Selling and advertising used to be done partly by tradition and partly by instinct, so called. To-day, while they have, perhaps, not been reduced to exact sciences, they are based more and more upon exact knowledge, so that merchandizing has become less and less a gamble and more and more a satisfaction.

Since, through scientific knowledge, man has wrought such miracles in agriculture, construction, education, commerce, industry, finance, medicine, war, mining, and practically all of his other activities, it is time he applied the same scientific methods to that without which all these wonderful things would never have been executed, namely, his mind and soul.

SCIENTIFIC KNOWLEDGE OF SELF

In Part One of this book we have attempted to show the benefits which follow upon self-knowledge as to vocation. But this is only one phase, after all, of your life and activity. Obedience to the injunction, "know thyself," will help, also, to solve many of the hard problems you meet in education, social life, religion, morality, and family relations. The man who, through character analysis, has a scientific knowledge of himself, has therein a valuable guide to self-development and self-improvement. He knows which qualities to cultivate and which to restrain. He knows what situations and associations to avoid so that his frailties and weaknesses will handicap him as little as possible.

SCIENTIFIC KNOWLEDGE IN EMPLOYMENT

In Part Two we have shown briefly the application of knowledge of human nature to the selection, assignment and management of employees. In common with so many other important matters, this has been left in the past very largely to superstitious traditions, guesswork, random, hit-or-miss methods, chicanery, and so-called intuition. Now, for the sake of his profits, and also for the sake of the fellow human beings with whom he deals, the wise employer is seeking for and, in many cases, using exact knowledge.

SCIENTIFIC KNOWLEDGE IN PERSUASION

In Part Three we have referred to the use of character analysis in persuasion. Without this knowledge, it is the most natural thing in the world for the man who seeks to persuade others to present to them the arguments and suggestions which would appeal to him. Long ago some wise man said: "If you would persuade another, put yourself in his place; look at the matter through his eyes." 'Twas easier said than done. You cannot put yourself in another's place or see things from his point of view unless you know him accurately, which is possible only through the science of character analysis. We have often found people who have lived together for a lifetime who neither knew nor understood each other.

SCIENTIFIC KNOWLEDGE IN SOCIAL RELATIONS

Man's fundamental needs are food, drink, clothing, shelter, work, companionship, and rest. If one of man's fundamental needs is companionship, then he needs to know how to be successful socially. Most people deeply feel this need. One of the most frequent questions we are called upon to answer is: "How can I be a greater social success?" Social success depends upon personal attractiveness in the broadest sense of that term and upon a desire to make the most of that attractiveness. Many people have great social ambitions but, for some reason or other, are so unattractive that they are social failures. There are others who have pleasant personalities but who, because of other interests, neglect their social opportunities.

Personal attractiveness depends, first, upon the development of those elements which are pleasing to others, such as intelligence, judgment, reason, memory, sympathy, kindliness, courtesy, tactfulness, refinement, a sense of humor, decision, adaptability, self-confidence, proper personal pride, dignity, and perhaps others; second, upon a knowledge of each individual with whom one comes in contact, so that one knows best how to gain that person's favorable attention, to arouse his interest, and to give him pleasure.

Many people are shy, diffident, self-conscious, and painfully embarassed in the presence of strangers. They feel these deficiencies keenly. They long, perhaps with an intensity which the naturally self-possessed person will never know, for that social ease which they so greatly admire. Their self-consciousness, diffidence and timidity in the presence of others is very largely the result, first, of a lack of knowledge of themselves and how to make the most of their own good qualities socially; second, of a lack of knowledge of other people. It is a human trait deeply ingrained and going back to the very beginning of life to be afraid of that which we do not understand. Courage, self-confidence, and self-possession always come with complete understanding. Therefore, these timid, bashful ones may find, and many of them have found, greater social ease through a knowledge of themselves and of others, gained through a study of character analysis.

LOVE AND MARRIAGE

We shall probably not be disputed when we state that, aside from religion, at least, the most momentous problem in the life of every man and woman is that of love and marriage.

Says Edward Carpenter: "That there should exist one other person in the world toward whom all openness of interchange should establish itself, from whom there should be no concealment; whose body should be as dear to one, in every part, as one's own; with whom there should be no sense of Mine or Thine, in property or possession; into whose mind one's thoughts should naturally flow, as it were, to know themselves and to receive a new illumination; and between whom and one's self there should be a spontaneous rebound of sympathy in all the joys and sorrows and experiences of life; such is, perhaps, one of the dearest wishes of the soul. For such a union Love must lay the foundation, but patience and gentle consideration and self-control must work unremittingly to perfect the structure. At length, each lover comes to know the complexion of the other's mind; the wants, bodily and mental; the needs; the regrets; the satisfactions of the other, almost as his or her own—and without prejudice in favor of self rather than in favor of the other; above all, both parties come to know, in course of time, and after, perhaps, some doubts and trials, that the great want, the great need, which holds them together is not going to fade away into thin air, but is going to become stronger and more indefeasible as the years go on. There falls a sweet, an irresistible trust over their relation to each other, which consecrates, as it were, the double life, making both feel that nothing can now divide; and robbing each of all desire to remain when death has, indeed (or at least in outer semblance) removed the other.

