The ordinary man who applies for a job in the ordinary way is accepted
or turned down wholly at the discretion of the employer. If you use the
selling process skillfully, you will suggest that _you_ are out of the
ordinary class. Of course, you should demonstrate in your salesmanship
that you are not over-rating your ability. The other man must be made to
feel you have sound reasons for your bearing of equality and
self-confidence when you seek to make sure that in his business you will
have your best chance to succeed. By showing him that you are taking
intelligent precautions against making a mistake in your employment, you
indicate conclusively that you are not merely a "floater," but that you
have a purpose "to stick and make good."

In the same measure that you require proof of a desirable personality in
an employer, you should make sure that the work is exactly what you
expect. See that your prospective "new boss" sells you the job at the
same time you are selling him your services. If he perceives in you the
one man who best fits his needs, he will put forth every effort to buy
your services. Every employer will respect the man who states, with
salesmanship, a sound reason for selecting and seeking connection with a
business house; since such a man gives promise of making the sort of
dependable, loyal worker that every business values and appreciates.

[Sidenote: Sell to Satisfy Real Needs]

The true salesman sells to satisfy _a real need_ of the buyer.
Therefore, when you have charted your salable qualities, select the
field of service in which such capability as you possess is needed.
That, you may be sure, is _your_ right market--the field where you are
_certain_ to succeed. Enter it, and no other field. Apply there for a