]y &     
judges 8 applicant by :at he does ) x4  
,if he eats only ! t5d] p>ts ! executive

 decides t he is extravagant1 at lea/ ) 
o!r p's money1 b if he eats ! :ole /alk1
 gre5 leaves & all1 he feels sure t he  
has be=e him a man ( economy1 common    
s5se1 & good judgm5t6 ,! /ory does n say
 :at happ5s :5 ! "y man refuses cel]y   
altoge!r4 ,ano!r uses *]ry pie z 8 /&>d 
& judges ! "y man by :at he does ) !    
pits4 ,!re are ?ree ways to dispose (   
!m4 ,!y may be l[]$ f ! m\? ) ! spoon1  
!y may be all[$ to drop unaid$1 or !y   
may be swall[$4 ,! la/ c\rse is n       
recomm5d$4 ,! fir/ is ! only "o t w l& a
 job4 ,b te/s l ?is "w bo? ways & "o is 
r incl9$ to congratulate ! "y m5 :o 7   
turn$ d[n ?an ^? :o 7 accept$4  ,all ?is
 aside1 an employ] does want to "k      
some?+ ab\t ! table mann]s ( an employee
 :o is to meet & d9e ) 8 cu/om]s4 ,an   
excell5t salesman may be able to conv9ce
 a man ( good bre$+ & wide social tra9+ 
if he tucks 8 napk9 into 8 bosom1 dr9ks 
8 s\p ) a noise1 & eats 8 meat ) 8      
knife1 b ! *ances are aga9/ x4  ,a man  
:o is int]e/$ he>t & s\l 9 "o ?+ w ?9k 9

 t]ms ( x1 w h x con/antly 9 8 m9d & on 
! tip ( 8 tongue4 ,b ! man ( "o subject1
 :atev] t subject may be1 is a bore4 ,x 
is "r t a man %\ld live 9 8 "w1 b he mu/
 also live outside ( x4 ,"o ( ! mo/     
tragic *apt]s 9 ! hi/ory ( ,am]ican life
 is ! "o :i* tells ( ! millions &       
millions ( m5 :o became s imm]s$ 9      
bus9ess affairs t !y lo/ sight ( ev]y?+ 
else4 ,! f\r walls ( ! n>r[ h\se :i* 9 !
 end closes ar\nd u all c\ld n m        
completely h cut !m (f f ! light ( day4 
,x is a long procession & x has n       
end$--t l9e ( m5 pass+ s+le file l      
convicts d[n ! long gray vaults (       
bus9ess1 bus9ess1 bus9ess1 ) nev] a     
?\ght = ! />s or ! moon or books or     
trees or fl[]s or music or life or      
love--no?+ b :at ca/s a %ad[ ov] t      
dismal corridor4      ,^! are dead m5 ) 
no ?\ght     ,( ?+s t are n sold or     
b\ght4             99       99       99 
99       99      ,9 _! bodies !re is    
brea?1     ,b _! s\ls are /eep$ 9 dea?4 
,x is n a *e]ful picture to contemplate 

7& x seems a good long way away f table 
mann]s71 b ! m5 :o =m x are m to be     
piti$ ?an blam$4 ,!y are bl9d4     ,,vi 
,,telephones ,,& ,,front ,,doors   ,if !
 outside ( a place is n all "r1 says a  
man :o sp5ds ! great] "p ( 8 "t visit+  
bus9ess h\ses & talk+ ) bus9ess m51 !   
*ances are t x is n wor? :ile to g      
inside4  ,!re are ?ree ways ( gett+     
inside3 by lett] 7:i* has a *apt] to    
itself71 by ! front door1 & by          
telephone4 ,& !re are m compla9ts aga9/ 
! telephone way ?an ei!r or bo? ! o!rs1 
:i* is p]fectly natural1 s9ce x is ! mo/
 difficult to manage4 ,9 ! fir/ place1 x
 requires good behavior f ?ree p at !   
same "t1 & t is a good deal to expect4  
,secondly1 !y _c see "o ano!r--!y are l 
bl9d p talk+ toge!r--& no "o ( !m c d 8 
"p unless ! o!r two d !irs4 ,9 ! ?ird   
place1 ! in/rum5t is a lifeless ?+1 & :5
 some?+ goes wrong ) x x r\ses !        
helpless fury inspir$ by all inanimate  
objects :i* int]f]e ) our com=t--l      
int]mitt5t al>m clocks1 coll> buttons t 

roll "u ! furniture1 & flivv]s t g dead 
)\t reason 9 ! middle ( c\ntry roads4 ,9
 ea* case :atev] "o does has no effect4 
,! al>m clock cont9ues to r+ 7unless "o 
gets out ( b$ to %ut x (f1 :i* is worse 
?an lett+ x r+71 ! coll> button rema9s  
hid 9 ! d>ke/ "p ( ! room1 ! flivv]     
rema9s /uck 9 ! muddie/ "p ( ! road1 & !
 telephone is wor/ ( all1 = ! s\rce ( ! 
tr\ble is usually sev]al miles away &   
!re is no means ( gett+ at x4  ,!       
telephone is a nuisance--no "o d5ies    
x--b x is a necessity also--no "o d5ies 
t1 ei!r--& "o ( ! greate/ conv5i5ces 9  
an age ( great conv5i5ces4 ,"s ( !      
disagreeable features connect$ ) x _c be
 done away ) b mu/ be accept$ ) z mu*   
tranquility z we c ma/]1 l ! t]rific    
noise :i* an a]oplane makes or ! trail (
 smoke & c9d]s :i* a railway tra9 leaves
 beh9d4 ,! "o :o is call+1 = in/ance1 _c
 "k t he is ! t5? or elev5? p]son :o has
 call$ ! man at ! o!r end ( ! wire 9    
rapid succession1 t 8 desk is pil$ high 
) correspond5ce :i* mu/ be look$ ov]1   

sign$1 & s5t out be=e noon1 t ! adv]tis+
 dep>tm5t is wait+ = him to ,o4 ,k4 _!  
plans = a campaign :i* %\ld h be5 laun*$
 ! week be=e1 t an important visitor is 
sitt+ 9 ! libr>y gr[+ m impati5t e      
m9ute1 & t 8 temp] has be5 fil$ d[n to !
 quick by an assortm5t ( petty worries4 
7,( c\rse1 no (fice %\ld be run l ?is1 b
 x sometimes happ5s 9 ! be/ ( !m47  ,"s 
"o has said t we are all l isl&s %\t+ at
 ea* o!r across a sea ( misund]/&+1 &   
?is 0 long be=e telephones 7 ?\ght (4 ,x
 is h>d en\gh to make o!r p und]/& :at  
we mean1 ev5 ) ! help ( facial          
expression & ge/ures1 & ov] ! wire !    
difficulty is increas$ a hundr$ fold4 ,=
 telephon+ re/s ^u a delicate adju/m5t  
betwe5 human be+s by means ( a me*anical
 app>atus1 & x takes cle> ?9k+1 pati5ce1
 & c\rtesy to br+ x ab\t4  ,! telephone 
company began its c>e] "s few ye>s ago  
unhamp]$ by ! traditions to :i* ! e>li] 
corporations 7 slave1 ! old public be   
damn$ idea4 ,_! arbitr>y me?ods _h      
br\ght !m to grief1 & ! new conc]n1 ) a 

comm5dable reg>d = ! lessons taught by !
 exp]i5ce ( o!rs1 inaugurat$ a policy ( 
usefulness1 s]vice1 & c\rtesy4 ,! inside
 hi/ory ( ! telephone is "o ( con/ant   
wat*fulness1 c>eful managem5t1 &        
cont9u\s improvem5t2 & e improvem5t has 
meant bett] s]vice to ! public4 7,we are
 n try+ to adv]tise ! telephone company4
 ,we realize t x has be5 guilty1 l e o!r
 bus9ess1 ( manifold s9s47  ,ev5 ! fact 
t !re is a telephone girl in/ead ( a    
telephone boy is due to ! al]tness &    
good bus9ess s5se ( ! company4 ,to put a
 boy be=e a swit*bo>d & expect him n to 
pull x ap>t to see h[ x 0 made2 or to   
place him 9 a position to ent]ta9       
himself by connect+ ! wrong p>ties &    
li/5+ to ! impolite names !y call$ ea*  
o!r & expect him n to d x1 w\ld be      
expect+ ! laws ( nature to rev]se       
!mselves4 ,! telephone company tri$ x--=
 a :ile4 ,!y discov]$1 besides1 t a boy 
w n take :at a girl w4 ,x makes no      
diff]5ce :at goes wrong ) a connection1 
! subscrib] blames ! op]ator :5 _m times

 ! op]ator1 especially ! "o he is talk+ 
to1 has _h no?+ to d ) x4 ,! girls h    
le>n$ to hold _! temp]s 7n always1 b mo/
 ( ! "t71 b :5 boys _h *>ge ( !         
swit*bo>ds & ! man at ! end ( ! wire    
yell$1 ,y cut me (f6 & ! y\ng/] _h n1 he
 d5i$ x hotly3 ,y're a li>6 ,i didn't6  
,! subscrib] w\ld n /& = ?is1 angry     
words flew back & =?1 & m ?an once !    
indignant "y op]ator locat$ ! subscrib] 
7n a v difficult ?+ = him to d7 & w5t   
ar\nd to settle ?+s 9 p]son4 ,words 7 n 
always ! only weapons us$4  ,if ?is _h  
cont9u$ ! telephone w\ld nev] h become a
 public utility4 ,p w\ld h look$ ^u x z 
an +5i\s device b n ( univ]sal practical
 value4 ,z x is1 good salesman%ip &     
effici5t s]vice fir/ elevat$ a play?+ to
 a luxury & !n r$uc$ ! luxury to a      
necessity4 ,& x 0 possible n only       
because ! me*anism itself is a miracul\s
 ?+ b because x has _h back ( x an      
intellig5t human organization work+     
toge!r z a unit4  ,we say ?is           
delib]ately1 kn[+ t ! read] w ?9k ( !   

times :5 ! tr\ble he has _h 9 gett+ !   
numb] he want$ has made him ?9k !re 0 n 
a ?imbleful ( intellig5ce among all ( ! 
p associat$ ) ! entire telephone        
company4 ,b consid]+ ! body ( employees 
z a :ole ! /&>d ( c\rte\s & compet5t    
s]vice is extraord9>ily high4 ,! public 
is impati5t & prone to rememb] bad      
connections in/ead ( good ones4 ,x is   
ignorant also & has v small conception (
 :at a girl at c5tral is do+4 ,& x is   
quick to blame h] = faults ( its own4   
,"o ( ! wor/ features ( telephone s]vice
 is ! fact t :5 "o is angry or exasp]at$
 he seldom qu>rels ) ! "r p]son4 ,"s "t 
ago a man 0 wak$ 9 ! middle ( ! night by
 ! r++ ( ! telephone bell4 ,he got out (
 b$ to answ] x & discov]$ t ! man 0 try+
 to get ano!r numb]4 ,he w5t back to b$ 
& to sleep4 ,! telephone bell rang aga91
 & aga9 he got out ( b$ to answ] x4 ,x 0
 ! same man try+ to get ! same numb]4   
,he w5t to b$ & back to sleep4 ,!       
telephone bell rang ! ?ird "t1 he got   
out ( b$ aga9 & answ]$ x aga9 & f\nd t x

 0 /ill ! same man try+ to get ! same   
numb]6 ,i wasn't v polite ! ?ird "t1 he 
confess$ :5 he told ab\t x4 ,b ! poor   
fell[ at ! o!r end ( ! wire probably _h 
j z t\*+ a /ory to tell1 = unless x _h  
be5 v important = him to get ! numb] he 
w\ld h>dly h be5 s p]si/5t4 ,! girl at !
 swit*bo>d may h _h a /ory ( h] own1 b  
:at x 0 is "o ( ^? ?+s :i*1 z ,"l       
,dundre>y us$ to say1 nobody c f9d out4 
,! girls :o ent] ! s]vice ( ! ,new ,york
 ,telephone ,company 7& ! same ?+ is    
true 9 ! o!r bran*es ( ! telephone      
s]vice1 especially 9 big cities :]e !re 
are l>ge gr\ps to "w )7 are c>efully    
select$ by an employm5t bureau & s5t to 
a s*ool :]e !y are ?or\ghly gr\nd$ 9 !  
me*anical "p ( _! "w & ! ideals = :i* ! 
company /&s4 ,!y are n plac$ on a regul>
 swit*bo>d until !y h prov$ !mselves    
effici5t on ! dummy swit*bo>d1 & !n x is
 ) in/ructions to be c\rte\s ?\gh !     
heav5s fall 7?\gh !y d n express x      
exactly t way74 ,x is ! be/ place 9 ! _w
 to le>n self-control1 "o ( ! op]ators  

decl>es1 & any "o :o has ev] wat*$ !m at
 "w w add1 ,conc5tration1 also4 ,"o ( ! 
mo/ rem>kable sights 9 ,new ,york is a  
c5tral ex*ange :]e a hundr$ or m girls  
are work+ at lightn+ spe$1 undi/urb$ by 
! l[ murmur ar\nd !m1 int5t only on !   
swit*bo>d 9 front ( !m1 mak+ some?+ l   
five hundr$ connections a m9ute4  ,!y   
are a wond]fully level-head$ gr\p1 ^!   
telephone girls1 wond]fully unlike _!   
cl++-v9e ,victorian gr&mo!rs4 ,!y d n "k
 h[ to cl+4 ,if a man telephones t he   
has be5 %ot1 ! girl :o receives ! call  
does n fa9t4 ,%e s5ds him a doctor      
in/ead & takes ! next call almo/ )\t !  
loss ( a second4 ,if a woman wants a    
policeman to get "s burgl>s out ( !     
h\se1 %e s5ds h] "o2 if "s "o telephones
 t a h\se is burn+1 %e calls out ! fire 
dep>tm5t--& goes /raight on ) h] "w4 ,n[
 & !n some?+ spectacul> happ5s to br+ ! 
spl5did c\rage ( ! girls at ! swit*bo>ds
 to ! att5tion ( ! public1 su* z !      
magnific5t s]vice !y gave f ! ex*ange   
locat$ a few feet f ,wall ,/reet on !   

day ( ! explosion1 b ord9>ily x passes1 
l mo/ ( ! o!r good ?+s 9 life1 )\t      
comm5t4  ,! ,new ,york ,telephone       
,company tries to keep its girls heal?y 
& happy4 ,at regul> int]vals !y are giv5
 re/ p]iods4 ,attractive rooms are      
prep>$ = !m1 ta/efully furni%$1         
well-light$1 & fill$ ) com=table *airs1 
good books1 & magaz9es4 ,sub/antial     
meals are suppli$ 9 ! middle ( ! day at 
a nom9al *>ge4 ,special ent]ta9m5ts are 
plann$ f "t to "t1 & be/ ( all1 ! play  
"t is kept absolutely di/9ct f ! "w "t1 
a condition :i* makes = happ9ess z well 
z usefulness4  ,! girls are n p]fect1 !y
 are n infallible4 ,& !y are only a ?ird
 "p ( a telephone call4 ,!y "w "u       
difficulties at a task :i* is n an easy 
"o1 & _! effici5cy does n re/ ) !m alone
 b ) ! p :om !y s]ve z well4  ,a        
telephone call beg9s ) ! subscrib]4 ,v  
few p und]/& ! intricate sy/em ( cable &
 dynamos1 vacuum tubes1 coil racks1     
/orage batt]ies1 transmitt]s & g5]ators 
:i* enable !m to talk f a di/ance1 & a  

good _m c\ld n und]/& !m ev5 if !y 7    
expla9$4 ,=tunately x is n necess>y t !y
 %\ld4 ,! subscrib]'s "p is v simple4   
,he %\ld fir/ make sure t he is call+ ! 
"r numb]4 ,9 ,new ,york ,city alone1    
=ty-eight ?\s& wrong numb]s are ask$ = e
 day by subscrib]s :o h n consult$ !    
telephone directory fir/1 or :o h       
unconsci\sly transpos$ ! digits 9 a     
numb]4 ,= example1 a numb] su* z #fded c
 easily be *ang$ to #fedd4 ,! telephone 
directory is a safe guide1 mu* m s ?an  
an old lett] or bill head or an unc]ta9 
memory4 ,in=mation may be call$ if !    
numb] is n 9 ! directory1 b "o %\ld be  
def9ite ev5 ) h]4 ,%e _c supply ! numb] 
( ,mr4 ,:at-y-may-call-x or ( ,mr4      
,?+-um-a-bob or ( ,mr4 ,smi? :o lives   
d[n ne> ! railroad /ation1 & %e _c give 
! telephone numb] ( a h\se :i* has no   
telephone 9 x4 ,%e has no "r to answ]   
irrelevant que/ions2 is1 9 fact1        
prohibit$ f do+ s4 ,h] bus9ess is to    
furni% numb]s & %e _c d x effici5tly if 
%e is expect$ also to expla9 :y a cat   

has :isk]s1 h[ to pres]ve /r+ beans by  
dry+ !m1 :at "t x is1 :at "t ! tra9     
leaves = ,wakefield1 or :at k9d (       
connection c be made at ,jones's        
,junction4  ,9 call+ a numb] ! "n ( !   
ex*ange %\ld be giv5 fir/4 ,! numb]     
itself %\ld be call$ ) a slight pause   
betwe5 ! hundr$s & ! t5s1 ?us1          
,watk9s--pause--five1 n9e--pause--hundr$
 = ,watk9s #eijj or ,murray             
,hill--pause--f\r1 two--pause--six1 ?ree
 = ,murray ,hill #dbfc4 ,! reason = ?is 
is t ! swit*bo>d be=e :i* ! op]ator sits
 is honeycomb$ ) t9y holes arrang$ 9    
sections ( "o hundr$ ea*4 ,ea* section  
is numb]$ & ea* ( ! holes )9 x is !     
t]m9ation ( a subscrib]'s l9e4 ,9 locat+
 ,watk9s #eijj ! girl fir/ f9ds !       
section labell$ #ei & !n ! #jj hole 9 t 
section1 & if ! #ei is giv5 fir/ %e has 
f\nd x by ! "t ! subscrib] has f9i%$    
call+ ! numb]4  ,! numb] %\ld be        
pron\nc$ sl[ly & di/9ctly4  ,:5 !       
op]ator repeats x ! subscrib] %\ld      
ackn[l$ge x1 & if %e repeats x          

incorrectly1 %\ld /op h] & give h] !    
numb] aga94 ,& he %\ld always rememb]1  
h[ev] difficult x may be to make h]     
und]/&1 t he is talk+ to a girl1 a human
 be+1 & t ! *ances are t5 to "o t ! poor
 connection is n h] fault4  ,to recall !
 op]ator 9 case ! wrong p]son is        
connect$ x is only necess>y to move !   
receiv] hook sl[ly up & d[n4 ,%e may n  
be able to att5d to ! recall at once b  
jiggl+ ! hook angrily up & d[n w n get  
h] any soon]4 ,9 fact1 ! m furi\s !     
subscrib] becomes ! less ! girl kn[s    
ab\t x1 = ! t9y signal light fails to   
regi/] except :5 ! hook is mov$ sl[ly2  
or if ! swit*bo>d is "o :]e ! op]ator is
 signall$ by a little disk :i* falls ov]
 a blank space ! disk fails to move d[n 
b rema9s quiv]+ almo/ imp]ceptibly 9 its
 usual position4  ,aft] he has plac$ a  
call a man %\ld wait at ! telephone or  
ne> x until ! connection is made4 ,too  
_m m5 h a way ( giv+ _! secret>ies a    
numb] to s5d ?r\gh & !n w&]+ (f some:]e 
out ( sight s t :5 ! p]son is f9ally    

connect$ he has to wait sev]al m9utes   
:ile ! secret>y locates ! man :o />t$ ! 
call4 ,x is ! acme ( disc\rtesy to keep 
any "o wait+ 9 ?is mann]4 ,x implies t  
y\r "t is mu* m valuable ?an 81 :i* may 
be true1 b x is h>dly graci\s to %\t x 9
 s braz5 a fa%ion4  ,x has be5 e/imat$ t
 9 ,new ,york ,city alone1 m ?an a full 
bus9ess ye> is lo/ ov] ! telephone e day
 betwe5 sunrise & sunset4 ,!re are      
#c1hjj1jjj complet$ connections made e  
day4 ,out ( ea* hundr$1 six %[ a delay (
 a m9ute or m be=e ! p]son call$ answ]s4
 ,9 ea* day ?is am\nts to a delay (     
#bbh1jjj connections4 ,two hundr$ &     
tw5ty-eight ?\s& m9utes 7& sometimes !  
delay am\nts to mu* m ?an a m9ute7 is ! 
equival5t ( #dge days ( eight h\rs ea*1 
or z ! g5tleman :o compil$ ^! int]e/+   
/ati/ics has x1 a bus9ess ye> & a ?ird )
 all ! ,sundays & holidays intact4 ,9 ! 
c\rse ( a ye> x am\nts to m ?an all !   
bus9ess days t h elaps$ s9ce ,columbus  
discov]$ ,am]ica6  ,x may be argu$ t we 
w\ld be bett] (f if we lo/ m ?an a ye> e

 day & did all our "w at m leisurely    
pace4 ,?is may be1 b ! "t to re/ is n :5
 ! telephone bell is r++4  ,! telephone 
on a bus9ess man's desk %\ld always be  
fac+ him & x %\ld n be trick$ out ) any 
( ! pat5t devices except ^? sanction$ by
 ! company4 ,mo/ ( !m less5 in/ead (    
increase effici5cy4 ,a woman 9 h] home  
:]e calls are infrequ5t may hide h]     
telephone beh9d a lacqu]$ scre5 or cov] 
x ) p9k taffeta ruffles1 b 9 a bus9ess  
(fice x is be/ to make no attempts to   
beautify x4 ,x is :5 x is unadorn$ t !  
ugly little in/rum5t gives its be/      
s]vice4  ,!re %\ld always be a pad &    
p5cil at h& s t ! message 7if !re is "o7
 c be tak5 d[n )\t delay4 ,! p]son at ! 
o!r end probably has n "t 7& c]ta9ly has
 n incl9ation7 to wait until y h fumbl$ 
?r\gh ! pap]s on y\r desk & ! rubbi% 9 !
 draw]s to locate some?+ to write on &  
some?+ to write )4  ,hello is a useless 
& obsolesc5t =m ( response 9 bus9ess    
(fices4 ,! "n ( ! firm1 ( ! dep>tm5t1 or
 ( ! man himself1 or ( all ?ree1 accord+

 to circum/ances1 %\ld be giv54 ,:5 !re 
is a private op]ator to take c>e ( !    
calls %e answ]s ) ! "n ( ! firm1 ,blank 
& ,blank4 ,if ! p]son at ! o!r end ( !  
wire says1 ,i want ! ,adv]tis+ dep>tm5t1
 %e connects !m & ! man !re answ]s )    
,adv]tis+ dep>tm5t4 ,! o!r !n may ask = 
! manag]1 9 :i* case ! manag] answ]s ) 8
 "n4 ,x is easy to gr[ impati5t "u all  
^! relays1 b a complicat$ connection    
involv+ half a doz5 p be=e ! "r "o is   
rea*$ c be accompli%$ 9 less ?an a m9ute
 if ea* p]son s5ds x /raight ?r\gh )\t  
/opp+ to ex*ange a numb] ( ,helloes l a 
gr\p ( ,swiss yodel]s1 or to ask a lot (
 unnecess>y que/ions4  ,x is n necess>y 
to scream ov] ! telephone4 ,! m\? %\ld  
be held close to ! transmitt] & ! words 
%\ld be spok5 c>efully4 ,9 an op5 (fice 
:]e !re are no p>titions betwe5 ! desks 
"o %\ld take especial pa9s to keep 8    
voice modulat$4 ,"o p]son angrily       
splutt]+ ov] ! telephone c p>alyze ! "w 
( all ! p )9 a radius ( fifty feet4 ,if 
x 7 a necess>y evil we c\ld make        

ourselves gr[ accu/om$ to x4 ,b x is n4 
,& !re is already en\gh unavoidable we> 
& te> dur+ ! c\rse ( a bus9ess day )\t  
add+ ?is4  ,hello1 :at d y want8 is no  
way to answ] a call4 ,no dec5t p]son    
w\ld speak ev5 to a begg> at 8 door 9   
?is way & ! visitor ov] ! telephone1    
:oev] he is1 is entitl$ to a cordial    
greet+4 ,! voice ) ! smile w9s4  ,an    
amus+ /ory is told ( a man 9 ,wa%+ton :o
 0 wak$ "o ev5+ ab\t elev5 o'clock by ! 
telephone bell4 ,at fir/ he swore t he  
w\ld n answ] x b 8 wife insi/$ t x might
 be some?+ v important1 & f9ally1       
outrag$ & angry1 he blund]$ ?r\gh ! d>k 
across ! room & into ! hall1 j]k$ d[n ! 
receiv] & yell$1 ,hello6 ,8 wife1 :o 0  
li/5+ t5sely = :atev] ill news might be 
=?com+1 0 p]fectly amaz$ to he> him say+
 9 ! next brea?1 9 ! mo/ dulcet tones he
 _h ev] us$1 ,oh1 h[ d y d1 ,i'm s glad 
y call$4 ,oh1 delightful4 ,*>m$4 ,i'm   
sure %e w be1 too4 ,?ank y4 ,yes1 inde$4
 ,s good ( y4 ,good-bye4 ,x 0 ! wife ( !
 ,presid5t ( ! ,unit$ ,/ates ask+ him & 

8 wife to d9n] at ! ,:ite ,h\se4  ,if ! 
p]son call+ is giv5 ! wrong dep>tm5t he 
%\ld be c\rte\sly transf]r$ to ! "r "o4 
,c\rte\sly1 & n ) a brusque1 ,y've got !
 wrong p>ty or ,i'm n ! man y want b )  
,j a m9ute1 please1 & ,i'll give y ,mr4 
,mill]4  ,! "t :5 p are rude/ ov] !     
telephone is :5 "s "o breaks 9 on !     
wire4 ,x might be j z well to rememb] t 
p d n int]rupt int5tionally1 & ! intrud]
 is probably z disconc]t$ z ! man he has
 int]rupt$4 ,if he _h inadv]t5tly op5$ !
 wrong door 9 a bus9ess (fice ! man     
inside w\ld n h yell$1 ,get out ( "h1 b 
ov] ! telephone he w %riek1 ,get (f !   
wire 9 a tone he w\ld h>dly use to drive
 ! c[ out ( a cabbage pat*4  ,9 an ef=t 
to secure bett] mann]s among _!         
subscrib]s ! telephone company has ask$ 
!m to try to visualize ! p]son at ! o!r 
end ( ! wire & to imag9e t !y are talk+ 
face to face4 ,_m times a man w say ?+s 
ov] ! telephone--rude1 pr(ane1 angry1   
insult+ ?+s1 :i* he w\ld n dream ( say+ 
if he 7 actually be=e ! man he is talk+ 

to4 ,& to make x worse he is (t5 s angry
 t he does n give ! o!r a *ance to      
expla9 8 side ( x1 at lea/ n until he   
has said all t he has to say1 & ev5 !n  
he n infrequ5tly slams ! receiv] d[n on 
! hook z soon z he has f9i%$6  ,li/5+ on
 a wire passes ov] f ! field ( c\rtesy  
into t ( e?ics4 ,on p>ty l9es 9 ! c\ntry
 x is n consid]$ a he9\s (f5se to       
eavesdrop ov] ! telephone1 b !          
conv]sation !re is = ! mo/ "p h>mless   
neighborhood gossip & x does n matt]    
greatly :o he>s x4 ,9 bus9ess x is      
diff]5t4 ,b x is practically impossible 
= any "o except ! op]ator to ov]he> a   
conv]sation except by accid5t1 & x is a 
misdemeanor puni%able by law = h] to    
give a message to any "o o!r ?an ! p]son
 = :om x 0 int5d$4  ,9 e (fice !re %\ld 
be a l>ge en\gh me*anical equipm5t mann$
 by an effici5t /aff to take c>e ( !    
telephone traffic )\t delay4 ,! l9e is  
busy giv5 9 answ] to a call ?ree or f\r 
times w s5d ! p]son :o is call+ to "s   
o!r place to h 8 wants look$ aft]4  ,few

 places appreciate ! trem5d\s volume (  
bus9ess t comes 9 by way ( telephone or 
! possibilities :i* x (f]s to increase  
bus9ess opportunities4 ,!y are z        
%ort-sight$ z ! dep>tm5t /ore :i*1 a    
good _m ye>s ago1 :5 telephones 7 new1  
_h !m in/all$ b took !m out aft] a few  
weeks because ! cl]ks 7 kept s busy tak+
 ord]s ov] !m t !y did n h "t to att5d  
to ! cu/om]s :o came into ! /ore6       
,ano!r important vantage po9t :i*1 l !  
telephone1 suff]s f neglect is !        
reception desk4 ,millions ( doll>s' wor?
 ( bus9ess is lo/ e ye> & p]fect s&/orms
 & cyclones ( animosity are g5]at$      
because bus9ess m5 h n yet le>n$ ! great
 value ( hav+ ! "r k9d ( p]son to       
receive visitors4 ,to ! /rang]s :o      
come--& among ! idl]s & sw9dl]s & begg>s
 :o assail e successful bus9ess h\se are
 pot5tial good fri5ds & cu/om]s--?is    
p]son repres5ts ! firm1--is1 = ! "t be+1
 ! firm itself4  ,x is v *ildi% = a man 
to turn away f a reception desk because 
he does n l ! mann] ( ! p]son beh9d x1 b

 bus9ess m51 s5sible ones at t1 d x e   
day4 ,pleasant connections ( ye>s' /&+  
are sometimes brok5 (f & valuable       
bus9ess propositions are c>ri$ to rival 
conc]ns because ( indiff]5t or insol5t  
treatm5t at ! front door4 ,only a %ort  
"t ago an adv]tis+ ag5cy lo/ a contract 
= :i* x _h be5 work+ two ye>s on acc\nt 
( ! way ! girl at ! door receiv$ ! man  
:o came to place x4 ,he dropp$ 9 )\t    
previ\s appo9tm5t & 0 met by a blonde "y
 lady ) highly t9t$ *eeks :o tilt$      
h]self =w>d on ! heels ( h] ,fr5* pumps 
& p]tly inquir$ :at he want$4 ,he told  
h]4 ,mr4 ,hunt isn't 94 ,:5 w he be     
back8 ,i don't "k1 & %e swung ar\nd on !
 impossible heels4 ,! man delib]at$ a   
mom5t & !n swung ar\nd on 8 heels 7:i* 7
 v flat & s5sible7 & c>ri$ ! contract to
 ano!r ag5cy4 ,in/ances ( ?is k9d might 
be multipli$4 ,"s bus9ess m5 w\ld h     
p]si/$ until !y got :at !y want$ f ! "y 
lady4 ,o!rs w\ld h angrily report$ h] to
 ! head ( h] (fice1 b ! majority w\ld h 
act$ z ?is man did4  ,mo/ m5 7& wom571  

:e!r !y are 9 bus9ess or n1 d n         
und]e/imate _! own importance & !y l to 
feel t ! re/ ( ! _w does n ei!r4 ,!y d n
 l to be kept wait+2 !y l to be receiv$ 
) a nice def]5ce1 n haughtily2 !y d n l 
to be s5t to ! wrong dep>tm5t2 & !y love
 7& s d we all7 talk+ to important p4   
,realiz+ ?is1 banks & tru/ companies &  
o!r big organizations h _h to appo9t    
ne>ly z _m vice-presid5ts z !re 7       
second-lieut5ants dur+ ! w> to take c>e 
( _! self-important visitors4 ,ev5 ^? ^:
 "t is n wor? t5 c5ts 7a numb] ( !m are 
wom57 l to be treat$ z if x 7 wor? a    
great deal4 ,x is1 = ! mo/ "p1 an       
innoc5t desire :i* does no "o any       
special h>m1 & any bus9ess t sets out to
 s]ve ! public 7& !re is no o!r k9d7 has
 to take into acc\nt all ! caprices (   
human vanity4 ,we _c get away f x4      
,b5jam9 ,frankl9 plac$ humility among ! 
virtues he wi%$ to cultivate1 b aft] a  
"t decl>$ x impossible4 ,=1 he said1 if 
,i ov]came pride ,i w\ld be pr\d ( my   
humility4  ,c\rtesy is ! fir/ requirem5t