"So perfect and gracious a union—even if not always realized—is still, I say, the bona fide desire of most of those who have ever thought about such matters."

A HEAVEN ON EARTH

In such a union as the author quoted has here described men and women find life's deepest and truest joys and satisfactions. In it there is solace for every sorrow, balm for every wound, renewal of life for every weariness, comfort for every affliction, a multiplication of every joy, a doubling of every triumph, encouragement for every fond ambition, and an inspiration for every struggle. Those who are thus mated and married have found a true heaven on earth. But such a mating and such a marriage is not, as many fondly suppose, based solely upon the incident of "falling in love." If we have no other advice to give the young man or the young woman than that which has so often been given, "let your heart decide," we have, indeed, little to offer.

MARRIAGE A PRACTICAL PARTNERSHIP

The marriage relationship is not wholly, or even chiefly, a romantic and ethereal social union far above and unaffected by material and practical considerations. While this spiritual union is an essential part of every true marriage, it cannot exist unless there is also a true union upon intellectual and physical planes. Marriage is, in one sense, a business partnership. In another sense, it is an intellectual companionship, and in still another sense, it is a friendly, social relationship.

A man and a woman are, therefore, mated in the true sense of the word, not alone by a mysterious and intangible spiritual identity, but by mutual beliefs, mutual ideas and ideals, mutual or harmonious tastes, mutual physical attractiveness, and mutual respect and admiration each for the other's talents, disposition, aptitudes, and character in general. One of the reasons why there are so many unhappy marriages is because a blind instinct, which may be purely physical or purely intellectual or purely psychical, which may be a mere passing fancy, which oftentimes is based upon the flimsiest and shallowest possible knowledge of each other's characteristics, is mistaken for love. Many marriages, of course, are consummated without even the existence of an imagined love—marriages for convenience, marriages because of pique, marriages arranged by parents or others. When such a marriage is a happy one, it is, indeed, by virtue of great good fortune, a happy accident.

KNOWLEDGE THE BASIS OF CHOICE

Since a true marriage, therefore, must encircle with its golden band and harmonize all of the psychical, intellectual and physical qualities, activities and interests of two people, it follows that it must be based upon knowledge as well as intuition. He who would choose a mate must, first of all, understand himself, so that he may know what qualities will be most agreeable to him. This may seem unnecessary, but, unfortunately, it is not. Any man who will compare his youthful tastes and judgment in regard to women with his mature inclinations will see the truth.

Second, he ought to know before he reaches the point of falling in love, the disposition and character of those to whom his fancy turns. When propinquity and mere physical attraction have aroused the emotions of a young couple, the ardor of their excitement so obscures observation and judgment that any careful analysis of each other's characteristics is impossible. Even if such an analysis were possible, one could not be intelligently made by a mere observation of behavior and conversation, even under the most advantageous circumstances. As a general rule, young people associate together in their "company clothes and company manners." Every possible endeavor is made to show forth that which is considered to be most desirable and to conceal, so far as possible, that which may be undesirable. Even traits and tendencies which do manifest themselves do so under disguise, as it were, and their full seriousness is not recognized. In fact, many a young man and young woman have found the very characteristics which appeared most charming in a lover or sweetheart the ugly rock upon which marital happiness was wrecked.

"CHARMS" WHICH PROVE DEADLY

For example, many girls admire rather fast young men. But few wives find happiness with drunken, gambling, unfaithful husbands. Many young women experience a delightful thrill of interest in the young man who is inclined to be somewhat authoritative. But few wives submit with pleasure to the exactions of a domineering husband. Some young women find a gay, careless irresponsibility charming in a lover but bitterly resent having to shoulder all the burdens of financing and maintaining a home.

In a similar way, some men admire dimpled, pouting girls, but they cordially detest whimpering, whining wives. Most men are flattered by an air of helpless dependence in a sweetheart, but they soon grow tired of a wife who cannot think and act for herself and who is, perhaps, an imaginary or real invalid.

