in the United States, Canada and

Great Britain

R. L. JAMES

Chicago

Printed by The Dartnell Press

CONTENTS

Page
[The Boy Starts Out—Green and Gullible But Full of Pep] 9
[The Boy Writes That He Has Arrived as a “Regular” Salesman] 13
[The Boy Thinks the House Should Accept Cancellations] 17
[The Boy Has Been Promoted to a “Special” Salesman] 21
[Dad Gives the Boy Some Sound Advice Regarding Team Work] 25
[The Boy Is Having His Troubles as a Branch Manager] 31
[Dad Tells the Boy Why It Pays to Advertise] 37
[Dad Counsels the Boy to Throw Away His Knickers and Put on Long Pants] 43
[The Boy Has Begun to Solicit Dad’s Counsel] 49
[The Boy Has Told Dad of His Latest Pet “Peeve”] 55
[The Boy Has Met the Girl—He Sounds Dad Out on Matrimony] 61
[The Boy Has Been Bragging a Little] 67
[Dad Warns of the Evil Spirit That Whispers “You Haven’t Time”] 75
[The Boy Is Given an Unfailing Formula for Landing a Bigger Job] 81
[Hal Is District Manager Now—His Problem Is Winning the Respect of Men] 87
[Dad Drops in on a Branch Manager and Finds the Spirit of the Time] 93
[The Boy Gets a Chance to See Himself as Others See Him] 99
[Dad Tips Off the Boy to a New Job]105
[Dad Gets a Lesson from a Trip to the Farm]111
[Dad Takes an Interest in the Boy’s Big Sales Contest]117
[Dad Surrenders When the Boy Lands the Big Job]123