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434 ILLUSTRATED WORLD
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"PERSONALITY IS REALLY A MATTER OF PHYSICAL STRENGTH AND FITNESS
cent of those who reply withhold some part a man's personal effect on other men to
of the necessary information. Personality set him any task performed by the trav­
reveals itself to the employer in carriage, eler or the canvasser. Among canvassers
address, and even in such small matters there are men who can be turned down
as the performance of details of the by the office boy. There are others who
toilet.
have the knack of getting to the depart­
One employer I know boasts that he mental managers but have not the ability
never has taken into his service a man to state clearly the advantages of the pro­
who obviously did not trouble to maniposals they make. There are other men
cure his hands. Employers of great per­ who get directly in touch with the heads
sonality seem always to be looking for of departments, put up good selling talk,
personality. As a final extreme example yet just miss carrying conviction.
worthy of ranking with the demand for And there is a rare race of men who
fat men, I might cite the newspaper because of the magic of great person­
editor who would never dream of startality, march into offices almost as if they
ing a reporter who had not a long nose. were ambassadors, who deign to see no
In his advertisements he always put the one but principals and rarely make a
significant phrase, "Wanted a reporter business acquaintance without securing
with a nose for news," and when the an order. The man who fails, speaking
period of interviewing came round the of the man who succeeds, says he gets
phrase was not a symbolical expression. his business by a combination of luck and
The successful applicant had actually to impudence. These things, however, are
have the nose itself, and a good sized one not accidental and when a man gets busi­
at that.
ness consistently, it may be taken for
Personality perhaps counts even more granted that he is not achieving his end
among the men who have to go direct either by luck or impudence, but has
to the customer and obtain support in brought to bear upon his task a battery
the form of orders. It is a great test of of important personal qualifications.
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