ermit these interruptions are not
conversationalists; they are mere drivelers.

FOOTNOTE:

[Footnote A: The author, if addrest "Secretary for Mary Lavinia Greer
Conklin, Post Office Box 1239, Boston, Massachusetts," would be glad to
give information about the Russian method of serving, and would be
pleased, also, to answer questions and to correspond with readers
regarding any individual conversational situation in which they may find
themselves, provided a self-addrest and stamped envelop is enclosed for
reply.]

CHAPTER VII

POWER OF FITNESS, TACT, AND NICETY IN BUSINESS WORDS

_Why Cultivating the Social Instinct Adds Strength to Business
Persuasion--Secret of the Ability to Use Tactful and Vivid Words in
Business--Essential Training Necessary to the Nice Use of
Words--Business Success Depends upon Nicety and Tact More Than on
Any Quality of Force._

CHAPTER VII

POWER OF FITNESS, TACT, AND NICETY IN BUSINESS WORDS

There is an aspect of business words which has to do with social tact.
"The social tact of business words" sounds incongruous on first thought.
Business is largely force, to be sure; but a pleasing mien is often
powerful where force would fail. Training in social instinct and nicety
is more essential to a man's commercial interests than is visible on the
face of things. For instance:

_Customer_ (entering store)--"I wish a tin of 'Cobra' boot polish,
black."

_Dealer_--"Sorry, madam, we do not stock 'Cobra,' as we are seldom
asked for it. Do you wish polish for the class of shoes you are
wearing?"

To tell a customer abruptly, "We do not carry such-and-such a brand in
stock" has the effect of leading her immediately to turn to go. This is
not cordial, nor gracious, nor diplomatic; hence it is unbusiness-like.
Furthermore, to tell a customer that the brand she mentions is seldom
asked for is immediately to question her judgment. The dealer, in this
case, lost a chance to get attention on the part of his customer by
failing to infer, the moment he mentioned her shoes, that she wore a
good quality, had good taste, or common sense, or some such thing. His
reply could have been vastly improved by an exercise of the social
instinct. To answer her with some non-committal, tactful response would
open up cordial relations at once and afford the chance easily and
gracefully to lead the talk to another brand of polish.

_Dealer_--"Do yo