TABLE OF CONTENTS

Woman Salesman Among Farmers. By Helen Rose

Pegelow    196

Successful Career on Evening Calls. By R. L. Parks    197

Notes on the Interview. By L. G. Saunders    198

Mailing Literature to Prospects. By F. L. Conklin    198

Thorough and to the Point. By Marshall Butters    199

Taking Advantage of an Opportunity. By Frank H. Wil-

liams    200

My Methods. By F. J. Fleming    201

Immediate Medical Examination. By George R. Craft    202

Real Opportunities. By Frank H. Sykes    203

Waiting for a Favorable Time. By Frank H. Sykes    203

Don't Be the Bashful Pig. By J. H. LaSance    205

Use the Mortality Table. By Grenville Howard    206

Talk Fifty Per Cent Less Than Your Prospect. By Clif-

ford Sloan    206

Value of the Quota. By M. J. Dillon    207

Where Do You Eat Your Lunch? By W. T. Grant    208

Cutting Down Industrial Arrears. By William Colvin    209

Love of Salesmanship. By Charles F. Dickinson    210

Interview 100 Men a Month. By Frank E. Mowrey    211

How Clark Made a Day of It. By E. C. Budlong    211

Making Daily Reports. By H. O. Wilhelm    213

Production in Farming Communities. By Robert M. Work 214

Where References Are Valuable. By John L. Havlin    215

Public Pays for Guidance. By J. C. Maginnis    216

CHAPTER XIV

ADDITIONAL SERVICE

Future of Your Young Men Clients. Author Unknown    218

This Plan Helps Later. By E. F. Colborn    218

A Talk When Delivering the Contract. By E. F. Colborn 219

Fitting the Contract to the Buyer. By Howard Cox    228

Combining Accident and Health with Life. By Robert

Newman    221

Return Calls. By J. R. Macy    222

Choosing an Occupation for Mrs. Widow. By Goto

Hashimura    222

Benefactor of the Poor. By Darby A. Day    223
12