 ( ! bus9ess ho/ or ho/ess & aft] t1    
intellig5ce4 ,"s bus9ess h\ses make !   
mi/ake ( putt+ back ( ! reception desk a
 girl :o has prov$ h]self too dull-witt$
 to s]ve any:]e else4 ,! smil+ idiot )  
:i* ?is c\ntry 7& o!rs7 s ab\nds may be 
h>mless & ev5 useful if %e is kept busy 
beh9d ! l9es1 b1 plac$ out :]e %e is a  
buff] betwe5 ! h\se & ! outside _w1 %e  
is a positive affliction4 ,%e may be    
pleasant en\gh1 b ! call] :o comes =    
in=mation & c get no?+ b a smile w g    
away feel+ ab\t z *e]ful z if he _h /uck
 8 h& into a j> ( honey :5 he 0 a mile  
or s away f soap1 wat]1 & t[el4  ,a     
litt] ( (fice boys sprawl+ untidily ov] 
! desks & *airs 9 ! reception room is z 
bad1 & a snappy "y lady ( ! ,n[ see "h1 
kid v>iety is worse4  ,! position is n  
an easy "o1 especially 9 places :]e !re 
is a con/ant influx ( miscellane\s      
call]s1 & x is h>dly fair to ask a "y   
girl to fill x4 ,9 ,engl& !y use eld]ly 
m5 & 9 a numb] ( (fices ov] "h1 too4 ,_!
 age & mann] automatically protect !m 7&

 incid5tally _! firms7 f _m undesirables
 t a boy or girl 9 ! same position w\ld 
h consid]able difficulty 9 h&l+4 ,& !y  
l5d ! place an air ( dignity & res]ve q 
impossible ) a y\ng/]4  ,9 "s (fices1   
especially 9 ^? :]e l>ge am\nts ( money 
are /or$ or h&l$1 !re are door m5 9     
uni=m & (t5 pla9 clo!s huskies ne> !    
entrances to protect ! p 7& ! money7 on 
! inside f cranks & crooks & crim9als4  
,9 o!rs1 a physician's (fice1 = in/ance1
 or any small (fice :]e ! p :o are      
likely to come are ( ! g5tl] sort1 a "y 
girl ) a pleas+ mann] w d j z well z &  
p]haps bett] ?an any "o else4 ,9 big    
companies :]e !re are _m dep>tm5ts1 x is
 cu/om>y to ma9ta9 a regul> bureau (    
in=mation to :i* ! call] :o is n sure   
:om or :at he wants is fir/ direct$1 b !
 majority ( bus9esses h only "o p]son :o
 is delegat$ to receive ! p :o come &   
ei!r direct !m to ! p]son !y want to see
 or turn !m aside4  ,mo/ ( !m mu/ be    
turn$ aside4 ,if ! /age manag]s 9 ,new  
,york int]view$ all ! girls :o want to  

see !m1 !y w\ld h no "t left = any?+    
else1 & ! same ?+ is true ( ne>ly e man 
:o is prom95t 9 bus9ess or 9 "s o!r way4
 7,*>lie ,*apl9 receiv$ #gc1jjj lett]s  
dur+ ! fir/ ?ree days he 0 9 ,engl&4    
,suppose he _h p]sonally read ea* ( !m67
 ,hundr$s ( p mu/ be turn$ away1 b e    
p]son :o approa*es a firm ei!r to get   
some?+ f x or to give some?+ to x has a 
"r to att5tion4 ,m5 are 9 bus9ess to "w1
 n to ent]ta91 & !y mu/ protect         
!mselves4 ,b ! p :o are turn$ away mu/  
be turn$ away c\rte\sly1 & ! bus9ess    
h\se :i* has f\nd "s "o :o c d x has    
cause to rise & give ?anks4     ,,vii   
,,travel+ ,,& ,,sell+   ,! etiquette (  
travel+ includes v few po9ts n cov]$ by 
! g5]al laws ( good behavior4 ,keep+    
"o's place 9 l9e be=e ! ticket w9d[1    
hav+ money ready & mov+ aside z quickly 
z possible in/ead ( l+]+ to conv]se ) ! 
ticket-sell] ab\t tra9 s*$ules & div]s  
o!r int]e/+ subjects are prim>y rules4  
,x is p]missible to make sure t ! tra9  
is ! "r "o be=e gett+ on x1 b x is      

unnecess>y to d x m ?an half a doz5     
times4 ,:5 ! sign ov] ! gate says ,tra9 
= ,bellevue x probably is ! tra9 =      
,bellevue1 & :5 ! gu>d at ! gate repeats
 t x is ! tra9 = ,bellevue ! *ances are 
t he is tell+ ! tru?4  ,an exp]i5c$     
travel] usually c>ries v little baggage4
 ,a lot ( suitcases & grips are         
bo!rsome1 n only to ! "o :o has *>ge (  
!m1 b also to ^? :o are cramp$ into     
small qu>t]s because ( !m4 ,a travel]   
may make himself z com=table z he likes 
s long z x is n at ! exp5se ( ! o!r     
pass5g]s4 ,if !y object to an op5 w9d[ !
 w9d[ mu/ /ay d[n4 ,l\ng+ ov] a seat is 
bad =m1 especially if !re is "s "o else 
9 x4 ,s is pr[l+ f "o end ( ! c> to !   
o!r4 ,besides1 x makes "s p n]v\s4      
,snor+ is impolite & s is talk+ 9 "o's  
sleep1 b !y are beyond rem$y4 ,talk+ ) !
 p]son 9 ! b]? above or bel[ is n1      
h[ev]1 & is mu* m di/urb+ ?an ! noise ( 
! tra94 ,=gett+ ! numb] ( "o's b]? &    
blund]+ into ! wrong place is a s]i\s   
brea* ( good mann]s 9 a sleep+ c>1 & x  

is extremely sev]e on timid p]sons :o h 
gone to b$ ) visions be=e _! m9ds ( !   
man :o 0 murd]$ 9 l[] t5 & ! woman :o   
br\ght h] husb&'s corpse f ,florida 9 ! 
same b]? ) h]4  ,among m51 pick+ up     
acqua9tances on a tra9 or boat is       
all[able if x comes ab\t 9 a natural    
way1 b !re are m5 :o object to x4 ,_m   
bus9ess m5 d n discont9ue _! "w because 
!y are travel+4 ,portable typewrit]s1   
secret>ies1 ! telegraph & o!r means (   
swift communication h made x possible = 
!m to accompli% almo/ z mu* z if !y 7 9 
! (fice back home4 ,su* m5 d n l to be  
int]rupt$1 & if a g>rul\s or an         
intrusive p]son approa*es x is )9 !     
b\nds ( c\rtesy to turn him aside4      
,g5]ally1 h[ev]1 !re is a comrad]y ( !  
road1 a sort ( good fell[%ip among      
voyag]s :i* lets d[n ord9>y b>s1 & ! m5 
:o l to re/ z !y travel f9d x highly    
div]t+ & int]e/+ to talk ) o!r m5 f     
v>i\s p>ts ( ! c\ntry4 ,?is holds true 9
 hotels1 especially 9 ! comm]cial       
hotels1 :]e travel+ m5 =ega!r to meet _!

 cu/om]s & transact _! bus9ess1 & 9     
hotels 9 small places :]e !             
possibilities = amusem5t are limit$ & ! 
p h to dep5d on "o ano!r = ent]ta9m5t4  
,b !re are limits4 ,no man %\ld ev] ?ru/
 himself ^u ano!r & x is almo/ an iron  
clad rule t he %\ld nev] pick up wom5   
acqua9tances :5 travel+4 ,x is          
p]missible to talk ) !m1 b n to annoy !m
 ) p]sonal att5tions nor to place !m "u 
obligation by pay+ _! bills4 ,if a man &
 a woman :o are travel+ on ! same tra9  
fall into conv]sation & g into ! d9+ c> 
toge!r1 ea* "o %\ld pay 8 or h] own     
*eck1 or if he insi/s ^u pay+ at ! table
 %e %\ld insi/ ^u settl+ aft]w>ds4 ,9   
hotels also ?is is ess5tially true4     
,hotels are judg$ m by ! p :o come to !m
 ?an by any?+ else4 ,! gue/s indicate ! 
quality ( ! s]vice1 & = ?is reason1 mo/ 
hotels pref] t !y be g5tlem54 ,!re is an
 atmosph]e ab\t a fir/-class hotel t    
fright5s away second-rate p4 ,mo/ places
 h /&>ds & _m a man has be5 turn$ away  
ev5 :5 !re 0 an empty room because !    

managem5t did n l 8 looks4  ,tipp+ is "o
 ( ! mo/ vexati\s petty problems ) :i* a
 travel] is confront$4 ,x is an         
undemocratic cu/om :i* e s5sible man    
deplores b sees no way ar\nd4 ,wait]s1  
port]s1 & o!r function>ies :o are 9     
positions to receive tips draw v small  
sal>ies1 if any4 ,!y dep5d ^u ! g5]osity
 ( ! public !y s]ve4 ,! sy/em may be all
 wrong 7we believe x is7 b x means bread
 & butt] to ^? :o live by x1 & x is only
 j1 z matt]s are n[ arrang$1 = ! travel]
 to pay4 ,x is fooli% to tip            
extravagantly or to tip e pirate :o     
p]=ms ev5 ! mo/ trifl+ s]vice1 b a small
 fee1 especially if ! s]vice has be5    
good1 is a c\rtesy n to be =gott54      
,tipp+ orig9ally grew out ( k9dness4 ,! 
knight :o _h receiv$ special att5tion at
 ! h&s ( 8 squire express$ 8 gratitude  
by a special rew>d4 ,! ^w gratuity      
itself indicates t ! little gift 0 once 
simply a spontane\s act ( ?\ghtfulness4 
,x has deg5]at$ into a p]functory habit1
 b x %\ld n be s4 ,excell5t s]vice      

des]ves a recomp5se j z slip-%od s]vice 
does n4 ,& no "o has a "r to spoil a    
wait] 7or any "o else7 by tipp+ him =   
ineffici5t "w4 ,9 hotels & re/aurants ! 
/&>d fee is t5 p] c5t ( ! bill4  ,regul>
 travell+ ( any k9d ev5 "u favorable    
circum/ances is a great we> & te> on !  
disposition4 ,commut]s :o g 9 & out (   
t[n e day are a notori\sly hag-ridd5    
lot1 & ! m5 :o g on ! road are n mu*    
bett]4 ,b !re is "o enorm\s diff]5ce4 ,x
 is ! privilege ( ! commut] to gr[l z   
mu* z he likes ab\t ! discom=ts ( ! road
 & ! /upidity ( ! m5 :o make up ! "t    
tables1 b travell+ m5--we are speak+ (  
salesm5 especially--c nev] indulge 9 !  
luxury ( a gr\*4 ,"o ( ! bigge/ p>ts ( 8
 job is to keep *e]ful all ! "t & t 9   
itself is no small task4 7,try x & see47
 ,a f>m] c we> a fr[n z heavy z a summ] 
?und] cl\d & ! potatoes w gr[ j ! same2 
a me*anic c swe> at ! automobile he is  
putt+ into %ape 7a v impolite ?+ to d   
ev5 :5 !re is no "o b ! ma*9e to he>71 &
 ! bolts & screws w hold j z fa/2 a     

lawy] c knit 8 br[s ov] 8 brief case &  
come to 8 solution j z quickly z if he  
sat gr9n+ at x1 b ! salesman mu/ smile1 
smile1 smile4 ,! season may be dull1 !  
crops may be bad1 !re may be /rikes1    
lock\ts1 depressions & deflations1      
unemploym5t--x makes no diff]5ce--he mu/
 keep *e]ful4 ,x is ! c\rtesy (         
salesman%ip1 & x is ?is quality m ?an   
any o!r t makes sell+ a "y man's job--we
 d n mean 9 ye>s1 b 9 _s--an old "o c\ld
 n /& x4  ,9 ! good old days :5 ! c\ntry
 0 "y & ev]ybody1 f all acc\nts we c    
ga!r1 0 happy1 salesm5 9 ! pres5t s5se (
 ! t]m 7 almo/ unkn[n4 ,!re 7 p$dl]s1   
*>act]s z picturesque z gipsies1 :o     
travell$ ab\t ! c\ntry prey+ *iefly on !
 f>m]s4 ,(t5 !y sp5t ! night--hotel     
accommodations 7 few & h\ses 7 f>       
ap>t--& ent]ta9$ ! family ) lively tales
 ( life on ! road4 ,next morn+ !y gave !
 *ildr5 trifl+ pres5ts1 sw9dl$ ! f>m]   
out ( sev]al doll>s & made !mselves     
g5]ally agreeable4 ,! f>m] took x all 9 
good "p & look$ =w>d ) pleasure to !    

next visit4 ,! p$dl]s came 9 pairs !n1 l
 snakes1 b !y 7 = ! mo/ "p welcome & !re
 0 g5u9e regret :5 !y became ?+s ( ! pa/
 l top-buggies & ,pr9ce ,alb]t coats4   
,aft] ! p$dl] came ! drumm]1 a r\gh1    
noisy *ap1 z 8 "n indicates1 h>mless    
en\gh1 b economically n mu* m           
significant ?an ! p$dl]4 ,he /ay$ 9 !   
bus9ess di/rict :]e he 0 tol]at$ )      
good-natur$ indulg5ce4 ,he 0 less       
objectionable ?an ! man :o foll[$ him1 !
 ag5t4 ,he 0 7& is7 a h\se-to-h\se &    
(fice-to-(fice canvass] & a g5]al       
nuisance4 ,he sold ev]y?+ f books to    
life insurance1 f pat5t potato peel]s to
 op]a glasses4 ,he /ill survives1 b n 9 
l>ge numb]s1 = 8 "w1 l t ( ! p$dl] & !  
drumm]1 has be5 swall[$ up by !         
salesman4  ,! rew>ds :i* mod]n          
salesman%ip holds out to ^? :o succe$ at
 x are s l>ge t ! field has attract$ all
 k9ds ( m51 highly effici5t ones :o love
 ! game = its own sake1 grossly         
incompet5t ones :o1 hav+ fail$ at some?+
 else1 h decid$ to try ?is1 & adv5tur]s 

:o believe !y see 9 x a *ance to get ri*
 quick4 ,! tea*]s ( salesman%ip tell u t
 we are all sell+ some?+1 ev5 :5 !re is 
no visible product4 ,! work]1 accord+ to
 !m1 is sell+ 8 s]vices j z ! salesman  
is sell+ goods4 ,x may be true1 b we all
 c\ld n 7& x is a bless+7 g out & sell  
?+s 9 ! ord9>y s5se 9 :i* we use ! ^w4  
,"s ( u h to be produc]s4 ,b !          
salesman's "w is important4 ,we d n     
discr$it x4  ,salesman%ip is built on   
fai?4 ,a man mu/ believe 9 8 product &  
!n mu/ make o!r p believe 9 x z firmly z
 he does4 ,s devot$ are "s salesm5 to _!
 "w t x is difficult to tell :e!r !y    
consid] _! call+ a trade1 a pr(ession1 a
 sci5ce1 or a religion4 ,sometimes x is 
all f\r4 ,sometimes x goes beyond !m &  
becomes a k9d ( mesm]ism 9 :i* !        
salesman uses a sort ( hypnotic process 
7:i* is simply ! result ( be+ ov]-anxi\s
 to sell7 to p]suade ! prospect t he _c 
wait ano!r day be=e buy+ ! p>ticul>     
article t ! salesman is di/ribut+4 ,!   
article may be /ocks & bonds1 wa% clo?s1

 soap1 or hair nets4 ,x makes no        
diff]5ce1 b he mu/ be fill$ ) en?usiasm 
& mu/ be able to pass x along4 ,& ?is v 
virtue :i* is ! f\ndation ( successful  
salesman%ip is likely to lead ! salesman
 into gross rud5ess4 ,= ! man :o is     
sell+ is s eag] & s e>ne/ t he =gets t !
 man :o is buy+ may h 8 own ideas on !  
subject4  ,! fir/ /ep 9 salesman%ip is  
to acquire a ?or\gh k ( ! product4 ,!   
next is to ga9 access to ! man :o is to 
buy x4 ,?is is n always easy4 ,bus9ess  
m5 h be5 annoy$ s mu* by ag5ts t !y h _h
 to erect b>ri]s1 9 _m in/ances almo/   
imp5etrable ones4 ,x is especially      
difficult 9 big cities :]e ! pressure is
 heavy1 b mo/ wor? :ile bus9ess m5 h    
le>n$ ! value ( contact ) ! _w outside &
 are will+ to give almo/ any man an     
int]view if he c %[ a valid reason :y he
 %\ld h x4 ,:e!r he gets a second       
int]view or n dep5ds ^u h[ he h&l$ !    
fir/ "o4  ,!re are _m ways ( gett+ into 
an (fice4 ,a salesman usually /&s a mu* 
bett] *ance if he writes ahead = an     

appo9tm5t4 ,x is mu* m c\rte\s to ask a 
man :5 he wants to see y ?an to drop 9  
on him casually & tru/ to luck t ! "t is
 n inopportune4 ,"s salesm5 are afraid  
to write because !y ?9k ! k ( :at !y h  
to sell w prejudice ! prospect aga9/ x4 
,at ! same "t !y feel t if !y c only get
 a *ance to talk to him a few m9utes !y 
c ov]-ride ! prejudice4 ,a salesman may 
come into an (fice )\t lett+ ! man "k   
:at 8 purpose is 7?\gh x is be/ to beg9 
) c>ds on ! table7 b he w n come 9      
7unless he is a crook7 "u false         
pret5ses4  ,! fri5ds ( a salesman c     
sometimes be v useful to him 9 pres5t+  
him to valuable prospects1 & :5 !y feel 
t ! meet+ w result 9 mutual b5efit !y   
are glad to d x4 ,sometimes ! fri5d w   
give a lett] or a c>d ( introduction4   
,sometimes he w telephone or speak = an 
appo9tm5t4 ,x is be/ :5 ^! come         
unsolicit$1 ?\gh x is p]missible to ask 
= !m4 ,no man %\ld dep5d ^u ! help ( 8  
fri5ds4 ,a salesman %\ld be able to /&  
on 8 own feet1 & if he & 8 product      

toge!r d n =m a /rong en\gh comb9ation  
to break d[n all ob/ructions !re is     
some?+ wrong ) "o or ! o!r ( !m4  ,! be/
 c>d ( admission at ! door ( a bus9ess  
(fice is a pleas+ p]sonal appe>ance     
c\pl$ ) a calm & assur$ mann]4 ,?is is a
 univ]sal /&>d ( measur+ a man's "* &   
calibre4 ,until we h he>d him speak we  
judge him by ! way he looks4 ,x is a    
dang]\s practice1 z ! prov]b w>ns u1 b !
 p]c5tage ( hits is high en\gh to make u
 cont9ue to use x4  ,a favorite device )
 a c]ta9 *eap type ( salesman is to give
 8 "n to ! girl at ! entrance desk & ask
 h] to tell ,mr4 ,br[n t ,mr4 ,gre5 has 
s5t ,mr4 ,smi? to call4 ,! ,mr4 ,gre5 is
 entirely fictiti\s1 b s9ce ,mr4 ,br[n  
has sev]al bus9ess acqua9tances ( t "n1 
he int]rupts 8 "w & comes out to see    
,mr4 ,smi? & discov]s t he is a life    
insurance ag5t :o ?9ks t if he c once   
get inside he c put x across4 ,mo/      
bus9ess m5 h no use = su* practices &   
r>ely all[ ! salesm5 :o employ !m to /ay
 9 _! (fices any long] ?an x takes to   

get !m out4 ,besides1 ! salesman places 
himself "u a h&icap to beg9 )4 ,he w f9d
 x pretty h>d to conv9ce ! man 9 ! (fice
 t he is n di%one/ ab\t 8 goods j z he  
is ab\t himself4 ,he is ! greate/ enemy 
( 8 pr(ession4 ,& he makes ! "w ( e "o  
else engag$ 9 x inf9itely h>d]4 ,x is   
some?+ e bus9ess & pr(ession has to     
fight aga9/--! di%one/ graft] :o is us+ 
x z a means ( sw9dl+ society4  ,mo/     
salesm5 give _! names at ! entrance desk
 in/ead ( pres5t+ _! c>ds4 ,psy*ologi/s 
& exp]i5ce h taught !m t ! c>d is       
di/ract+ & t ev5 if ! int]view is grant$
 x is h>d] to get ! att5tion ( ! o!r man
 if he has a c>d to twiddle betwe5 8    
f+]s4 ,x is m conv5tional to s5d 9 a c>d
 7a good c>d is a lett] ( introduction 9
 itself7 b if ! salesman f9ds x a       
h&icap1 h[ev] slight1 he %\ld by all    
means disp5se ) x4 ,if ! c>d is *eap or 
fla%y or (f5sive 9 any way x ar\ses     
prejudice aga9/ ! man :o be>s x be=e he 
has _h a *ance to pres5t 8 case 9 p]son4
 ,! bus9ess c>d may be ! same z !       

p]sonal c>d1 simply a bit ( pa/ebo>d    
be>+ ! "n & p]haps ! address1 or x may  
be l>g] ?an ! ord9>y p]sonal c>d & be> !
 "n ( ! firm = :i* ! salesman is work+1 
& 9 addition1 if x is a v simple design1
 ! tradem>k ( ! firm4  ,:e!r to rise :5 
a call] ent]s & %ake h&s is a "q to be  
settl$ by ea* p]son accord+ to ! way he 
likes be/4 ,x is c]ta9ly m graci\s to   
rise & ask him to be seat$ be=e resum+  
"o's own place4 ,b promiscu\s h&%ak+ is 
an ,am]ican habit :i* ,europeans z a    
rule fr[n ^u & 9 :i* a numb] ( ,am]icans
 d n indulge1 = !y l ! grasp ( _! h& to 
mean some?+ m ?an a c>eless greet+ &    
res]ve x = _! fri5ds4 ,9 any case1 !    
call] %\ld n be ! fir/ to ext5d 8 h&4   
,if a man is accu/om$ to see a great    
numb] ( p he w f9d x too mu* ( a /ra9 on
 8 vitality to %ake h&s ) !m all4       
,roosevelt us$ to surprise /rang]s ) !  
laxness ( 8 grasp1 b ! ,colonel _h le>n$
 to cons]ve 8 /r5g? 9 small ?+s s t he  
might give x to great ones4 ,! ,presid5t
 ( ! ,unit$ ,/ates has m ?an once 9 !   

c\rse ( ! hi/ory ( our c\ntry come to ! 
end ( ! day ) 8 h&s ble$+ f ! numb] (   
times p h press$ x dur+ ! day4 ,n[ !    
,presid5t ought to be will+ to give 8   
life = 8 c\ntry1 b he ought n to be     
requir$ to give x 9 ?is way4 ,x probably
 meant a great deal to ea* "o ( ! p 9 ! 
?rong to be able to say1 ,i once %ook   
h&s ) ! ,presid5t1 b h[ mu* m x w\ld h  
meant if ea* "o ( !m c\ld h said1 ,"o   
day ,i help$ my ,presid5t1 ev5 if ! help
 0 s small an act ( ?\ghtfulness z =be>+
 to %ake 8 h&4  ,b to get back to       
salesm53 ,"s ( !m h a way1 especially ! 
ov]-zeal\s ones1 ( gett+ z close to !   
prospect z is physically possible4 ,!y  
place _! pap]s or _! brief cases on !   
desk be=e :i* ! prospect is sitt+1 hit* 
_! *airs up z close z !y c1 & talk ) _! 
brea? 9 8 face4 ,no "o likes ?is & x is 
only a rude & ?\ghtless salesman :o is  
guilty ( x4 ,"o man :o _h be5 vex$ by x 
ov] & ov] aga9 _h ! visitor's *air nail$
 to ! floor 9 8 (fice "s little di/ance 
f 8 own4 ,& he nev] _h a call] :o didn't

 try to move x ne>] to him6  ,= ye>s x  
has be5 ! habit = bus9ess m5 to receive 
_! call]s at _! desks1 b lately !re has 
be5 a turn+ away f ?is4 ,! desk is      
usually litt]$ ) pap]s & lett]s :i* !   
call] c h>dly help read+1 & !re are     
con/ant int]ruptions f ! telephone & !  
o!r memb]s ( ! (fice4 ,= ^! reasons a   
numb] ( bus9ess m5 are go+ out to see _!
 call]s in/ead ( br++ !m 9 to see !m1 a 
practice :i* is mu* m cordial ?an ! o!r 
if "o c af=d ! "t = x4 ,"o big bus9ess  
h\se aboli%$ its l>ge reception room &  
built 9 a numb] ( small] ones in/ead4 ,9
 ?is way ea* visitor has privacy & !re  
is a feel+ ( hospitality & coz9ess ab\t 
! little room :i* ! bigg] "o fail$ to   
give4 ,ea* room 0 fitt$ up ) com=table  
*airs1 books1 & magaz9es s t if ! call] 
_h to wait he w\ld h ! means ( ent]ta9+ 
himself4  ,once a man agrees to see a   
salesman or o!r visitor he %\ld give1 9 
s f> z x is possible1 8 full att5tion to
 him4 ,x is bett] to refuse an audi5ce  
altoge!r ?an to give x grudg+ly4 ,a     

prom95t man _c possibly see all ( ! p1  
salesm5 & :atnot1 :o want to talk ) him 
or he w\ld h no "t left to keep himself 
prom95t4 ,a busy man has to protect     
himself aga9/ ! cranks & idl]s :o try to
 ga9 access to him1 & mo/ m5 h to h     
devices by :i* !y c rid !mselves (      
objectionable or tiresome call]s4 ,"o   
man :o has a con/ant /ream ( visitors   
has only "o *air 9 8 (fice1 & he sits 9 
x4 ,ano!r nev] all[s a visitor to ent] 8
 (fice1 b goes to ! out] reception room 
& /&s :ile he talks4 ,"o man /&s up z a 
signal t ! int]view is at an end4 ,ano!r
 beg9s to fumble ) ! pap]s on 8 desk1 & 
! salesman does n live :o is n famili> )
 ! man :o mu/ hurry out to lun* or :o   
has only five m9utes to cat* a tra94 ,"o
 man has 8 secret>y or 8 (fice boy      
int]rupt him aft] a visitor has be5 9 z 
mu* z t5 m9utes1 to tell him t ,mr4     
,s-&-,s is wait+ outside4 ,ano!r rises  
to 8 feet & walks sl[ly t[>d ! door1 !  
salesman foll[+1 until he has maneuv]$  
him out4 ,if ! salesman is a man ( s5se 

none ( ^! devices w be necess>y4 ,he    
kn[s t a c\rte\s & prompt dep>ture helps
 8 cause mu* m ?an an annoy+ p]si/5ce1 &
 ! man :o /ays aft] 8 prospect's m9d has
 lo/ e int]e/ except to get him out ( ! 
way is lack+ 9 "o ( ! fundam5tals (     
social good mann]s z well z bus9ess good
 mann]s4 ,r>ely1 p]haps nev]1 does he   
succe$4 ,= ! successful salesman is ! "o
 :o c put himself into 8 prospect's     
place & let him "k t he has made a /udy 
( 8 ne$s & is !re to help him4          
,c>efully prep>$ approa*es & memoriz$   
spee*es are wor? mu* to ! beg9n]1 b an  
agility 9 adapt+ himself is mu* m       
important4 ,lud5dorff fail$ to get to   
,p>is because 8 orig9al plan 0 upset &  
he c\ld n ?9k quickly en\gh to rally !  
,g]man army & attack f a diff]5t angle4 
,mo/ salesm5 h to talk to m5 :o are     
cont9ually int]rupt$ to att5d to some?+ 
else4 ,& mo/ bus9ess m5 "k :at !y want1 
or ?9k !y d1 & :5 !y ask a direct "q !y 
want a direct answ]4 ,_m a "y salesman  
has ru9$ himself s f> z 8 c>e] 0 conc]n$

 because he w5t out ) in/ructions to    
keep ! int]view 9 8 h&s & e "t ! man he 
0 sell+ ask$ a "q he pass$ airily ov] x 
& kept /ubbornly on ! road he _h mapp$  
out = himself4 ,! salesman _c ?9k 9     
!oretical t]ms2 he mu/ ?9k concretely & 
f ! po9t ( view ( ! man he is try+ to   
conv9ce4 ,z "o v excell5t salesman has  
put x1 he mu/ get ! prospect's own /ory 
& tell x to him 9 diff]5t words1 & if he
 c actually %[ him a way to decrease    
exp5ses or to increase output he w w9 n 
only 8 att5tion1 b 8 he>t z well4  ,!   
salesman mu/ be absorb$ 9 8 commodity1 b
 n to ! exclusion ( ! man he is try+ to 
sell4 ,a beg9n] ( ?is type w5t into a   
man's (fice "s "t ago & rattl$ (f a     
spee* he _h memoriz$ ab\t "s *>ts4 ,!   
man li/5$ until he came to ! end--! boy 
0 talk+ s rapidly & excit$ly t x w\ld h 
be5 h>d to int]rupt him except by %\t+  
at him--& !n quietly told him t he _h n 
be5 able to und]/& a ^w ( :at he _h     
said4 ,y h n be5 talk+ to me1 he        
expla9$4 ,y h be5 talk+ at me4  ,ano!r  

salesman ( ! same g5]al k9d w5t into !  
(fice ( a busy lawy] "o morn+ rec5tly 9 
a build+ :i* happ5$ to be own$ by !     
lawy]4  ,i am go+ to give y "s books1 he
 ann\nc$4  ,! lawy] ask$ him :at !y 71 b
 ! salesman refus$ to be div]t$ be=e he 
_h l$ up to ! dramatic mom5t 9 8        
c>efully plann$ spee* at :i* he ?\ght x 
be/ to m5tion ! "n ( ! books4 ,he w5t   
?r\gh ! :ole ( 8 canvass & !n ?ru/ a    
pap] "u ! lawy]'s face ) ,sign "h above 
! dott$ l9e4  ,i ?\ght y 7 go+ to give  
!m to me1 ! lawy] said4  ,! salesman    
began to expla9 t ( c\rse he c\ld n give
 him ! books outright & s on & on &     
on--ev]ybody has he>d ?is "p ( 8 spee*4 
,! lawy] laugh$ & ! salesman lo/ 8      
temp]4 ,v angry1 he />t$ out ( ! room4  
,ne> ! door :i* op5$ into ! hall 0 ano!r
 door :i* op5$ into a closet t conta9$ a
 %elf :i* 0 a little m ?an five feet    
high4 ,! salesman op5$ ?is door by      
mi/ake & /ruck 8 head sm>tly aga9/ !    
%elf4 ,?is made him angri] ?an ev]4 ,he 
j]k$ ! o!r door op5 & slamm$ x beh9d him

 ) a cra% t ne>ly broke ! glass out4    
,?is 0 m ?an ! lawy] c\ld /&4 ,he sprang
 up & />t$ 9 pursuit ( ! salesman1 :o by
 ?is "t 0 on 8 way into ano!r (fice 9 ! 
same build+4 ,! lawy] ask$ him :]e he 0 
go+4 ,! salesman told him4  ,n 9 my     
build+1 ! lawy] said4 ,i c't h ! m5 :o h
 (fices "h di/urb$ by p :o act l ?is4   
,n[ g on1 he add$ k9dly b firmly1 &     
let's =get t y ev] came "h4  ,& !       
salesman w5t4  ,salesman%ip is s]vice1 &
 ! man :o p]suades ano!r to buy some?+  
he kn[s he does n want1 does n ne$1 & _c
 use1 is a sc\ndrel4 ,good salesman%ip1 
& ?is is ! only sort t any self-respect+
 man w engage 91 is sell+ goods t won't 
come back to cu/om]s t w4 ,x is         
cumulative 9 its effect1 & ! man :o     
sells ano!r some?+ t really fills a want
 w9s 8 et]nal gratitude & fri5d%ip4 ,he 
tells 8 fri5ds ab\t x1 !y come to ! same
 salesman & ! product beg9s almo/ to    
sell itself4 ,b x takes pati5ce &       
c\rtesy to br+ x up to ?is po9t4  ,"s   
salesm5 kill a t]ritory on _! fir/ trip4

 ,bad mann]s c d x v easily4 ,sometimes 
!y make !mselves s objectionable t !    
cu/om] w buy to get rid ( !m1 especially
 if ! pur*ase does n involve m ?an a    
doll> or two4 ,sometimes !y c>ry !      
cu/om] along s smoo?ly ) plausible      
argum5ts t !y p]suade him to buy some?+ 
t he kn[s he does n want4 ,x is all "r s
 long z ! salesman is pres5t1 b         
discont5t foll[s 9 8 trail4             
,sometimes--/ocks & bonds salesm5 are   
guilty "h--!y :e$le ! cu/om] into buy+ m
 ?an he c af=d1 beg9n+ on ! premise t   
s9ce _! /ocks are good 7& ! m5 :o sell  
fraudul5t ones use ! same me?ods7 a man 
%\ld if he has a hundr$ doll>s buy a    
hundr$ doll>s' wor?1 if he has a million
 he %\ld buy a million doll>s' wor?1 if 
he has a home he mu/ mortgage x1 if he  
has an automobile he mu/ sell x4 ,no    
good salesman works l ?is4 ,p are v     
gullible & x takes little argum5t to    
p]suade !m to inve/ ne>ly all !y h 9    
some?+ t w make !m ri* 9 a hurry1 b !   
fact t !y are fooli% is n q suffici5t   

ju/ification = fool+ !m4 ,ev5 if ! /ocks
 & bonds are all ! salesman believes &  
repres5ts !m to be1 no man has a "r to  
risk 8 home or 8 happ9ess = !m4 ,a wor? 
:ile salesman leaves 8 cu/om] satisfi$ &
 comes back a ye> lat] & f9ds him /ill  
satisfi$4 ,& ?is sort ( cu/om] is ! be/ 
adv]tisem5t & ! be/ fri5d any bus9ess c 
h4  ,bad salesm5 create viol5t          
prejudices aga9/ ! firms !y repres5t4 ,=
 ! av]age cu/om]1 l ! av]age man1 judges
 ! :ole ( a ?+ by ! "p t he sees4 ,to   
mo/ ( u ! ^w ,*9aman calls up ! picture 
( ! laundryman ar\nd ! corn] 9 spite ( !
 fact t !re are "s ?ree hundr$ million  
,*9am5 9 ! _w engag$ 9 o!r occupations4 
,salesm5 :o are consum$ ) _! own        
importance d _! firms m h>m ?an good4   
,!y usually are m5 9 positions too big =
 !m 7!y may n be v big at t7 & are = !  
mo/ "p ( n mu* m real consequ5ce ?an !  
gnat :i* sat on ! tip ( ! bull's horn & 
cri$1 ,see :at a du/ ,i raise6 ,glum &  
sull5 salesm5--!re are n _m ( !m--are ( 
little g5u9e value to _! firms4 ,x is n 

true t :5 y weep y weep alone4 ,gloomy  
moods are z contagi\s z pleasant ones1 &
 a happy man radiates happ9ess4  ,x is n
 easy to look pleasant :5 "o's n]ves are
 bruis$ f miscellane\s contacts ) all   
sorts ( p1 b x is an actual fact t      
assum+ ! ge/ures ( a mood w (t5 induce !
 mood itself4 ,! man :o =ces himself to 
look *e]ful 7we are n talk+ ab\t ! "o :o
 takes on an idiotic gr97 may f9d       
himself aft] a :ile beg9n+ to feel      
*e]ful4 ,aft] he has greet$ ! elevator  
boy ) a smile 7x may be a v crook$ "o7 &
 ! hotel cl]k & ! waitress & ! bootblack
 & ! pap] boy he is likely to f9d t !   
smile has /raight5$ out into a g5u9e "o4
 ,x does n always "w--x is l c\nt+ to a 
hundr$ :5 "o is angry--b x is wor? try+4
  ,salesm5 f9d _! greate/ difficulties  
among p ( little education4 ,x is ! p ) 
fewe/ ideas t cl+ to !m mo/ t5aci\sly4  
,s*ol>s & sci5ti/s & bus9ess m5 :o h    
le>n$ to employ sci5tific me?ods are    
con/antly wat*+ = some?+ new4 ,!y       
welcome new discov]ies & new ideas1 b ! 