These characteristics in both men and women may be mere affectations and mannerisms, assumed for the purpose of imagined allurement and charm. Or they may be bedded deep in the character. Only a scientific knowledge of human nature will reveal the truth.

KNOWLEDGE IN MARITAL RELATIONS

No matter how truly mated a man and woman may be, life-long happiness in the marriage relation depends upon mutual understanding. Many a noble ship of matrimony has been wrecked hopelessly upon the jagged rocks of misunderstanding. Character analysis opens the eyes, reveals tendencies and motives and offers true knowledge as a guide to the making of one's self truly lovable, and the finding and bringing out in the other of lovable qualities.

An intelligent woman of thirty once said to us: "I could never get along with my father. As soon as I began to have a mind of my own, he and I clashed, notwithstanding the fact that I loved him and he idolized me. After I had married and left home, my love for him frequently drew me back under his roof for a visit. But before I had been there a week we had somehow managed to have a bitter quarrel and separated in anger. After I learned to apply the principles of character analysis, I returned home on a visit and the first thing I did was to analyze father. For the first time in my life I understood him. Since that time we have never clashed, and my visits with him are a great joy to me as well as to him."

We have in our files a sheaf of letters from both men and women telling of the regaining of a lost paradise through mutual knowledge and mutual understanding.

THE SCIENCE OF CHARACTER ANALYSIS NOT A CURE-ALL

We do not offer the science of character analysis as a panacea. We have already emphasized the fact that mere knowledge of one's true vocation is not enough for an unqualified success in it. We do not believe that character analysis alone will solve the age-long problem of capital and labor, nor do we hold forth the promise that a scientific knowledge of human nature will enable every individual who obtains it to be uniformly successful in selling, advertising, public speaking legal practice, and other forms of persuasion. The serious and intricate puzzles of social life will find no golden key which unlocks them all in the science of character analysis. The supreme problems of love, marriage, marital relations, divorce, and family life are far beyond the limited scope of character analysis for their complete solution. Human life; human efficiency; human mental, moral, and physical development; human civilization in all of its aspects, are a matter of slow evolution, with many a slip backward. He is either self-deceived or a charlatan who claims to have found that which will enable the race to arrive at perfection in a single bound.

On the other hand, just so far as even one spark of true knowledge is a light on the way, to the degree in which one little adjustment helps men to harmonize with nature and her eternal forces, and in the measure in which one solid step adds to the causeway which man is building out of the mire of ignorance to the heights of wisdom—in so much is the science of character analysis an aid to man and his striving toward perfection and happiness.

THE END



APPENDIX

REQUIREMENTS OF THE PRINCIPAL VOCATIONS

NOTE.—In the following lists the principal physical, intellectual, emotional and volitional qualifications needful for success in a number of representative vocations are given. The list of vocations is general, not detailed, and is by no means exhaustive. The qualifications suggested are also somewhat general in their nature. The list, therefore, is a valuable guide to the general vocation for which an individual may be fitted, but should be supplemented with much more detailed and specific analysis in order to determine his exact place in that vocation. We have used the words "Activity" and "Inactivity" in listing physical requirements. These refer to the man of bone and muscle, in the first case; to the physically frail or the fat man, in the second.

ADVERTISING

Good Health PHYSICAL Exuberant Vitality Energy

Originality Practical Judgment Keen Observation Appreciation of Form, Color, and Proportion Resourcefulness Mental Industry INTELLECTUAL Foresight Knowledge of Human Nature Constructive Ability Command of Language Analytical Powers Critical Faculties Method, Orderliness Sense of Humor

Optimism Ambition Sympathy Friendliness EMOTIONAL Courage Love of Beauty Honesty Enthusiasm Ideals

Decision Initiative VOLITIONAL Persistence Thoroughness Aggressiveness Self-control

AGRICULTURE

Health Energy Endurance PHYSICAL Skill Strength Activity Medium or Medium Fine Texture Elastic Consistency

Keen Observation Practical Judgment Analytical Ability Accuracy Foresight INTELLECTUAL Method, Order, System Constructive Ability Mechanical Ability Imitativeness Memory Mastery of Detail

Honesty—Prudence Love of Nature EMOTIONAL Love of Beauty, Optimism Obedience Dependableness Teachableness

Industry, Perseverance VOLITIONAL Thoroughness, Patience Carefulness

ARCHITECTURE

Health PHYSICAL Skill Inactivity Fine Texture

Keen Observation Appreciation of Form, Color, Proportion, Line Distance Constructive Ability Mathematics Memory INTELLECTUAL Concentration, Language Accuracy Originality System, Order, Plan, Method Resourcefulness Artistic Sense

Honesty Love of Beauty Enthusiasm, Friendliness EMOTIONAL Courage Ambition Dependability Prudence

