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Show 1R4ICA1MME See the Man Higher Up rvtf YEARS n,o W. U. Crow, Monroe Lii wn i , A2L co.nrU-.o fai.ure in the business Helu d re" , i,v.m t: von a job as outsnie salesman fnr v,;. e rw of the hrAftta-l! rm. That was all to the good-if he had not had an to" U.,ritV f,"U,l0X- ... y ' ' What lu did was to spend most of his C time ad clTort visiting tho loss important S misonm'l nt the paper mills, the gns com- ' !' linics nnd other industries that were r ? Lijm'd 10 him' 1,0 folt cml,arrassed at t ihf verv thousht of calling on the oll'ieinls t and Hie l"v mou in 11,oso Vlans. Hut often 5 ,vlion he hud discussed materials with those S m0n of lesser authority, and thought be- S tsase of their encouraging attitude that ho S ,vould surely get a nice order, he was doomed to disappointment because the boss ' hi directed the business elsewhere. And Utah ail his time had been absolutely wasted! Carnegie He realized now that the man higher up made the rw;.-.," rw;.-.," ,011 he feared to face. He thought it over WereS ."S' than he was? Had they not started at the bo? oml gid 7t want the goods he had to sell as much as he wanted to soli 4iIThat line of thinking did the trick. It cured him of his feeling .-inferiority and gave him confidence. He made up his mind thnf ;;uki go right to the top. at the same time treating with con ''v-Mion the lessor num he contacted. h 1 con '""What did ho find? Just that the man higher up is nearlv .;,,vs undorsta-.ia.nA and easy to approach, even friendly that ;:,r v.-as ecor to socurc-nnd bost of all, that you will never ;;.wd w;:h an inferiority complex. ' . |