man 9 ! backwoods ( ignorance has a f5ce
 ar\nd ! limits ( 8 m9d & x is h>d =    
any?+ to get inside x4 ,he is op5 to    
conviction1 b l ! ,scotsman1 he w\ld l  
to see ! p]son :o c\ld convict him4 ,x  
is h>d "w to get a new idea into ! m9d (
 a man :o is encas$ 9 a %ell ( ignorance
 or prejudice1 b ! salesman is worse ?an
 bad-mann]$ :o lets ano!r man1 :oev] he 
is1 "k t he ?9ks 8 religion is no good1 
t 8 political p>ty is rott51 t 8 c\ntry 
is n wor? a cancell$ po/age /amp1 & t ! 
p ( 8 race are frogs1 squ>e-heads1      
dagos1 wops1 or kikes4  ,salesm5 :o are 
!mselves c\rte\s usually meet ) c\rtesy4
 ,! p :o move graci\sly ?r\gh life f9d  
comp>atively little rud5ess 9 ! _w4 ,& a
 good salesman is c\rte\s to all m5     
alike4 ,) him ov]alls comm& z mu*       
respect z broadclo?4 ,x pays--n only 9  
money1 b 9 o!r ?+s t are wor? m4  ,a    
salesman %\ld be especially c>eful ( 8  
attitude t[>d ! repres5tatives ( rival  
h\ses & _! products4 ,8 eag]ness to     
advance 8 own cause %\ld nev] lead him  

into belittl+ !m4 ,he ne$ n g out ( 8   
way to praise !m nor %\ld he speak ( !m 
ins9c]ely 9 gl[+ t]ms2 b an hone/ ^w (  
comm5dation %[s t he is n afraid ( 8    
rivals 9 spite ( ! fact t !y too h      
excell5t goods1 & :5 x is impossible to 
speak well ( !m x is be/ to /ay sil5t4  
,x is n h>d to see :y bus9ess m5 sp5d s 
mu* "t & ef=t 9 select+ _! salesm54 ,!y 
"k t "o :o is ill-mann]$ or (f5sive 9   
any way indicates ei!r a lack ( bre$+ or
 a lack ( judgm5t on ! "p ( ! p>5t      
conc]n4 ,& "o is ab\t z bad z ! o!r4    
,,viii  ,,! ,,bus9ess ,,( ,,writ+       
,half ! bus9ess lett]s :i* are writt5   
%\ld nev] be writt5 at all1 & ( ! o!r   
half s _m are incomplete or incoh]5t t a
 transaction :i* c\ld be f9i%$ & fil$   
away 9 two lett]s frequ5tly requires six
 or eight4  ,a good lett] is ! result ( 
cle> ?9k+ & c>eful plann+4 ,9 ! case ( !
 sales-lett] x sometimes takes sev]al   
weeks to write "o1 b = ord9>y           
correspond5ce a few m9utes is usually   
all t is necess>y4 ,! l5g? ( "t does n  

matt]--x is ! sort ( lett] :i* is       
produc$ at ! end ( x4  ,books (         
comm]cial correspond5ce give a numb] (  
rules & /&>ds by :i* a lett] c be       
measur$4 ,b all rules ( ?umb are        
dang]\s1 & !re are only two items :i*   
are ess5tial4 ,! o!rs are valuable only 
z !y contribute to !m4 ,! lett] mu/     
succe$ 9 gett+ its idea across & x mu/  
build up good w = its firm4 ,& ! be/ "o 
is ! "o :i* accompli%es ?is mo/         
c\rte\sly & mo/ completely 9 ! briefe/  
space ( "t 7& pap]74  ,!re %\ld be a    
reason back ( e lett] if x is only to   
say ,?ank y to a cu/om]4 ,too mu* ( our 
national en]gy goes up 9 wa/e ef=t1 9   
aimless adv]tis+1 wor?less salesman%ip1 
ineffective lett] writ+1 & 9 a ?\s& & "o
 o!r ways4 ,a lot ( x is hamm]$ out on !
 typewrit]s transcrib+ p]fectly useless 
lett]s to pap] :i* might really be wor? 
some?+ if x 7 giv5 ov] to a diff]5t     
purpose4  ,a good lett] nev] attracts ! 
m9d ( ! read] to itself z a ?+ ap>t f   
its cont5ts4 ,la/ ye> a publi%+ h\se s5t

 out a hundr$ te/ lett]s adv]tis+ "o (  
_! books4 ,?ree answ]s came back1 none (
 !m ord]+ ! book1 b all ?ree prais+ !   
lett]4 ,"o 0 f a tea*] ( comm]cial      
,engli% :o decl>$ t he 0 go+ to use x z 
a model 9 8 classes1 & ! o!r two        
congratulat$ ! firm on hav+ s excell5t a
 correspond5t4 ,! physical make-up ( !  
lett] 0 attractive1 x 0 writt5 by a     
college graduate & c\*$ 9 cle>1 correct1
 & colorful ,engli%4 ,& yet x 0 no good4
 ,no lett] & no adv]tisem5t is any good 
:i* calls att5tion to itself in/ead ( ! 
message x is try+ to deliv]4  ,!re is n 
mu* room = individuality 9 ! make-up ( a
 lett]4 ,cu/om has /&>diz$ x1 & />tl+   
v>iations f ! conv5tional =mat indicates
 freaki%ness r ?an orig9ality4 ,!y are l
 t a/oni%+ g5tleman :o walks up ,fif?   
,av5ue on ! colde/ morn+s 9 ! ye>1      
b>ehead$1 coatless1 sockless1 clad 9    
:ite flannels & t5nis slipp]s4 ,he      
attracts att5tion1 b he makes u %iv]4   
,pla9 :ite pap] ( good quality is always
 9 good ta/e4 ,c]ta9 dull-t9t$ pap]s are

 n bad1 b gaudy colors1 fla%y designs1 &
 ornate lett] heads are taboo 9 all high
 types ( bus9ess4 ,simple head+s giv+   
explicit & useful in=mation are be/4 ,! 
"n & address ( ! firm 7& ,new ,york or  
,*icago is n suffici5t 9 spite ( ! fact 
t a good _m places g into no m detail   
?an ?is71 ! cable address if x has "o1 !
 telephone numb] & ! tradem>k if x is an
 inconspicu\s "o 7!re is a diff]5ce     
betwe5 conspicu\s & di/9ctive7 are all t
 any bus9ess h\se ne$s4  ,hotels are (t5
 pictur$ on _! own /ation]y 9 a way t is
 any?+ b mode/1 b !re is a v good reason
 = x4 ,! fir/ ?+ mo/ p want to "k ab\t a
 hotel is :at sort ( look+ place x is4  
,all "r1 "h y are4 ,"s factories1       
especially ^? t are pr\d ( _! appe>ance1
 c>ry _! own picture on _! /ation]y4    
,!re is no?+ to say aga9/ x1 b "o ( !   
mo/ beautiful factories 9 ,am]ica has on
 its lett] head only ! "n ( ! firm1 !   
address1 & a small tradem>k engrav$ 9   
black4 ,sometimes a picture1 9 a sales  
lett]1 = in/ance1 supplem5ts ! writt5   

matt] 9 a mo/ effective way4 ,& :5ev]   
any k9d ( device is really helpful x    
%\ld by all means be us$1 subject only  
to ! limits ( good ta/e4  ,x is m       
practical 9 bus9ess to use /&>d size    
envelopes4 ,if w9d[ envelopes are us$ ! 
w9d[ %\ld be cle>1 ! pap] :ite or ne>ly 
s1 & ! typewritt5 address a good hone/  
black4 ,! enclosure %\ld fit snugly &   
%\ld be plac$ s t ! address is 9 pla9   
view )\t hav+ to be jiggl$ ar\nd 9 !    
envelope fir/4 ,a lett] passes ?r\gh !  
h&s ( sev]al po/al cl]ks be=e x rea*es !
 p]son to :om x is address$1 & if ea* "o
 ( !m has to /op to play ) x a:ile an   
appreciable am\nt ( "t is lo/1 n to     
m5tion ! /ra9 x puts on _! respective   
temp]s4 ,! pap] ( :i* an envelope is    
made %\ld always be opaque en\gh to     
conceal ! cont5ts ( ! lett]4            
,practically all bus9ess lett]s are     
typewritt54 ,occasionally a ,help ,want$
 adv]tisem5t reque/s t ! answ] be 9 !   
applicant's own h&writ+1 b ev5 ?is is   
r>e4 ,9 mo/ places ! typ+ is tak5 c>e ( 

by girls :o h be5 tra9$ = ! purpose1 b  
mo/ "y girls j ent]+ bus9ess are highly 
irresponsible1 & x is necess>y = ! m5 & 
wom5 :o dictate ! lett]s to "k :at      
con/itutes a pleas+ make-up s t !y c    
po9t out ! flaws & give sugge/ions = do+
 away ) !m4  ,! lett] %\ld be arrang$   
symmetrically on ! page ) ample m>g9s   
all ar\nd4 ,no?+ b exp]i5ce 9 copy+ h]  
own notes w tea* a /5ograph] to e/imate 
!m correctly s t %e w n h to rewrite    
badly plac$ lett]s4 ,x is a little po9t1
 b an important "o4  ,ea* subject       
consid]$ 9 a lett] %\ld be treat$ 9 a   
sep>ate p>agraph1 & ea* p>agraph %\ld be
 set (f f ! o!rs by a wid] space ?an t  
betwe5 ! l9es1 d\ble space betwe5 !     
p>agraphs :5 !re is s+le space betwe5 ! 
l9es1 triple space betwe5 ! p>agraphs :5
 !re is a d\ble space betwe5 ! l9es1 & s
 on4  ,a bus9ess lett] %\ld h&le only "o
 subject4 ,two lett]s %\ld be dispat*$  
if two subjects are to be cov]$4 ,?is   
enables ! h\se receiv+ ! lett] to file x
 s t x c be f\nd :5 x is ne$$4  ,:5 a   

lett] is address$ to an individual x is 
bett] to beg9 ,de> ,mr4 ,br[n or ,my de>
 ,mr4 ,br[n ?an ,de> ,sir or ,my de>    
,sir4 ,g5tlem5 or ,ladies is sometime   
us$ 9 salutation :5 a lett] is address$ 
to a gr\p4 ,de> ,fri5d is p]missible 9  
g5]al lett]s s5t out to p]sons ( bo?    
sexes4 ,honor>y titles %\ld be us$ 9 !  
address :5 !y take ! place ( ,mr41 su*  
titles z ,rev]5d1 ,doctor1 ,honorable   
7abbreviat$ to ,rev41 ,dr41 ,hon417 & ! 
l4 ,titles %\ld n be dropp$ except 9 !  
case ( p]sonal lett]s4  ,special c>e    
%\ld be tak5 ) ! outside address4 ,/ate 
abbreviations %\ld be us$ sp>+ly :5 !re 
is a *ance ( confusion z 9 ! case (     
,ga41 ,va41 ,la41 & ,pa4 ,city is n     
suffici5t & %\ld nev] be us$4 ,nor %\ld 
! "n ( ! /ate ev] be omitt$ ev5 :5 !    
lett] is address$ to "s o!r po9t 9 !    
same /ate1 z f ,new ,york to ,brooklyn4 
,& po/age %\ld be complete4 ,a lett] on 
:i* !re is two c5ts due has plac$ itself
 "u a pretty sev]e h&icap be=e x is     
op5$4  ,x is a/oni%+ h[ _m lett]s g out 

e day unsign$1 lack+ enclosures1 c>ry+ !
 wrong addresses1 be>+ insuffici5t      
po/age1 & %[+ o!r evid5ces ( c>elessness
 & ?\ghtlessness4 ,9 a t[n 9 ,new ,engl&
 la/ ye> "o ( ! specialty %ops receiv$  
at ,*ri/mas "t tw5ty diff]5t lots (     
money--money ord]s1 /amps1 & ca%--by    
mail1 n "o ( :i* bore ! slighte/ clue to
 ! id5tity ( ! s5d]4 ,c\ntless times    
dur+ ! ye> ?is happ5s 9 e mail ord]     
h\se4  ,! initials ( ! dictator & ( !   
/5ograph] 9 ! l[] left-h& corn] ( a     
lett] s]ve n only to id5tify ! c>bon1 b 
(t5 to place ! lett] itself if x has    
gone out )\t signature4 ,! signature    
%\ld be legible1 or if ! "o :o writes x 
enjoys mak+ fl\ri%es he may d s if he w 
h ! "n neatly typ$ ei!r j bel[ ! "n or j
 above x4 ,x %\ld be writt5 9 ink 7black
 or blue ink71 n 9 p5cil or color$      
crayon1 & x %\ld be blott$ be=e ! page  
is fold$4 ,! dictator himself %\ld sign 
! lett] :5ev] possible4 ,dictat$ b n    
read be>s ! m>k ( disc\rtesy & sometimes
 br+s back a lett] ) ,receiv$ b n read  

writt5 across x4 ,:5 x is necess>y to   
leave ! (fice be=e sign+ 8 lett]s1 a    
bus9ess man %\ld deputize 8 /5ograph] to
 d x1 9 :i* case %e writes 8 "n 9 full )
 h] initials j bel[ x4 ,a bett] plan is 
to h ano!r p]son take c>e ( ! entire    
lett]1 beg9n+ x some?+ l1 ,s9ce ,mr4    
,blake is away f ! (fice to-day he has  
ask$ me to let y "k----  ,! complim5t>y 
close to a bus9ess lett] %\ld be ,y\rs  
truly1 ,y\rs s9c]ely or some?+ ( ! k9d1 
& n ,y\rs cordially1 ,y\rs fai?fully or 
,y\rs gratefully unless ! circum/ances  
w>rant x4  ,9 writ+ a lett] z a "p ( a  
l>ge organization "o %\ld use ,we in/ead
 ( ,i4 ,a firm acts collectively1 no "o 
except ! presid5t has a "r to ! pron\n (
 ! fir/ p]son1 & he 7if he is wise7     
seldom avails himself ( x4 ,if ! matt]  
is s ne> p]sonal z to make ,we some:at  
ridicul\s ,i %\ld1 ( c\rse1 be us$      
in/ead4 ,b "o %\ld be consi/5t4 ,if ,i  
is us$ at ! beg9n+ x %\ld be cont9u$    
?r\gh\t4  ,simil>ly a lett] %\ld be     
address$ to a firm r ?an to a p]son1 =  

if ! p]son happ5s to be abs5t "s "o else
 c !n take *>ge ( x4 ,b ! address %\ld  
also include ! "n ( ! addressee 7:5ev]  
possible7 or ,adv]tis+ ,manag]1         
,p]sonnel ,manag] or :atev] !           
designation ( 8 position may be4 ,! "n  
may be plac$ 9 ! l[] left-h& corn] ( !  
lett] ,att5tion ,mr4 ,gre5 or ,att5tion 
,adv]tis+ ,manag]1 & x may also be plac$
 j above ! salutation inside ! lett]4   
,sometimes ! subject ( ! lett] is       
indicat$ 9 ! same way1 ,re ,montana     
%ipm5t1 ,re ,smy! manuscript1 etc4 ,^!  
l9es may be typ$ 9 r$ or 9 capital      
lett]s s z to cat* ! att5tion ( ! read] 
at once4 ,if a lett] is m ?an two pages 
long ?is l9e is (t5 add$ to ! succe$+   
pages1 a v conv5i5t device1 = lett]s are
 sometimes misplac$ 9 ! files & ?is     
helps to locate !m4  ,a bus9ess lett]   
%\ld nev] be long] ?an necess>y4 ,if    
?ree l9es are en\gh x is absurd to use  
m1 especially if ! lett] is go+ to a    
firm :i* h&les a big correspond5ce4 ,"s 
"o has said ) m tru? ?an exagg]ation t  

no man s\? ( ,f\rte5? ,/reet 9 ,new     
,york reads a lett] m ?an ?ree l9es     
long4 ,b !re is dang] t ! too brief     
lett] w s\nd brusque4 ,mail ord] h\ses  
:i* s]ve ! small t[ns & ! rural di/ricts
 say t1 all o!r ?+s be+ equal1 x is !   
long sales lett] :i* br+s 9 ! be/       
results4 ,f>m]s h m leisure & !y are q  
will+ to read long lett]s if 7& ?is if  
is wor? tak+ note (7 !y are int]e/+4    
,all unnecess>y words & all /ilt$       
phrases %\ld be /ripp$ f a lett]4       
,reply+ to y\r e/eem$ favor1 ,y\rs ( !  
#aa? in/4 to h&1 cont5ts not$1 ,y\rs ( !
 #bd? ult4 receiv$4 ,9 reply w\ld say1  
,await+ a favorable reply1 ,we beg to   
rema9 are dead weights4 ,prox might be  
add$ to ! li/1 & ,9 reply to same4 ,p]  
diem & o!r ,lat9 expressions %\ld       
likewise be ?r[n into ! disc>d4 ,z p]   
our agreem5t ( ! #ag? %\ld give place to
 ,accord+ to our agreem5t ( ! #ag?1 &1  
:]ev] possible1 simplifi$ expression    
%\ld be employ$4 ,legal phraseology %\ld
 be re/rict$ to ! pr(ession to :i* x    

belongs4 ,wills1 de$s1 & o!r docum5ts   
likely to be hal$ into c\rt ne$ :]eas's 
& :]e=es & said's & same's )\t end1 b   
ord9>y bus9ess lett]s d n4 ,x is        
p]fectly possible to express oneself    
cle>ly 9 ! language ( conv]sation 7:i*  
is also ! language ( bus9ess7 )\t bury+ 
! mean+ 9 tiresome v]biage4 ,& yet      
reputable bus9ess h\ses e day s5d out   
lett]s :i* are almo/ ridicul\s because (
 ! /iff & pomp\s way !y are writt54  ,! 
foll[+ lett] 0 s5t rec5tly by "o ( !    
olde/ furniture h\ses 9 ,am]ica3        
,,de> ,,madam3       ,h]e) please f9d   
receipt = full paym5t ( y\r bill4       
,please accept our ?anks = same4        
,relative to ! commission due ,mrs4     
,rob9son w\ld say t if      %e w call at
 our (fice at h] conv5i5ce we %all be   
glad      to pay same to h]4            
,?ank+ y = pa/ favors1 we beg to rema91 
,y\rs v truly1  ,contra/ t ) ?is3       
,,de> ,,mrs4 ,,br[n3       ,we are      
return+ h]e) y\r receipt$ bill4 ,?ank y 
v      mu*4       ,if y w h ,mrs4       

,rob9son call at our (fice at h]        
conv5i5ce we %all take pleasure 9 pay+  
h] ! commission      due h]4       ,y\rs
 v truly1  ,"h is ano!r lett] s typical 
( ! k9d t c>elessness produces3         
,,de> ,,sir3       ,i h y\r lett] ( !   
#bg? in/4 & ,i h =w>d$ x to      ,mr4   
,/ubbs & w see him 9 a few days & talk !
 matt]      ov]4       ,i rema9         
,y\rs s9c]ely1  ,w\ld x n h be5 j z easy
 to write3       ,,de> ,,mr4 ,,?ompson3 
,?ank y = y\r lett] ( ! #bg?4 ,i h =w>d$
 x to ,mr4      ,/ubbs & w see him 9 a  
few days to talk ! matt] ov]4       ,y\r
 s9c]ely1  ,9 ! prep>ation ( ?is volume 
a lett] ( inquiry 0 s5t out to a numb] (
 repres5tative bus9ess h\ses all ov] !  
c\ntry4 ,x 0 a pleasure to read !       
excell5t replies t came 9 response to x4
 ,"o lett] rea*$ its de/9ation 9 ! mid/ 
( a /rike1 b ! publicity manag] ( ! firm
 s5t a cordial answ]1 :i* began3        
,y\r v c\rte\s lett] to ,mr4 ,j5n+s came
 at a "t :5      8 m9d is pretty well   
occupi$ ) ?\ghts conc]n+ !              

employm5t situation 9 our v>i\s plants4 
,we %all endeavor1 !re=e1 to give y su* 
in=mation z      comes to m9d ) reg>d to
 matt]s und]tak5 by ! company      :i* h
 contribut$ to ! /&>d ( c\rtesy :i*     
exi/s      9 ! dep>tm5ts "h4  ,we select
 ano!r at r&om3       ,x pleases u v mu*
 to "k t our company has be5            
describ$ to y z "o :i* practises c\rtesy
 9 bus9ess4 ,we      %\ld l no?+ bett]  
?an to h all our employees live up      
to ! reputation cr$it$ to !m by ,mr4    
,haight4       ,z = our me?ods ( obta9+ 
x----  ,contra/ ^! two excell5t beg9n+s 
) 7& ?is "o is au!ntic1 too73       ,9  
reply to y\rs ( ! #f? in/4 relative to  
:at "p c\rtesy      plays 9 bus9ess &   
(fice managem5t w\ld say t x is v       
important4  ,r\t9e lett]s mu/ be        
/&>diz$--a h\se mu/ cons]ve its own "t z
 well z t ( its cu/om]s--b a r\t9e lett]
 mu/ nev] be us$ unless x adequately    
cov]s ! situation4 ,!re is no excuse = a
 poor r\t9e lett]1 = !re is pl5ty ( "t  
to ?9k x out1 & !re is no excuse = s5d+ 

a r\t9e lett] :5 x does n ?or\ghly answ]
 ! correspond5t's "q4 ,! man :o is      
answ]+ a lett] mu/ put himself 9 ! place
 ( ! "o :o wrote x4  ,?is is a fair     
sample ( :at happ5s :5 a lett] is writt5
 by a p]son :o ei!r has no imag9ation at
 all1 or does n use :at he has4  ,a     
woman :o _h j mov$ to ,new ,york lo/ !  
key to h] ap>tm5t & wrote to h] l&lord =
 ano!r4 ,?is answ] came3       ,reply+  
to y\r lett]1 w say am sorry b x is n ! 
cu/om ( ! l&lord to furni% m ?an "o key 
= an      ap>tm5t4 ,%\ld ! t5ant lose or
 misplace ! key x is up to      !m to   
replace same4  ,! woman felt a          
ju/ifiable s5se ( irritation4 ,%e 0 new 
to ! city & ?\ght %e 0 tak+ ! mo/ direct
 me?od ( replac+ same4 ,p]haps %e %\ld h
 kn[n bett]1 b %e did n4 ,buy+ a key is 
n s simple z buy+ a box ( mat*es & to a 
newcom] x is a matt] ( "s little        
difficulty4 ,%e 0 at lea/ entitl$ to a  
bit m in=mation & to m c\rte\s treatm5t 
?an is %[n 9 ! lett] sign$ by 8 l&lordly
 h&4 ,%e w5t to see him & f\nd him mo/  

suave & polite 7:i* 0 8 habit face to   
face ) a woman74 ,he expla9$ ! heavy    
exp5se ( furni%+ c>eless t5ants ) new   
keys 7:i* %e und]/ood p]fectly to beg9  
)7 & 0 mo/ apologetic :5 he discov]$ t  
%e _h int5d$ all ! "t to pay = x4 ,x    
w\ld h be5 j z easy = him 9 ! beg9n+ to 
write3       ,i am sorry t ,i _c s5d y a
 key1 b we h _h s _m      simil> reque/s
 t we h _h to discont9ue comply+ )      
!m4       ,y w f9d an excell5t locksmi? 
at #de ,we/ #aai ,/4 ,8      telephone  
numb] is ,ma9 #cdhj4  ,or3       ,i am  
s5d+ y ! key h]e)4 ,!re is a nom9al *>ge
 =      x :i* w be add$ to y\r bill at !
 end ( ! mon?4 ,i      hope x w rea* y  
safely4 ,x is a nuisance to be )\t      
"o4  ,imag9ation is indisp5sable to good
 lett] writ+1 b x is go+ r f> :5 "o s5ds
 ?anks 9 advance = a favor :i* he       
expects to be conf]r$4 ,ev5 ^? :o take  
pleasure 9 grant+ favors l to feel t !y 
d s ( _! own free w4 ,x takes away !    
pleasure ( do+ x :5 "s "o asks a favor &
 !n assumes ! ?+ done4 ,royalty alone   

are s highly privileg$ z to h simply to 
voice _! wi%es to h !m compli$ )1 &     
royalty has gone out ( fa%ion4  ,at "o  
po9t 9 _! j\rney all ! travell]s 9      
,pilgrim's ,progress ex*ang$ burd5s1 b  
!y did n g f> be=e ea* "o begg$ to h    
back 8 orig9al load4 ,t is :at w\ld     
happ5 if ! man :o dictates a lett] 7 to 
ex*ange places ) 8 /5ograph]4 ,ea* w\ld 
!n appreciate ! position ( ! o!r1 & if  
!y 7 once 9 a :ile to make ! transf] 9  
_! m9ds 7imag9ation 9 bus9ess aga97 !y  
w\ld come ne>] ! sympa!tic und]/&+ t is 
! basis ( good teamwork4  ,!            
responsibility = a lett] is divid$      
betwe5 !m1 & x is important t !         
circum/ances "u :i* x is writt5 %\ld be 
favorable4 ,! girl %\ld be plac$ 9 a    
com=table position s t %e c he> )\t     
difficulty4 ,! dictator %\ld n smoke    
:e!r %e objects to x or n4 ,he %\ld h 9 
m9d :at he wants to say be=e he beg9s   
speak+1 & !n he %\ld pron\nce 8 words   
ev5ly & di/9ctly4 ,he %\ld n bang on !  
desk ) 8 fi/1 fl\ri% 8 arms 9 ! air1    

talk 9 rhetorical ru%es ) long pauses   
betwe5 ! phrases1 or raise 8 voice to a 
?und]\s pit* & !n let x s9k to a coo+   
murmur4 ,^! ?+s h n ! slighte/ effect on
 ! typewritt5 page1 & !y make x v h>d = 
! girl to take correct notes4 ,no "o    
%\ld write a lett] :ile he is angry1 or 
if he writes x 7& x is sometimes a      
relief to write a scor*+ lett]7 he %\ld 
n mail x4  ,x is said t ,roosevelt us$  
to write v angry lett]s to p :o des]v$  
!m1 draw+ lib]ally ^u 8 v expressive    
supply ( abusive words = ! occasion4    
,ea* "t 8 secret>y quietly /opp$ !      
lett]4 ,ea* "t ! ,colonel came 9 ! day  
aft] & ask$ if ! lett] _h be5 s5t4 ,ea* 
"t ! secret>y said1 ,no1 t "o did n get 
(f4 ,& ea* "t ! ,colonel exclaim$1      
,good6 ,we won't s5d x6 ,x came to be a 
regul> "p ( ! day's r\t9e4  ,inexp]i5c$ 
dictators w f9d x good practice to h _! 
/5ograph]s read back _! lett]s s !y c   
reca/ awkw>d s5t5ces & make o!r         
improvem5ts4 ,x c usually be discont9u$ 
aft] a :ile1 = dictat+1 l ne>ly ev]y?+  

else1 becomes easi] ) habit4  ,a        
consid]ate man w %[ special =be>ance 9  
break+ 9 a new girl4 ,diff]5t voices are
 h>d to gr[ accu/om$ to1 & a girl :o is 
p]fectly capable ( tak+ dictation f "o  
man w f9d x v difficult to foll[ ano!r  
until %e has gr[n us$ to ! s\nd ( 8     
voice4 ,x is l le>n+ a =eign language4  
,! pupil und]/&s 8 tea*]1 b he does n   
und]/& any "o else until he has got !   
hang ( x4  ,! tra9+ ( a good /5ograph]  
does n end :5 %e leaves s*ool4 ,%e %\ld 
be able n only to take d[n & transcribe 
notes neatly & correctly4 ,%e %\ld be   
able to spell & punctuate correctly & to
 make ! m9or *anges 9 phras+ & diction t
 s (t5 c make a good lett] ( a poor "o4 
,! mo/ fatal disease t c ov]take a      
/5ograph] 7or any "o else7 is ! habit ( 
slavi%ly foll[+ a r\t9e4  ,_m "y fell[s1
 ?is is f ,h5ry ,=d1 especially ^?      
employ$ 9 (fices1 fall into a r\t9e way 
( do+ _! "w t ev5tually makes x become l
 a treadmill4 ,!y d n get a broad view (
 ! entire bus9ess4 ,sometimes t is !    

fault ( ! employ]1 b t does n excuse !  
"y man4 ,^? :o comm& att5tion are ! ones
 :o are actually pu%+ ! boss4444 ,x pays
 to be ahead ( y\r imm$iate job1 & to d 
m ?an t = :i* y are paid4 ,a m]e clock  
wat*] nev] gets any:]e4 ,=get ! clock & 
become absorb$ 9 y\r job4 ,le>n to love 
x4  ,! position ( secret>y is a         
responsible "o4 ,frequ5tly %e kn[s almo/
 z mu* ab\t 8 bus9ess z h] employ]      
himself 7& sometimes ev5 m74 ,he dep5ds 
^u h] q z mu* z %e dep5ds ^u him1 ?\gh 9
 a some:at diff]5t way4 ,x takes p]sonal
 ef=t toge!r ) native ability to raise  
any "o to a position ( importance1 b    
p]sonal ef=t (t5 ne$s supplem5t+1 & _m  
bus9ess h\ses h tak5 special measures to
 help _! employees to become good       
correspond5ts4  ,9 "s places !re are    
sup]visors :o give talks & discuss !    
actual lett]s1 good ones & bad1 :i* h   
be5 writt54 ,!y g ov] ! c>bons & hold   
conf]5ces ) ! correspond5ts :o ne$ help4
 ,9 o!r places c\rtesy campaigns = a    
high] /&>d ( correspond5ce are held1    

