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THE MASTER SALESMAN: 118 total pages.

The philosophy back of all this is to conserve the time of the man on the line; when this is done, while nothing is added to his skill, a great deal is [12] THE MASTER SALESMAN added to his results and thus (retaining old meas­ures for comparison) average salesmen become "stars" and stars become "super-stars." The gold for which business hunts afield is frequently under its feet; profits come from saving as well as from making, and that thought of Arthur Warwick's will glow clearer and brighter under reflection: "As in the greater world for man, so in the little world of man; as in the outward riches of the one, so in the inner treasures of the other, many possess much and enjoy but little; many have much, and use but little; others use much, and but little well. I shall not so much endeavor to have much wherewithal to do as to do much with that little I have. It shall not so much grieve me that I am a poor treasurer, as joy me if I had been a good steward. I could wish I had more to use well, but more wish well to use that I have.

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