He comes into "the old man's" office with an attitude
that produces a _favorable_ impression. When he explains exactly what he
is doing, or can do if permitted, that is deserving of more reward than
he has been receiving, he presents the idea of a "quid pro quo" to his
"prospect," just as the salesman of goods presents the idea of _value_
in fair exchange for _price_.
If the service now being rendered by the employee, or the new service he
wishes permission to render, is really worth more money to the employer,
the applicant for a raise is practically certain to get it, provided he
has chosen a fair boss. And, of course, a good salesman of himself does
not go to work in the first place until he has prospected the squareness
and fair-mindedness of the employer.
[Sidenote: The Saleswoman Secretary]
A young woman was employed in a secretarial capacity shortly before the
world war began. In the course of the next two years her salary was
voluntarily doubled by her employer. But her necessary expenses
increased in proportion; so she was able to save no more money (in
purchasing power) than it would have been possible for her to put in the
bank if there had been no increase either in her earnings or in the cost
of living.
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