:ile 9 o!rs ! matt] is plac$ 9 ! h&s ( !
 heads ( ! v>i\s dep>tm5ts1 act+ on !   
assumption t ^! heads are m5 ( exp]i5ce 
& ability or !y w\ld nev] h atta9$ !    
position !y hold4  ,! presid5t ( a bank 
:i* has bran*es 9 ,london & ,p>is & o!r 
big =eign cities us$ e n[ & !n to /op ! 
boy :o 0 c>ry+ a basket ( c>bons to !   
file cl]k & look !m ov]4 ,if he f\nd a  
lett] he did n l1 or "o t he did l a    
great deal1 he s5t = ! p]son :o wrote x 
& talk$ ) him4 ,x 0 n necess>y = him to 
g ov] ! lett]s (t54 ,! fact t ! p 9 !   
(fice knew t x 0 likely to happ5 kept !m
 on ! al]t & ne>ly e lett] t left !     
organization 0 bett] because ! p]son :o 
wrote x knew t ! man at ! head 0 int]e/$
 9 x & t !re 0 a /rong *ance t he might 
see x4  ,:at is effective 9 "o place may
 n be s 9 ano!r4 ,ea* h\se mu/ "w out   
its own sy/em4 ,b "o ?+ mu/ be und]/ood 
9 ! beg9n+1 & t is t ! _s ( c\rtesy mu/ 
fir/ abide 9 ! home (fice be=e ! p :o "w
 !re c hope to s5d x out ?r\gh ! mail4  
,r\ghly speak+ !re are eight types (    

bus9ess lett]s :i* ne>ly e bus9ess man  
at "o "t or ano!r has to write or to    
consid]4  ,! fir/ is ! lett] (          
application4 ,! applicant %\ld /ate     
simply 8 qualifications = ! place he    
wants4 ,he %\ld n make an appeal to     
sympa?y 7sob /uff7 nor %\ld he beg or   
cr+e4 ,he %\ld n dem& a c]ta9 sal>y1    
?\gh he may /ate :at sal>y he w\ld l1 & 
he %\ld n say ,sal>y no object4 ,x w\ld 
probably n be true4 ,!re are            
comp>atively few p ) :om money is no    
object4 ,if x is ! fir/ "t ! applicant  
has ev] tri$ = a position he %\ld say s2
 if n1 he %\ld give 8 reason = leav+ 8  
la/ place4 ,x %\ld n be a long lett]4 ,a
 direct /atem5t ( ! ess5tial facts 7age1
 education1 exp]i5ces1 etc47 is all t is
 necess>y4  ,_m times ! lett] (         
application is accompani$ by1 or calls  
=1 a lett] ( recomm5dation4  ,no man    
%\ld all[ himself to recomm5d ano!r =   
qualities :i* he kn[s he does n possess4
 ,if he is ask$ = a recomm5dation he    
%\ld speak z favorably ( ! p]son "u     

consid]ation z he hone/ly c1 & if 8     
op9ion ( him is disapprov+ he %\ld give 
x ) res]vations4  ,at "o "t dur+ !      
clean+ up ( ,panama !re 0 consid]able   
talk ab\t displac+ ,g5]al ,gorgas & a   
committee wait$ on ,roosevelt to sugge/ 
ano!r man = ! job4 ,he li/5$ & !n ask$  
!m to get a lett] ab\t him f ,dr4       
,william ,h4 ,wel% ( ,johns ,hopk9s4    
,dr4 ,wel% wrote a lett] prais+ ! man v 
highly1 b end$ by say+ t :ile x 0 true t
 he w\ld be a good man = ! place1 he did
 n ?9k he w\ld be z good z ! "o !y      
already _h--,g5]al ,gorgas4 ,! ,colonel 
act$ ^u ! lett] confid5t 7because he _h 
great fai? 9 ,dr4 ,wel%7 t he 0 tak+ !  
wise c\rse1 :i* subsequ5t ev5ts prov$ x 
to be4 ,w\ld to heav51 he said1 t e "o  
w\ld write su* hone/ lett]s (           
recomm5dation6  ,! g5]al lett] (        
recomm5dation beg9n+ ,to :om x may      
conc]n is r>ely giv5 n[4 ,x has little  
weight4 ,usually a man waits until he   
has appli$ = a position & !n gives ! "n 
( 8 ref]5ce1 ! p]son to :om he is apply+

 writes to ! "o to :om he has be5       
ref]r$1 & ! entire correspond5ce is     
c>ri$ on betwe5 ^! two4 ,9 ?is way !    
lett] ( recomm5dation c be s9c]e1 some?+
 almo/ impossible 9 ! op5 lett]4 ,x is  
ne$less to add t all su* correspond5ce  
%\ld be confid5tial4  ,! lett] (        
introduction is1 9 a measure1 a lett] ( 
recomm5dation4 ,! "o :o writes x /&s    
sponsor = ! "o :o be>s x4 ,x %\ld make  
no extravagant claims = ! "o :o is      
introduc$4 ,he %\ld simply be giv5 a    
*ance to make good on 8 own             
responsibility4 ,b x %\ld give ! reason 
= ! pres5tation & sugge/ a way ( foll[+ 
x up t w result 9 mutual pleasure or    
b5efit4 ,x %\ld be 9 an unseal$ envelope
 & ! envelope %\ld be>1 9 addition to ! 
address1 ! words1 ,introduc+ ,mr4 ,blank
 on ! l[] left-h& corn]4 ,?is does away 
) an emb>rass+ mom5t :5 ! lett] is      
pres5t$ 9 p]son & enables ! ho/ to greet
 8 gue/ by "n & ask him to be seat$ :ile
 he reads x4  ,lett]s ( introduction    
%\ld n be giv5 promiscu\sly4 ,"s m5     

p]mit !mselves to be p]suad$ into giv+  
lett]s ( introduction to p :o are       
absolute nuisances 7x is h>d to refuse  
any "o :o asks = ?is sort ( lett]1 b (t5
 k9de/ = all conc]n$7 & !n !y s5d 9     
secret ano!r lett] expla9+ h[ ! fir/ "o 
came ab\t4 ,?is really ?r[s ! burd5 on !
 p]son :o lea/ ( all ought to be> x1 !  
innoc5t man :om ! fir/ "o want$ to meet4
 ,no lett] ( pres5tation is ju/ifi$     
unless !re is good reason beh9d x1 su*1 
z = in/ance1 9 ! foll[+3       ,?is is  
,mr4 ,frankl9 ,b4 ,nesbitt4 ,he has be5 
9 ,texas = sev]al      mon?s /udy+      
economic conditions1 & ,i believe c give
 y      "s valuable in=mation :i* has   
result$ f 8 rese>*      !re4 ,he is a   
man ^u :om y c rely4 ,i h kn[n him =    
ye>s1 & ,i am sure t :atev] he tells y w
 be      tru/wor?y4  ,x is a common     
practice = a bus9ess man to give 8      
p]sonal c>d ) ,introduc+ ,mr4 ,mills or 
,introduc+ ,mr4 ,mills ( ,h[>d & ,p[ell 
,motor ,co4 writt5 across x to a man :om
 he wi%es to introduce to ano!r4 ,?is   

enables him to get an int]view4 ,:at he 
does ) x re/s entirely ) him4  ,sales   
lett]s are a highly specializ$ gr\p giv5
 ov]1 = ! mo/ "p1 to exp]ts4 ,_! mo/    
common fault is ov]/atem5t or patroniz+4
 ,! adv]tisem5ts ins]t$ 9 trade pap]s & 
! lett]s s5t out to ! trade are (t5 s   
condesc5d+ly writt5 t !y infuriate ! m5 
to :om !y are address$4 ,x is saf] to   
assume t ! man y are writ+ to is an     
intellig5t human be+4 ,x is bett] to    
ov]e/imate 8 m5tality ?an to und]e/imate
 x1 & x is bett] to talk to him 9 !     
lett] ?an to write to him4  ,sales      
lett]s are1 z a rule1 g5]al1 n p]sonal1 
& yet ! be/ ones h ! p]sonal t\*4 ,!    
lett] is a sil5t salesman ^: function is
 to anticipate ! ne$s ( its cu/om]s &   
(f] to supply !m4 ,9 ?is z 9 any o!r k9d
 ( salesman%ip x is ! _s :i* c\nts =    
mo/1 & ! _s ( g5u9e helpfulness 7mutual 
helpfulness7 gives pull+ p[] to almo/   
any lett]4 ,! "o :i* pres5ts a special  
(f] on special t]ms specially arrang$ = 
! b5efit ( ! cu/om] w9s out almo/ e "t1 

provid$1 ( c\rse1 t ! (f] is wor?       
pres5t+4 ,!re is no use 9 decl>+ t all (
 ! b5efit is to ! subscrib]4 ,x w\ld be 
v fooli% if x 7 actually true4 ,once a  
man w5t into a hab]da%]y to buy a coat4 
,! %op own] unctu\sly decl>$ t he 0 n   
mak+ a c5t ( pr(it1 0 sell+ x = less ?an
 x co/ him1 & s on & on4 ,! man walk$   
out4 ,i'll g some:]e :]e !y h s5se en\gh
 to make a pr(it1 he said4  ,a sales    
lett] %\ld nev] be s5t out to a l>ge    
gr\p ( p )\t fir/ hav+ be5 tri$ out on a
 small] "o4 ,9 ?is way ! lett] c be te/$
 & improvem5ts made be=e ! :ole campaign
 is laun*$4 ,! results 9 ! small gr\p   
are a pretty fair indication ( :at !y w 
be 9 ! l>ge "o1 & a trem5d\s am\nt ( "t 
& money c be sav$ by /udy+ ! lett]      
c>efully to see :]e x has fail$ be=e    
s5d+ x out to make an ev5 bigg] failure4
  ,on ! face ( ?+s x seems t an ord]    
lett] w\ld be an easy "o to write1 b !  
mail ord] h\ses h ano!r /ory to tell4   
,ord] blanks %\ld be us$ :]ev] possible4
 ,!y h be5 c>efully made & h blank      

spaces = ! fill+ 9 ( answ]s to !        
que/ions t are ask$4 ,9 an ord] lett] "o
 %\ld /ate exactly :at he wants1 h[ he  
wants x s5t1 & h[ he int5ds to pay = x4 
,if ! ord] consi/s ( sev]al items1 ea*  
"o %\ld be li/$ sep>ately4 ,if !y are   
ord]$ f a catalogue !y %\ld be id5tifi$ 
) ! catalogue description by m5tion ( _!
 names1 _! numb]s & prices4 ,"o %\ld    
/ate :e!r he is s5d+ *eck1 money1 /amps1
 or money ord]1 b he %\ld n say ,enclos$
 please f9d4  ,! commone/ =m ( lett] (  
ackn[l$gm5t is s5t 9 answ] to an ord]   
lett]4 ,if !re is to be ! lea/ delay 9  
fill+ ! ord] ! lett] ackn[l$g+ x %\ld   
say s & %\ld give ! reason = x1 b ev5 :5
 ! ord] is fill$ promptly 7if x is a    
l>ge or a comp>atively l>ge "o7 ! lett] 
( ackn[l$gm5t %\ld be s5t4 ,!n if any?+ 
goes wrong x is easi] to trace ?an :5 ! 
cu/om] has no record except ! copy ( 8  
ord] lett]4 ,! lett] ( ackn[l$gm5t %\ld 
simply ?ank ! cu/om] & assure him (     
prompt & effici5t s]vice4  ,compla9ts   
%\ld be ackn[l$g$ imm$iately4 ,if !re is

 to be a delay :ile an inve/igation is  
made1 ! lett] ( ackn[l$gm5t %\ld simply 
/ate ! fact & beg indulg5ce until x is  
f9i%$4 ,compla9ts %\ld always receive   
c>eful & c\rte\s att5tion4 ,mo/ ( !m are
 ju/ifi$1 & ev5 ^? t are n _h some?+ to 
beg9 on4  ,! lett] ( compla9t %\ld nev] 
be writt5 ha/ily or angrily4 ,x %\ld g  
directly to ! root ( ! tr\ble & %\ld    
/ate z ne>ly z possible :5 & :]e & h[ x 
came ab\t4 ,"o %\ld be especially c>eful
 ab\t plac+ ! blame or *>g+ to an       
individual :at 0 really ! fault ( an    
un=tunate tra9 ( circum/ances4 ,! tone  
%\ld nev] be %>p1 no matt] h[ j !       
compla9t4 ,please goes fur!r ?an ,n[1   
see "h4  ,collection lett]s are h>de/ to
 write4 ,!y %\ld appeal to a man's s5se 
( honor fir/ ( all4 ,x is a *eap 7&     
ineffective7 me?od to beg him to pay    
because y ne$ ! money1 & r>ely br+s any 
reaction except r\s+ 9 8 m9d a contempt 
= y4 ,! fir/ lett] 9 a s]ies 7& ! s]ies 
(t5 includes z _m z six or eight7 %\ld  
be simply a rem9d]4 ,dra/ic measures    

%\ld n be tak5 until !y are necess>y1 & 
at no "t %\ld ! lett]s become abrupt or 
insult+4 ,9 ! fir/ place1 x is          
ung5tlemanly to write su* lett]s1 9 !   
second x antagonizes ! debtor1 & if he  
gets angry en\gh he feels t x is h>dly  
an obligation to pay ! money2 t x w s]ve
 'em "r if he does n d x4  ,adv]tis+ is 
a sort ( lett] writ+4 ,ea* adv]tisem5t  
is a lett] set be=e ! public or "s "p ( 
! public 9 ! hope t x w be answ]$ by !  
"r p]son4 ,x ent]s into an ov]-cr[d$    
field & if x is to attract att5tion x   
mu/ be vivid1 unusual1 & conv9c+4       
,increas+ly--& !re is cause to be       
?ankful = ?is--exagg]at$ /atem5ts are   
be+ =c$ to disappe>4 ,9 ! fir/ place !  
ballyhoo adv]tis]s h %\t$ ! public deaf4
 ,!y no long] believe4 ,9 ! second place
 adv]tis]s !mselves h wak$ to ! m5ace ( 
! irresponsible & di%one/ p :o are      
adv]tis+ & are tak+ legal measures to   
safegu>d ! honor ( ! pr(ession4  ,"o ( !
 mo/ successful adv]tis]s ( mod]n times 
0 a man :o c>ri$ ! idea ( s]vice into   

ev]y?+ he did4 ,= a :ile he _h *>ge (   
solicit+ adv]tis+ = automobile trucks = 
a c]ta9 magaz9e4 ,in/ead ( go+ at x     
bl9dly he made a c>eful /udy ( ! map ( !
 ,unit$ ,/ates & m>k$ (f ! areas :]e    
automobile trucks 7 us$1 :]e !y c\ld be 
us$1 & :]e !y %\ld be us$1 & s5t x to ! 
manufactur]s along ) a /atem5t ( !      
circulation ( ! magaz9e & ! advantages (
 rea*+ ! public ?r\gh x4 ,! result 0 t !
 magaz9e got m adv]tis+ f ! manufactur]s
 ?an x c\ld possibly h&le4 ,x is v      
gratify+ to "k t ?is man succe$$        
extraord9>ily z an adv]tis]1 = n once   
dur+ 8 long c>e] did he ev] try to put  
"o ov] on ! public or on anybody else4  
,no adv]tisem5t %\ld be imp]t95t or     
importunate4 ,dur+ ! w> !re 0 a spl5did 
po/] be>+ a picture ( ,uncle ,sam look+ 
/raight into y\r eyes & po9t+ 8 f+]     
/raight into y\r face z he said1 ,"y    
man1 y\r c\ntry ne$s y6 ,! po/] 0       
excell5t f e po9t ( view1 b s9ce ! w>1  
real e/ate companies1 b>b] %ops1        
re/aurants & :atnot h us$ po/]s be>+ !  

pictures ( m5 po9t+ _! f+]s /raight at y
 say+1 ,!re is a home at ,blankville =  
y1 ,wat* out to use ,bak]'s ,be/1 &     
,y're next6 ,aft] all1 ,uncle ,sam is ! 
only p]son :o has a "r to po9t 8 f+] at 
y 9 any su* mann] & say1 ,i ne$ y4 ,&   
besides1 !re is ! moral side ( x4       
,imitation is ! s9c]e/ flatt]y1 b !     
divid+ l9e betwe5 x & di%one/y is n     
always cle>4 ,& ! law _c e "t prosecute 
! (f5d]1 = !re is a k9d ( clev]ness t   
enables a man to pilf] ! ideas ( ano!r &
 reca/ !m j suffici5tly to get by4 ,x   
w\ld be v /upid = a man n to pr(it by ! 
exp]i5ce ( o!r m51 b !re is a va/       
diff]5ce betwe5 intellig5t adaptation ( 
ideas & /eal+ !m4 ,?is is m a "q (      
morals ?an ( mann]s1 = ! crime--& x is a
 crime--is usually delib]ate1 :ile mo/  
brea*es ( mann]s are un9t5tional & due  
to ei!r c>elessness or ignorance4  ,h\se
 memor&a are lett]s among ! v>i\s p :o  
are work+ !re4 ,!y %\ld be brief1 above 
all ?+s1 & cle>1 b nev] at ! sacrifice (
 c\rtesy4 ,titles %\ld n be dropp$ &    

nicknames %\ld n be us$ al?\gh initials 
may be4 ,memor&a %\ld nev] be p]sonal   
unless !y are s5t confid5tially4 ,an op5
 memor&um %\ld nev] conta9 any?+ t _c be
 read by e "o )\t reflect+ unfavorably  
^u any "o4 ,& x is wise to keep 9       
m9d--no matt] :at y are writ+--t !      
writt5 record is p]man5t4     ,,ix      
,,morals ,,& ,,mann]s   ,x has become a 
habit ( late ye>s = p to argue at great 
l5g? ab\t "r & wrong1 & :at ) complexes 
& psy*o-analysis & :at ) ?is & t1 !y h  
almo/ come to ! conclusion t !re is no  
"r & wrong4 ,man1 s !y h decid$1 is a   
frail & t5d] be+ completely at ! m]cy ( 
! traits he has inh]it$ f 8 ance/ors &  
^? he has acquir$ f 8 neighbors4 ,:at he
 does is simply ! result ( ! comb9ation 
( circum/ances t h made him :at he is4  
,!re is "s tru? 9 x1 ( c\rse1 b :at !re 
is is no bigg] ?an a mu/>d se$1 & all ! 
volumes t h be5 writt5 ab\t x1 all !    
s]mons t h be5 prea*$ ^u x1 & all !     
miles ( space t h be5 devot$ to x 9 !   
newspap]s & magaz9es h n s]v$ to        

increase x4 ,mo/ ( u nev] give any "o   
else cr$it = our a*ievem5ts & !re is no 
m reason = giv+ !m blame = our failures4
 ,a g5tleman is "l ( 8 own actions4 ,he 
balances 8 own acc\nt1 & :e!r !re is a  
debit or a cr$it is a matt] squ>ely up  
to him4  ,! pivot ^u :i* all "r-?9k+    
conduct involv+ relations ) o!r p turns 
is ! ,gold5 ,rule1 ,:atsoev] ye w\ld t  
m5 %\ld d to y1 d ye ev5 s to !m4 ,x is 
to ! moral :at ! sun is to ! physical   
_w1 & j z we h nev] made full use ( !   
heat & light :i* we d]ive f ! sun b c\ld
 n live )\t t :i* we d use1 s we h nev] 
realiz$ m ?an a small "p ( !            
possibilities ( ! ,gold5 ,rule1 b at !  
same "t c\ld n get along toge!r 9 ! _w  
)\t ! meagre "p ( x t we d make use (4  
,! pr9ciple is old] ?an ! ,*ri/ian ,era1
 old] ?an ! sequoias ( ,cali=nia1 old]  
?an ! ,pyramids1 old] ?an ,*9ese        
civilization4 ,x is ! mo/ preci\s       
ab/ract tru? t man has yet discov]$4 ,x 
conta9s ! g]m ( all t has be5 said &    
writt5 ab\t human bro!rhood & all t has 

be5 done t[>d mak+ x an accompli%$ fact4
 ,& if to-morr[ x 7 to vani% f ! e>? we 
%\ld miss x almo/1 if n q1 z mu* z we   
%\ld ! sun if x 7 to g hurtl+ (f into   
space s f> away t we c\ld nei!r see nor 
feel x4 ,9 ! "o case !re w\ld be no life
 at all on e>?1 9 ! o!r !re w\ld be none
 wor? liv+4  ,! ,gold5 ,rule am\nts to  
no m ?an putt+ y\rself into ano!r       
p]son's place4 ,x is n always easy to d4
 ,half ( ! p 9 ! ,unit$ ,/ates h v      
little idea ( :at ! lives ( ! o!r half  
are l & h no special int]e/ 9 kn[+4     
,:at1 we ask$ ! manag] ( a book%op :i*  
cat]s to a l>ge high-grade cli5tele1 d y
 f9d y\r greate/ tr\ble8  ,lack (       
imag9ation on ! "p ( our cu/om]s1 he    
answ]$ promptly1 a total inability to   
put !mselves into our place1 to realize 
t we h our lives to live j z !y h !irs4 
,if we hav5't a book 9 /ock !y want to  
"k :y4 ,if we don't drop ev]y?+ to att5d
 to !m !y want to "k :y4 ,if any?+ goes 
wrong !y want to "k :y1 b !y won't li/5 
to explanations & won't accept !m :5 !y 

d4 ,!y simply c't see our side ( x4 ,&  
!y make su* unreasonable dem&s4 ,:y1 la/
 ye> dur+ ! ,*ri/mas ru% :5 ! %op 0     
fairly jamm$ to ! door & we 7 all 9 a   
p]fect fr5zy try+ to wait on !m all1 a  
man call$ up to "k if 8 wife 0 "h6  ,x  
is n always easy to see life1 or ev5 a  
small section ( life1 f ano!r p]son's   
po9t ( view4 ,a man v (t5 ?9ks h\sework 
practically no "w at all 7! drudg]y ( x 
he has nev] realiz$ because he has nev] 
_h to d x7 & a woman v (t5 und]e/imates 
! we> & te> & /ra9 ( work+ 9 an (fice & 
gett+ a liv+ out ( x 9 competition )    
hundr$s ( o!r m54 ,m>ie ,anto9ette _h no
 conception ( :at x meant :5 ! ,fr5* p  
cri$ = bread4 ,x seem$ impossible to h] 
t a p]son c\ld actually be hungry4 ,:y1 
give !m cake6 %e exclaim$4 ,x may be    
pretty h>d = a man :o is mak+ #aj1jjj a 
ye> to sympa?ize ) ! /5ograph] he hires 
= #fjj or #gjj a ye>1 or = h] to see 8  
side ( ?+s4 ,b x is n impossible4  ,v   
few ( u c\ld hone/ly g z f> z ! noveli/ 
:o rec5tly advocat$ ! motto3 ,my        

neighbor is p]fect or ! gov]nor :o set  
aside a day = ! p 9 8 /ate to put x into
 practice4 ,we happ5 to "k t our        
neighbors are1 l ourselves1 a/oni%+     
comp\nds ( vice & virtue 9 :om any numb]
 ( improvem5ts might be made4 ,x is n   
necess>y to ?9k !m p]fect1 only to      
rememb] t ea* "o ( u1 ea* "o ( !m1 is   
entitl$ to life1 lib]ty1 & ! pursuit (  
happ9ess4 ,9 o!r words1 t e man has a "r
 to a squ>e deal4  ,9 ! anci5t _w !re 7 
f\r c>d9al virtues3 ju/ice1 prud5ce1    
temp]ance1 & discretion4 ,9 ! mod]n _w (
 bus9ess !re are only two4 ,o!rs may    
foll[1 b ^! two mu/ come fir/4 ,ju/ice1 
we mean1 & k9dness4 ,no man 0 ev] really
 a g5tleman :o 0 n j & k9d1 & we ?9k x  
w\ld be almo/ impossible = "o :o is1    
:atev] 8 m9or %ortcom+s may be1 n to be 
a g5tleman4 ,j to 8 employees 7or to 8  
employ]71 to 8 cu/om]s1 to 8 fri5ds1 to 
himself1 & ?is ju/ice always temp]$ )   
k9dness1 ! "o quality giv+ ! firmness   
necess>y 9 deal+ ) p1 ! o!r ! g5tl5ess  
:i* is no less necess>y4  ,9 ! fir/     

place1 & ?is is "o ( ! corn] /ones (    
ju/ice1 indu/rial life mu/ be made safe 
= ! work]4 ,& x is a job 9 :i* he has z 
l>ge a "p z ! man :o hires him4 ,"u     
pres5t conditions "o workman out ( e    
eight is injur$ dur+ ! ye> & ! accid5t  
is z (t5 8 fault z x is t ( 8 employ]4  
,9 "s in/ances effici5t safety devices  
are n provid$1 9 o!rs !y are n made use 
(4  ,special k9ds ( "w1 su* z t 9 :i* ! 
labor] is expos$ to poison\s fumes1 to  
s& bla/s1 dang]\s *emicals or m9]al     
du/s1 ne$ special protective devices &  
m5 ) s5se en\gh to use !m4 ,! employ] _c
 d 8 %>e unless ! work] does 81 & !     
work] is too quick to take a *ance4 ,!  
appr5tice is usually cauti\s en\gh1 b ! 
old h& gr[s unw>y4 ,n9ety-n9e times he  
?ru/s 8 arm 9 among belts :irl+ at      
lightn+ spe$ & escapes1 b ! hundr$? "t !
 arm is caught & mangl$4 ,& !re is no?+ 
to blame b 8 own c>elessness4   ,,:o    
,,am ,i8  ,i am m p[]ful ?an ! comb9$   
armies ( ! _w4  ,i h de/roy$ m m5 ?an   
all ! w>s ( ! nations4  ,i am m deadly  

?an bullets1 & ,i h wreck$ m homes ?an !
 mightie/ ( siege guns4  ,i /eal1 9 !   
,unit$ ,/ates1 alone1 ov] #cjj1jjj1jjj  
ea* ye>4  ,i sp>e no "o1 & ,i f9d my    
victims among ! ri* & poor alike1 ! "y &
 old1 ! /rong & weak4 ,wid[s & orphans  
"k me4  ,i loom up to su* proportions t 
,i ca/ my %ad[ ov] e field ( labor1 f ! 
turn+ ( ! gr9d/one to ! mov+ ( e        
railroad tra94  ,i massacre ?\s&s ^u    
?\s&s ( wage e>n]s a ye>4  ,i lurk 9    
unse5 places & d mo/ ( my "w sil5tly4 ,y
 are w>n$ aga9/ me b y he$ n4  ,i am    
rel5tless4  ,i am ev]y:]e--9 ! h\se1 on 
! /reets1 9 ! factory1 at ! railroad    
cross+s1 & on ! sea4  ,i br+ sickness1  
degradation & dea?1 & yet few seek to   
avoid me4  ,i de/roy1 cru% or maim2 ,i  
give no?+ b take all4  ,i am y\r wor/   
enemy4   ,i ,,am ,,c>elessness  ,any k9d
 ( c>elessness :i* results 9 injury 7or 
is likely to result 9 x71 :e!r ! injury 
is m5tal or physical1 is crim9al4 ,no   
plea c ju/ify build+ a !atre :i* _c /& a
 sn[/orm1 a s*ool :i* _c give a maximum 

( safety to ! *ildr5 :o are 9 x1 a      
factory :i* does n provide com=table    
work+ conditions = ! p employ$ !re1 or  
all[+ any unsafe build+ or "p ( a build+
 to /&4  ,!re is a factory 7?is /ory is 
true7 :i* places ! lives ( ! majority ( 
its employees 9 jeop>dy twice a day4    
,!re are two sets ( elevators1 "o at !  
front ( ! build+ = ! executives & _!    
secret>ies & visitors1 "o at ! re> = !  
rank & file ( ! employees4 ,s9ce !re are
 sev]al hundr$ ( ! latt] ! advantages ( 
! division are too obvi\s to ne$        
discussion4 ,we h no qu>rel ) x4 ,b !   
app>atus ^u :i* ! elevators 9 ! re> run 
is s old & s rott5 & s ru/y t !re is    
con/ant dang] ( its break+ d[n4 ,?ree   
times already !re h be5 s]i\s accid5ts4 
,! m5 :o are hir$ to op]ate ! c>s r>ely 
/ay m ?an a week or s4 ,prote/s h be5   
s5t 9 b no?+ has be5 done4 ,! managem5t 
kn[s :at ! conditions are b !y h nev]   
/opp$ to realize ! horror ( x4 ,x is n t
 !y value a few doll>s m ?an !y d human 
life1 b t !y simply d n /op to ?9k or to

 imag9e :at x w\ld be l to h to ride 9 !
 ram%ackle elevator !mselves4 ,9 !      
(fices ( ?is factory !re is an atmosph]e
 ( c\rtesy & good bre$+ f> beyond !     
ord9>y--9 ju/ice to ! p !re x mu/ be    
said t !y d n "k ! conditions 9 ! re>1 b
 ! managem5t does4 ,& ! managem5t is    
polite 9 mo/ ( its deal+s1 bo? ) its    
employees & outside1 b poli% laid ov] a 
canc]\s gr[? l ?is is n c\rtesy4  ,!re  
are ?ree ess5tials = good "w3 good      
light+ 7x mu/ be rememb]$ t a light t is
 too gl>+ is z bad z "o t is too dim71  
fre% air 7air t is hot & damp or dry &  
du/y is n fre%71 & cleanl9ess 7clean    
workrooms--& work]s--clean dr9k+ wat] ) 
individual dr9k+ cups1 & 9 places :]e ! 
"w is unusually dirty1 pl5ty ( clean    
wat] = ba?+ purposes47  ,9 ! matt] (    
sal>ies--economically "o ( ! mo/        
important que/ions 9 ! _w--! employ]    
%\ld pay1 n z little1 b z mu* z he c    
af=d4 ,no man has a "r to hire a girl   
7or a boy ei!r7 at less ?an a liv+ wage 
& expect h] to live on x4 ,! pitiless   

publicity :i* 0 giv5 ! evil ( hir+ girls
 at />vation wages "s ye>s ago 79       
p>ticul> ?r\gh ! %ort /ories ( ,o4      
,h5ry1 ! little %op-girl's knight :i*1  
accord+ to ,colonel ,roosevelt1 sugge/$ 
all ! re=ms :i* he und]took 9 behalf ( !
 work+ girls ( ,new ,york7 did mu* 9 !  
way ( re=m1 b !re is mu* yet to be done4
  ,money has be5 call$ ! root ( all     
evil4 ,x is n money1 b gre$4 ,gre$ &    
?\ghtlessness4 ,sir ,james ,b>rie says  
/upidity & jeal\sy1 b bo? ^! might be   
includ$ "u ?\ghtlessness4 ,m5 :o are    
g5]\s almo/ to a fault :5 a case (      
individual ne$ is br\ght be=e !m w hire 
girls at less ?an any "o c\ld exi/ on 9 
dec5cy4 ,:5 !y meet ^! same girls 9 !   
hall or :5 !y come directly into contact
 ) !m 9 _! "w !y may be polite en\gh1 b 
_! polit5ess is n wor? a t9k]'s curse4  
,ju/ice mu/ come fir/4 ,only if !       
employ] pays a fair day's wage c he     
expect a fair day's "w4 ,ev5 !n1 he     
prote/s1 ,i c't get x4 ,& ?is is1       
un=tunately1 9 l>ge measure true4 ,z    

,kipl+ said "s few ye>s ago1 & x /ill   
holds1      ,f =ge & f>m & m9e & b5*    
,deck1 alt>1 outpo/ lone--     ,mill1   
s*ool1 battalion1 c\nt]1 tr5*1          
,rail1 s5ate1 %eepfold1 ?rone--         
,creation's cry goes up on high       ,f
 age to *eat$ age3     ,s5d u ! m5 :o d 
! "w       ,= :i* !y draw ! wage4  ,i   
c't ev5 get !m "h on "t1 ! employ]'s    
wail cont9ues4 ,! employee may respond t
 ! employ] is n !re1 b ?is has no?+ to d
 ) x4 ,mo/ p are paid to get to _! "w at
 a c]ta9 h\r4 ,!y h a daily appo9tm5t ) 
_! bus9ess at a specifi$ "t4 ,x is wise 
& honorable to keep x4 ,t>d9ess is a    
habit1 &1 l mo/ o!rs1 consid]ably h>d]  
to break ?an to =m1 b punctuality also  
is a habit1 n q s easy to e/abli% z     
t>d9ess because x is bas$ on /r5g? :ile 
! o!r is bas$ on weakness4 ,mo/ ( u hate
 to get up 9 ! morn+1 b x is good       
discipl9e = ! s\l1 & we h ! words (     
poets z well z ( bus9ess m5 t      ,e>ly
 to b$ & e>ly to rise     ,is ! way to  
be heal?y1 weal?y1 & wise4  ,"t is "o ( 

! mo/ valuable ( commodities4 ,m p are  
dis*>g$ = com+ 9 late ?an = any o!r     
reason1 n except+ 7we believe ?is no    
exagg]ation7 lay-(fs dur+ dull seasons4 
,slipp+ out be=e ! regul> "t & soldi]+  
on ! job fall into ! same classification
 ) t>d9ess4 ,su* practices ! employee   
too (t5 looks ^u z a sm>t way ( gett+   
ar\nd au?ority1 bli!ly ignor+ ! fact :i*
 has s _m times be5 call$ to our        
att5tion3 t :at a man does to a job is n
 half s important z :at ! job does to   
him4 ,! mat]ial loss :i* comes f x is ! 
lea/ ( its h>ms4  ,all "w & no play     
makes ,jack a dull boy1 b he is dull]   
yet if he tries to mix !m4 ,int5se      
conc5tration dur+ work+ h\rs foll[$ by  
complete re/ is ! only way to make a    
cont5t$ workman1 & x is ! happy workman 
7j z x is ! happy w>rior71 9 spite ( all
 t is said ab\t div9e discont5t1 :o     
c\nts = mo/ bo? to himself & to 8       
community4 ,!re is a gladness ab\t e>ne/
 eag] "w :i* is h>d to f9d 9 any?+ else4
 ,i "k :at pleasure is1 decl>$ ,rob]t   

,l\is ,/ev5son1 because ,i h done good  
"w4  ,gossip+1 idl+1 smok+1 writ+       
p]sonal lett]s dur+ work+ h\rs 7^!      
usually on ! firm's /ation]y71 & a ?\s& 
& "o o!r petty acts ( di%one/y are      
ru9\s1 n s mu* to ! h\se :i* tol]ates !m
 7because x _c help itself7 z to ! p]son
 :o commits !m4 ,telephones are ! cause 
( a good deal ( di/urbance dur+ bus9ess 
h\rs 9 places :]e employees sp5d an     
appreciable am\nt ( "t on p]sonal calls4
 ,9 "s organizations !y are prohibit$   
altoge!r2 b 9 mo/ !y are all[$ if n     
c>ri$ to excess4 ,x is n bus9ess p :o   
ne$ education 9 ?is s mu* z _! fri5ds :o
 h nev] be5 9 bus9ess & seem unable to  
realize t p]sonal calls are n only      
annoy+1 b "t-kill+ & di/ract+4  ,"p ( ! 
unre/ & unhapp9ess among employees is   
due to ! fact t va/ numb]s ( !m are     
work+ n at :at !y want to d b at :at !y 
h to d1 m>k+ "t until !y c get some?+   
bett]4 ,x is v comm5dable = a man to be 
con/antly wat*+ out to improve himself1 
b x does n 9 ! mean:ile excuse him f do+

 8 be/ at ! job = :i* he is draw+ pay4  
,x is di%one/4 ,x is unsportsmanlike4 ,x
 is unmanly4  ,! "q ( sal>y is1 f :atev]
 angle x is approa*$1 a delicate "o4 ,my
 exp]i5ce is1 obs]v$ ,david ,h>um1 t mo/
 m5's he>ts is locat$ ru!r clo/] to _!  
brit*is pockets ?an !y are to _! ve/    
pockets4 ,x is a t5d] subject1 & "o t   
causes m tr\ble ?an almo/ any o!r 9 !   
_w4 ,employees :o are tru/$ ) ! payroll 
%\ld n divulge figures & employees :o   
are on ! payroll %\ld n discuss & comp>e
 sal>ies4 ,jones _c und]/& :y ,br[n gets
 m ?an he does :5 he kn[s t ,br[n's "w  
is n s good1 ,br[n _c see :y ,smi? gets 
z mu* z he does :5 he is out two or ?ree
 days 9 ! week1 & ,smi? _c see :y he has
 n be5 made an executive aft] all ! ye>s
 he has work$ 9 ! place4 ,!re are _m    
sides to ! matt] ( sal>y adju/m5t & !y  
all h to be tak5 into consid]ation4 ,& !
 petty jeal\sies t employees ar\se by   
mat*+ sal>ies aga9/ "o ano!r only s]ve  
to make a complex problem m difficult4  
,!re is only "o base ^u :i* a man %\ld  

re/ 8 plea = an increase 9 sal>y1 & t is
 good "w4 ,! fact t he has a family     
dep5d5t ^u him1 t he is ill or h>d up   
may be ample reason = giv+ him f9ancial 
help or (f]+ him a loan1 b x is no      
reason :y 8 sal>y %\ld be increas$      
unless 8 "w des]ves x4 ,pat]nalism is m 
unfair ?an mo/ sy/ems ( rew>d1 & ! man  
:o comes :imp]+ ) a tale ( h>d luck is  
usually 7b n always7 n wor? coddl+4     
,ye>s ( exp]i5ce1 ev5 ?\gh !y /ret* out 
to ?ree score & t51 are n 9 !mselves    
suffici5t argum5t = promotion4          
,sometimes ! m]e fact t a man has be5   
cont5t to /ay 9 "o place ye> aft] ye>   
%[s t he has too little initiative to   
rise 9 t p>ticul> k9d ( "w & is too     
timid to try some?+ else4  ,ano!r big   
cause ( tr\ble among m5 work+ 9 ! same  
organization is rigid class di/9ction4  
,:5 a man hires o!rs to "w = him he     
invites discont5t2 :5 he hires !m to "w 
) him !re may be dissatisfaction1 b !   
*ances ( x are less5$4 ,a bus9ess well  
knit toge!r is l any o!r gr\p1 an army  

or a football team1 b\nd into a unit to 
a*ieve a result4 ,at its be/ ea* p]son 9
 x feels a responsibility t[>d ea* "o ( 
! o!rs2 ea* realizes t :o a man is is n 
half s important z :at he does1 & t     
444 ! game is m ?an ! play] ( ! game    
,& ! %ip is m ?an ! crew1  or1 z ano!r  
poet ) a ,kipl+esque turn ( m9d & phrase
 has x1      ,x is n ! guns or armam5t  
,or ! money !y c pay4     ,x's ! close  
cooep]ation       ,t makes !m w9 ! day4 
,x is n ! individual       ,or ! army z 
a :ole1     ,b ! ev]la/9' team "w       
,( e bloom+ s\l4  ,ea* man is directly  
responsible to 8 imm$iate sup]ior4 ,he  
%\ld nev]1 unless ! circum/ances are    
unusual1 g ov] 8 head & he %\ld nev] d s
 )\t lett+ him "k4 ,x %\ld be           
impossible1 & is1 9 a well-organiz$     
h\se1 = m5 com+ f ! outside to appeal   
ov] a memb] ( a firm4 ,responsible m5   
%\ld be plac$ 9 ! contact positions & _!
 responsibility %\ld be respect$4       
,salesm5 are w>n$ n to bo!r ) ! little  
fell[ b to g /raight to ! head ( a firm4