Decision Initiative Persistence VOLITIONAL Thoroughness Carefulness Patience Executive Ability

ART

Health PHYSICAL Skill Nerve Control Endurance

Keen Observation Fine Appreciation of Form, Color, Proportion Memory Originality INTELLECTUAL Concentration Constructive Ability Mental Industry Mastery of Detail Artistic Sense

Honesty Love of Truth EMOTIONAL Love of Beauty Enthusiasm Responsiveness Courage

Industry VOLITIONAL Perseverance Capacity for Taking Pains Patience

ATHLETICS

Health Nerve Control Vitality PHYSICAL Endurance Strength, Energy Skill Activity, Agility Speed

Keen Observation, Quick Thought Appreciation of Weight, Size, Distance, Location Practical Judgment INTELLECTUAL Foresight Accuracy Knowledge of Human Nature Language

Honesty Optimism Ambition, Love of Applause EMOTIONAL Enthusiasm Loyalty, Obedience Self Confidence Poise Self Control

Industry Decision Initiative VOLITIONAL Aggressiveness Co-operation Perseverance Patience Carefulness

AUTHORSHIP

Health PHYSICAL Endurance Vigor

Alertness Keen Observation, Philosophy Reason, Judgment Criticism, Memory Language, Analysis INTELLECTUAL Knowledge of Human Nature Knowledge of Life Originality, Constructiveness Sense of Humor Teachableness Artistic Sense

Honesty Optimism Love of Truth Enthusiasm Strong Convictions Impartiality EMOTIONAL Love of Beauty Courage (Not Easily Discouraged) Ideals Earnestness Loyalty Poise Calmness

Industry, Perseverance VOLITIONAL Accuracy, Patience Capacity for Drudgery

CLERICAL WORK

Health PHYSICAL Endurance Inactivity Medium Fine to Fine Texture

Keen Observation, Alertness, Quickness Practical Judgment Memory Accuracy INTELLECTUAL Imitativeness Mastery of Detail Concentration System, Order, Method Teachableness

Honesty Prudence EMOTIONAL Loyalty Obedience Dependableness Contentment

Industry Initiative Thoroughness VOLITIONAL Patience Carefulness Tactfulness Economy Punctuality

CONSTRUCTION

Health Strength PHYSICAL Activity Energy Skill Endurance

Keen Observation, Alertness Practical Judgment Appreciation of Weight, Size, Distance Constructive Ability INTELLECTUAL Mathematics, Mechanical Sense Knowledge of Human Nature Memory, Accuracy System, Order, Method, Plan Imitativeness

Honesty Courage EMOTIONAL Prudence Dependableness Enthusiasm

Industry Initiative Resourcefulness Persistence VOLITIONAL Thoroughness Aggressiveness Patience Carefulness Executive Ability Economy

EDUCATION

Health PHYSICAL Good Appearance Endurance Inactivity

Fair to Keen Observation, Reason Memory, Accuracy Language, Knowledge of Human Nature INTELLECTUAL Logic, Analysis Criticism, Sense of Humor Concentration Order, System, Plan

Honesty Truthfulness Love of Children, Sympathy EMOTIONAL Justice, Loyalty, Friendliness Enthusiasm, Courage Faith, Ideals Contentment Earnestness

Industry Perseverance Thoroughness Patience VOLITIONAL Tactfulness Executive Ability Self Control Patience Punctuality

ENGINEERING

Health PHYSICAL Skill Endurance Activity

Keen Observation, Alertness Originality, Resourcefulness Constructive Ability Concentration, Mathematics INTELLECTUAL Mechanics, Practicality Foresight, Analysis, Criticism, Exactitude Mastery of Detail Language, Accuracy Order, System, Method, Plan Inventiveness

Honesty Enthusiasm EMOTIONAL Courage Calmness Dependableness Impartiality

Industry, Tactfulness Initiative, Executive Ability Thoroughness VOLITIONAL Perseverance, Ambition Aggressiveness, Economy Carefulness Patience

EXPLORATION

Health Strength PHYSICAL Vitality, Coarse Texture Endurance Activity Skill

Keen Observation, Alertness, Quickness Memory, Practicality INTELLECTUAL Originality, Resourcefulness Foresight, Knowledge of Human Nature Accuracy

Honesty Love of Nature Courage Friendliness Prudence EMOTIONAL Enthusiasm Optimism Obedience Dependableness Justice Ambition

Industry Initiative Decision VOLITIONAL Thoroughness Patience Carefulness Tactfulness Executive Ability

