Adolf Seltz of Philadelphiya, a salesman in an auto-mobile showroom and a student in of my courses, suddenly found himself  confronted with the necessity of injecting enthusiasm into a discourage and disoraganized group of automobile salespeople. Calling a sales meeting, he urged his people to tell him exactly what expected of him. As they talked, he wrote their ideas on the blackboard. Then he said," I'll give you all these qualities you expect from you."

   The replies came fast : Loyalty, Honesty,Initiative,Optimism,Teamwork.Eight hour a day of enthusiastic work."

       The meeting ended with new courage, a new inspiration - one salesperson volunteered to work four-teen hours a day - and Mr. Seltz  reported to me that the increase in sales was phenomenal.

         " The people had mad a short of moral bargain with me,"said Seltz, "and as long as I lived up to my part of bargain, they were determined to live up to theirs. Consulting them about their wishes and desire was just the shot in arm they needed."

                                -  DALE CARNEGIE