3. Determining the value of his work units makes it far easier
for a salesman to follow a program of work. Try it.
4. A slump can be cured, but it isn't easy. It takes a period of
real digging and holding to an increased schedule of calls,
interviews, and prospecting. But it can be done if a man
will hold to the course and be patient.
5. Cost accounting is similar to the way a salesman should
consider his work. Each work unit he performs has a value
HONEST EFFORT IS NEVER LOST 129
and he will be paid by the commissions that are produced by them.
6. Wise men from the beginning of time have recognized the paramount importance of work. Reading their works can be an inspiration. Take time to do it.
Utilize Your Leisure Time
While I was attending the Uni-versity of Chicago many years ago, Professor Parker made a remark I've never forgotten. He said, "To my mind one of the greatest objectives of education is to help a man enjoy his leisure time." He went on to explain that in later life we would find great pleasure in the arts, literature, music, history, and many other fascinating things if we had the training and intellect to understand them.
But there's more to it than that. Thousands of men rise to great heights by using their spare time to study and improve themselves. Most of us squander a large part of our lives by failing to employ our time constructively when our regular work is done.
A double page advertisement for the U.S. Steel Company showed the pictures of the 30 or 40 leading executives of the company. With the exception of only two or three, all these men had risen to the top without the benefit of a college education. They had studied long and hard, of course—but they
UTILIZE YOUR LEISURE TIME 131
did it during the time they were not at work. They took correspondence courses, attended night school, and studied on their own. They had the will to succeed and acquired the knowledge to do it during their leisure time.
The way a young man spends his leisure will forecast his future. If he wastes it in frivolous amusement, he is doomed to failure. But if he spends it wisely in reading, study, and self-improvement, his success is assured.