SALES METHODS

carefully compared it with the city directory making corrections of occupation and addresses. In doing this work, I eliminated a number of names for various reasons, and I also eliminated all the women on the list.

2. I made a prospect card for all the names on the corrected list. These cards were out from paper 3x5 inches in size. The word "Boyd's" with the necessary signs to denote the wealth of the man, was written on the first line at the extreme left-hand top of the card, and the name of the city, San Francisco, on the right-hand side. On the left-hand end of the second line I wrote the name of the prospect, and put the residence street address on the right-hand end of the line placing a small "r" in front of it. The third line contains the occupation under the name and the business address under the residence address. These three lines occupy ;E of an inch on the upper edge of the card, thus leaving the rest of the card—including the back—for recording data regarding the prospect, and the results of inter-views. Upon completing this work I found I had about 2,000 names of wealthy men, with the rating of each.

3. I then rechecked the names with the city directory marking the names with a red pencil in the directory, and writing the first name of the wife—when given—in parenthesis, on the first line of the card above the man's name.

4. I next took the San Francisco Blue Book and checked the names of the "San Francisco List," and some of the clubs, with the directory, marking out all names already obtained from Boyd's list and also eliminating all single men and women.

5. I then made prospect cards of the names thus selected from the Blue Book and marked these in red pencil in the directory, and added the wife's name, and recorded the name of his club, or clubs.

6. Next I put the two lists together in alphabetical order in an alphabetical file, and found I now had about 4,000 names of wealthy and prominent men, nearly all of whom I knew were married.

7. In the same way I obtained a list of the members of the Commonwealth Club and worked into my list selected names not already included.

8. I then took a blue pencil and went through the city directory marking the names of men, not already red-pencilled, whose 44