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THE MASTER SALESMAN: 118 total pages.

If he were so blamed that employed not one talent well, what would become of me if I had ten and abused them?" Possibly the business riddle you face lies not so much in searching for additional salesmen as in making those you have more productive. It is hard to find the temperamental "star," but it may not be nearly so difficult to co-operate with his less talented brother till the results equal those of stardom. At your hand is a great tool - the mails, capable of reaching in given quantities of time thousands [13] THE MASTER SALESMAN to the tens your salesmen can reach. Canvass these thousands, warm "possibilities" into "pros­pects," and hand these to your salesmen in the shape of "Leads." Plan and Selling Message are concomitants of the greater selling policy - why not center atten­tion on them and set in motion the minds of men who can deliver them, because: "The place for the big salesman is at the head of the manufacturing and selling organization, where he can put his ideas into the article and into the campaign." [14] THE

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