| The first excerpt represents the element of Air. It speaks of mental influences and the process of thought, and is drawn from Emma McChesney & Co. by Edna Ferber: arguments are futile compared to those."
Ethel Morrissey delivered herself of a last shot.
"You're wrong, Emma. Those things helped him, but they didn't
sell his line. He sold Featherlooms out of salesmanship, and
because he sounded convincing and sincere and businesslike--and
he had the samples. It wasn't all bunk. It was three-quarters
business. Those two make an invincible combination."
An hour later, Ethel Morrissey was shrewdly selecting her winter
line of Featherlooms from the stock in the showrooms of the T. A.
Buck Company. They went about their business transaction, these
two, with the cool abruptness of men, speaking little, and then
 Emma McChesney & Co. |
The second excerpt represents the element of Fire. It speaks of emotional influences and base passions, and is drawn from Polity of Athenians and Lacedaemonians by Xenophon: "Tusc." ii. 14.
Furthermore, and in order that the boys should not want a ruler, even
in case the pastor[19] himself were absent, he gave to any citizen who
chanced to be present authority to lay upon them injunctions for their
good, and to chastise them for any trespass committed. By so doing he
created in the boys of Sparta a most rare modesty and reverence. And
indeed there is nothing which, whether as boys or men, they respect
more highly than the ruler. Lastly, and with the same intention, that
the boys must never be reft of a ruler, even if by chance there were
no grown man present, he laid down the rule that in such a case the
most active of the Leaders or Prefects[20] was to become ruler for the
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