At our suggestion, this intellectual young man gave up his business career altogether and turned his attention to journalism, where he has been even more successful than he was as a salesman. Needless to say, Hugo Schultz is still breaking records on the road. It is difficult for anyone who is not by nature friendly and social to succeed in a vocation in which the principal work is meeting, dealing with, handling, and persuading his fellow men. There is an old saying "that kissing goes by favor," and doubtless it is true that other valuable things go the same way. People naturally like to do business with their friends, with those who are personally agreeable to them. It takes a long time for the unsocial or the unfriendly man to make himself personally agreeable to strangers, or, in fact, to very many people, whether strangers or not. If it is hard for the unsocial and unfriendly man to work among people, it is distressing, dull and stupid for the man who is a good mixer and loves his friends to work in solitude or where his entire attention is engrossed in things and ideas instead of people. INDICATIONS OF SOCIAL QUALITIES Notwithstanding these very clear distinctions and the seeming ease with which one ought to classify himself in this respect, we are constantly besieged by those who have very deficient social natures and who are ambitious to succeed as salesmen, preachers, lawyers, politicians, and physicians. There is plenty of work in the world which does not require one to be particularly friendly, although, it must be admitted, friendliness is a splendid asset in any calling. Scholarship, literary work, art, music, engineering, mechanical work, agriculture in all its branches, contracting, building, architecture, and many other vocations offer opportunities for success to those who are only moderately equipped socially. If the unsocial and unfriendly are deceived in regard to themselves, no less so are the social and the friendly. Again and again we find them in occupations which take them out of the haunts of living men, where they are so unhappy and dissatisfied that they sometimes become desperate. Why a man who likes people and likes to be with them, and is successful in dealing with them, should take himself off on a lonely ranch, twelve miles from the nearest neighbor and twenty miles from a railroad, passes the comprehension of all but those who, through experience, have learned the picturesque contrariness of human nature. It is easy to distinguish, at a glance, between the social fellow and the natural-born hermit. Go to any political convention, or any convention of successful salesmen, or to a ministers' meeting attended by successful city preachers, or to any other gathering attended by men who have succeeded in callings where the ability to mix successfully with their fellow men is of paramount importance. Get a seat on the side lines, if possible, and then study the backs of their heads. THE HEADS OF POLITICIANS