FINANCIAL

Health PHYSICAL Vitality Endurance Inactivity

Keen Observation, Alertness Sound Practical Judgment Financial Sense Mathematics INTELLECTUAL Memory, Accuracy Foresight, Knowledge of Human Nature Imitativeness Order, System, Method, Plan Organizing Ability

Honesty Dependableness Conservatism Prudence EMOTIONAL Constancy Justice Courage Faith

Industry Executive Ability Initiative Thoroughness VOLITIONAL Patience Carefulness Tactfulness Ambition Economy

FISHING and HUNTING

Health Endurance Nerve Control PHYSICAL Vitality Skill Strength Activity

Keen Observation, Alertness, Quickness INTELLECTUAL Practicality, Memory Appreciation of Weight, Size and Distance Accuracy, Resourcefulness

Courage Love of Nature EMOTIONAL Enthusiasm Prudence Love of Conquest

Decision, Initiative VOLITIONAL Thoroughness, Patience Self-control, Carefulness

FORESTRY

Health Strength PHYSICAL Endurance Activity Skill

Keen Observation, Alertness, Quickness Analysis, Criticism INTELLECTUAL Concentration, Memory Practicality, Accuracy Initiativeness, Order, System, Method, Plan Teachableness, Constructive Ability

Honesty Love of Nature Love of Beauty EMOTIONAL Loyalty, Obedience Dependableness Enthusiasm, Love of Solitude Optimism, Faith Courage, Prudence

Industry Decision Initiative Patience VOLITIONAL Perseverance Self-control Carefulness Executive Ability Economy

HOTEL AND RESTAURANT

Health PHYSICAL Vitality Good Appearance Inactivity

Keen Observation, Alertness Keen Sense of Taste Appreciation of Color, Form, Proportion, etc. Practicality, Knowledge of Human Nature INTELLECTUAL Financial Judgment System, Order, Method, Plan Cleanliness, Neatness Memory, Language Originality, Constructive Ability

Honesty Prudence Friendliness Obedience EMOTIONAL Optimism Desire to Please Cheerfulness Sympathy Justice Courage

Industry Tactfulness Executive Ability Economy VOLITIONAL Initiative Efficiency Carefulness Thoroughness Patience Self-control

INVENTION

Health PHYSICAL Endurance Skill

Keen Observation, Alertness Constructive Ability, Accuracy INTELLECTUAL Originality, Resourcefulness Concentration, Foresight Practical Judgment Inventiveness

Honesty Optimism EMOTIONAL Courage Enthusiasm Faith Ideals

Industry Perseverance Initiative Thoroughness VOLITIONAL Patience Carefulness Self-control Ambition Economy

JOURNALISM

Health PHYSICAL Exuberant Vitality Endurance Activity

Keen Observation, Alertness Knowledge of Human Nature Memory, Language INTELLECTUAL Sense of Humor Concentration, Judgment Foresight, Accuracy Originality, Constructive Ability

Honesty Courage Sympathy Love of Beauty EMOTIONAL Enthusiasm Self-Confidence Friendliness Love of People Interest in People

Industry Initiative Decision VOLITIONAL Aggressiveness Tactfulness Diplomacy Ambition

LAW

Health Vitality PHYSICAL Endurance Good Appearance

Observation, Alertness Concentration, Practicality Reason, Logic, Language Memory, Foresight INTELLECTUAL Knowledge of Human Nature Accuracy, Originality Resourcefulness Sense of Humor Order, System, Method, Plan

Honesty, Courage Fighting Ability, Love of Conquest Justice EMOTIONAL Enthusiasm, Loyalty Dependableness, Prudence Optimism, Friendliness Impartiality

Industry, Initiative Persistence, Thoroughness VOLITIONAL Carefulness, Patience Tactfulness, Diplomacy Ambition

MANUFACTURING

Health Endurance PHYSICAL Vitality Activity Skill

Keen Observation, Alertness Practicality, Judgment Mechanical Sense Financial Judgment INTELLECTUAL Foresight, Knowledge of Human Nature Accuracy, Originality Order, System, Method, Plan Constructive Ability Efficiency

Honesty, Courage Justice, Loyalty, Co-operation Prudence Conservatism EMOTIONAL Constancy Love of Achievement Dependableness Optimism Faith, Friendliness

Industry Tactfulness Initiative Executive Ability VOLITIONAL Thoroughness Self-control Patience Ambition Carefulness Economy

MECHANICS

Health Endurance PHYSICAL Vitality Activity Skill

Keen Observation, Alertness Practicality, Judgment Mechanical Sense Financial Judgment INTELLECTUAL Foresight, Knowledge of Human Nature Accuracy, Originality Order, System, Method, Plan Constructive Ability Efficiency

