by

SIDNEY AND MARY EDLUND

xPRENTICE-HALL, INC.
Englewood Cliffs, N.J.

Copyright 1938, 1954 by
PRENTICE-HALL, INC.
COPYRIGHT UNDER
INTERNATIONAL AND PAN-AMERICAN
COPYRIGHT CONVENTIONS

Third printing January, 1960

67612

DEDICATION

To Tim, Pat and Carol
with the hope that the experiences
recorded here may be of special
value to them.

Table of Contents

CHAPTER

1  You Can Pick the Job You Want -- and Land It! 1
2  Choose Your Goal: Find What the Job Requires 10
3  Choose Your Goal: Dig Out Your Hidden Assets  32
4  Prepare Your Sales Presentation: Portfolios 57
5  Prepare Your Sales Presentation: The Letter of Endorsement and the Resume   150
6  Prepare Your Sales Presentation: Letters  170
7  Get Enough Good Prospects  215
8  You Can Advertise for Leads  230
9  Prepare for Your Interviews  258
10  Turn Your Liabilities into Assets  278
11  Look to the Future  285
Appendix:  Expanding Man Marketing Clinic Principles in School and Among Adults   291
Index 317  <pg. vii>

Authors' Preface to the Second Edition

For as far back as we can remember, we have searched for the basic principles underlying vocational success and happiness. Fired by that goal, we helped organize the first Man Marketing Clinic as a place where men and women could turn for help -- without charge -- in solving their job problems. Shortly after its birth, the Sales Executives Club of New York took over the sponsorship of the Clinic and has continued it to this day.

Over the long years since, we have seen a clear pattern of logical principles shape itself from the experiences of the original Clinic and its many offshoots. We wrote Pick Your Job -- And Land It! in order to bring these principles to as many people as possible.

As far as we know, the various Clinics are the only sources for case histories such as you will find in this book. In selecting case histories for this book we have tried to pick those that are most typical. It is undoubtedly the ability of those true life stories to dramatize Clinic technique that made the first edition of this book the most called for work of its kind.

While the principles enunciated in the original edition are still valid, we decided to write a new edition mainly because we sensed a need to adapt the principles to meet more closely the special needs of young people. We trust this will make the book of greater value to both high school and college. Beyond that we have placed more emphasis on the method and adequate selection of personal goals and the power that comes with clear objectives. We have also stressed more the handling of specific problems like age, physical handicaps, and the like.  <pg. ix>

For this new edition we want to pay tribute to Arthur Mitchell who helped make the book better organized and more readable and who contributed some original thinking as well.