 ,l mo/ g5]al advice1 x is dang]\s to   
put into univ]sal practice4 ,! heads (  
mo/ firms h m5 to take c>e ( visitors1 &
 9 a good _m in/ances1 ! salesman helps 
8 cause by go+ to ! prop] subord9ate 9 !
 fir/ place4 ,x is all v well to g to ! 
head ( a firm b to d x at ! exp5se ( !  
dignity ( "o ( ! small] executives is   
d\btful bus9ess policy & d\btful e?ics4 
,pass+ ! buck is a g5tle vice practis$ 9
 c]ta9 loosely hung toge!r conc]ns4 ,x  
is a /rong temptation to %ift !         
acc\ntability = a mi/ake to ! %\ld]s ( !
 p]son on ! /ep bel[1 b x is to be      
rememb]$ t temptations1 l ob/acles1 are 
?+s to be ov]come4 ,! buck1 z has be5   
po9t$ out1 always passes d[n & n up1 a  
fact :i* makes a dete/able practice all 
! m odi\s4 ,"o ( ! fir/ laws ( knigh?ood
 0 to def5d ! weak & to protect ! poor &
 helpless2 x /ill holds1 ?\gh knigh?ood 
has pass$ out ( exi/5ce2 & ! creature   
7he is n ev5 good r$ h]r+7 :o blames "s 
"o else = a fault ( 81 or all[s him to  
take ! blame1 is b5ea? contempt4  ,:5 a 

mi/ake has be5 made & ! responsibility  
fix$ on ! "r p]son ! p5alty may be      
inflict$4 ,if x is a scold+ or a bawl+  
out x %\ld be done quietly4 ,good       
manag]s d n %\t _! reprim&s4 ,!y d n ne$
 to4 ,! repro( = a fault is a matt]     
betwe5 ! (f5d] & ! boss4 ,no "o else has
 any conc]n ) x1 & !re is no reason :y !
 in/9ct = gossip or ! appetite =        
malici\s reports on ! "p ( ! o!r        
employees %\ld be satisfi$4 ,! _w w\ld  
be happi] & bus9ess w\ld be inf9itely m 
h>moni\s if ea* p]son 9 x c\ld realize t
 8 *ief aim 9 life %\ld be to m9d 8 own 
bus9ess or1 at lea/1 to let o!r p's     
alone4  ,private secret>ies & o!r p 9 m 
or less confid5tial positions are _m    
times tempt$ to give away secret        
in=mation1 n s mu* = ! b5efit ( ! p]son 
to :om x is giv5 z to %[ h[ mu* !y      
!mselves are tru/$4 ,ne>ly e "o :o holds
 a responsible bus9ess position receives
 items ( in=mation :i* are be/ n        
repeat$1 & if common s5se does n tea*   
him :at %\ld be kept private & :at %\ld 

be told1 no?+ w4 ,x %\ld n be necess>y =
 ! sup]ior to preface ea* ( 8 rem>ks )1 
,n[1 ?is mu/ g no fur!r4  ,matt]s       
conc]n+ sal>ies %\ld always be          
confid5tial1 & s %\ld p]sonal items su* 
z heal? reports1 "* ref]5ces1 & s on1   
cr$it reports1 blackli/s1 & o!r         
in=mation ( a simil> nature4 ,x is      
compil$ = a def9ite purpose & = ! use ( 
a limit$ gr\p ( p4 ,x is une?ical to use
 x 9 any o!r way4  ,! reason = dismiss+ 
a p]son f a bus9ess organization %\ld be
 kept private1 especially if x is some?+
 t reflects unfavorably on 8 "*4 ,b !   
reason %\ld always be giv5 to ! employee
 himself4 ,he may n li/51 & mo/ ( ! m5  
:o h _h exp]i5ce 9 hir+ & fir+ say t he 
w n1 b t is 8 own responsibility4 ,!    
employ] has no "r to let him g )\t lett+
 him "k :y4 ,& ! employee %\ld li/5--x  
may n be 8 fault b he %\ld *eck up      
hone/ly ) himself & f9d out4 ,! same ?+ 
t lo/ him ?is place may lose him ano!r1 
& a good _m times all t he c get out (  
be+ dis*>g$ is a purification ( s\l4 ,x 

is a pity if he misses t4  ,dis*>g+ a   
p]son is a s]i\s matt]1 s]i\s f bo?     
sides1 & x is n a ?+ to be done lightly4
 ,mo/ h\ses try to obviate x 9 s f> z   
possible by hir+ only ! k9d ( p !y want 
to keep4 ,our ef=ts t[>d effici5cy 7we  
quote f "o manag] :o is typical ( ?\s&s7
 beg9 at ! front door4 ,we try to       
elim9ate ! unfit !re4 ,we d n employ any
 "o :o happ5s to come along4 ,we try by 
means ( an int]view & ref]5ces &        
psy*ological te/s to get ! v highe/ type
 ( employee4 ,no human te/ is p]fect1   
h[ev]1 & !re are times1 ev5 9 ! be/     
regulat$ h\ses1 :5 x becomes necess>y to
 dismiss p]sons :o h %[n !mselves unfit4
  ,x is n always a disgrace to be       
dis*>g$ & x is n always a /ep d[nw>d4 ,x
 may be because ( bus9ess depression or 
x may be because ! man is a squ>e peg 9 
a r\nd hole4 ,sometimes x is ! only     
exp]i5ce t w r$uce a man's1 especially a
 "y man's1 idea ( 8 own importance to   
some?+ l normal proportions1 ! only "o t
 w cle> 8 m9d ( ! delusion t he is      

himself ! only p]son :o is keep+ (f !   
rocks ! bus9ess = :i* he is work+1 9 :i*
 case x is "o ( ! be/ ?+s t c\ld h      
happ5$ to him4  ,a roll call ( fam\s or 
successful m5 :o 7 fir$ w\ld take up    
sev]al reams ( pap]1 & x is a pretty ra%
 p]sonnel manag] 7n to say brutal &     
unfair7 :o w ?r[ a man out l a rott5    
potato & decl>e t he is absolutely no   
good4 ,besides1 he does n "k4 ,all t he 
c be sure ( is t ! man 0 n qualifi$ = ! 
job he 0 hold+4 ,& he %\ld ?9k twice    
be=e giv+ a man a bad "n ev5 if he feels
 c]ta9 t he des]ves x4 ,at ! same "t he 
mu/ protect himself & o!r bus9ess m5 f  
incompet5t1 weak1 or vici\s employees4  
,if aft] 8 dismissal a man s5ds back to 
8 =m] employ] = a recomm5dation1 !      
recomm5dation %\ld be z favorable z     
possible )\t sacrific+ ! tru?4  ,:5 a   
man breaks 8 connection ) a bus9ess     
h\se1 :e!r he does s volunt>ily or      
involunt>ily1 8 dep>ture %\ld be        
pleasant1 or at ! lea/ dignifi$4 ,x is  
*ildi% to take advantage ( ! fact t y   

are go+ away to tell all ( ! p y h      
grudges aga9/ h[ y feel ab\t !m1 & x is 
worse ?an a m]e brea* ( good mann]s to  
abuse ! h\se t has ask$ y to leave4 ,if 
x has done "s "o else an inju/ice1 talk 
ab\t t all y please1 b on y\r own acc\nt
 be sil5t4 ,ev5 if ! fault has be5      
altoge!r ) ! h\se x does n help to call 
x names4 ,self-respect %\ld come to !   
rescue "h4 ,?is is ! "t :5 x is "r to be
 too pr\d to fight4  ,= a long "t x has 
be5 held bad e?ics = ! memb]s ( "o trade
 or pr(ession to speak disp>ag+ly ( _!  
competitors1 & we h gr[n accu/om$ to say
 t y c judge a man by ! way he speaks ( 
8 rivals4 ,?is has limits1 h[ev]1 & 9 "s
 in/ances a mi/ak5 idea ( loyalty to    
"o's call+ has l$ to ! gloss+ ov] (     
c]ta9 evils :i* c\ld h be5 cur$ mu*     
e>li] if !y _h be5 made public4 ,x is   
all v well to be g5]\s & c\rte\s t[>d   
"o's competitors b ! f9e/ c\rtesy 9 any 
bus9ess consi/s ( do+ :atev] t5ds to    
elevate ! /&>d ( t bus9ess4  ,e man     
likes 8 bus9ess to be well ?\ght (1 &   

mo/ bus9esses h organiz$ = ! promotion (
 a high /&>d ( e?ics z well z = !       
developm5t ( m effici5t me?ods4 ,notable
 among ^!1 to m5tion "o ( ! mo/ rec5t   
ones1 is ! ,adv]tis]s' ,association4    
,!re 0 a "t :5 ! :ole pr(ession 0 m5ac$ 
by ! sw9dl]s :o 7 exploit+ fraudul5t    
s*emes by means ( adv]tis+ 9 magaz9es & 
newspap]s1 b to-day no reputable        
p]iodical w accept an adv]tisem5t )\t   
inve/igat+ its s\rce & mo/ ( !m w back  
up ! gu>antee ( ! adv]tis] t 8 goods are
 :at he repres5ts !m to be ) a gu>antee 
( _! own4 ,no publication :i* int5ds to 
keep alive c af=d a reputation (        
di%one/y1 & ! ef=ts ( ! publi%]s t[>d   
clean+ up h be5 second$ by ! association
 to su* an ext5t t any p]son or         
corporation t issues a deceptive        
adv]tisem5t1 :e!r or n !re 0 int5t to   
deceive1 w be prosecut$ & puni%$4  ,!re 
0 a "t :5 a man c\ld d almo/ any?+ )9 ! 
law 9 a comm]cial transaction & excuse  
himself by say+ bus9ess is bus9ess4     
,happily ?is is no long] true4 ,bus9ess 

m5 h n gr[n p]fect b !y h rais$ _! /&>ds
 ( bus9ess morality z high z _! /&>ds ( 
p]sonal morality4 ,!y h le>n$ t bus9ess 
& life are "o1 t our lives _c--& ?is has
 a numb] ( disadvantages--be sep>at$    
into comp>tm5ts l s _m tightly cork$    
bottles on a %elf4 ,we h only "o vessel 
& :atev] goes into x colors :at is      
already !re4 ,& x is significant to     
rememb] t muddy wat] p\r$ into clean    
wat] w make x muddy1 b t clean wat] p\r$
 into muddy wat] w n make x clean4 ,x   
takes v little ink 9 a pail ( milk to   
color ! :ole ( x1 b x takes an enorm\s  
am\nt ( milk to h any effect on a bottle
 ( ink4  ,bus9ess m5 h also le>n$ t !   
only way to build a bus9ess t w la/ is  
to lay its f\ndation on ! ,gold5 ,rule1 
& _m a man :o might o!rwise sidetrack ! 
pr9ciples ( integrity holds by !m = ?is 
reason4 ,hone/y1 decl>$ "o ( ! mo/      
insuff]able prigs ,am]ica ev] produc$1  
is ! be/ policy4 ,he 0 "r4 ,prigs       
usually are4 ,x is only because !y are s
 sure ( x !mselves t !y irritate u4  ,x 

is a fact1 9 spite ( ! difficulty       
,diog5es _h :5 he took up 8 lant]n & set
 out to f9d an hone/ man1 t mo/ p l to  
pay _! way z !y g1 & ! bus9ess m5 :o    
recognize ?is are ! ones :o come out on 
top4 ,!y d n say t ! cu/om] is always "r
 nor t he is p]fect1 b !y assume t he is
 hone/ & tru/ him until he has prov$    
himself o!rwise4 ,! bigge/ mail ord]    
h\se 9 ,am]ica nev] que/ions a *eck4 ,z 
soon z an ord] is receiv$ !y fill x &   
att5d to ! *eck aft]w>d4 ,_! p]c5tage ( 
loss is extraord9>ily small4 ,di/ru/    
begets di/ru/1 & ! p]v]sity ( human     
nature is su* t ev5 an hone/ man w be   
tempt$ to *eat if he kn[s ano!r suspects
 him ( x4 ,! conv]se is equally true4   
,!re are1 ( c\rse1 exceptions4 ,b ! only
 rule 9 ! _w to :i* !re are no          
exceptions is t !re is no rule t holds  
good "u all conditions4     ,,"p ,,ii   
,x  ,,big ,,bus9ess   ,9 ! prec$+ pages 
we h look$ ov] ! field ( etiquette 9    
bus9ess 9 a g5]al way1 & h come to !    
only conclusion possible1 namely1 t !   

basis ( c\rtesy 9 bus9ess is common     
s5se1 & t :atev] rules may be giv5 mu/ n
 be foll[$ slavi%ly1 b mu/ simply be us$
 z guide po/s4 ,9 ! pages :i* foll[ we  
%all g into detail & wat* c\rtesy at "w 
among c]ta9 gr\ps & individuals4  ,let u
 take1 = example1 a big conc]n :i*      
employs a ?\s& or m p4 ,we %all beg9 ) !
 presid5t4  ,presid5t ( a ,big          
,organization4 ,"h is a man :o be>s a   
heavy responsibility4 ,he has n only 8  
own welf>e to look aft] b t ( ! m5 &    
wom5 :o "w ) 7we l ?is ^w bett] ?an =7  
him4 ,8 fir/ duty is to !m4 ,h[ c he be/
 p]=m x8  ,x is a matt] ( fact t few m5 
rise to su* positions :o are n innately 
c\rte\s4 ,x is "o ( ! qualities :i*     
enable !m to rise4 ,= ?is reason we %all
 take x = grant$ t ! presid5t ne$s no   
in/ructions4 ,already he has le>n$ !    
great value ( c\rtesy4 ,b ?is does n    
protect him always f disc\rtesy 9 o!r p4
  ,e man :o holds a high position 9 a   
big organization is besieg$ ) visitors1 
b no "o s mu* z ! presid5t4 ,he is a    

t>get = cranks & idl]s & freaks z well z
 = e>ne/ bus9ess m5 :o want to help him 
or to get help f him4 ,?\s&s dur+ !     
c\rse ( a ye> come to call on him4 ,if  
he saw !m all he w\ld h to turn ov] !   
presid5cy to "s "o else & devote himself
 to ent]ta9+ visitors4 ,_m ( ^? :o come 
ask = him :5 he is n at all ! man !y    
want to see1 b !y h be5 taught 9 !      
s*ools ( salesman%ip or !y h read 9 a   
magaz9e t x nev] pays to bo!r ) ! little
 fell[1 b t !y %\ld g /raight to ! top4 
,e m9ute ( ! "t ( ! presid5t ( a big    
company is valuable 7all "t is valuable1
 z f> z t goes71 & x mu/ be protect$ f !
 p :o h no "r to infr+e ^u x4  ,y w\ld  
?9k t ! vice-presid5ts & ! manag]s & !  
v>i\s executives w\ld be 8 be/          
protection4 ,!y are n4 ,x is ! p]son :o 
is plac$ at ! front door to receive     
visitors4 ,we %all consid] him next4  ,!
 ,man at ! ,door4 ,z a matt] ( fact1 ?is
 p]son is usually a girl1 _m times a v  
"y & irresponsible "o1 because great    
numb]s ( bus9ess m5 h n yet realiz$ !   

importance ( ! position4 ,a well-pois$  
girl or a woman :o has _h wide exp]i5ce 
9 h&l+ p c fill ! place q z effici5tly z
 a man1 & a great deal m s if ! man has 
n be5 *os5 because he has ! quick       
sympa?y & ready tact s necess>y 9 tak+  
c>e ( ! ne$s ( a miscellane\s assortm5t 
( call]s4  ,9 ! h\se we are obs]v+ !    
p]son at ! door is a "y man :o began z a
 mess5g] boy1 & :o1 because he did :at  
he 0 ask$ to d *e]fully in/ead (        
sull5ly1 ) a ,c]ta9ly1 sir1 & a smile   
in/ead ( a ,t's ,bob's bus9ess & a fr[n1
 0 made manag] ( ! mess5g]s1 & !n fir/  
assi/ant ( ! man at ! door1 & lat]1 :5 t
 man 0 giv5 ano!r position1 0 promot$ to
 8 place4 ,! job comm&s a good sal>y &  
(f]s *ances ( promotion4 ,! "y man likes
 x4  ,a visitor comes1 a "y salesman1   
let u say1 :o has _h little exp]i5ce4   
,?is is only ! second or ?ird "t he has 
tri$ to /orm ! doors ( big bus9ess4 ,he 
asks at once = ! presid5t4 ,he does n   
give 8 c>d because ! s*ool :]e he le>n$ 
8 trade caution$ him aga9/ do+ s4 7,he  

is p]fectly correct1 & he w\ld h be5    
equally correct if he _h giv5 x4 ,! m   
=mal /yle is to s5d 9 ! c>d47 ,! man at 
! door sees at once :at k9d ( man he has
 to deal )4  ,! presid5t is busy1 he    
answ]s--a safe rem>k always1 because if 
he is n he %\ld be2 maybe ,i c d some?+ 
= y4  ,! salesman expla9s t he has an   
atta*m5t to increase effici5cy (        
typewrit]s4 ,he w\ld l to %[ ! presid5t 
h[ x works4  ,oh1 y don't want ,mr4     
,presid5t1 ! ho/ answ]s4 ,y want ,mr4   
,jones4 ,he att5ds to all su* ?+s = u4  
,w y be seat$ "h 9 ! reception room1    
motion+ t[>d ! door :i* is at "o side ( 
8 desk1 :ile ,i f9d out if he is busy8  
,?is conc]n is v cons]vative ab\t buy+  
new atta*m5ts & new ma*9]y ( any k9d1 b 
x is ev] on ! al]t to discov] means (   
increas+ its output & sav+ its manp[]4  
,almo/ any new idea is wor? a           
demon/ration4  ,if ! man at ! desk has  
an intellig5t mess5g] boy--& he %\ld    
h--he s5ds him 9 to ,mr4 ,jones4 ,! boy 
f9ds ,mr4 ,jones busy4 ,he w be free 9  

ab\t fifte5 m9utes & !n w be glad to see
 ! salesman4 ,! man reports to ! visitor
 & asks if he c>es to wait4 ,he does4 ,!
 ho/ (f]s him a magaz9e & asks him to   
make himself com=table :ile he goes back
 to 8 desk to att5d to ! next visitor4  
,?is "o also wants to see ! presid5t4   
,! presid5t is 9 conf]5ce j n[1 ! "y man
 replies4 ,p]haps !re is some?+ ,i c d =
 y 9 ! mean:ile if y w tell me :at y    
want4  ,x's none ( y\r bus9ess1 he      
answ]s rudely4 ,i want ! presid5t4  ,!  
*ances are aga9/ a man ( ?is sort4 ,he  
may be a p]son ! presid5t wants to see1 
b ! odds are t5 to "o t he is n4  ,i'm  
sorry b y _c possibly see him n[4 ,he is
 busy4  ,:5 w he be free8  ,x is h>d to 
tell4 ,^! conf]5ces sometimes la/ an h\r
 or two1 & ,i am sure he w n see y ev5  
!n unless y tell him :y y want to see   
him4 ,he is a v busy man4  ,! visitor   
sputt]s ar\nd a few m9utes & x develops 
t he is sell+ insurance4 ,! "y man kn[s 
t ! presid5t w n see him "u any         
circum/ances4 ,he is already heavily    

insur$1 z e wise man %\ld be1 & he _c be
 bo!r$ ) ag5ts :o are try+ to sell him  
l>g] policies4  ,i'm sorry1 ! "y man    
repeats1 b ,i am sure !re is no use 9   
lett+ him wa/e y\r "t4 ,he is already   
c>ry+ a heavy policy & he positively    
refuses to talk insurance ) anyone1 no  
matt] :o x is4  ,?is %\ld be en\gh = !  
salesman4 ,:at ! "y man says is true4 ,x
 w\ld be a wa/e ( 8 "t z well z !       
presid5t's4 ,he does n c>e half s mu* = 
! salesman's "t--!re is no reason :y he 
%\ld--b notice h[ tactfully he tells him
 t ! head ( ! organization has no "t to 
sp5d ) him4  ,!re is a c]ta9 r\gh type (
 salesman 7we use ! ^w salesman "h 9 !  
broade/ s5se1 z ! salesm5 !mselves use  
x1 to cov] all ! p :o are try+ to       
conv9ce "s "o else t :at !y h is wor?   
:ile :e!r x is an idea or a wa%+ ma*9e  
or a packet ( draw+s7--!re is a c]ta9   
r\gh type ( salesman :o tries to blu/] 8
 way ?r\gh4 ,he nev] la/s long z a      
salesman1 ?\gh un=tunately he survives a
 good _m ye>s 9 v>i\s k9ds ( bus9ess4   

,ev5 he mu/ n be turn$ away rudely4     
,i'm sorry1 ! "y man says to a p]son (  
?is sort1 b ! presid5t has giv5 positive
 ord]s t he mu/ n be di/urb$ ?is morn+4 
,he is engag$ 9 a v important           
transaction4  ,! next man :o approa*es !
 door has an au!ntic claim on !         
presid5t4 ,x w\ld be z great a calamity 
to turn him away z x w\ld be to let "s (
 ! o!rs 94 ,he pres5ts 8 c>d & says t he
 has an appo9tm5t4 ,a truly c\rte\s man1
 :5ev] possible1 arranges an appo9tm5t  
be=eh&4 ,! "y man takes ! c>d1 waves    
t[>d ! reception room1 & asks him to be 
seat$ :ile he f9ds out if ! presid5t is 
busy4 ,he telephones to ! secret>y ( !  
presid5t1 tells him :o is call+1 & asks 
if ! presid5t is ready to see him4 ,if !
 answ] is affirmative he asks if he w   
see him 9 8 (fice or out 9 ! reception  
room4 ,x is mu* easi] to get rid ( a    
visitor f ! entrance hall or reception  
room ?an f an inside (fice4 ,if he says 
t he w see him 9 ! reception room ! girl
 reports to ! visitor t he w come 9 a   

few m9utes1 (f]s him a magaz9e1 & asks  
him to make himself at home4 ,if !      
presid5t says t he w see ! visitor 9 8  
(fice ! "y man s5ds "o ( ! mess5g] boys 
to u%] him ?r\gh ! build+4  ,n[ x may be
 t ?is man _h no appo9tm5t ) ! presid5t1
 b t he has us$ x z a pretext to break  
?r\gh4 ,9 ?is case1 ! secret>y answ]s1  
aft] consult+ 8 s*$ule1 t ! presid5t has
 nev] he>d ( su* a p]son & has no su*   
appo9tm5t4 ,a man ( ?is sort is n wor? a
 m9ute's consid]ation4 ,he has %[n      
himself di%one/ at ! outset ) a petty   
contemptible di%one/y1 & ! temptation is
 to pit* him out on 8 head4 ,b ! "y man 
says quietly3  ,8 secret>y says t !     
presid5t has no appo9tm5t ) y4 ,i am    
afraid y h come to ! wrong place4 ,x mu/
 be "s o!r ,mr4 ,beacon4  ,!re is a note
 ( f9ality 9 8 voice :i* conv9ces !     
visitor t !re is no use 9 go+ fur!r4  ,!
 next visitor is a woman :o has come to 
h lun* ) a fri5d ( h]s :o works 9 !     
acc\nt+ dep>tm5t4  ,x is fifte5 m9utes  
be=e "t = lun*1 ! "y man answ]s4 ,i c   

call h] n[1 ( c\rse1 b if y w\ld r n    
di/urb h]1 ,i'll tell h] t y w wait = h]
 9 ! reception room until %e comes = y4 
,! woman ?anks him & agrees t x w be mu*
 bett] n to di/urb h]4 ,! "y man (f]s h]
 a *air & a magaz9e & invites h] to make
 h]self com=table4  ,x gr[s monoton\s 9 
! tell+ = him to ask ea* ( ! visitors   
exactly ! same que/ions 7nev] exactly ! 
same1 ( c\rse7 9 ! same cordial tone (  
voice & to tell !m to make !mselves     
com=table 9 exactly ! same way1 b !     
means ( atta9+ success 9 su* a place    
lies 9 ! fact t he greets ea* visitor z 
if he 7 ! only "o he _h to att5d to1 & t
 he is1 = ! "t be+1 at lea/1 completely 
at ! visitor's s]vice4 ,x is n s mu* :at
 ! "y man says z ! way he says x4 ,good 
morn+ c be spok5 9 su* a way t x is an  
insult4  ,! ,girl at ! ,telephone4 ,x is
 n]ve-rack+ to /& at ! door to receive  
call]s1 b x is mu* m s to sit at !      
swit*bo>d & receive messages4 ,! only   
po9t ( contact is ?r\gh ! voice1 b x is 
rem>kable h[ mu* ( "o's p]sonality !    

voice expresses4 ,if y are tir$ y\r     
voice %[s x2 if y are cross y\r voice   
tells x2 if y are worri$1 y\r voice     
betrays x4 ,x is possible = "o 7ev]yone7
 to cultivate a pleas+ voice4 ,!        
telephone companies h le>n$ ?is1 & !re  
is no "p ( h] equipm5t ^u :i* !y sp5d m 
"t & ef=t ?an on ! voice ( ! telephone  
girl4 ,x is int]e/+ to "k t _! v        
excell5t motto1 ,! voice ) ! smile w9s  
did n spr+ into be+ )\t ?\ght4 ,on !    
e>ly bullet9s ?is clumsy phrase 0 pr9t$3
 ,a smil+ voice facilitates s]vice4  ,! 
girl at ! telephone1 ev5 ?\gh %e        
receives a ?\s& calls a day1 mu/ answ]  
ea* "o pleasantly & pati5tly4 ,"s p call
 )\t a v cle> idea ( :at !y want1 & !   
fact t bus9ess h\ses h s _m diff]5t     
names = exactly ! same job (t5 makes x  
difficult = !m to locate ! p]son !y are 
ask+ =1 ev5 :5 !y are fairly sure :o x  
is !y want4  ,may ,i speak to y\r       
p]sonnel manag]8 comes ! qu]y ov] ! wire
 to a girl :o has nev] he>d ( a p]sonnel
 manag]4  ,i'm sorry1 ,i did n q he> y4 

,! p]son at ! o!r end repeats ! ^w & !  
girl is sure %e _h x "r ! fir/ "t4  ,we 
h no p]sonnel manag] "h4 ,maybe !re is  
"s "o else :o w\ld d4 ,if y w tell me   
:at y want----  ,i want a job4  ,j a    
m9ute1 please1 ,i'll connect y ) our    
employm5t manag]4  ,adv]tis+ eng9e]s1   
executive secret>ies1 & _m o!rs are old 
jobs masqu]ad+ "u new names4  ,m bus9ess
 m5 compla9 ( ! girl at ! telephone ?an 
( any o!r p]son 9 bus9ess4 ,%e mu/1 "u !
 h&icap ( di/ance1 accompli% exactly :at
 ! man at ! door does1 & mu/ d x z      
effici5tly & z c\rte\sly4  ,no matt] h[ 
angry ! "o :o is call+ becomes1 no matt]
 h[ pr(ane he may be1 no matt] :at he   
says1 %e mu/ n answ] back1 & %e mu/ n   
slam ! receiv] d[n :ile he is talk+4    
,p]fect poise1 an ev5 temp]1 pati5ce1 & 
a pleasant voice "u control--if %e has  
^!1 & a va/ numb] ( ! telephone girls h1
 %e ne$ n worry ab\t ! rules ( c\rtesy4 
,!y w take c>e ( !mselves4  ,! numb]s t 
a girl 9 a bus9ess (fice has to call    
frequ5tly %e %\ld h on a pad or c>d ne> 

! swit*bo>d s t %e w n h to look !m up4 
,_m bus9ess m5 ask ! girl at ! bo>d to  
give !m ,blank & ,blank or ,smi? & ,smi?
 in/ead ( giv+ h] ! numb]s ( ! two      
conc]ns4 ,%e !n has to look !m up1 q a  
difficult task :5 "o has ! headpiece on 
& calls com+ 9 & go+ out e m9ute4 ,to   
/op to look up "o numb] (t5 delays      
sev]al1 & x is a duty :i* %\ld nev]     
devolve ^u ! girl ^: bus9ess x is to s5d
 ! calls ?r\gh4 ,! man :o is call+1 or 8
 secret>y1 if he has "o1 or a p]son ne> 
! swit*bo>d /ation$ !re = ! purpose %\ld
 look up ! numb]s & give !m to !        
op]ator4  ,an effici5t girl at !        
telephone s5ds numb]s ?r\gh z quickly z 
is humanly possible1 b ev5 !n %e is (t5 
scold$ by n]v\s & h>ass$ m5 :o expect m 
?an c really be done4  ,mr4 ,hunt] has  
call$ ,ma9 #fghe4 ,x is busy4 ,he waits4
 ,h\rs pass4 ,at lea/ x seems s to him1 
& he gr[s impati5t4  ,:at's ! matt] ) t 
numb]1 ,miss ,fi%]8  ,i'm /ill try+1    
,mr4 ,hunt]4 ,i'll call y :5 !y answ]4  
,! l9e cont9ues busy4 ,mr4 ,hunt] looks 

ov] ! pap]s on 8 desk4 ,8 n]v\sness     
increases4 ,he takes d[n ! receiv] aga9 
& asks :at ! tr\ble is4 ,he does n get !
 numb] any m quickly ?is way1 b x w\ld  
be h>d to conv9ce him t he does n4 ,!   
girl says quietly aga9 t %e is /ill     
try+4 ,he cl+s to ! receiv] & 9 a few   
m9utes %e answ]s triumphantly1 ,"h !y   
are1 & ! connection is made4  ,!        
telephone girl 9 a big conc]n 7or a     
little "o7 is con/antly annoy$ ) p :o h 
! wrong numb]4 ,:5 x happ5s t5 or twelve
 times 9 ! c\rse ( a day--=tunately x is
 n usually s (t5--x is h>d = h] to keep 
a grip on h] temp] & answ] pleasantly1  
,?is is n ! numb] y want1 b ! snappi%   
answ] always makes a bad situation      
worse1 & ! loss ( temp] :i* causes x    
dra9s ! en]gy ( ! p]son :o makes x4 ,x  
is n m]ely ! voice ) ! smile t w9s2 x is
 ! disposition & temp]am5t to :i* su* a 
voice is ! index4  ,! ,secret>y4 ,! next
 9 ! l9e ( def5se is ! presid5t's       
secret>y4 ,to him 7& we use ! mascul9e  
pron\n al?\gh ?is position1 l a good _m 

o!rs1 is (t5 held by wom5 ev5 9 ! bigge/
 organizations1 :]e ! responsibility    
atta*$ to x is by no means small7--to   
him ! presid5t turns ov] ! details ( 8  
day's "w4 ,he arranges ! presid5t's     
s*$ule & rem9ds him ( ! ?+s he has      
=gott5 & ! ?+s he is likely to =get4 ,he
 receives all ( 8 visitors by telephone 
fir/ & _m times disposes ( _! wants )\t 
hav+ to connect !m ) ! presid5t at all4 
,he receives _m ( ! call]s :o are       
admitt$ by ! man at ! door & 9 ! same   
way (t5 takes c>e ( !m )\t di/urb+ !    
presid5t4 ,he kn[s m ab\t ! petty r\t9e 
( ! job ?an ! presid5t himself4 ,he is  
accurate4 ,he is responsible4 ,he is    
pati5t4 ,he is c\rte\s4  ,9 ord] t he   
may be all ^! ?+s x is necess>y = !     
presid5t to keep him well in=m$ z to :at
 he is do+ & :]e he is go+ & :at he is  
plann+ s t he c give intellig5t answ]s  
to ! p :o come1 s t he c keep ?+s runn+ 
smoo?ly :5 ! presid5t is away1 s t he c 
answ] )\t delay :5 ! presid5t asks :e!r 
he has a lun*eon engagem5t on ,?ursday1 