Honesty, Courage Justice, Loyalty, Co-operation Prudence Conservatism EMOTIONAL Constancy Love of Achievement Dependableness Optimism Faith, Friendliness

Industry Tactfulness Initiative Executive Ability VOLITIONAL Thoroughness Self-control Patience Ambition Carefulness Economy

MEDICINE

Health Endurance Vitality PHYSICAL Strength Activity Skill Good Appearance

Keen Observation, Alertness Criticism, Practicality, Accuracy Common Sense INTELLECTUAL Knowledge of Human Nature Analysis, Logic, Language Memory, Intuition Imitativeness, Sense of Humor Resourcefulness

Honesty, Courage, Sympathy Love of People, Love of Helping Liking for Human Bodies EMOTIONAL Loyalty, Dependableness Constancy, Optimism Cheerfulness, Faith Secretiveness, Prudence

Industry, Initiative Aggressiveness VOLITIONAL Patience, Carefulness Tactfulness, Diplomacy, Self-control Calmness, Economy

MERCHANDISE

Health, Inactivity Vitality PHYSICAL Good Appearance Endurance

Commercial Sense Knowledge of Human Nature Appreciation of Color, Form, Size Proportion and Taste INTELLECTUAL Memory, Practicality, Judgment Financial Sense, Language Foresight, Originality Order, System, Method, Plan Sense of Humor Efficiency

Honesty, Justice, Kindness Desire to Please, Friendliness EMOTIONAL Prudence, Optimism, Cheerfulness Enthusiasm, Self-confidence Calmness in Emergencies, Service

Industry Patience Decision Self-control Persistence VOLITIONAL Thoroughness Aggressiveness Tactfulness Executive Ability Ambition Economy

MINING

Health Strength Energy PHYSICAL Activity Endurance Skill Coarse Texture

Keen Observation, Alertness INTELLECTUAL Accuracy, Mathematics Analysis, Practicality

Honesty Courage EMOTIONAL Prudence Dependableness Optimism

Industry Decision Initiative VOLITIONAL Perseverance Patience Carefulness Self-control

MINISTRY

Health PHYSICAL Endurance Vitality Good Appearance

Thoughtfulness Language INTELLECTUAL Knowledge of Human Nature Logic, Reason Memory Sense of Humor

Honesty, Love of Truth Love of Humanity, Friendliness Optimism, Cheerfulness EMOTIONAL Hope, Faith, Courage Contentment, Unselfishness, Sympathy Loyalty, Enthusiasm Earnestness

Initiative Perseverance VOLITIONAL Patience Tactfulness Self-control Economy

MUSIC

Health Endurance PHYSICAL Good Appearance Vitality Skill

Sense of Rhythm Sense of Tune Knowledge of Human Nature INTELLECTUAL Mathematics Language Accuracy Originality

Love, Sympathy Love of Beauty Enthusiasm EMOTIONAL Responsiveness Courage Ambition Love of Applause

Industry Perseverance VOLITIONAL Patience Tactfulness Ambition

PERSONAL SERVICE

Health PHYSICAL Neatness Good Appearance Endurance, Activity

Observation, Alertness Knowledge of Human Nature Memory, Practicality INTELLECTUAL Foresight, Accuracy Imitativeness Order, System, Method, Plan Judgment, Teachableness

Honesty, Respectfulness Courtesy, Loyalty EMOTIONAL Obedience, Dependableness Prudence, Faith Contentment, Friendliness Desire to Please, Constancy

Industry Patience Perseverance VOLITIONAL Carefulness Self-control Tactfulness Economy Punctuality

PHILOSOPHY

Health PHYSICAL Vitality Inactivity Good Appearance

Reason, Logic, Analysis Meditation, Reflection Knowledge of Human Nature INTELLECTUAL Memory, Originality Order Constructive Ability Language Sense of Humor

Honesty Truthfulness EMOTIONAL Love of Humanity Calmness Impartiality

Industry VOLITIONAL Patience Perseverance Self-control

PLATFORM

Health Vitality Endurance PHYSICAL Energy Good Appearance Good Voice Good Enunciation

Memory, Logic Language Knowledge of Human Nature INTELLECTUAL Foresight, Originality Dramatic Sense Constructive Ability Sense of Humor

Honesty, Truthfulness Courage, Enthusiasm Friendliness, Love of People EMOTIONAL Self-possession, Self-confidence Enthusiasm, Sympathy Faith, Optimism Love of Applause Ideals, Earnestness

Industry, Aggressiveness VOLITIONAL Initiative, Diplomacy Tact, Courtesy, Ambition Patience, Self-control

