rtain ways to
sell particular ideas about yourself_; then incorporate these bits of
salesmanship in your letters.

A young man in his senior year at college selected a large corporation
as his prospective employer. He did not know any of the executives of
the company, but he worked out a plan to get acquainted through letters.
He was especially desirous of entering the field of foreign trade, and
had made a fairly comprehensive study of the export business. He wrote
to the president of the corporation, gave a brief outline of articles
and books he had read; then complimented the great company by declaring
that he realized the knowledge he had acquired was theoretical and
abstract, and that he wished to gain practical, concrete ideas by
studying the methods of the corporation. He enclosed with his letter ten
cents in postage stamps, and requested that he be sent any forms,
instruction sheets, sales bulletins, etc., the president was willing to
let him have for study.

[Sidenote: Getting A Future Chance]

His letter was referred to the vice-president in charge of sales, who in
turn passed it on to a department manager with instructions to supply
the matter requested. In the course of a week the college student
received a bulky package. Meanwhile a letter had been sent from the
department head which stated that the vice-president in charge of sales
had referred to him the request for forms, instruction sheets, etc., and
that they would be forwarded under separate cover.

The student took advantage of the three opportunities opened to conduct
correspondence with the executives of the corporation. He first wrote
courteous, carefully worded "thank-you" letters to the president,
vice-president, and department head. These were all in his own hand, so
that his good penmanship might make an individual impression. After
these letters were dispatched the student mastered the material that
had been sent to him. Then he wrote three supplemental letters of
appreciation, and made concise commen