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Updated: September 30, 2026
The people who are doing my advertising are Stevenson, Browning, Conrad and Company." "Dear me," said the Grey-Matter solicitor. "I don't know that agency at all. Still, I doubt if their copy has more pep than ours." "I don't think you get me. I mean that my advertising is done by the books I sell.
He remembered the first item in the Grey-Matter Code, a neat little booklet issued by his employers for the information of their representatives: Business is built upon CONFIDENCE. Before you can sell Grey-Matter Service to a Client, you must sell YOURSELF. "How am I going to sell myself to her?" he wondered. "I've simply got to deliver, that's all.
As a matter of fact, our young servant of the Grey-Matter Agency had been declined by a recruiting station and a draft board on account of flat feet; although I must protest that their flatness detracts not at all from his outward bearing nor from his physical capacity in the ordinary concerns of amiable youth.