& :at he did ) ! memor&um f !           
circulation manag]1 & :o is h&l+ ! %ipp+
 %eets4  ,m5 :o h _! m9ds on l>g] matt]s
 _c keep all ! details ( _! jobs 9 m9d1 
b x is significant to "k t mo/          
successful bus9ess m5 "k ) m ?an a fair 
degree ( accuracy :at ^! details am\nt  
to4 ,"s secret>ies feel v sup]ior to !  
m5 :o employ !m because !y c rememb] !  
date on :i* ! repres5tatives ( ! ,gettem
 ,company call$ & ! employ]s _c4 ,!     
au?or kn[s a *auffeur :o drives = a     
fam\s ,new ,york surgeon :o ?9ks himself
 a mu* bett] man ?an ! surgeon because  
he c rememb] ! numb]s ( ! h\ses :]e 8   
pati5ts & 8 fri5ds live & ! surgeon _c4 
,! au?or also kn[s a mess5g] boy :o ?9ks
 himself a mu* bigg] man ?an "o ( ! mo/ 
successful brok]s 9 ,wall ,/reet because
 ! brok] sometimes gives him ! same     
message twice )9 fifte5 m9utes1 ! second
 "t aft] x has already be5 deliv]$4  ,! 
secret>y comes to ! (fice e morn+ neatly
 clad & on "t4 ,! h\r at :i* 8 employ]  
comes 9 has no?+ to d ) him4 ,!re is a  

def9ite "t at :i* he is expect$ to be at
 8 desk4 ,he is !re4  ,he op5s ! lett]s 
on 8 desk--& ^? address$ to ! presid5t  
come fir/ to him--& sorts !m1 ?r[+ aside
 ! wor?less adv]tis+ matt]1 sav+ t :i*  
may be ( "s int]e/1 m>k+ ! lett]s t are 
to be ref]r$ to v>i\s o!r memb]s ( !    
h\se1 & plac+ !m 9 ! memor&um basket1   
pil+ into "o heap ^? t he _c answ] )\t  
fir/ consult+ ! presid5t1 & into ano!r  
^? :i* mu/ be answ]$ by ! presid5t      
p]sonally4 ,intimately p]sonal lett]s   
(t5 come mix$ 9 ) ! re/ ( ! mail4 ,no   
man wants a secret>y :om he _c tru/ ev5 
) lett]s ( ?is sort1 b almo/ any        
secret>y wor? hav+ w feel a c]ta9 am\nt 
( delicacy 9 op5+ !m unless he is       
reque/$ to d s4 ,:5 ^! lett]s are f p :o
 write (t5 ! secret>y gr[s to recognize 
! h&writ+ f ! outside ( ! envelope1 &   
!re=e does n ne$ to op5 !m4 ,9 o!r cases
 x is sometimes possible to di/+ui% a   
p]sonal f a bus9ess lett]4 ,^! %\ld be  
h&l$ accord+ to ! wi%es ( ! man to :om  
!y are direct$4 ,_m bus9ess m5 turn     

practically ev]y?+--ev5 ! settlem5t ( _!
 family affairs--ov] to _! secret>ies4  
,x is a p]sonal matt]1 & ! secret>y's "p
 9 x is to c>ry out ! wi%es ( 8 employ]4
  ,by ! "t ! mail is sort$ ! presid5t   
has come 94  ,he r+s = 8 secret>y1      
telephones = him1 s5ds a mess5g] = him1 
or else goes to 8 desk himself & asks   
him to come 9 & take dictation4 ,!re is 
no special c\rtesy or disc\rtesy 9 any (
 ^! me?ods4 ,x dep5ds on h[ f> ap>t !   
desks are1 h[ busy he is1 & a numb] (   
o!r ?+s4 ,he does n yell = 8 secret>y to
 come 94 ,he manages to get him !re     
quietly4 ,x is n necess>y = him to rise 
:5 ! secret>y ent]s 7ev5 if ! secret>y  
is a woman7 ?\gh he may d s 7& x is a v 
graci\s ?+1 especially if ! secret>y is 
a woman7 b he %\ld greet him 7or h]7 ) a
 pleasant ,good-morn+4  ,! secret>y     
takes 8 place 9 ! com=table *air t has  
be5 provid$ = him1 ) notebook & p5cil 9 
h& & at lea/ "o p5cil 9 res]ve4 ,he     
waits = ! presid5t to beg91 & li/5s     
closely s t he may transcribe z rapidly 

z he speaks4 ,if he fails to und]/& he  
waits until !y come to ! end ( a s5t5ce 
be=e ask+ 8 employ] to repeat4 ,x is mu*
 bett] to d s !n ?an to dep5d on puzzl+ 
x out lat] or com+ back & ask+ him aft] 
he has =gott5 :at 0 said4  ,telephone   
int]ruptions & o!rs may come dur+ !     
dictation b ! secret>y waits until he is
 dismiss$ or until ! pile ( lett]s has  
disappe>$4  ,:5 ! presid5t has f9i%$ x  
is ! secret>y's "t to beg9 talk+4 ,he   
consults him ab\t ! v>i\s lett]s ^u :i* 
he ne$s 8 advice & makes notations 9    
%or?& on !m4 ,he reports on ! v>i\s     
calls t h come 9 & ! h\se memor&a4 ,a   
good secret>y reads & dige/s ^! be=e    
turn+ !m ov] to 8 employ]1 & 9 mo/ cases
 gives ! gi/ ( ! memor&um in/ead ( !    
memor&um itself4 ,x saves "t4  ,!       
presid5t's secret>y usually has a       
secret>y ( 8 own1 a woman1 let u say1 or
 a girl ^: prelim9>y tra9+ has be5 good 
& ^: record = ! ye> & a half %e has be5 
) ! company has be5 excell5t4  ,%e comes
 to h] desk on "t e morn+ z fre% z a    

daisy & z inconspicu\s4 ,! relation t %e
 be>s to ! presid5t's secret>y is mu* ! 
same z ! relation t he be>s to !        
presid5t4 ,%e gets ! lett]s t are       
address$ to him & sorts !m 9 ! same way 
t he does ^? ( ! presid5t4 ,on days :5  
he is abs5t %e takes c>e ( all ( 8 "w1 9
 s f> z %e is able1 z well z h] own4    
,h] employ] is consid]ate ( h] always4  
,he does n make a practice ( tak+ t5 or 
fifte5 m9utes ( h] lun* h\r or five or  
t5 m9utes ov]time at ! close ( ! day1 b 
:5 !re is a good reason :y he %\ld ask  
h] to rema9 he does s1 ask+ c\rte\sly if
 %e w\ld m9d /ay+4 ,if %e is g5u9ely    
int]e/$ 9 h] "w--& ?is "y lady is--%e w 
/ay1 b if %e has an ev5 bett] reason :y 
%e %\ld g %e expla9s briefly t x is     
impossible to /ay4 ,he nev] imposes     
heavi] burd5s ^u h] ?an %e c be>1 b he  
does n hesitate to ask h] to d :atev]   
ne$s to be done1 & he does x ) a ,please
 & a ,?ank y1 & n ) a ,see1 "h & a ,say1
 li/5 to me1 n[4 ,%e is a v pretty &    
attractive girl1 b ! man %e is work+ =  

is a g5tleman4 ,to him %e is 8 secret>y1
 & if he 7 ev] 9 dang] ( =gett+ x %e    
w\ld be quick to rem9d him4 ,%e does n g
 ar\nd ) a *ip on h] %\ld] all ! "t1 &  
%e talks freely ) ! v>i\s m5 ar\nd !    
(fice j z %e does ) ! wom5 & girls1 b x 
is 9 an imp]sonal way4 ,%e nev] p]mits  
intimate att5tions f h] imm$iate employ]
 or any "o else4  ,executives4          
,executive is a l>ge1 loose ^w :i* rolls
 smoo?ly (f ! tongue ( f> too _m bus9ess
 m5 to-day4 ,(fice boys beg9 to ?9k 9   
t]ms ( x be=e !y are out ( knee tr\s]s4 
,i c\ld hold d[n ! job1 said a y\ng/] :o
 _h hurt 8 h& & ^: bus9ess 0 to c>ry a  
bag ( mail f a suburban factory into    
,new ,york1 if ,i c\ld get "s "o to c>ry
 ! bag4 ,i c d ! "w1 say sm>t "y m5 9 ! 
infant tw5ties 7& _m o!rs--!re is no age
 limit71 b ,i mu/ h a man to look aft] !
 details4  ,! way to an executive       
position is ?r\gh details4 ,"w1 pla9 h>d
 "w1 is ! f\ndation ( e endur+ job1 & ! 
executive :o ?9ks he c d )\t x has a %>p
 reckon+ day ahead4 ,9 mo/ places !     

executives h work$ _! way up sl[ly1 & at
 no "t along ! way h !y _h t l>ge       
contempt = small jobs :i* *>act]izes s  
_m "y m5 9 bus9ess4 ,!y h be5 p]fectly  
will+ to d :atev] came to h&4  ,b aft]  
all ?is is said1 ! fact rema9s t an     
executive is successful n s mu* because 
( 8 own ability z because ( 8 p[] to    
recognize ability 9 o!r m54 ,he is--&   
?is is true ( e executive f ! presid5t  
d[n--! s]vant ( 8 p 9 mu* ! same way t !
 ,presid5t ( ! ,unit$ ,/ates is ! s]vant
 ( ! ,am]ican p4 ,?is means t he mu/ be 
readily accessible to !m1 & mu/ li/5 z  
c\rte\sly to !m z if !y 7 important     
visitors f across ! sea or some:]e else4
  ,_m executives--& ?is 0 true          
especially dur+ ! w>--h surr\nd$        
!mselves ) a tangle ( r$ tape :i* has to
 be unw\nd e "t an employee 7or any "o  
else7 wants to get ne> en\gh to ask a   
"q4 ,?is is absurd4 ,s5sible m5 de/roy  
elaborate plans ( managem5t & f9d !y get
 along bett] )\t !m4 ,! ,baldw9         
,locomotive ,works1 :i* has a hundr$    

ye>s ( solid reputation beh9d x1 has no 
managem5t plans4 ,!re is ab\t ! place an
 atmosph]e ( "w1 & "w )\t frills or     
fea!rs1 & ?is is ess5tially true ( e    
bus9ess t is built to la/4 ,look at !   
organizations :i*1 because ( w>         
conditions1 rose into a prosp]ity !y _h 
nev] enjoy$ be=e4 ,mo/ ( !m h collaps$1 
& ! little m5 :o rose ) !m 7s _m ( !m & 
s mu* too small = _! jobs7 h collaps$ ) 
!m4  ,9 ! big reliable conc]ns1 & !     
small ones1 too1 ! high executives are  
easily approa*$1 especially by ! memb]s 
( ! organization4 ,9 _m ( ! op5         
(fices--& op5 (fices h done mu* to      
create a feel+ ( comrade%ip among       
work]s--! desk ( ! g5]al manag] is out  
on ! floor ) ! desks ( ! rank & file ( !
 employees ) no?+ to di/+ui% x f !irs   
except ! fact t !re is a bigg] man beh9d
 x4 ,a real man does n ne$ a lot (      
elaborate decorations4 ,!y annoy him4   
,!re are two sides to ?is1 h[ev]4       
,visitors f ! outside are n ! only ones 
:o are likely to wa/e ! "t ( o!r p1 & a 

busy man has to protect himself f indoor
 nuisances z well z ^? t drift 9 f !    
outside4 ,"s d x by means ( secret>ies1 
b a good executive ne$s no b>ri] at all 
betwe5 himself & 8 own m54 ,!y le>n soon
 en\gh--we are speak+ n[ ( a good       
executive1 rememb]--t !re is no use 9   
go+ to him unless !re is "s def9ite     
reason :y !y %\ld1 & t ! m briefly &    
directly !y pres5t _! problem ! m likely
 !y are to h x settl$4  ,:5 an executive
 receives a call] 7or :5 any man 9 a    
bus9ess h\se receives a call]7 he %\ld  
receive him & n m]ely tol]ate him4 ,a "y
 adv]tis+ man :o began sev]al ye>s ago  
_h two v int]e/+ exp]i5ces ) two gruff  
executives 9 two diff]5t companies4 ,bo?
 cons5t$ to see him1 bo? kept on writ+  
at _! desks aft] he ent]$ & gave him    
scant att5tion ?r\gh\t ! int]view4      
,app>5tly !y 7 bo? successful bus9ess   
m54 ,c]ta9ly !y bo? held positions t    
w\ld indicate x4 ,yet bo? ( !m a few    
ye>s lat] came to ! "y adv]tis+ man at  
diff]5t times look+ = jobs4 ,ne$less to 

say nei!r f\nd a place ) him1 n because 
he held a grudge aga9/ !m1 b simply     
because he knew :at k9d ( m5 !y 7 & t !y
 c\ld n help 9 ! k9d ( bus9ess he 0 try+
 to build4  ,f ! beg9n+ ( ! int]view !  
ho/ %\ld d all he c to make 8 visitor   
com=table4 ,y see a lot 9 c]ta9 magaz9es
 ab\t sett+ ! visitor at a disadvantage 
by giv+ him an awkw>d *air1 mak+ him    
face ! light & grill+ him ) que/ions4 ,x
 is pure nons5se4  ,x is v graci\s = a  
man to rise to greet a call] & ext5d 8  
h&1 especially if ! call] is "y & ill at
 ease4 ,x is imp]ative if x is an old   
man or a woman4 ,he %\ld ask ! visitor  
to be seat$ be=e he sits d[n himself4   
,well1 "y man1 :at c ,i d = y8 is h>dly 
a polite way ( op5+ an int]view4 ,! ho/ 
%\ld wait ) a cordially receptive air   
until 8 gue/ beg9s1 unless he is 9 a    
great hurry4 ,!n he frankly tells !     
call] s & asks him to make 8 bus9ess    
brief4  ,int]ruptions come ev5 9 ! mid/ 
( conv]sations ) important visitors1 b  
no visitor is s important z to p]mit    

neglect ( "o's employees4 ,^! %\ld be   
met c\rte\sly & dispat*$ quickly4 ,! ho/
 mu/ always ask ! p>don ( ! gue/ be=e   
turn+ to ! telephone or to a mess5g]1 & 
if ! gue/ is an employee ! rule is !    
same4  ,at ! conclusion ( ! int]view !  
ho/ rises & %akes h&s ) ! dep>t+ visitor
 b does n necess>ily g ) him 7or h]7 to 
! door or ! elevator1 z ! case may be4  
,?is is an additional c\rtesy 9 :i* a   
busy man _c always indulge4 ,! ess5tial 
"p ( e int]view is t ! visitor %all /ate
 :at he wants1 t ! ho/ %all give ! be/  
answ] 9 8 p[]1 & !n ! soon] ! visitor   
dep>ts ! bett] = all conc]n$4  ,! ,rank 
& ,file4 ,?is is ! l>ge/ gr\p 9 e       
bus9ess4 ,x is ! "o t fluctuates mo/4 ,x
 is ! "o f :i* ! disc>ds are made4 ,x is
 ! "o f :i* (fic]s are *os54 ,x is ! "o 
9 :i* ! real gr[? ( a bus9ess takes     
place4 ,& by ! same tok5 x is ! "o1     
g5]ally speak+1 :]e !re is mo/          
disc\rtesy4 ,promotion dep5ds ^u !      
possession ( ?is quality mu* m ?an p    
realize4 ,_m a man ) actual ability to  

hold a high position is n giv5 an       
opportunity to d s because ! m5 :o      
employ him realize t he w\ld antagonize 
^? :o work$ "u him4  ,!re are among !   
body ( employees 9 e conc]n 7ev5 ! v    
be/7 discont5t$ memb]s4 ,9 mo/ cases1   
inde$1 9 ne>ly all cases except :]e !re 
is a *ronic grudge aga9/ life :i* is n  
affect$ by ext]nal circum/ances1 ^! are 
we$$ out1 & ^? ) habitual grudges are   
we$$ out along ) ! o!rs or else are kept
 9 m9or places4 ,p]haps x w\ld be m     
ne>ly correct to say !y keep !mselves   
!re4 ,sometimes a subord9ate feels t he 
is unfairly treat$ by 8 imm$iate        
sup]ior4 ,he wi%es to g to ! man above  
him 9 au?ority4 ,is x "r = him to d s8  
,x is an unwritt5 law t ea* work] %all  
be loyal to ! head ( 8 dep>tm5t4        
,suppose ! head does n des]ve x8  ,!re  
are ?ree c\rses op5 to ! work]4 ,he c   
leave ! job & f9d ano!r 9 a diff]5t     
organization4 ,he c g to ! head ( !     
dep>tm5t & /ate ! case to him4 ,if ?is  
%\ld fail he may appeal to ! man above  

him1 b he %\ld nev] g ov] ! head ( 8 own
 imm$iate sup]ior )\t fir/ tell+ him t  
he int5ds to d x4  ,?is is an important 
rule4 ,x holds :e!r "o has a grievance  
to pres5t or a sugge/ion4 ,con/ructive  
plans %\ld fir/ be talk$ ov] ) "o's     
imm$iate sup]ior1 & ) 8 approval c>ri$  
to ! next man1 or he may c>ry !m        
himself4 ,if ?is sup]ior is ! sort ( man
 ) :om y are con/antly at logg]heads1 y 
_h mu* bett] get out & get a place      
some:]e else4 ,& if y f9d t cont9ually y
 are 9 hot wat] ) ! m5 :o h au?ority ov]
 y1 y may be v sure t ! fault is n      
altoge!r !irs4  ,subord9ates usually h  
an idea t ! heads ( _! dep>tm5ts leave  
all ( ! "w to !m4 ,well1 z a matt] (    
fact1 !y d leave a l>ge "p ( x4 ,if !y  
did n !y w\ld h no excuse = hav+        
subord9ates4 ,! rew>d ( good "w is m "w4
 ,?is is less ( a h>d%ip ?an x s\nds4   
,sir ,james ,b>rie once quot$ ,dr4      
,johnson's /atem5t t d\btless ! ,"l c\ld
 h made a bett] fruit ?an ! /rawb]ry1 b 
t he d\btless nev] did1 & add$ to x t   

,he d\btless c\ld h creat$ some?+ t 0 m 
fun ?an h>d "w1 b t ,he d\btless nev]   
did4  ,! subway gu>ds 9 ,new ,york ,city
 say t ! ru% :i* comes j be=e five      
o'clock 7! clos+ "t ( mo/ ( ! bus9ess   
h\ses7 is z great z ! "o :i* comes j    
aft]4 ,!y call ! p]sons 9 ! =m] ru% !   
clock wat*]s4 ,!y h left "w ab\t fifte5 
m9utes e>ly1 & to-morr[ morn+--bus9ess  
exp]i5ce has taught ?is--!y w come 9    
fifte5 m9utes late4 ,= ! mo/ "p ^! are !
 discont5t$ work]s :o sp5d #fj p] c5t ( 
_! "t 9 do+ _! job1 & #dj p] c5t 9 do+ !
 boss4  ,x has always be5 consid]$ a    
brea* ( good mann]s to pull out "o's    
wat* & look at x 9 company4 ,x is true 9
 ! (fice z well z 9 ! draw+ room4 ,!    
clock wat*]s are impolite4 ,x has also  
be5 consid]$ a brea* ( good mann]s to   
hold a gue/ aga9/ 8 w aga9/ !           
conv5tional h\r = 8 dep>ture4 ,!        
employ]s :o habitually keep _! employees
 aft] clos+ h\rs are equally impolite4  
,x is a "q ( honor1 too4 ,"t is money1 &
 ! "t graft]s1 :e!r employ]s or         

employees1 are di%one/4  ,:5 "o employee
 goes ov] to ! desk ( ano!r x is n      
necess>y = ! second to rise4 ,! fir/    
%\ld wait until ! "o at ! desk looks up 
be=e speak+ unless he is s absorb$ 9 8  
"w t he does n glance up aft] a m9ute or
 two4 ,!n he %\ld int]rupt ) ,i beg y\r 
p>don4 ,x makes no diff]5ce if "o ( !   
employees is a woman & ! o!r is a man4  
,"w at an (fice c be s]i\sly imp$$ if e 
"t "o p]son goes to ! desk ( ano!r ! o!r
 rises4 ,s _m times ! :ole conv]sation  
cov]s less "t ?an x takes to get out (  
"o's *air & sit back d[n aga94 ,9 "s    
places subord9ates are requir$ to /& :5 
a sup]ior speaks to !m1 b z a g5]al ?+ x
 is n necess>y4 ,9 su* h\ses x is       
correct to play ! game accord+ to !     
g5]al /&>d & to act accord+ to ! rules  
set d[n by ! m5 :o are 9 *>ge ( affairs4
  ,!re is no p]son s wret*$ or s poor or
 s mis]able b t he c f9d o!r p :o are m 
wret*$1 poor]1 or m mis]able4 ,at ! same
 "t !re is no p]son s sup]ior1 s weal?y1
 or gift$ b t he c f9d o!r p :o are m   

sup]ior1 m weal?y1 & m gift$4 ,x is a "p
 ( good mann]s to recognize sup]iority  
:5 "o f9ds x4 ,y\ng/]s ent]+ bus9ess c  
sit at ! feet ( ! old] m5 9 ! same      
bus9ess & le>n a great deal4 ,k did n   
ent] ! _w ) ! pres5t g5]ation any m ?an 
x w dep>t f x :5 ! pres5t g5]ation dies4
 ,x is j z well = "y p to realize ?is4  
,age has mu* to tea* !m4 ,exp]i5ce has  
mu* to tea* !m1 & s h m5 & wom5 (       
extraord9>y ability4 ,i h nev] met a    
man1 says a tea*] ( bus9ess m51 f :om ,i
 c\ld n le>n some?+4 ,all ( u are born )
 ! capacity to le>n4 ,x is ^? :o develop
 x :o am\nt to some?+4  ,petty qu>rels  
%\ld be disreg>d$ & grudges %\ld be     
=gott54 ,?is piece ( advice is ne$$ m by
 wom5 9 bus9ess ?an by m54 ,m5 h        
le>n$--x has tak5 !m sev]al ?\s&        
ye>s--to fight & %ake h&s4 ,!y h a happy
 way ( =gett+ _! squabbles--?is is a    
g5]al tru?--aft] a little :ile1 & two m5
 :o 7 ye/]day abus+ "o ano!r ) hot &    
angry words are to-day walk+ toge!r d[n 
! hall smil+ & talk+ z g5tly z y please4

  ,! ,(fice ,boy4 ,if ! (fice boy 9 a   
big bus9ess h\se :]e mu* ( ! "w is done 
at a :ite-hot t5sion--! (fice boy 9 a   
busy ,wall ,/reet (fice dur+ ! peak ( ! 
day's ru%1 = example--c\ld write 8      
intimate impressions !y w\ld make good  
read+4  ,! temp] ( ! great ,am]ican     
bus9ess man is an unc]ta9 quantity4     
,fam\s = good humor & g5]osity z a g5]al
 ?+1 he is1 = all t1 at 8 wor/ mom5ts ! 
t]ror ( ! (fice boy's life4 ,n]v\s1     
worri$1 tir$1 & exasp]at$1 he is likely 
to take x out on ! (fice boy if !re is  
no "o else at h&4 ,!re is no def5se =   
su* conduct--ev5 ! man :o is guilty w\ld
 n1 ! next day 9 8 calm] mom5ts1 def5d  
x4 ,meantime1 :at %all ! (fice boy d8   
,a hot1 tir$ man ) pap]s flutt]+ ov] 8  
desk1 8 telephone r++1 & ?ree m5 wait+ 9
 l9e to talk to him ab\t s]i\s problems 
connect$ ) ! bus9ess1 yells1 ,:at d y   
want8 :5 ! (fice boy comes to answ] !   
bell4  ,y rang = me1 ! boy answ]s4  ,i  
rang half an h\r ago1 ! man snaps4  ,9  
reality he rang two m9utes be=e4 ,%all !

 (fice boy rem9d him ( ?is8  ,n if he   
values 8 job6  ,( c\rse x is unju/1 b "o
 ( ! fir/ laws ( discipl9e is to le>n to
 be compos$ 9 ! face ( inju/ice1 & !    
fir/ law ( c\rtesy = ! (fice boy 7& o!r 
employees w\ld d j z well to foll[7 is3 
,don't be too h>% ) ! boss6  ,x is said 
t ! grizzly be>1 :o is a v /rict "m1 (t5
 spanks h] cubs :5 %e h]self has done   
some?+ fooli%4 ,julia ,ell5 ,rog]s tells
 a /ory ( an explor] :o came sudd5ly ^u 
a be> ) two cubs4 ,he 0 s fright5$ t he 
/ood /ill = a m9ute or two be=e he c\ld 
decide :i* way to run4 ,meantime ! be>1 
fully z fright5$ z he1 turn$ & fl$1     
spank+ ! two cubs at e jump 9 spite ( ! 
fact t ea* 0 already go+ z fa/ z its    
legs c\ld c>ry x4 ,x 0 s unexpect$1     
cont9ues ,miss ,rog]s1 & s funny to see 
^? little be>s look ar\nd reproa*fully  
at _! angry p>5t e "t !y felt ! weight (
 h] paw1 help+ !m to hurry1 t ! man sat 
d[n & laugh$ until he cri$4  ,x 0 n     
funny to ! cubs4  ,cases 9 :i* ! (fice  
boy is maltreat$ are exceptional1 ?\gh  

cases 9 :i* he is misund]/ood are n4    
,mo/ (fice boys h n "o boss b _m4 ,!re  
%\ld always be "o p]son f :om !y receive
 _! g5]al ord]s & to :om !y g ) _!      
tr\bles4 7,a y\ng/] %\ld h v few tr\bles
 to report4 ,x is usually ! wor?less    
ones :o report47  ,9 mo/ places ! sev]al
 (fice boys are /ation$ at a c]ta9 po9t1
 a desk or a table1 ) "o ( _! numb] m or
 less 9 *>ge4 ,! rule is t "o p]son be  
always at ! desk4  ,all "r4 ,six (fice  
boys4 ,five out on err&s4 ,"o at ! desk4
 ,! bell r+s4 ,! boy keeps 8 place4 ,!  
bell r+s aga94 ,! boy keeps 8 place4 ,! 
bell r+s a ?ird "t1 long & insi/5tly1 b 
! y\ng/]1 ) a /eadfa/ness wor?y ( ! boy 
:o /ood on ! burn+ deck1 /ill keeps 8   
place4  ,a second lat] an angry (ficial 
b\nces out & wants to "k :at on e>? is !
 matt] & decl>es t he w report ! desk to
 ! manag]4 ,mean:ile "o ( ! miss+ five  
has return$1 & ! y\ng/] :o _h held !    
place s long "u fire takes ! message f !
 man & deliv]s x4  ,if ! boy %\ld see an
 op5+--& mo/ bus9ess m5 except ^? funny 

little executives puff$ up ) _! own     
importance are ready en\gh to li/5--he  
may expla9 h[ x happ5$1 b if he has to  
ent] a %\t+ conte/ x is be/ to /ay      
sil5t4  ,! law ( bus9ess c\rtesy--no    
matt] h[ f> away f ?is a discussion goes
 x always sw+s back--is ! ,gold5 ,rule4 
,! subord9ate :o feels himself neglect$ 
by ! m5 9 positions above him might *eck
 himself by hone/ly ask+ himself h[ he  
appe>s to ^? b5ea? him4 ,x is int]e/+ to
 "k t ! "o :o compla9s mo/ is usually ! 
"o :o is haughtie/ :5 he ent]s into     
conv]sation ) ! employees1 :o1 he ?9ks1 
are n q wor? 8 notice4 ,he feels blight$
 because ! presid5t does n /op to say   
,good-morn+ 9 ! hall1 b x is b5ea? 8    
dignity to say ,good-morn+ to ! girl :o 
collects 8 mail or ,good-night to !     
janitor :o comes to du/ 8 desk :5 !     
day's "w is ov]4 ,! means ( atta9+      
c\rtesy--& if y h x y\rself y w f9d x 9 
o!r p--is by wat*+ y\r own actions4     
,tea* no "o b y\rself4 ,worry ab\t no   
"o's behavior b y\r own4 ,t is job en\gh

 = any "o4     ,,xi  ,,9 ,a ,,dep>tm5t  
,,/ore   ,let u n[ see c\rtesy at "w 9 a
 big dep>tm5t /ore4  ,mr4 ,hopk9s has   
tak5 a morn+ (f to d a little %opp+ be=e
 he goes away on 8 summ] vacation4 ,he  
wants to buy two %irts1 a trunk1 a toy =
 8 baby1 & a pres5t = 8 wife4 ,he is n  
sure :at he wants = ! wife & baby4  ,mr4
 ,hopk9s does n l to %op4 ,he rememb]s 8
 la/ exp$ition4 ,a hab]da%]y _h s5t him 
a cordial lett] ask+ him to op5 an      
acc\nt4 ,he did s1 b "o morn+ lat] :5 he
 w5t 9 to buy a wai/coat ! rude &       
ineffici5t s]vice he met disgu/$ him s t
 he has n be5 back s9ce4 ,he knew       
exactly :at he want$ & ask$ = x4 ,oh1   
no1 answ]$ ! sm>t "y cl]k4 ,y don't want
 t4 ,p h n be5 we>+ wai/coats l t =     
ye>s4 ,?is is :at y want1 & he exhibit$ 
a diff]5t /yle altoge!r4 ,x happ5$ t    
,mr4 ,hopk9s knew bett] ?an ! cl]k :at  
he want$1 & ! fact t p _h n be5 we>+    
wai/coats l x made no diff]5ce to him4  
,z a matt] ( fact1 ! only reason ! cl]k 
made ! rem>k 0 t he did n h !m 9 /ock1 &

 ?\ght p]haps he c\ld sell by sub/itut+4
  ,!re are o!r hab]da%]ies :]e ! s]vice 
is di/9ctly good1 b ,mr4 ,hopk9s decides
 to g to a dep>tm5t /ore in/ead4        
,hab]da%]ies1 h[ev] excell5t1 d n c>ry  
toys = "o's baby nor pres5ts = "o's     
wife4  ,helpem's /ore has be5 w>mly     
recomm5d$4 ,he w g !re4 ,x is 8 fir/    
visit4  ,:5 he ent]s ! door he is       
bewild]$ by an array ( wom5's sc>fs &   
gloves & p]fume bottles1 h&k]*iefs &    
p>asols1 h&bags1 petticoats1            
knick-knacks1 & :atnot4 ,he almo/ loses 
c\rage & beg9s back+ t[>d ! door :5 he  
cat*es sight ( a man 9 uni=m /&+ ne> !  
entrance4 ,he sees t ?is man is direct+ 
! tides ( %opp]s t are surg+ 91 &       
approa*es him4  ,:]e c ,i f9d ! trunks8 
,?ird floor4 ,elevator 9 ! re>1 ! man   
answ]s briefly 7b n gruffly74 ,p :o h to
 answ] ?\s&s ( que/ions mu/ be brief4   
,z he passes d[n ! aisle ,mr4 ,hopk9s1  
:o is v obs]vant1 notices t all ( !     
girls--mo/ ( ! cl]ks are girls--are     
dress$ 9 a pleasant gray4 ,?is gives an 

agreeable uni=m tone to a l>ge          
e/abli%m5t :i* w\ld break up into j>r+  
pat*es ( color if ea* cl]k 7 all[$ to   
we> :atev] color happ5$ to /rike h]     
fancy4 ,good idea1 ,mr4 ,hopk9s ?9ks1 v 
necess>y :]e !re are _m1 _m cl]ks4  ,he 
does n h mu* tr\ble gett+ ! trunk4 ,he  
kn[s pretty well :at he wants1 & !      
oblig+ salesman conv9ces him t ! trunk w
 probably la/ =ev] by assur+ him t an   
elephant c\ld dance a jig on x & nev]   
make a d5t4 ,he asks ,mr4 ,hopk9s if he 
wants 8 "n on x4 ,mr4 ,hopk9s _h n ?\ght
 ( x1 b he does4 ,no1 ^u second ?\ght1  
he w h only 8 initials /5cil$ on 9 dull 
r$1 ,w4 ,h4 ,h4 ,! trunk w be deliv]$ 9 
! aft]noon & he goes away well satisfi$4
  ,! %irts are some:at m difficult4 ,he 
is atta*$ to a c]ta9 k9d ( coll> & he   
likes madras %irts ) little black /ripes
 or figures 9 !m4 ,! man %[s him :ite   
ones & wide /rip$ ones & color$ ones ) !
 "r coll>1 & he almo/ decides t ! place 
does n keep madras %irts ) little black 
figures 9 !m1 :5 he sudd5ly realizes t  

he 0 s int5t on gett+ ! coll> t he =got 
to say any?+ ab\t ! mat]ial or color4   
,he beg9s aga91 tells ! cl]k exactly :at
 he wants1 & 9 a few m9utes ! prop]     
%irts are be=e him & he is happy4 ,:ile 
! cl]k is fold+ !m1 he asks ab\t ties4  
,x is a good ?+4 ,mr4 ,hopk9s rememb]s t
 he has =gott5 ties4 ,!y h great b>ga9s 
9 ties4 ,he drifts ov] to ! c\nt] &     
pres5tly has ?ree lovely ones4 ,"o is   
r$1 & ,mr4 ,hopk9s resolves to be m     
c>eful ?an he 0 ) ! la/ r$ "o4 ,8 wife  
burn$ x4 ,he mu/ keep ?is hidd54  ,!    
ties rem9d him t he ne$s a ba?robe4 ,an 
agreeable cl]k sells him a dull figur$  
ba?robe1 com=table & light = summ] &    
gu>ante$ to wa%1 & tells him t a pajama 
sale is 9 progress ab\t f\r c\nt]s away4
  ,:5 he has b\ght six pairs ( pajamas  
he beg9s to ?9k ( ! baby's pres5t4 ,toys
 are on ! top floor4 ,! girl !re--a wise
 dep>tm5t /ore always *ooses c>efully = 
?is place--is v helpful4 ,%e asks ab\t !
 baby1 h[ old he is1 :at toys he has1   
:at toys he has ask$ =1 & s on4 ,mr4    

