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THE MASTER SALESMAN: 118 total pages.

Everyone who knows anything about selling THE MASTER SALESMAN knows that it involves four basic stages or moods comprising Attention, Interest, Desire and Action, and everyone who knows anything about selling knows that the first two stages of Attention-Interest are brought about with comparative ease. It's the Desire-Action section that counts, because that is the section that "closes," gets the account on the books, wins over competition and makes the "prospect" an actual customer of the house. A salesman, therefore, is essentially a "closer" because if he was not a "closer" he could not be a salesman. It seems fairly obvious that a salesman should be kept "closing" and that his "closing" talents will function best in an Atten­tion-won and Interest-created atmosphere. There he will sell far more rapidly and, as a consequence, get a much larger proportion of daily, weekly or. monthly business for himself and for his house. Men will follow to Attention-Interest points with little difficulty, and without interposing resis­tance in

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