material fresh in my mind. No good points are buried in some
forgotten scrapbook; I keep reading these things until they are as
familiar to me as the alphabet."

It may be very desirable to keep booklets, pamphlets and bulky
matter that cannot be pasted into a book or onto separate sheets in
manila folders. This is the most convenient way for classifying and
filing heavy material. Or large envelopes may be used for this
purpose.

Another favorite method of arrangement in filing talking points for
reference is that of filing them in the order of their pulling
power. This, in many propositions, is considered the best method. It
is not possible, out of a list of arguments to tell, until after the
try-out always, which will pull and which will not. Those pulling
best will be worked the most. Only as more extensive selling
literature is called for will the weaker points be pressed into
service.

No matter what system is used, it must be a growing system; it must
be kept up to date by the addition of new material, picked up in the
course of the day's work. Much material is gathered and saved that
is never used, but the wise correspondent does not pass by an
anecdote, a good simile, a clever appeal or forcible argument simply
because he does not see at the moment how he can make use of it.

In all probability the time will come when that story or that figure
of speech will just fit in to illustrate some point he is trying to
make. Nor does the correspondent restrict his material to the
subject in which he is directly interested, for ideas spring from