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THE MASTER SALESMAN: 118 total pages.

a situation by what superlative men can do but what the average men can do, tempering our policy to the averages and not to the exceptions. The "Star" salesman can do a great many things the average salesman cannot do; he can make a splendid showing without the support of the house; he can go into unadvertised territory and make it fruitful; he can take cold "possi­bilities" and warm them up into interested "pros­pects." He can supplant or render unnecessary the letter writer, the advertising manager, the sales manager; he can get his effects without the machinery that the average man finds of benefit and service, because he is a star and therefore something unique and rare in his field. Even conceding this, however, is it not plain that even the "star" would multiply his results tremendously if difficulties his talents overcome were swept away? It takes time and effort and vitality even for a genius to convert cold possi­bilities into warm "prospects" - and it is only when such a man has got his men to the "prospect" stage that he begins to sell them.

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