,hopk9s tells h]1 & aft] %[+ him sev]al 
+5i\s me*anical contrivances1 %e sugge/s
 a tra9 ) a real track to run on4 ,mr4  
,hopk9s is delight$4 ,! girl asks if !  
y\ng/] likes to read4 ,he does n1 b he  
likes to be read to4 ,:y don't y take   
him a book8 & 9 a few m9utes he has !   
,j-,s ,/ories tuck$ "u 8 arm4 ,z he     
leaves ! girl smiles1 ,come back to see 
u1 %e says4  ,all ! cl]ks h said ?is4 ,!
 cl]k :o sold ! %irts said1 :ile !y /ood
 wait+ = ! *ange1 t he c\ld dep5d on !m4
 ,!y w\ld n %r9k & ! colors w\ld n run4 
,we are "h 9 ! city1 he cont9u$ 7! /ore 
0 9 ,new ,york71 b we h our regul>      
cu/om]s j z if we 7 9 a small t[n4 ,we  
don't try to make j "o sale & get by )  
x4 ,we want y to come back4  ,! girl at 
! toy c\nt] tells ,mr4 ,hopk9s t !re is 
a woman d[n/airs :o w help him select   
some?+ = 8 wife4 ,he goes back to ! man 
9 uni=m to locate h] & f9ds h] 9 a      
seclud$ boo? on ! fir/ floor4 ,%e asks  
sev]al que/ions ab\t :e!r he w\ld l *9a 
or silv]1 furniture or l951 b ,mr4      

,hopk9s wants to give 8 wife some?+     
p]sonal--some?+ %e c use or we>4 ,he has
 be5 m>ri$ sev]al ye>s b n long en\gh to
 "k t ?is is a dang]\s ?+ to d1 b !     
woman is wise4 ,%e sugge/s a silk       
p>asol1 a kimono1 or a doz5 h&k]*iefs4  
,su* a s]vice z ?is is n possible except
 9 v l>ge %ops1 b 9 mo/ places cl]ks are
 quick to respond ) sugge/ions = gifts4 
,!re is a pleasure ab\t buy+ !m & sell+ 
!m t does n g ) ord9>y transactions4    
,:5 he buys a p>asol ! cl]k sugge/s t !y
 h a v l>ge assortm5t ( h&bags1 b ,mr4  
,hopk9s's day's "w is done1 & ! cl]k    
does n insi/4 ,none ( ! cl]ks 9 a good  
dep>tm5t /ore is insi/5t4 ,!y (f]       
sugge/ions & /& ready to s]ve1 b !y d n 
try to impose _! ideas or _! goods ^u ! 
cu/om]s4 ,mr4 ,hopk9s leaves well       
satisfi$ ) himself & 8 pur*ases4 ,he w  
come back4  ,! trunk is deliv]$ 9 !     
aft]noon1 n by ! regul> wagon1 b by an  
express company4 ,x is a busy season4   
,mr4 ,hopk9s is /ill fur!r delight$4 ,^!
 p keep _! promises4 ,& z he tips ! man 

:o br\ght x up--he _h to climb ?ree     
flights ( /airs--! man gives him a c>d4 
,"h's "o ( ! boss's c>ds1 he says1 9    
case y want any haul+ done4 ,)\t d\bt ! 
man has be5 in/ruct$ by ! boss to       
di/ribute 8 c>ds1 b he does x ) su* a   
grace t x seems to be on 8 own          
initiative4  ,x r>ely happ5s t a bus9ess
 man or woman c %op 9 ! leisurely mann] 
describ$ above4 ,mo/ ( _! %opp+ has to  
be done dur+ ! half h\r aft] lun* or    
dur+ a frantic few m9utes snat*$ at !   
beg9n+ or ! end ( ! day's "w4 ,"o morn+ 
,mr4 ,hopk9s _h to leave home )\t a     
coll> because he =got to s5d ! dirty    
ones to ! laundry 78 wife 0 away t week7
 & da%$ into a little %op to get "o on !
 way to ! (fice4 ,he w\ld h felt l      
murd]+ a cl]k :o want$ to %[ him some?+ 
nice 9 ! way ( gloves or muffl]s1 & he  
w\ld h _h a h>d "t to re/ra9 himself f  
viol5ce if ! cl]k _h />t$ 9 on a eulogy 
( a new %ipm5t ( ,engli% twe$s4  ,an    
intellig5t cl]k c usually tell :5 8     
cu/om] is 9 a te>+ hurry4 ,x is an      

unpropiti\s "t to make sugge/ions4 ,!   
cl]k mu/ see ?+s f ! cu/om]'s po9t (    
view4 ,x is p]missible to sugge/ some?+ 
else 9 place ( ! ?+ he has ask$ = b x is
 n good mann]s to make fun ( x or to    
insi/ ^u a sub/itute4 ,rec5tly a woman  
want$ to buy a rug = h] automobile4 ,%e 
knew j :at %e want$1 b ! bright "y cl]k 
insi/$ t %e want$ some?+ else4 ,%e      
f9ally b\ght ! rug1 b x 0 9 spite ( !   
cl]k r ?an because ( him4 ,too _m       
salesm5 kill _! sales by ?9k+ & talk+   
only ( _! product4 ,! cu/om] is n half s
 int]e/$ 9 t z he is 9 himself4 ,good   
salesman%ip relates ! product to !      
cu/om]1 & does x 9 su* a way t ! cu/om] 
is h>dly aw>e ( h[ x is done4     ,,xii 
,a ,,:ile ,,) ,a ,,travel+ ,,man   ,9 a 
,big ,city4 ,we w suppose t our travel+ 
man has 8 headqu>t]s 9 "s big city--,new
 ,york1 ,*icago1 ,san ,francisco1 x does
 n matt]--& t he has sev]al calls to    
make be=e he goes out on ! road4  ,!re  
are two k9ds ( salesm51 ^? :o make only 
"o sale to a cu/om] & ^? :o sell some?+ 

t has to be r5ew$ p]iodically4 ,! fir/  
sell pianos1 real e/ate1 encyclop$ias1 &
 s on2 ! second sell raw mat]ials &     
supplies4 ,! salesman :om we are to     
foll[ is 9 ! second gr\p4  ,he has--& s 
h mo/ m5 :o d ?is k9d ( sell+--a regul> 
r\t9e t he foll[s1 add+ new names to !  
li/ & delet+ old ones z seems exp$i5t4  
,at ?is p>ticul> "t he has sev]al old   
cu/om]s to visit & "o or two new        
prospects to inve/igate be=e he leaves  
t[n4  ,x is unnecess>y = him to make    
arrangem5ts be=eh& to ga9 access to !   
old cu/om]s4 ,!y "k him & !y are always 
glad to see him4 ,b if !re is a *ance t 
! cu/om] may be out ( t[n1 or if x is   
dur+ a busy season1 he telephones ahead 
to make sure4 ,he pref]s indef9ite to   
def9ite appo9tm5ts1 especially if he has
 to see two or ?ree p dur+ ! c\rse ( a  
morn+ or an aft]noon2 t is1 he w\ld r h 
an appo9tm5t to come "s "t betwe5 t5 &  
elev5 or betwe5 ?ree & f\r ?an to h "o =
 exactly half pa/ t5 or a qu>t] ( ?ree4 
,x is impossible to tell h[ long        

int]views w la/4 ,sometimes :5 !        
salesman c\nts on /ay+ an h\r he is     
?r\gh 9 five m9utes & sometimes :5 he   
?9ks he c arrange ?+s 9 fifte5 m9utes he
 f9ds himself /rung up = half a day4  ,!
 new prospects--!re are ?ree on ?is     
p>ticul> morn+--he h&les 9 diff]5t ways4
 ,to "o he has a note ( introduction f a
 mutual fri5d4 ,to ano!r he has writt5 a
 lett] /at+ :y he wi%es to call & ask+  
:5 x w be conv5i5t = him to d s4 ,!     
?ird1 :om he kn[s by reputation z a h>d 
cu/om] 79 ! slang s5se ( ! ^w7 :o w h   
no?+ to d ) salesm5 ( any sort1 he      
decides to approa* directly1 tru/+ to 8 
own pres5ce to get pa/ ! girl at ! front
 door & :omsoev] else /&s betwe5 him & !
 man he wants to see4 ,he does n write1 
because he kn[s t ! man w\ld te> up !   
lett] & he does n telephone1 because he 
kn[s t ! man w\ld n promise to see him &
 t if he 7 to call aft] su* a telephone 
conv]sation 8 *ances = success w\ld be  
less5$4  ,our salesman is c>eful ) 8    
appe>ance4 ,he ba!s & %aves e morn+ &   

takes special c>e t 8 l95 is clean & t 8
 %oes are poli%$4 ,he does n ornam5t    
himself ) a lot ( jewelry1 & ! mat]ial (
 :i* 8 suit is made is pla94 ,he        
pres5ts1 if y %\ld see him on ! /reet1 !
 appe>ance ( a clean1 solid1 heal?y1    
progressive ,am]ican citiz54 ,he is     
pois$ b he is n aggressive4 ,he is      
p]si/5t b he is n ob/9ate4  ,! be/      
public speak]s1 x is said1 nev] get ov] 
a s9k+ feel+ ( fe> dur+ ! few m9utes j  
be=e "t = !m to speak4 ,x vani%es z soon
 z !y get to _! feet or a v few m9utes  
aft]w>d1 &1 /range z x may seem1 x is   
?is v fe> t gives !m _! p[] on ! plat=m4
 ,! fact t !y h ! dreadful feel+ n]ves  
!m to /r5u\s ef=t1 & x is ?is ef=t t    
makes ! orator4 ,9 ! same way ! be/     
salesm5 are ^? :o nev] get ov] ! fe> t  
p]haps !y h n ?\ght out ! be/ way to    
h&le ! situation ahead ( !m4 ,!y =get ! 
fe> z !y beg9 to talk to ! prospect1 b !
 fact t x is subconsci\sly pres5t makes 
! diff]5ce betwe5 ! real salesman & !   
dub4  ,did y ev] get to ! door ( a h\se 

y 7 ab\t to ent] & !n turn & walk ar\nd 
! block be=e y rang ! bell8 ,did y ev]  
walk ar\nd ! block six or eight times8  
,s h we4 ,especially on ^? ,w$nesday &  
,sunday ev5+s :5 we us$ to g call+4 ,!re
 are n _m salesm5 :o h n _h ?is exp]i5ce
 & :o h n1 ^u he>+ t a prospect !y      
dread$ 0 out1 turn$ away f ! door ) a   
pray] ( deep ?anksgiv+4 ,all ( :i* is by
 way ( say+ t sell+ is n an easy job4   
,! salesman ^: c>e] we are foll[+ = a   
%ort "t always has t little feel+ (     
n]v\sness be=e an int]view4 ,x is deep] 
?an ev] :5 he approa*es ! h>d cu/om]1 & 
x is n less5$ 9 ! lea/ degree :5 he f9ds
 a pa9t$ & m>cel$ flapp] at ! door :o   
looks at him )\t a ^w4 7,incid5tally1 %e
 likes 8 looks47  ,he takes out 8 c>d & 
asks h] to give x to ,mr4 ,gre5 & say t 
he is call+4  ,he won't see y1 ! girl   
says4  ,w y tell him1 please1 t ,i am   
"h1 all ! same8 ,wait a m9ute4  ,he     
takes ! c>d & scribbles on x1 ,i want   
only five m9utes ( y\r "t1 & h&s x to ! 
girl aga94  ,%e c>ries x away & pres5tly

 returns say+ t ,mr4 ,gre5 is busy & _c 
see him4  ,i knew he w\ldn't1 %e adds4  
,he mu/ be v busy1 ! salesman says4 ,:5 
%all ,i be mo/ likely to f9d him free8  
,he's no busi] n[ ?an usual1 ! girl     
responds4 ,he's smok+ a cig> & look+ out
 ! w9d[4  ,w y tell him1 please1 t ,i am
 com+ back to-morr[ at ! same "t8  ,!   
girl sees t he is v mu* 9 e>ne/4 ,%e    
respects him = 8 quiet p]si/5ce &       
because he has n tri$ to kid h]4 ,%e    
w\ld mo/ likely h jo9$ 9 he>tily if he  
_h1 b he w\ld nev] h got pa/ h]4  ,%e   
goes back into ! (fice & returns ) ^w t 
! salesman may come 9 if he w n take m  
?an five m9utes4 ,he ?anks ! girl & goes
 into ! (fice :]e ! h>d cu/om] is seat$4
 ,he does n rise1 he does n say ,good   
morn+1 & he does n take ! cig> out ( 8  
m\?1 b ?is does n disconc]t ! salesman4 
,he wa/es no "t 9 prelim9>ies1 b aft] a 
brief greet+1 plunges at once into 8    
proposition1 /at+ ! ess5tial po9ts      
cle>ly & 9 t]ms ( ?is man's bus9ess4 ,he
 kn[s :at ! cu/om] ne$s pretty          

accurately = he has tak5 ! tr\ble to f9d
 out4 ,he is n broadca/+4 ,he is us+ l9e
 radio1 & ev]y?+ he says is direct$     
aga9/ a s+le m>k4 ,! prospect is        
int]e/$4 ,he puts ! cig> aside4 ,!      
salesman concludes4  ,i'm sorry1 he     
says1 b my five m9utes are up4 ,w y let 
me come back "s day :5 y are n s busy & 
tell y m ab\t x8  ,sit :]e y are1 ! o!r 
says1 & beg9s fir+ que/ions4  ,half an  
h\r lat] ! salesman pockets ! ord] he   
want$ & makes ready to dep>t1 feel+ t he
 has f\nd ano!r fri5d4 ,! h>d cu/om] is 
a%am$ ( 8 gruff reception & apologizes =
 x4 ,i've be5 s bo!r$ ) ag5ts & drumm]s 
& travel+ m5 t ,i've promis$ myself nev]
 to see ano!r "o z long z ,i live1 he   
says4  ,i c well und]/& t1 ! salesman   
answ]s4 ,x is "o ( ! h>de/ ?+s we are up
 aga9/1 ! fact t !re are s _m f\r-flu%]s
 out try+ to sell ?+s4  ,he goes next to
 see ! man ) :om he has made an         
appo9tm5t by mail & f9ds t he has be5   
call$ out ( t[n on bus9ess4 ,he talks ) 
8 secret>y1 :o expresses a polite regret

 t !y 7 unable to locate him 9 "t to    
tell him t 8 visit w\ld be ( no use4 ,he
 asks if !re is "s "o else :o c take    
*>ge ( ! matt]1 b ! girl replies t all  
su* ?+s h to come be=e ,mr4 ,?ompson4   
,he w n be back until next week1 & by t 
"t ! salesman w be out on ! road4  ,i'll
 h ano!r repres5tative ( our h\se1 ,mr4 
,hamilton1 call1 he says4 ,he w write to
 f9d out :5 x w be conv5i5t = him to    
come4  ,! ?ird man on 8 li/ is ! "o to  
:om he has ! lett] ( introduction4 ,?is 
is "o ( 8 be/ prospects4 ,t is :y he    
took su* pa9s to arm himself ) ! lett]4 
,he has no tr\ble gett+ inside4 ,! man  
is v busy b he ?ru/s x completely aside 
= ! mom5t4 ,he does n h to say ,be      
brief4 ,our salesman has be5 9 ! game   
long en\gh to "k t he mu/ n be any?+    
else4  ,frankly1 he says at ! end ( !   
talk1 ,i am n int]e/$4 ,i h no d\bt t   
:at y say is true4 ,9 fact1 ,i h he>d ( 
y\r firm be=e & "k t its reputation is  
good4 ,b ,i buy my mat]ial1 & h = ye>s1 
f ,hicks & ,hicks4  ,x is a good        

reliable conc]n1 ! salesman responds1 & 
!re is no reason :y y %\ld des]t !m4 ,!y
 dep5d ^u y z mu* z y d ^u !m4 ,b if !y 
happ5 to be %ort ( some?+ y want 9 a    
hurry1 please rememb] t our product is z
 good z !irs4 ,y c dep5d ^u x ) z mu*   
c]ta9ty4  ,?ank y1 ,i w1 ! prospect     
answ]s & ! int]view is ov]4  ,did !     
salesman act wisely8 ,w\ld he h ga9$    
any?+ by prov+ t 8 h\se 0 sup]ior to    
,hicks & ,hicks8 ,n if ! cu/om] 0 wor?  
hav+4 ,?is salesman nev] =gets t 8 "p ( 
! job is to build up bus9ess = 8 own    
firm1 & n to te> d[n bus9ess = o!r      
firms4 ,z x /&s1 he has 9 ?is case      
e/abli%$ a feel+ ( good w = ! h\se he   
repres5ts1 & has plac$ x 9 su* a light t
 if ! rival conc]n %\ld be afflict$ ) a 
/rike or a fire or any ( a hundr$ or two
 disa/]s :i* might less5 or susp5d its  
output1 ! cu/om] w probably turn to !   
salesman's h\se4 ,& if ,hicks & ,hicks  
%\ld sell out or g into bankruptcy !    
salesman w h won = 8 own h\se a /eady   
cu/om] ( great value4  ,9 ! ,sleep+ ,c>4

 ,! wise travel+ man--& our salesman is 
wise--always engages sleep+             
accommodations on ! tra9 9 advance4 ,?is
 "t he has ! l[] b]? 9 ,no4 #i4  ,:5 he 
comes 9 to take 8 seat he f9ds t a woman
 has ! upp] b]? 9 ! same comp>tm5t4 ,he 
is read+ a newspap] & %e is read+ a     
magaz9e4 ,he says no?+ until t[>d ev5+1 
& !n he (f]s to ex*ange places ) h]4 ,%e
 ?anks him cordially1 expla9s t %e 0    
late 9 secur+ a b]? & t ?is 0 all %e    
c\ld get4 ,%e is v grateful & ! transf] 
is made4  ,he goes into ! smok+ c> &    
meets !re sev]al m5 :o are talk+ toge!r4
 ,he jo9s !m & ! conv]sation runs along 
pleasantly en\gh until "o ( ! numb]     
beg9s to retail dirty /ories4 ,"s ( !   
o!rs try to swit* him (f to ano!r       
subject b he is w\nd up & no?+ %ort ( a 
sl$ge hamm] w /op him until he has run  
d[n4 ,our salesman has a heal?y loa?+ = 
?is sort ( ?+4 ,he has a good fund (    
/ories himself--mo/ travel+ m5 h--& 9 ! 
c\rse ( 8 j\rney+s he has he>d _m ( !   
k9d t ! f\l-m9d$ man 9 ! smok+ c> is    

retail+ ) su* delight4 ,he nev] retells 
/ories ( t nature1 & he nev]1 :5 he c   
avoid x1 li/5s to !m4 ,he kn[s t he _c  
/op ! man1 b aft] a little :ile he gets 
up quietly & leaves4 ,ano!r man foll[s  
him & ! two /& on ! re> plat=m ( ! tra9 
until "t to g to b$4  ,m5 :o are travel+
 toge!r (t5 conv]se )\t kn[+ "o ano!r's 
names1 & x is correct t !y %\ld4 ,only a
 prig refuses to speak to a man on a    
tra9 or a boat because he does n "k 8   
"n4 ,op5+ conv]sation ) a /rang] is n   
always easy1 & %\ld be avoid$ unless x  
comes ab\t 9 a natural way4 ,! /rang]   
may n want to conv]se4 ,x is correct = a
 man :o wi%es to talk to ano!r fir/ to  
introduce himself4 ,my "n is ,hammond1  
he says1 & ! man to :om he says x       
responds by hold+ out 8 h& 7?is is ! m  
graci\s way1 b he may omit ?is "p ( x1  
if he likes7 & pron\nc+ 8 own "n4 ,!    
same rule holds :5 ! travel]s are wom54 
,our salesman goes to b$ e>ly4  ,two m5 
h ! comp>tm5t across f 84 ,!y seem v mu*
 int]e/$ 9 ea* o!r1 = !y cont9ue to talk

 aft] !y h gone to b$4 ,9 ord] to make  
!mselves he>d !y h almo/ to scream1 & ! 
rauc\s s\nd ( _! voices is mu* m di/urb+
 ?an ! s\nd ( ! :eels gr9d+ aga9/ !     
rails4 ,x is h>d to sleep on a tra9 ev5 
"u favorable circum/ances4 ,our salesman
 has a /r5u\s day ahead ( him--mo/ ( 8  
days are /r5u\s--& ! noise is keep+ him 
awake4  ,he c\ld ?r[ on 8 ba?robe1 climb
 d[n & remon/rate ) ! two m5 across !   
way4 ,x w\ld be correct = him to d s1 b 
x w\ld h>dly be exp$i5t4 ,p :o are      
?\ghtless en\gh to be noisy late at     
night are (t5 rude en\gh to be v        
unpleasant :5 any "o int]f]es4 ,!       
salesman has no real au?ority ov] !m1 b 
! port] on duty at night is suppos$ to  
see t a c]ta9 am\nt ( peace & quiet is  
ma9ta9$4 ,! salesman r+s ! bell1 & :5 ! 
port] appe>s1 asks him if he w\ld m9d   
begg+ ! two m5 across ! aisle to l[] _! 
voices4 ,! port] has _h ye>s ( exp]i5ce4
 ,he has develop$ a s(t1 pleasant way ( 
ask+ p to be quiet1 & 9 a few m9utes !  
c> is /ill except = ! inevitable s\nd ( 

! tra9 & ! snor+ ( an old lady ne> ! end
 ( ! c>4 ,?is la/ _c be help$4 ,x mu/ be
 endur$1 & our salesman composes himself
 into a deep slumb]4  ,dress+ & undress+
 9 a sleep+ c> are among ! mo/ difficult
 op]ations to p]=m gracefully4 ,!re are 
no rules4 ,mo/ m5 pref] /ay+ 9 _! b]?s  
to mak+ ! attempt 9 ! cr[d$ dress+      
rooms4 ,"s divide ! process betwe5 !    
two1 b no g5tleman ev] goes /reak+ d[n !
 aisle half-dress$4 ,he is ei!r fully   
clo!d or else he is wrapp$ 9 a ba?robe  
or a dress+ g[n4  ,:5 our salesman comes
 9 to breakfa/ ! next morn+ !re is only 
"o vacant place1 a seat opposite a "y   
woman at a table = two4 ,he crosses ov] 
& sits d[n1 fir/ ask+ if he may d s4 ,9 
well-manag$ d9+ c>s & re/aurants1 !     
seat+ is tak5 c>e ( by ! head wait]4 ,he
 nev] places a p]son at a table ) "s "o 
else )\t ask+ p]mission ( ! "o :o is    
already seat$4 ,x is nev] p]missible = a
 /rang] to g to a table t is already    
tak5 if !re is a vacant "o available4 ,!
 "y lady b[s & smiles4 ,%e has already  

s5t 9 h] ord]4 ,!y talk dur+ ! meal q z 
if !y _h be5 introduc$ & _h met by      
appo9tm5t in/ead ( by accid5t4 ,%e does 
n introduce h]self1 nor does he         
introduce himself4 ,:5 %e has f9i%$ %e  
asks ! wait] = h] bill4 ,%e pays x      
h]self--our salesman has too mu*        
delicacy to (f] to d s--& tips ! wait]4 
,!n ) a nod & a smile %e is gone4  ,?is 
salesman is a *ivalr\s travel]4 ,:5ev]  
!re is an opportunity to r5d] a s]vice  
to a woman 7or to any "o else7 he takes 
pleasure 9 do+ x4 ,he does n place wom5 
"u f9ancial obligation to him1 h[ev]1 & 
he is c>eful n to annoy !m ) att5tions4 
,he has _m times f\nd a taxi = a woman  
travel+ alone or ) *ildr5 :5 !y h _h !  
same de/9ation2 he has help$ wom5       
deciph] "t tables2 he has c>ri$ bundles 
& suitcases & baskets & boxes = old     
ladies :o h n yet le>n$ 9 all _! long1  
long lives t ! way to travel is ) z     
little1 in/ead ( ) z mu*1 baggage z     
possible2 & he has help$ "y mo!rs       
e/abli% !mselves com=tably 9 place ) _! 

*ildr54 ,b he has nev]--& he has be5    
travel+ a good _m ye>s n[--?ru/ himself 
^u a woman & he has nev] emb>rass$ "o by
 8 att5tions4  ,he does n treat ! m5 :om
 he meets by accid5t dur+ 8 travels4 ,!y
 (t5 g 9 to meals toge!r b ea* "o       
settles 8 own bill1 & :5 !y come to !   
end ( ! j\rney !y are )\t obligations   
t[>d "o ano!r4 ,x is mu* pleasant] s4   
,! salesman does n1 z a rule1 tip !     
port] until he leaves ! tra91 & ! am\nt 
t he gives !n is accord+ to :at ! port] 
has done = him4 ,if he has be5 9 ! c> a 
good _m h\rs & if he has _h to ask !    
port] = _m ?+s1 su* z br++ ice wat] at  
night1 sil5c+ objectionable travel]s1   
br++ pill[s & tables dur+ ! day1 n to   
m5tion poli%+ 8 %oes & bru%+ 8 coat e   
morn+1 he is mu* m g5]\s ?an if he _h   
be5 on ! c> only a few h\rs & _h n ask$ 
= any special s]vice4 ,unless ! trip is 
long he nev] gives m ?an a doll>4       
,tw5ty-five c5ts is ! m9imum4  ,by      
,automobile4 ,f an economic po9t ( view 
?is problem has come to be almo/ z l>ge 

z ! railroad problem1 & ! "p !          
automobile1 includ+ trucks & taxis1     
plays 9 bus9ess is gr[+ l>g] & l>g] e   
ye>4  ,motori/s h a code ( _! own4      
,!y--:5 !y d z !y %\ld--drive to ! "r 9 
! ,unit$ ,/ates1 to ! left 9 c]ta9 o!r  
c\ntries4 ,!y take up no m ( ! road ?an 
is necess>y1 & !y obs]ve local traffic  
regulations scrupul\sly1 n only because 
!y w be f9$ if !y d n b because x is    
impolite 9 ,rome to d o!r ?an ! ,romans 
d4 ,!y hold out _! h&s to indicate t !y 
are ab\t to turn1 !y sl[ d[n at cross+s1
 & !y s\nd _! horns z a w>n+ signal b   
nev] = any o!r reason4  ,x is (t5       
necess>y = a man :o is try+ to sell a   
piece ( prop]ty to take out to look at x
 ! man :o ?9ks he w buy x4 ,ne$less to  
say1 x is ! =m] :o pays = ! trip4 ,o!r  
bus9ess trips are arrang$ by gr\ps1 !   
b5efit or pleasure :i* is to result to  
be %>$ among !m4 ,"u su* conditions x is
 wise 7& polite7 = !m to divide exp5ses4
 ,^! matt]s %\ld be arrang$ ahead ( "t4 
,if "o is to furni% ! ma*9e1 & "o !     

gasol9e1 & ano!r is to pay = ! lun*1 x  
%\ld be und]/ood at ! outset4  ,9 a     
,small ,t[n4 ,! salesman is n[          
completely out ( ! metropolitan di/rict4
 ,he is 9 a small t[n l hundr$s ( o!rs  
ov] ! ,unit$ ,/ates4 ,! hotel is v good 
9 itself1 b comp>$ ) ! "o 9 ! city1 :i* 
he has j left1 x is inconv5i5t4 ,he has 
bett] judgm5t ?an to rem9d ! p ( ?is4   
,in/ead1 :5 he is talk+ to !m--& he     
likes to talk ) ! p 9 ! t[ns he is      
s]v+--he talks ab\t :at !y h r ?an :at  
!y h n & ab\t :at !y c d 9 ! future r   
?an :at !y h fail$ to d 9 ! pa/4 ,x is 9
 ?is way t he discov]s h[ he c be/ be   
useful to !m4  ,he likes to "w at !     
quick pace set by ! big cities b he kn[s
 x w n d "h4 ,he goes ar\nd to see ,mr4 
,c>t]4 ,mr4 ,c>t] is glad to see him1 b 
he has _h a bad ye>4 ,! crops h n be5   
good1 ! banks h n be5 g5]\s1 8 wife has 
be5 sick1 & "o ( 8 *ildr5 has brok5 a   
leg4 ,! salesman li/5s sympa!tically to 
?is tale ( woe1 leads ! conv]sation away
 f ! bad ye> beh9d to ! good ye> ahead1 

& 9 a little :ile !y are eag]ly discuss+
 plans = bus9ess 9 ! next mon? or s4 ,! 
salesman %[s h[ he c help1 & conv9ces   
,mr4 ,c>t] t ! be/ "t to beg9 is "r n[ &
 gets an ord] = supplies f him4 ,x has  
tak5 ! bett] "p ( ! morn+1 & ,mr4 ,c>t] 
asks him to g home ) him to lun*4 ,!    
salesman w\ld pref] go+ back to ! hotel1
 b he kn[s t x w give ,mr4 ,c>t] great  
pleasure to h him--8 invitation is      
unmi/akably he>ty--s he accepts4  ,be=e 
he came ! salesman _h discov]$1 ?r\gh   
consult+ ! directories & by talk+ )     
fri5ds ( 8 :o knew ! t[n1 :o 7 wor? go+ 
to see & :o 7 n4 ,mr4 ,c>t] he _h le>n$ 
0 imm5sely wor? :ile & t is :y he 0     
will+ to sp5d s mu* "t ) him4 ,no       
salesman c af=d to /op & talk ) ev]ybody
 :o c give him ! inside /ory ( :y       
bus9ess is no good4 ,?is salesman always
 f9ds out z mu* z possible ab\t a man   
be=e he goes to see him4 ,he nev] leaps 
bl9dly ahead :5 !re is any way to get a 
gleam ( light fir/4  ,once 9 ,s\?       
,c>ol9a he 0 anxi\s to get a l>ge ord] f

 a weal?y old man :o1 he felt sure1 w\ld
 be a regul> cu/om] if he c\ld once be  
p]suad$ to buy4 ,! old man paid no      
att5tion to :at he 0 say+ until he      
m5tion$ ! picture ( a hunt+ dog t hung  
above ! desk4 ,! old man's eyes k9dl$4  
,?is 0 8 hobby & he =got all ab\t       
bus9ess :ile he talk$ ab\t hunt+1 & end$
 by ask+ ! salesman to g home ) him &   
sp5d ! night4 ,! salesman accept$       
gladly1 & ! next morn+ !y w5t rabbit    
hunt+ in/ead ( go+ back to ! (fice4 ,!  
salesman 0 out ( practice 9 h&l+ a gun b
 x 0 great fun1 & ! up%ot ( x all 0 t he
 l&$ ! ord] he want$4  ,?is me?od is    
pleasant b wa/eful4 ,! salesman nev]    
uses x except z a la/ res\rce4  ,mu* ( !
 success ( ?is salesman 7& ( ! o!rs :o  
are successful7 lies 9 ! fact t he c put
 himself s completely into ! place ( !  
man he is try+ to sell4 ,he talks 9 t]ms
 ( t man's "w1 & he tries to sell only  
:]e he believes ! sale w result 9 mutual
 satisfaction4 ,he nev] says any?+ ab\t 
s]v+ humanity1 b 8 life is %ap$ ar\nd   

?is idea1 :i* is1 :5 all is said & done1
 ! bigge/ idea t any ( u c lay ourselves
 out to foll[4  ,he is work+ = a firm t 
he kn[s is hone/--no self-respect+ man w
 "w = any o!r k9d--& he wants its       
f9ancial rat+ to /& solid4 ,he does n   
sell to e man :o wants to buy4 ,he      
inve/igates 8 cr$it fir/1 & if !re is to
 be a delay :ile ! inve/igation is "u   
way he frankly tells ! man s1 & assures 
him t x is = 8 protection z well z = t (
 ! h\se t is sell+ ! goods4 ,x is a =m  
we g ?r\gh ) e new cu/om]1 he says4 ,if 
we did n we'd f9d ourselves swamp$ ) m5 
:o w\ld n pay4 ,& t w\ld "w h>d%ip on ^?
 :o d4 ,e bus9ess man kn[s t ?is is !   
only way 9 :i* reliable bus9ess c be    
c>ri$ on4 ,& x is reliable bus9ess t we 
are int]e/$ 94     ,,xiii  ,,tables ,,= 
,,two ,,or ,,m   ,a "y bank] f          
,smi?ville is 9 ,new ,york4 ,x is 8 fir/
 trip4  ,y w\ld l him if y c\ld see him4
 ,tall1 sun-burn$1 clean-cut1           
well-dress$1 ?or\ghly alive & int]e/$ 9 
ev]y?+4 ,he is a bit confus$ by ! city b

 he is det]m9$ to le>n ev]y?+ t x has to
 tea* him4 ,he does n hesitate to ask   
que/ions b he likes to f9d out )\t1     
:5ev] possible4  ,he goes into ! d9+    
room ( ! great hotel :]e he is /ay+1 & =
 ! fir/ "t 9 8 life is confront$ ) an   
array ( silv] on bo? sides ( 8 plate4   
,at home he always has a knife1 =k1 &   
spoon laid toge!r at ! "r ( 8 plate1 by 
:i* y c see t he has n liv$ among p :o  
place mu* emphasis on hav+ food da9tily 
or correctly s]v$4 ,he is n exactly     
prep>$ = ?is4 ,:5 he left ,smi?ville he 
0 ?9k+ m ( 8 bus9ess connections ?an (  
:at he 0 go+ to eat1 & h[4 ,he is       
emb>rass$ because1 l e sanely balanc$   
p]son1 he likes to d ?+s z !y %\ld be   
done1 & n j blund] ?r\gh !m4 ,!re is no 
"o he c ask except ! wait]1 & ! wait]   
seems su* a sup]ior p]son t he is afraid
 to ask him 7?\gh x w\ld h be5 p]fectly 
correct = him to d s74 ,he gets ?r\gh ! 
meal ! be/ way he c & f9ds t :5 ! ice   
cream is br\ght ! only ?+ he has left to
 eat x ) is a sl5d] =k ) a long h&le &  