POLITICS

Health PHYSICAL Vitality Endurance Good Appearance

Keen Observation Practical Judgment Knowledge of Human Nature INTELLECTUAL Memory of Names and Faces Foresight Constructive Ability Sense of Humor Language, Commercial Sense

Faithfulness to Promises Courage, Justice Loyalty, Obedience EMOTIONAL Enthusiasm, Prudence Love of Power, Faith Optimism, Secretiveness Love of Applause, Love of People Friendliness

Industry, Aggressiveness VOLITIONAL Initiative, Executive Ability Ambition, Patience Carefulness, Diplomacy, Courtesy, Tact

SCIENTIFIC RESEARCH

Health Endurance PHYSICAL Keen Eyesight Good Hearing Inactivity

Keen Observation, Criticism Analysis, Memory INTELLECTUAL Judgment, Accuracy, Concentration Order, System, Method, Plan Originality

Honesty, Truthfulness Love of Nature, Curiosity EMOTIONAL Dependableness, Constancy Prudence, Contentment Earnestness Calmness, Impartiality

Industry Patience Perseverance VOLITIONAL Initiative Carefulness Perseverance Economy

SELLING

Health Vitality Endurance PHYSICAL Good Appearance Neatness Good Voice Good Enunciation Abundant Energy

Keen Observation Practical Judgment Knowledge of Human Nature Memory, Logic INTELLECTUAL Language Commercial Sense Foresight, Originality Order, System, Method, Plan Constructive Ability Sense of Humor

Honesty, Truthfulness Courage, Self-confidence Love of People, Desire to Please EMOTIONAL Sympathy, Loyalty Justice, Dependableness Enthusiasm, Faith Optimism, Cheerfulness Ideals, Earnestness

Decision, Action, Industry VOLITIONAL Perseverance, Aggressiveness Patience, Self-control, Carefulness Diplomacy, Tact, Courtesy, Ambition

SOCIAL SERVICE

Health Vitality PHYSICAL Endurance Activity Good Appearance

Knowledge of Human Nature Language, Practical Judgment INTELLECTUAL Order, System, Method, Plan Memory Sense of Humor Organizing Ability

Love of Humanity Friendliness Honesty, Truthfulness EMOTIONAL Sympathy, Justice Loyalty, Courage Faith, Optimism, Ideals Contentment, Earnestness

Industry, Initiative Persistence, Patience VOLITIONAL Self-control, Diplomacy Courtesy, Tact Executive Ability Economy

SURGERY

Health, Medium Fine Texture Endurance PHYSICAL Skill Activity Good Appearance

Keen Observation, Alertness Practicality, Judgment Memory, Concentration Appreciation of Form, Distance, Location INTELLECTUAL Foresight, Accuracy Imitativeness Order, System, Method, Plan Constructive Ability Knowledge of Human Nature Resourcefulness

Honesty, Courage Love of Humanity Love of Healing EMOTIONAL Prudence, Dependableness Constancy, Self-confidence Optimism, Cheerfulness Faith, Hope, Friendliness Calmness

Industry, Decision VOLITIONAL Thoroughness, Carefulness Tactfulness, Self-control Economy

STAGE

Health Endurance Vitality, Energy Good Appearance PHYSICAL Good Voice Good Enunciation Gracefulness Charm Activity

Keen Observation, Alertness Memory, Language Concentration INTELLECTUAL Judgment, Foresight Knowledge of Human Nature Dramatic Sense Originality, Imitativeness Sense of Humor

Responsiveness, Courage Sympathy, Love of Humanity Self-confidence, Love of Applause EMOTIONAL Enthusiasm, Faith Optimism, Cheerfulness Ideals, Earnestness Love of Travel and Excitement Friendliness

Industry, Perseverance Initiative, Thoroughness VOLITIONAL Patience, Carefulness Mastery of Detail, Diplomacy Ambition

STATISTICS

Health PHYSICAL Endurance Inactivity

Keen Observation, Memory Criticism, Analysis Mathematics INTELLECTUAL Concentration Accuracy Order, System, Method, Plan Practicality

Honesty, Truthfulness Curiosity, Dependableness EMOTIONAL Constancy, Prudence Contentment Earnestness

Industry, Perseverance VOLITIONAL Patience, Carefulness Self-control Economy

THEOLOGY

Health PHYSICAL Vitality Good Appearance Inactivity

Thoughtfulness Meditation, Memory INTELLECTUAL Language Knowledge of Human Nature Imitativeness Constructive Ability

Honesty, Truthfulness Justice, Loyalty EMOTIONAL Love of Humanity Love of Study Religion, Faith Ideals, Contentment

