Does the truckman whistle at his work? Is the salesman proud of his line and his house? Does he approach his "prospect" with the confident enthusiasm that brings orders? Does the shipping clerk take a delighted interest in getting out his deliveries? They must have this mental attitude, or you will never win. Are you yourself "making good" in this respect? Remember that, whether you know it or not, your inmost thoughts are reflected in your voice and manner, your every act. And all your subordinates, whether they know it or not, see these things and reflect your attitude. [Sidenote: _Mental Attitude of One's Business_] Therefore, in all you do, and in all you think, do it and think it with courage and with unwavering faith, fearing nothing. Later on we shall instruct you in specific methods that will enable you to follow this injunction. For the present we must be content with emphasizing its importance. [Sidenote: _Psychological Engineering_] In what follows in this book we shall bring forth no new principle of mental operation, but shall illustrate those already learned by reference to certain practical uses to which they can be applied. Our purpose in this is to impress you with the immense practical value of the knowledge you are acquiring, and to show you that this course of reading has nothing to do with telepathy, spiritism, clairvoyance, animal magnetism, fortune-telling, astrology or witchcraft, but, on the contrary, that in its revelation of mental principles and processes it is laying a scientific basis for a highly differentiated type of efficiency engineering. CHAPTER VI HOW TO SELECT EMPLOYEES In the preceding volume, entitled "Making Your Own World," you learned that reaction-time is the interval that elapses between the moment when a sense-vibration reaches the body and the moment when perception is made known by some outward response. [Sidenote: _A Clue to Adaptability_] Reaction-time can be made to furnish a clue to the adaptability of the individual for any business, profession or vocation. To determine the character, accuracy and rapidity of the mental reactions of different individuals under different conditions, various scientific methods have been evolved and cunning devices invented. [Sidenote: _Mapping the Mentality_] There are decisive reaction-time tests by which you may readily map out your own mentality or that of any other person, including, for instance, those who may seek employment under you. Have you been harboring the delusion that "quick as thought" is a phrase expressive of flash-like quickness? Have you had the idea that thought is instantaneous? If so, you must alter your conceptions. The fact is that your merely automatic reactions from sense-impressions can be measured in tenths of a second, while a really intellectual operation of the simplest character requires from one to several seconds.