?ree v t9y prongs4 ,he kn[s t he has    
tripp$ up some:]e along ! l9e1 b he asks
 ! wait] to br+ him a spoon 7he %\ld h  
ask$ = a =k7 & goes ahead4  ,! next day 
he is invit$ out to d9n] ) a man :o has 
all ( 8 life be5 accu/om$ to fir/-class 
hotels & re/aurants & ! d9+ tables (    
weal?y & cultur$ p4 ,he is some:at old] 
?an our "y bank] & he has _h a great    
deal ( exp]i5ce 9 ent]ta9+ m5 :o h come 
into ! city f small t[ns4 ,he is        
?\ghtful1 sympa!tic1 an excell5t ho/4   
,he leads ! way into ! d9+ room 7?\gh !y
 /& toge!r 9 su* a way t x seems t nei!r
 is lead+7 & *ooses a table4 ,?is ne>ly 
always means accept+ ! "o ! head wait]  
indicates1 ?\gh x is q correct = ! ho/  
to sugge/ ! table he w\ld l to h4  ,does
 ?is suit y8 he asks ! "y bank] be=e !y 
sit d[n4  ,x suits him exactly4 ,he says
 z mu*4  ,n[1 :at w y h to eat8  ,!     
wait] has giv5 him a m5u c>d1 conta9+1 s
 x seems to ! "y man1 a million ?+s t he
 might h4 ,a d9n] s]v$ 9 c\rses 0 some?+
 beyond 8 k until ! night be=e1 & ! d9n]

 !n 0 table d'hote in/ead ( a la c>te4  
,he fl\nd]s ?r\gh ! c>d & is ab\t ready 
to ?ru/ x aside & say1 ,j br+ me "s ham 
& eggs :5 8 ho/ sees 8 pr$icam5t4  ,blue
 ,po9ts are usually good at ?is "t ( !  
ye>1 he says4 ,%all we try !m8  ,! "y   
man has n ! remote/ idea :at ,blue      
,po9ts are b he ?9ks x w be v delightful
 to try !m4  ,:at k9d ( s\p d y l8 ! ho/
 cont9ues :5 ! wait] has dep>t$4 ,i see 
!y h vegetable s\p & consomme4  ,! "y   
man clut*es at ! famili> /raw4 ,he w h  
vegetable s\p4  ,?r\gh\t ! meal ! ho/   
makes comm5ts & sugge/ions & guides 8   
gue/ ?r\gh to ! end1 & does x s         
graci\sly t ! "y man f ,smi?ville is n  
aw>e t he is do+ x1 & feels t x is all  
due to 8 own quick obs]vation t he is   
gett+ along s well4 ,no bus9ess man is a
 p]fect ho/ until he c accompli% ?is4   
,our "y man kn[s already t "o %\ld sit  
up at a table & n lean =w>d or l\nge    
back1 t he %\ld n take l>ge m\?fuls & t 
he %\ld n snap at 8 food1 t he %\ld eat 
)\t noise & ) great cleanl9ess4 ,he kn[s

 t 8 napk9 %\ld be unfold$ 7x %\ld be   
unfold$ once & n spread out7 & laid     
across 8 lap1 n tuck$ into 8 coll> or ! 
top ( 8 ve/4 ,he kn[s t he %\ld n eat ) 
8 knife4  ,he has nev] se5 a f+] b[l    
be=e b he has he>d ( !m1 s t :5 "o is   
plac$ be=e him he kn[s t he %\ld dip !  
ends ( 8 f+]s into x & dry !m on 8      
napk94 ,he has also he>d t too?picks are
 nev] us$ by g5tlem51 at lea/ 9 public1 
& he is n surpris$ :5 he does n see !m4 
,he has read some:]e t :5 a knife or a  
=k is dropp$ to ! floor he %\ld n pick x
 up himself b %\ld all[ ! wait] to d s1 
& t ! wait] %\ld be all[$ to cle> away !
 damage :5 some?+ is upset on ! table4  
,he kn[s t long apologies are out ( ord]
 any:]e1 & he is n likely to say any?+ m
 ?an ,excuse me or ,i beg y\r p>don if  
he %\ld by a clumsy movem5t break a     
glass or ov]turn a plate ( s\p4  ,b he  
does n "k ab\t ! v>i\s knives & =ks or  
ab\t h[ c\rses are arrang$1 & he does n 
"k ab\t tips4  ,x is correct = him to   
expla9 to 8 ho/1 j z ,pip did :5 he 0   

d9+ = ! fir/ "t ) ,h]b]t ,pocket1 t he  
is unus$ to su* ?+s & beg him to give   
him a few h9ts z !y g along4 ,b x is    
less emb>rass+ to consult a book (      
etiquette ab\t fundam5tals & to pick up 
! o!r k by close obs]vation4  ,he       
discov]s--our "y fri5d uses bo?         
me?ods--t knives are laid at ! "r ( !   
plate 9 ! ord] 9 :i* !y are to be us$1  
beg9n+ at ! outside1 & t ! spoons are   
laid j beyond ! knives 9 ! same ord]4 ,!
 butt] knife 7:i* r>ely appe>s at d9n]  
"t7 is usually laid across ! little     
bread plate at ! left ( ! d9n] plate4   
,=ks are plac$ at ! left ( ! plate 9 !  
ord] 9 :i* !y are to be us$1 except !   
oy/] =k1 :i* is laid across ! knives or 
else is br\ght 9 ) ! oy/]s4 ,! /eel     
knife is = cutt+ meats4 ,! flat =k ) !  
%ort prongs is = salads4 ,salads are    
always eat5 ) a =k4 ,x is sometimes n v 
easy to d1 b x is ! only correct way4   
,?is is ! g5]al /&>d1 b !re are         
deviations f x4 ,no?+ b exp]i5ce 9      
d9+--& a great deal ( x--w tea* "o to "k

 always :at =k or :at knife or :at spoon
 to use :5 ! table s]vice is highly     
elaborate4 ,! be/ policy = a /rang] "u  
su* conditions is t ( wat*ful &         
unobtrusive wait+4  ,! d9n]s t bus9ess  
m5 *oose = !mselves are r>ely divid$    
into num]\s c\rses4 ,(t5 !y h only two3 
meat & vegetables1 & dess]t4 ,! regul>  
ord] = a six-c\rse d9n] is3 fir/1 an    
appetiz] su* z oy/] cocktail1           
grapefruit1 /rawb]ries1 or some?+ ( !   
sort1 foll[$ by s\p1 fi%1 meat &        
vegetables1 salad1 dess]t1 *eese &      
crack]s4 ,"o or m ( ! c\rses is (t5     
omitt$4  ,! rule = tipp+ is univ]sally !
 same3 ,t5 p] c5t ( ! bill4         99  
99       99       99       99  ,suppose 
! cases _h be5 rev]s$ & ! man f ! city  
_h be5 9 ,smi?ville to take d9n] ) ! "y 
bank]4  ,he is n accu/om$ to see+ all ( 
! food put on ! table at "o "t1 nor to  
hav+ to use ! same =k ?r\gh\t ! meal4 ,b
 he is a g5tleman4 ,he adapts himself to
 _! /&>d s readily t n "o ( ! p at !    
table c\ld tell b t he _h always liv$ t 

way4  ,! "y bank] is a g5tleman1 too4   
,:5 8 fri5ds f ! city come to visit him 
he gives !m ! be/ he has & does n       
apologize = x4 ,he does n beg9 by say+1 
,i "k y are us$ to hav+ bett] ?+s ?an   
?is b ,i suppose y c /& x = "o meal4 ,he
 simply u%]s 8 gue/ into ! d9+ room z   
cordially & ) z little affectation z if 
he 7 ! pay+ tell] ( ! ,smi?ville bank4  
,no "o ne$ ev] apologize :5 he has done 
or giv5 8 be/4  ,x is int]e/+ to "k t ! 
/&>d ( our "y bank] is gr[+ high] &     
high] all ! "t4 ,he likes to "k h[ ! p  
:o h _h "t to make an art ( d9+ d x & to
 adapt 8 ways to !irs :5ev] he c4       
99       99       99       99       99  
,x is a grave mi/ake = a bus9ess man to 
feel t he mu/ ent]ta9 ano!r to ! /&>d to
 :i* ! second is accu/om$4 ,a poor man  
:o f9ds himself "u ! necessity (        
ent]ta9+ a ri* "o %\ld n feel t he mu/ d
 x on a gr& scale if he has be5 s       
ent]ta9$ by a ri* "o4 ,aside f ! moral  
"q involv$ ! great game ( bluff is too  
silly & vulg> a "o = gr[n m5 to play4   

,b bus9ess m5 play x & _! wives jo9 94  
,suppose ,mrs4 ,davis1 ^: husb& is an   
assi/ant ( ,mr4 ,burke1 wi%es to invite 
,mrs4 ,burke to h] home to d9n]4 ,%e &  
,mr4 ,davis h be5 =mally ent]ta9$ 9 !   
o!r home1 & ! d9n] !y _h !re 0 sup]9t5d$
 by a butl] & c>efully manipulat$ by two
 maids4 ,n[ ,mrs4 ,davis has no maid1 h]
 *9a is v simple1 & ! food t %e & h]    
husb& h1 ev5 :5 !y ent]ta9 _! fri5ds1 is
 pla9 & :olesome4 ,%\ld %e1 = ! great   
occasion1 hire m beautiful *9a & engage 
s]vants8 ,%\ld %e draw on ! sav+s bank =
 m delicate vi&s8  ,to beg9 )1 ,mr4     
,burke kn[s exactly :at sal>y ,mr4      
,davis gets4 ,he kn[s :e!r x w w>rant   
su* exp5diture4 ,w x make him feel l    
plac+ m responsibility on 8 assi/ant's  
%\ld]s to see him liv+ beyond 8 means8  
,is x n1 aft] all1 mu* bett] = p to meet
 face to face in/ead ( hid+ !mselves    
beh9d masks8 ,! masks are n pretty1 & 9 
mo/ cases deceive only ! p]sons :o we>  
!m4  ,m5 :o are fri5ds 9 bus9ess (t5 l  
_! wives to be fri5ds z well4 ,x is _m  

times possible to br+ ab\t a meet+ at ! 
home ( a common fri5d1 b :5 ?is is n    
conv5i5t1 "o ( ! wom5 may invite ! o!r4 
,if ! invitation is to d9n]1 x is n     
correct = ,mr4 ,g>dn] to invite ,mrs4   
,%&on ev5 if he kn[s h] & 8 wife does n4
 ,! invitation %\ld g f ,mrs4 ,g>dn] &  
%\ld be address$ to ,mr4 & ,mrs4 ,%&on4 
,if ! invitation is = tea1 ,mrs4 ,g>dn] 
simply invites ,mrs4 ,%&on1 & ! nature (
 ! invitation dep5ds ^u :e!r ! affair is
 =mal or in=mal4  ,z to :i* ( two wom5  
%\ld pr(f] ! fir/ invitation !re might  
be "s discussion4 ,usually x is ! wife (
 ! man ^: position is sup]ior1 if !y bo?
 "w = ! same conc]n4 ,x frequ5tly happ5s
 t a man ^: position 9 bus9ess is high  
is m>ri$ to a woman ^: social /&+ is n (
 correspond+ importance4 ,p]haps su* a  
man has a subord9ate ^: wife is a social
 lead]4 ,9 ?is case :i* ( ! wom5 %\ld   
ext5d ! fir/ invitation8  ,mo/ wom5 (   
em95t social rank realize & appreciate !
 fact ?or\ghly4 ,! social lead] kn[s t !
 o!r woman might be emb>rass$ & hesitant

 ab\t invit+ h] to h] home4 ,if %e does 
appreh5d ?is x is only graci\s = h] to  
ext5d ! fir/ invitation h]self4  ,9     
small t[ns ! rule is = ! old resid5ts to
 call ^u ! new1 & ! wife ( a bus9ess man
 :o has rec5tly e/abli%$ himself 9 a    
community mu/ wait until ! wom5 :o live 
!re h call$ ^u h] be=e %e beg9s to      
ent]ta9 !m4  ,9 l>ge cities :]e x is    
impossible to "k ev]yone ?is rule is    
practically disreg>d$1 & bus9ess m5     
invite "o ano!r & ask _! wives to d !   
same accord+ to ! way conv5i5ce & *ance 
make mo/ natural4 ,wom5 ^: husb&s are   
longe/ 9 ! employ ( a firm1 or ^: husb&s
 hold high positions1 z a rule call fir/
 on ! wives ( newcom]s or subord9ates4  
,x all comes to ! same ?+ :e!r x is 9 a 
city or a small t[n or ! c\ntry4 ,^? :o 
are already e/abli%$ 9 ! neighborhood or
 ! bus9ess ext5d ! "r h& ( welcome &    
good fell[%ip to ^? :o are n4  ,9 ord]  
to br+ _! employees toge!r socially mo/ 
big h\ses n[ give v>i\s ent]ta9m5ts su* 
z picnics1 p>ties1 dances1 & banquets4  

,!y are 9 no way diff]5t f o!r          
ent]ta9m5ts ( ! same k9d s f> z !       
etiquette ( behavior is conc]n$4 ,=mal  
dances & banquets 9 ! ev5+ require ev5+ 
dress j ! same1 except ) t v enorm\s    
gr\p 7to :i* mo/ ( u belong7 :o d n own 
ev5+ dress4 ,?is does n mean t ev5+     
p>ties mu/ be =egone by ?is gr\p or t !y
 %\ld hire gala attire = ! occasion1 b  
simply t ! m5 we> _! bus9ess suits & !  
girls _! ,sunday dresses4 ,x is j z     
correct1 x is j z mu* fun1 & x is       
inf9itely wis] ?an giv+ a doll> d[n & a 
doll> a week = a decollete g[n or a     
swall[-tail outfit4     ,,xiv  ,,ladies 
,,fir/8   ,mo/ girls :o are 9 bus9ess   
are !re to e>n a liv+4  ,x is true t an 
increas+ numb] ( weal?y girls :o are "u 
no necessity to "w b :o want a def9ite  
place 9 ! economic life ( ! _w are ent]+
 bus9ess e ye>1 b ! great army ( work]s 
is made up ( ^? :o ent] bus9ess because 
!y are driv5 into x 7driv51 _m ( !m1    
:ile !y are yet v "y71 because x is !   
only way 9 :i* !y c h _! own money1 or  

because x is ! only way 9 :i* !y c raise
 _! /&>d ( liv+4  ,! majority ( bus9ess 
girls come f ! homes ( p>5ts 9 mod]ate  
circum/ances4 ,!y h _h advantages--a    
high-s*ool or a college diploma1 a      
c]tificate f a bus9ess s*ool1 travel1   
specializ$ tra9+--& all ^! !y h add$ to 
_! bus9ess capital4 ,9 _m in/ances !    
opportunities !y h _h h n be5 brilliant1
 b e opportunity1 h[ev] small1 c>ries ) 
x ! responsibility to make ! be/ ( x4   
,^u ^! girls1 s9ce !y outnumb] ! o!rs & 
because !y h _h advantages 7a high-s*ool
 education is an enorm\s advantage if y 
are look+ at x f ! po9t ( view ( a p]son
 :o want$ "o b 0 n able to get x71 re/s 
! responsibility ( sett+ ! pace = o!rs4 
,& ! /&>d ( behavior = ! bus9ess girl1  
:e!r %e be ri* or poor or 9 betwe51 is !
 same4  ,! weal?y girls :o ent] bus9ess 
delib]ately are usually foll[$ by ! same
 s5sible impulse t />t$ !m on _! c>e]s1 
&1 z a rule1 !y conduct !mselves )      
dignity & mode/y4 ,! weal?y girls :o1   
?r\gh a turn ( =tune h be5 =c$ into "w &

 h gone unwill+ly1 are ano!r matt]4 ,!  
rude/ girls we h1 is ! te/imony ( mo/ p 
:o h to deal ) !m4 ,conv5tional social  
*>m & poise !y may h b !y are )\t t f9] 
s5se ( c\rtesy :i* makes !m accept      
:atev] fate gives !m & make ! be/ ( x4  
,! fad+ spl5dor ( ! days ( pl5ty        
envelops !m l a cl\d--rememb] t we are  
speak+ ( ! unwill+ ones--!y lose        
!mselves 9 self-pity1 & ! great fun t   
comes f good "w !y miss entirely4  ,_m (
 ! poor girls 9 bus9ess h nev] kn[n     
any?+ b pov]ty1 & _! lives h be5 ca/    
among p :o h nev] kn[n any?+ else4 ,!y h
 _h no home tra9+ 9 ! art ( behavior 7= 
! p at home did n "k h[ to give x to    
!m74 ,no "o has ev] told !m h[ to dress 
or act b !re h nev] be5 lack+ ^? to     
condemn !m :5 !y dress$ fooli%ly or act$
 indiscreetly4 ,! silly little ?+s1 !y  
say 7& oh1 h[ sup]ior !y are :5 !y say  
x74 ,employ]s agree1 =1 aft] all1 x is  
true1 & ! silly little ?+s hold _! jobs 
until !y are m>ri$1 until !y are fir$1  
or 7& ?is happ5s frequ5tly7 until !y    

wake up1 & !n !y are promot$ to some?+  
bett]4 ,we _c expect girls l ^!1 :o h   
gr[n up )\t contact ) ! g5tl] side (    
life1 to beg9 ) a high /&>d ( behavior1 
b we c 7& d7 expect !m1 once !y h be5   
br\ght into t\* ) bett] ?+s1 to raise _!
 /&>d4 ,x is no disgrace = a girl to    
beg9 9 ignorance & squalor2 ! disgrace  
lies 9 /ay+ !re4  ,fir/ ( all1 ! dress (
 ! bus9ess girl4 ,mo/ ( ! ill-bre$+ 9 ! 
_w is due to ignorance4 ,ignorance ( !  
laws ( beauty & ta/e causes "o to make a
 display ( f9]y1 & ov]-dress+ is a m>k (
 vulg>ity :e!r "o c af=d x or n4  ,!    
girl does n live--we believe ?is is     
"r--:o does n love pretty clo!s4 ,b !   
av]age girl does n h money to sp5d      
lavi%ly = !m4 ,h] sal>y1 z a rule1 is n 
pr9cely1 & !re are (t5 f9ancial z well z
 moral obligations to ! p at home4 ,%e  
_c h ,sunday clo!s & ev]yday clo!s4 ,%e 
mu/ comb9e ! two ) ! emphasis on !      
latt]4  ,a few ye>s ago x 0 almo/       
impossible to accompli% ?is1 b          
manufactur]s h recogniz$ h] ne$s & are  

n[ mak+ clo!s especially = h]--pla9     
dresses 9 bright colors & d>k dresses ) 
a happy bit ( trimm+ "h & !re1 neat     
en\gh to pass ! c5sor%ip ( ! /ricte/    
employ]1 pretty en\gh to please ! mo/   
exact+ "y girl4  ,a woman is no long]   
?\ght ecc5tric if %e we>s l[ heels4 ,!  
mod]n flapp] is too s5sible = su*       
nons5se z ,fr5* heels = /&+ all day     
beh9d ! c\nt]4 ,manufactur]s h discov]$ 
?is also1 & are mak+ %oes ) l[ heels &  
broad toes q z pleas+ z ! ,fr5*         
mon/rosities & inf9itely m com=table4   
,a bus9ess girl--or any girl1 = t       
matt]--%\ld take pa9s ) h] h&s & h]     
hair4 ,coiffures t might be appropriate 
9 a ball room are out ( place 9 an      
(fice1 & heavily jewel$ h&s1 :e!r !     
jewels are real or imitation1 are       
grotesquely unsuit$ to (fice "w4 7,s are
 dirty ones47  ,hair t is glossy & tidy1
 h&s t are clean & capable1 dress t is  
trim & inconspicu\s--add to ^!          
intellig5ce1 will+ness1 good heal?1 &   
good mann]s & !re is n mu* left to be   

desir$4  ,c]ta9 positions expose girls  
to ! temptation ( dress m ?an o!rs4 ,%e1
 = in/ance1 :o all day h&les lovely     
g>m5ts or %e :o all day poses be=e long 
mirrors 9 exquisite g[ns t o!r wom5 are 
to we>--c "o expect ^! girls to g m]rily
 home at night to a hall b$room ) a     
"o-burn] gas jet & a m\rnful array ( old
 furniture8 ,!y h a problem t ! girl 9 a
 glue factory or a fi% cann]y does n h  
to meet--at lea/ n 9 s concrete a =m4   
,at ! same "t !y h an opportunity t ^!  
o!r girls d n h1 & x re/s ) !m :e!r !   
opportunity or ! temptation gets ! upp] 
h&4  ,positions 9 :i* girls are ?r[n    
into close contact ) m5 expose !m to    
temptation ( ano!r sort4 ,x is 9 its mo/
 acute =m :5 x br+s a poor girl into m  
or less intimate association ) a ri*    
man4 ,once1 a v long "t ago1 a k+ m>ri$ 
a begg> maid & !y liv$ happily ev] aft]4
 ,p h n /opp$ writ+ & talk+ ab\t x yet1 
al?\gh x is _m c5turies s9ce x happ5$4  
,x is true t once 9 a v great :ile a    
girl m>ries h] fa!r's *auffeur or h]    

bro!r's valet & f9ds lat] t %e has act$ 
wisely2 b ^! are r>e exceptions to !    
g5]al rule1 = ! result usually is       
unhapp9ess4 ,su* m>riages are always !  
occasion = big headl9es 9 ! pap]1       
usually a d\ble set ( !m1 =1 9 mo/      
in/ances1 ! divorce foll[s )9 a ye> or  
s4  ,x is a dang]\s ?+ = a girl to      
receive att5tions indiscrim9ately f m51 
especially ^? :o drift across h] horizon
 f ! great _w outside4 ,x is dang]\s 7is
 x necess>y to add t x is incorrect87 = 
a manicuri/ to accept pres5ts f !       
millionaire ^: h&s %e looks aft]4 ,x is 
unwise = any girl to accept exp5sive    
gifts f a man :o is n h] fiance4  ,!re  
are exceptions to ?is rule1 z inde$ to e
 o!r4 ,at ,*ri/mas or at ! "t a c]emony 
or an anniv]s>y employ]s sometimes give 
_! secret>ies or ano!r tru/$ employee a 
beautiful gift1 & x is )9 ! b\nds (     
propriety = ! employee to accept x4 ,(t5
 :5 he has be5 away f ! (fice = sev]al  
weeks a man pres5ts 8 secret>y a gift to
 express 8 gratitude = ! capable way 9  

:i* %e has manag$ affairs 9 8 abs5ce1 & 
?is gift ! secret>y is privileg$ to     
accept4 ,gifts are seldom pres5t$ except
 :]e ! association has be5 a long &     
highly satisfactory "o4  ,b ! girl :o   
goes to ! !atre ) a man ab\t :om %e kn[s
 no?+ except t he has ! price ( !       
tickets is runn+ a s]i\s risk4 ,%e is   
violat+ "o ( ! mo/ rigid pr9ciples (    
etiquette & %e is skat+ p]il\sly out    
beyond ! l9e m>k$ (f by common s5se4    
,ne>ly e man c1 & does1 if he is ! "r   
sort1 pres5t cr$5tials be=e ask+ a girl 
if he may call or if he may escort h] to
 a place ( amusem5t4 ,!re are in/ances 9
 romantic /ories & 9 real life :]e a man
 & a maid h met )\t ! help ( a ?ird p>ty
 & h ent]$ ^u a *>m+ fri5d%ip4 ,!y are  
r>e1 r>] 9 fact ?an 9 fiction4 ,x is    
banal to say t a girl c usually tell4 ,b
 %e c1 & if %e has any d\bt 7& ?is is   
true ( all h] relations ) m57 %e %\ld h 
no d\bt4 ,%e %\ld /op :]e %e is4  ,:]e  
m5 & girls "w toge!r 9 ! same build+ or 
9 build+s ne> "o ano!r !y (t5 g to !    

same re/aurant = lun*4 ,x is natural t  
!y %\ld sometimes sit toge!r at ! same  
tables4 ,x is correct = a man to sit at 
a table :]e !re are already only girls  
7if ! girls are will+71 b x is n correct
 = a girl to sit at a table :]e !re are 
already only m5 7h[ev] will+ ! m5 may   
be74 ,9 ^! mix$ gr\ps ea* p]son pays = 8
 or h] own lun*4 ,x is n ev5 necess>y = 
! man1 or ! m51 z ! case may be1 to (f] 
to d s1 & x is a di/9ct brea* ( ! rules 
( etiquette = a girl to all[ a man to   
pay = h] lun* "u su* circum/ances4  ,!  
only "t :5 x is correct = a man & a girl
 :o are associat$ toge!r 9 bus9ess to h 
lun*1 ) him ! ho/ & h] ! gue/1 is :5 !  
engagem5t is made ahead ( "t z = any o!r
 social affair4 ,on su* an occasion he  
%\ld be z att5tive z he w\ld 9 any o!r  
circum/ances1 tak+ c>e ( h] wraps &     
plac+ h] *air if ! wait] is n at h& to d
 x1 sugge/+ di%es he ?9ks p]haps %e w l1
 & mak+ himself z g5]ally useful &      
agreeable z x is possible = him to be4  
,a po9t ab\t :i* consid]able brea? is   

wa/$ is :e!r a man %\ld ent] a re/aurant
 ) ! girl foll[+ or :e!r he %\ld all[ h]
 to lead ! way4 ,x makes no mat]ial     
diff]5ce "o way or ! o!r1 b usually he  
p]mits h] to g ahead & foll[s closely   
en\gh beh9d to op5 ! doors = h] & to    
receive :atev] in/ructions ! head wait] 
has to (f]4  ,if a man %\ld ent] a      
re/aurant & f9d a girl :om he kn[s      
already seat$ he may jo9 h] if he ?9ks  
he w be n unwelcome1 b ?is does n make x
 incumb5t ^u him to pay = h] lun*4 ,he  
may (f] to d x1 b x is a matt] t re/s ) 
! girl4 ,if %e does n c>e to develop 8  
acqua9tance %e %\ld n p]mit x1 b if !   
two are good fri5ds or if %e feels t he 
is a man %e w\ld l to "k1 %e may give   
him h] *eck to settle along ) 8 own4 ,a 
girl is h]self ! be/ judge ( :at to d "u
 su* conditions1 & if common s5se does n
 %[ h] ! way out etiquette w n help4    
,wom5 9 bus9ess sometimes br+ up p]plex+
 que/ions & create awkw>d situations4   
,suppose a man has ask$ a girl sev]al   
times to a bus9ess-social lun* & %e has 

accept$ e "t4 ,x seems t %e %\ld1 z a   
man w\ld 9 ! same position1 make "s     
return4 ,if %e works = a h\se :]e !re is
 a d9+ room 9 :i* *ecks d n h to be     
settl$ at ! end ( e meal %e may d s )\t 
! slighte/ difficulty1 b if %e is       
compell$ to take him to a place :]e !   
*eck mu/ be giv5 to ! wait] or paid at !
 desk be=e !y leave1 %e mu/ look out = a
 diff]5t way ( manag+ ?+s4 ,bus9ess     
lun*eons are usually paid = by ! firm 9 
^: int]e/s !y are br\ght ab\t1 & if !   
girl works = an organization :]e !re are
 sev]al m5 employ$ %e may ask "o ( !m to
 take h] fri5d out to lun*4 ,!n1 ev5 if 
%e is n pres5t1 h] social duty is done4 
,! easie/ way out ( su* a pr$icam5t1 x  
is sup]flu\s to say1 is nev] to get into
 x4  ,a girl :o ent]s bus9ess presumably
 accepts ! same conditions t m5 h to    
meet4 ,%e has no "r to expect special   
favors because %e is a woman4 ,%e does  
get a c]ta9 am\nt ( consid]ation1 z     
inde$ %e %\ld1 b %e is v fooli% & *ildi%
 if %e feels res5tful :5 a busy man     

fails to hold op5 a door = h] to pass   
?r\gh1 :5 he ru%es into 8 (fice ahead ( 
h]1 or :5 he cuts %ort an int]view :5 %e
 has said only half ( :at %e _h on h]   
m9d4  ,mu* is said ab\t ! man :o keeps 8
 seat on a tra9 :ile a woman /&s4 ,8    
def5se re/s ^u two argum5ts1 fir/1 t 8  
ne$ is great] ?an h]s 7:i* is n true7 &1
 second1 t %e does n appreciate x ev5 :5
 he does give x to h] 7:i* is n true    
ei!r74 ,un=tunately1 !re are z _m rude  
wom5 9 ! _w--& ?is /atem5t is n made    
c>elessly--z !re are rude m51 & 9 almo/ 
half ! cases :]e a man rises to give a  
woman 8 place ! woman sits d[n )\t ev5 a
 glance t[>d h] b5efactor1 z if ! act1  
:i* is no small sacrifice on ! "p ( a   
tir$ man1 7 n wor? notic+4 ,e act (     
civility or ?\ghtfulness %\ld be rew>d$ 
) at lea/ a ,?ank y & a good he>ty "o at
 t4  ,old p1 cripples1 & invalids r>ely 
fail to secure seats1 h[ev] cr[d$ a c>  
may be4 ,a man seldom (f]s 8 place to   
ano!r man unless x is evid5t t ! o!r1   
because ( age1 infirmity1 or extreme    

fatigue is greatly 9 ne$ ( x4 ,well-br$ 
girls resign _! seats to old m51 b if !y
 refuse to accept1 ! girls d n insi/4   
,at a reunion ( ,conf$]ate vet]ans      
sev]al ye>s ago a girl rose f h] place  
on a /reet c> to all[ a feeble old man  
to sit d[n4 ,he gripp$ ! /rap fi]cely4  
,i a9't dead yet1 he respond$ /urdily4  
,"o ( ! *ief petty compla9ts br\ght     
aga9/ wom5 is t !y d n keep _! places 9 
l9e4 ,"s ( !m appe> to h nei!r consci5ce
 nor compunction ab\t da%+ up to a      
ticket w9d[ ahead ( tw5ty or ?irty p :o 
are wait+ = _! turn4 ,m5 w\ld d ! same  
?+ 7s m5 !mselves say7 b !y "k v well t 
! o!r m5 9 ! l9e w\ld make !m regret x 9
 %ort ord]4 ,two or ?ree m9utes is all  
"o c save by su* me?ods & x is n wor? x4
 ,ev5 if x 7 m x w\ld /ill n be wor? x4 
,:5 a woman breaks into a l9e x is q    
p]missible = ! p]son beh9d h] 7:oev] he 
or %e may be7 to say1 ,i beg y\r p>don1 
,i 0 "h fir/4 ,?is %\ld be en\gh4       
,sometimes !re is an almo/ desp]ate     
reason :y "o %\ld get to a w9d[4 ,_m    

times ev]ybody 9 ! l9e has ! same       
desp]ate reason = be+ 9 a hurry1 b n[ & 
!n 9 individual cases x is all[able = a 
woman 7or a man7 to ask = ano!r p]son's 
place4 ,b only if !re is a mo/ urg5t    
reason = x4 ,mu* ( c\rtesy is made up ( 
petty sacrifices1 & mo/ ( ! great       
sacrifices are only a l>g] =m ( c\rtesy4
 ,x all comes back to ,sir ,philip      
,sidney's pr9ciple ( ,?y ne$ is great]  
?an m9e1 b x is only extraord9>y        
circum/ances :i* w>rant "o's say+1 ,my  
ne$ is great] ?an ?9e4  ,s9ce ! beg9n+ (
 "t1 & be=e 7if !re 0 any be=e7 wom5 h  
done _! %>e ( ! "w ( ! _w4 ,=m]ly _! "p 
( x c5t]$ 9 ! home b n[ t ma*9]y has    
tak5 x out ( ! home !y h come out ( !   
home too1 to /& 9 ! fields & factories (
 indu/ry by ! side ( _! fa!rs & husb&s &
 bro!rs4 ,because !y h rec5tly be5 ?r[n 
into clos] association 9 _! h\rs ( "w   
?an ev] be=e !re has sprung up a c]ta9  
am\nt ( /rife betwe5 m5 & wom51 & a     
great deal is said ab\t h[ sup]ior m5   
are to wom5 & h[ sup]ior wom5 are to m54

 ,x is pure nons5se4 ,if all ! m5 9 ! _w
 7 put on "o side ( a scale & all ! wom5
 on ! o!r1 ! scale w\ld probably /&     
p]fectly /ill4  ,! woman 9 bus9ess %\ld 
nev] =get t %e is a woman b %e mu/      
rememb] t above all ?+s %e is a citiz51 
& t %e h]self has value & h] "w has     
value only z !y contribute to h]        
community & h] community z x contributes
 to h] c\ntry4 ,c\rtesy is "o ( h]      
/ronge/ allies1 ?is quality :i*1 alone1 
c d no?+1 b1 unit$ to ! solid virtues t 
make "*1 c move m\nta9s4  ,we h said a  
good deal z we came along ab\t c\rtesy  
t[>d oneself & o!r p1 b p]haps ! mo/    
valuable ( all c\rtesies 9 bus9ess is   
polit5ess t[>d "o's job4 ,x is desirable
 = e woman to be pretty1 well-dress$1 & 
well-groom$1 b x is mu* m desirable = ! 
woman 9 bus9ess to be able to d capable 
& effici5t "w4 ,%e may be ornam5tal b %e
 mu/ be useful1 & :ile %e is at ! (fice 
h] *ief conc]n %\ld be ) h] job & n )   
h]self4 ,! end ( bus9ess is             
accompli%m5t1 & c\rtesy is valuable     

because x is a means ( mak+ accompli%m5t
 easy & pleasant4 ,x is ?is t gives u ! 
grace to accept :atev] comes1 if n      
gladly1 at lea/ bravely4  ,x is a poor  
workman :o qu>rels ) 8 tools 7or ) 8    
job71 s ! prov]b says1 & !re are two    
l9es ( ,mr4 ,kipl+'s t might be add$4   
,he 0 speak+ ( a k+1 b 9 a democracy we 
are all k+s3      ,! wise/ ?+1 we       
suppose1 t a k+ c d = 8 l&     ,is ! "w 
t lies "u 8 nose1 ) ! tools t lie "u    
8 h&4  ,& ! l9es are j z true :5 girl is
 sub/itut$ = k+ & ! pron\ns are *ang$   
accord+ly4  ,,! ,,end