Industry VOLITIONAL Perseverance Patience Economy

TRANSPORTATION

Health Endurance Vitality Activity PHYSICAL Energy Good Eyesight Good Hearing Skill Quickness Agility

Keen Observation, Practicality Alertness, Judgment Memory, Foresight Financial Sense INTELLECTUAL Accuracy, Originality Order, System, Method, Plan Constructive Ability Knowledge of Human Nature Teachableness, Organizing Ability

Honesty, Courage Love of Travel, Desire to Please EMOTIONAL Loyalty, Obedience Dependableness Prudence, Optimism

Industry, Persistence VOLITIONAL Initiative, Executive Ability Discipline, Ambition Economy, Punctuality

The Job, the Man, the Boss by Katherine M.H. Blackford, M.D. and Arthur Newcomb

The book is scientific, because it is organized knowledge based upon verified facts.

It is practical, because it has grown out of fifteen years' experience in advising young men and young women in the choice of their vocations; counseling employers in choosing, placing, handling and training employees; investigating industrial and commercial institutions for the purpose of professional advice upon efficiency in general and increasing the efficiency of employees in particular; in the installation, operation, and supervision of employment departments under the Blackford Employment Plan.

It is definite, because it recounts in detail the operation of this Plan, reproducing all forms and blanks used.

It is clear, because the story is simply told and illustrated with many reproductions of photographs.

ARE YOU AN EMPLOYER?

You will find here, fully explained, the scientific basis of employment—the fundamental principles upon which an efficient working force is organized. These are not mere theories but are the same principles upon which all successful employers and managers have built.

Here is a plan, too, fully tested in practice, and now in use by many firms.

Every phase of the relationship between employer and employee is treated from the standpoint of sound theory and successful practice. These include analysing the job and the man, choosing executives, the art of handling men, and educating employees.

ARE YOU AN EMPLOYEE?

You want a reliable basis for the analysis of your job, yourself, and your boss.

You want to know whether you are the man for your job—and, if not, why not—and what is the remedy.

You want to know why you don't get along with your boss—if you don't—and what is the right kind of boss for you.

ARE YOU IN DOUBT ABOUT YOUR VOCATION?

You will find here much that will be helpful to you in solving the problem.

ARE YOU A PARENT, A TEACHER, A SOCIAL WORKER?

This book analyzes clearly the Vocational Problem, and suggests a practical and effective solution.

ARE YOU A STUDENT OF HUMAN NATURE?

The Job, The Man, The Boss contains much new material, the result of recent research and experimentation, NEVER BEFORE PUBLISHED. This throws light upon some of the most important phases of the science of character analysis.

"A timely book is this volume of the Newcombs. It has been waited for by students of management, who have recognized the need of all possible help in placing the right man in the right job. . . . It is so rich in suggestion that mere reading, let alone study of the book, is highly profitable and not without its conviction that the authors have more than an academic knowledge of the selection and placing of men in work and that gradually we shall be evolving a science in analyzing 'human capabilities so far as anything exact is possible in this realm."—Iron Age, July 2, 1914.

There is something—perhaps many things—of vital importance to you in this book.

Price, bound in cloth, postpaid, $1.75.

Blackford Publishers Inc. 50 East 42 St. New York

The Science of Character Analysis By the Observational Method

BY

KATHERINE M.H. BLACKFORD, M.D.

* * * * *

A complete course of 22 lessons.

Illustrated with hundreds of halftones from photographs.

Accompanied by charts.

Thousands of students and graduates testify to practical and monetary benefits from use of knowledge and skill in analyzing character resulting from study of this course.

The material in this course, together with Dr. Blackford's educational service, is sufficient to make the student an expert judge of character. Whether or not he becomes expert depends upon his natural ability and the diligence with which he studies and practices. Certain it is that the course will give any faithful student at least a better knowledge of his fellow men.

Write for complete information.

* * * * *

Blackford Publishers Inc 50 East 42nd St. New York



The NEW Character Analysis Game

Character Craft, prepared under the direction of Dr. Katherine M.H. Blackford, consists of countless sections of heads, eyes, noses, mouths, chins, etc., from which you can build anybody's picture, and by referring to the keybook you'll see what characteristics accompany such features.

A character analysis party is a fascinating entertainment—the game is helpful to students and constructive for children. Study and practice will enable anybody to understand the characteristics of people they meet, and form accurate impressions of their personalities.

Sections made of coated 8-ply bristol; packed in attractive, well-built box, six 18 x 12 inches, with handsome cover lithographed in 8 colors.

Sent direct, charges prepaid, upon receipt of price, $2.00.

Blackford Publishers Inc. 50 East 42nd St. New York

THE END