te should be regarded as "a sales letter." It makes
an impression, true or false, of _you_. Take the greatest pains to have
that impression what you want it to be. Never be slovenly or careless in
writing to _anyone on any subject_. Put genuine salesmanship into all
your letters _consciously_; instead of conveying ideas unwittingly,
without realizing what the reader is likely to think of you and the
things you write. You can scatter impressions of your best self
broadcast over the earth by using your ordinary correspondence as a
medium of salesmanship. So you can open both nearby and far distant
opportunities for the future; even while you still are training yourself
to make the most of these chances you hope to gain.

Good sales letters are so rare that the ability to write them has
erroneously been called "a gift." It is not. Any one of educated
intelligence can write his ideas; _provided he has clear, definite
thought-images in his own mind_. But cloudy thinking reflects only a
blur on paper.

[Sidenote: Using Sales Letters]

A letter that plainly conveys true ideas is a sales letter; for it gets
across to the mind of the recipient a clear, definite mental impression
of the writer's real personality and thoughts.

In all your correspondence, throughout the period of preparation for
your chosen life career, send out true ideas of your best capability. If
you do, you doubtless will find the door of your desired opportunity
open by the time you are fully prepared to knock. Successful business is
always ready in advance to welcome "comers;" whenever and wherever they
are sighted. Therefore project your personality far and wide through
your letters. Employ the medium of correspondence, with salesmanship
knowledge and skill, even when you write the most ordinary messages to
your acquaintances or to strangers. That is, _think out certain ways to
sell particular ideas about yourself_; then incorporate these bits of
salesmanship in your letters.

A young man in his senior year at college selected a large corporation
as his prospective employer. He did not know any of the executives of
the company, but he worked out a plan to get acquainted through letters.
He was especially desirous of entering the field of foreign trade, and
had made a fairly comprehensive study of the export business. He wrote
to the president of the corporation, gave a brief outline of articles
and books he had read; then complimented the great compan