7. Don't procrastinate.

8. Don't boast.

9. Don't buy your clothes on time.

10. Don't borrow from fellow clerks.

11. Don't think your employer can't see whether you are working.

12. Don't sell a merchant a larger order than he can move.

13. Study the duties of the man ahead of you.

14. New ideas count with your employer.

15. He can who thinks he can.

=Exercise 272=

_Written_

1. A request has come in from your territory for your automobile catalogue. Write a letter to accompany the catalogue, inviting the inspection of your cars. Make it as personal as possible.

2. You have just been talking with a prospective buyer. Drive home some of the strong points of your car in a letter exploiting strength, reliability, and speed. Use the following as a basis of your letter: The Up-to-the-minute car breaks the record from New York to San Francisco, making the trip in ten days, fifteen hours, and thirteen seconds.

3. You have just shown your motor truck to a business man. Strengthen the impression you made on him by writing him a letter summing up the important advantages of the motor truck. Use the following extract from a letter:

"It has not missed a single trip since I have had it, and it takes the place of three wagons and twelve horses. My route from Waltham is so long that a pair of horses going over it one day has to be laid off the next."

"This truck makes three trips each day. I have had it on the road nearly four months and have covered over four thousand (4,000) miles with no expense for repairs."

4. A prospective customer has lost interest. Try to arouse him once more by telling him of a particularly good sale recently made, or of a new model just received, or of a new device lately perfected. Your object is to get him to inspect your cars again.

5. Write a letter to a wealthy man who bought one of your cars two years ago, offering him half of what he paid for the car in exchange for a new model. Make him see that it would be to his advantage to accept the offer.

6. Write an advertis.e.m.e.nt to appear in a local newspaper asking for an automobile salesman.

7. Answer the advertis.e.m.e.nt, telling why you think you could sell cars, although you have had no experience.

8. Write a letter to a friend telling him you have been offered the agency for the Up-to-the-minute car.

Ask him to be your partner, and try to show him why you will succeed. He will be expected to bear half the office expenses, and he will get half the commissions.

=Exercise 273--Suggestions for Debates=

1. The mail order house ruins the trade of the country merchant.

2. The giving of free samples does not attract desirable purchasers.

3. The use of trading stamps should be abolished.

4. The motor wagon is more advantageous for the average grocer than the horse and wagon.

5. All manufactured food products should be sold in sanitary, sealed packages.

=Exercise 274=

_Oral or Written_

Prepare paragraphs on the following:

1. A merchant must know his neighborhood before he buys his stock.

2. Selling by weight rather than by measure benefits dealer and consumer.

3. Giving short weights does not prove profitable.

4. The price of a certain kind of goods, or of an article, that is going out of style should be reduced to move it quickly.

5. If merchants did not deliver purchases, goods would be cheaper.

6. Hard work and patience spell the merchant's success.

7. The middle man gets the bulk of the profit.

8. The telegraph is a great aid to the business man.

9. There is a difference between day and night telegraphic rates.

10. Money may be sent by telegraph.

11. The night letter is very useful to the merchant.

12. The parcel post is a great help to the farmer.

13. The parcel post tends to increase the business of the mail order firms.

14. The object of an automobile exhibit is to sell cars.

15. The five-and-ten-cent stores have succeeded because ----.

=Exercise 275=

Prepare paragraphs on the following:

1. The importance of transportation facilities to the farmer.

2. The importance of transportation facilities to the manufacturer.

3. The steamship in international trade.

4. Transportation before the days of the railroad.

5. The influence of the railroad in the advance of civilization.

6. Electrifying the railroads.

7. Speed, the cause of railroad accidents.

8. The observation car.

9. The care of food in the refrigerator car.