[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 comments on some of the methods of the corporation, with comparisons from his previous reading of books and articles on foreign trade.  He stated that he intended to make further investigation along these particular lines and that if he learned anything he thought might be interesting to the company he would write what he found out.  In the course of a month he sent a letter which detailed his investigations.  This he addressed to the department head only.  But he also penned brief letters to the president and vice-president, in which he informed them that he had written in detail to the department head.

[Sidenote:  Effect of Follow-up Letters]

The correspondence continued throughout the remainder of the student’s senior year at college.  The letters from the business men soon evidenced more than formal courtesy.  They grew personal and indicated real interest.  A month before his graduation the student was invited to call at the company’s office after Commencement.  He went, made an excellent impression in interviews with the vice-president in charge of sales and the department head, and though the ink on his sheepskin was not yet dry, he gained his object.  He was engaged by the corporation and began training as a prospective representative of the company in foreign territory.

Thus through the correspondence medium of salesmanship a young man who had no advantage of personal influence or acquaintance secured exactly the chance he wanted.  Similar opportunities are open to any one.

[Sidenote:  Personal Selling]

Every moment of your life when you are in the presence of other people, you have chances to sell true ideas about the best that is in you. You will not need to seek such opportunities for personal salesmanship.  Chances come to you continually to make good impressions on the minds of the men and women you meet from day to day.