study the job at
close range while getting ready for it."

This was excellent salesmanship. The candidate suggested in his words,
tones, and actions that he recognized a real opportunity, that he
comprehended all it involved, that he was willing to prepare himself
adequately, and that he felt certain of his ability to fill the place
after completing the necessary preparation.

The bank, however, was in immediate need of his services in the position
offered to him. So the cashier, who had been very well impressed by the
young man's attitude, told him to take the place, and offered to supply
him with an accountant aide for six months.

[Sidenote: Keeping the Opportunity Open]

"I would rather not," the applicant persisted in declining. "I mean to
keep on climbing toward the top in this bank, once I get started; and I
don't want to begin as a cripple. I couldn't give thorough satisfaction
now, even with an assistant on the accounting. It is not good business
for me to start by making a poor impression. I'd prefer that you do not
think of me as a man for whom excuses need to be made. I wish to
commence my work in that job, when I am ready, with your complete
confidence that I can handle it--not as a weak sister." He smiled
winningly.

The failure of so skillful a salesman of ideas was simply _impossible_.
There is no getting away from such a high quality of salesmanship. The
cashier bought the present and prospective services of the young man who
had demonstrated _at the outset_ his comprehension of the _first
importance of preparation._ The opportunity was kept open six months for
the applicant in training, while he fitted himself for his future job.
This successful salesman of true ideas of his best capabilities is now a
vice-president of the great financial institution.

"But," you say, "suppose the cashier had been unable to wait, would not
the young man's over-emphasis of his attitude on preparation have
_prevented_ him from succeeding in his ambition?"

No! A single turn-down cannot cause the failure of a successful
salesman. If that cashier had not appreciated the worth of the
candidate, an officer of some other bank certainly would have had a
clearer vision of his value. The applicant might have been balked
temporarily in his ambition. The best salesman occasionally has to try
and try again. But a successful career for that young man was assured in
advance. From the very start he was "certain to get there."