the war had not happened, and she had continued
at work for two years without any raise at all, she would have been
practically as well off at the end of that time as she actually found
herself with her doubled pay.

As the months of her employment passed, she had made herself
progressively much more valuable to her employer. She was rendering
him now a very large amount of high-grade service. But in effect she
was being paid no more money than when she was engaged. The young
woman knew her employer intended to be fair with her. Undoubtedly he
felt he had treated her well by voluntarily doubling her salary in two
years. If she had gone to him and had asked for more pay in the manner
of the ordinary applicant for a raise; if she had stated her request
without skillfully showing the difference between actual conditions and
his misconception of the facts; she likely would have made an unfavorable
impression. But she was a good saleswoman of her ideas. She made a
discriminative-restrictive plan of approach to gain her object, and used
first-class selling skill to get into her employer's mind a true
conception of her worth to him.

[Sidenote: Opening the Boss's Eyes]

She compiled from her budget the exact amount of increased living costs.
The comparative figures of two years showed that her necessary expenses
were approximately double what they had been before the war. Then she
used the percentage ratio to demonstrate in neat typewriting that
approximately all of her salary increases had gone to some one else, and
had not remained in her hands. On another sheet she typed a summary of
the most important business responsibilities she carried for her
employer at present, but which she had not been qualified nor trusted to
bear when she was first engaged. The secretary brought the two exhibits
to the desk of the business man, laid them before him with brief
explanations of what they represented, and concluded with a simple
personal statement which she worded most carefully.

[Sidenote: The Approach That Commands Respect]

"Mr. Blank, I know you mean to be perfectly square with me. So I want
you to realize what has been the actual purchasing power of the salary I
have received, and what I have done with it. This percentage slip shows
that my additional pay was all used for additional expenses. I have been
unable to increase my savings. I really have been paid only for the same
kind of services I was able to render when you