If he should find a crowd there, he would not merge with it.  He would avoid stating his business immediately in the outer office, rather than identify himself with the other candidates waiting.  He would have a plan to get an interview later, after the dispersal of the crowd.  If he should be told then that the position had been filled, he would go right ahead with his selling program regardless of the rebuff.  He would proceed to sell the boss the idea that he was an especially well fitted man for the job.  He would assume that no one else could give such satisfaction.

Nevertheless the employer might feel that he had no place open for the latest candidate.  In this event the applicant would demonstrate with salesmanship that he was the sort of person it is worth while for any business man to keep track of.  Such a real “salesman” of his own capabilities, if put off for the time being, would be reasonably sure to get his desired chance the next time that employer might require such services as he could supply.

[Sidenote:  A Salesman Cost Clerk]

A young acquaintance of mine wanted to secure a chance in the office of a prominent manufacturing corporation, under a certain executive whom he regarded as the most capable business man in the city.  The company had advertised for a minor clerk in the cost department, which was managed by the particular executive.  My acquaintance called, and found seven other applicants waiting in the general office.  He did not join them, but sent in his card to the busy head of the cost department with the penciled request, “May I see you for twenty seconds in order to make a personal inquiry?” He was promptly admitted to the private office, and then stated his purpose in calling.  He was careful to be extremely brief.

“My name is James A. Ward.  I believe, Mr. Blank, I am the man you want for the clerkship in your cost section.  In order to save your time, may I have permission to make some inquiries of the chief clerk in that department, to learn just what qualifications are required and what the work is?  Then when you talk with me, it will be unnecessary for you to explain details.”

[Sidenote:  Securing A Stand-in]

Taken unawares, the executive was not prepared to refuse the courteous request.  Moreover, he was impressed with the distinctive attitude of the young man.  He instructed that the candidate be taken to the cost department.  There my acquaintance made an excellent impression on the cost accountant and several clerks.  Thus in advance of any other applicant he secured a “stand-in” with a number of persons who might influence the judgment of their chief in selecting a new man.  When he had learned the nature of the work to be done, Ward did not make the mistake of thrusting himself again into the sanctum.  Instead, he wrote a note to the executive on whom he had called first.

“Dear Mr. Blank: 

I know now exactly what the job in the cost department is, and that I can fill it.  But I should like to think over the best ways to give you complete satisfaction, before talking with you about it.  Please telephone to me at Main 4683 when it will be convenient for you to see me.

Respectfully,