ng an employe who has shown marked ability, it redounds to the
manager's credit that he is liberal enough to give credit where it
properly belongs.

Truth will out as sure as the sun will shine, and the manager cannot
conceal his subordinates' abilities and pass them off as his own for
any length of time.

The good manager will say a kind word to the boss about the employe, if
he is the right sort. It makes an employe feel confidence in the
manager when he knows that the manager is appreciative and ready to
tell his superior of good things in the employe's favor. The manager
who is bad tempered, suspicious and tries to take credit that does not
belong to him is only holding his position temporarily, and some day he
will be let out of the institution for which he is working, and will
find himself forced to the extremity of getting a place somewhere else
back in the ranks from which he had temporarily risen.

Selling

Time was when the best salesman was the one who could tell the biggest
lies, drink the most whiskey and show his customers the liveliest time.

Today the best salesman is distinguished by the following attributes:
Truth, trustworthiness, together with a fine knowledge of the goods he
is selling.

The man who sells goods must be prepared to hear from nearly every man
that his price is too high. If the buyers would always tell the truth,
then the salesman who sold the most goods would simply be the one who
actually sold at the lowest price.

Price does not mean anything. Price is high or low only when quality is
taken into consideration.

The man who sells merchandise, or advertising, for instance, must be
thoroughly acquainted himself with the thing he sells. He must be
reliable, he must give good measure, he must keep his word.

We hear a good deal about the live-wire, rapid-fire salesman, who goes
out on his initial trip and comes back with a bagful of orders. It must
be remembered that ever and always there is the law of compensation to
take into consideration. The salesman who bags a lot of orders on the
first trip does not get so many the second time. He has colored his
picture too highly on the first trip. He has made too many side
promises, too many mis-statements, and the customer finds out he cannot
be believed, and this smooth article of a salesman is not as welcome in
the buyer's office the second trip.

On the other hand and in strict accordance with the law of
compensation, t