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unduly restrict his time - you simply cripple him. If he is a good salesman he will still get some results, handicapped though he may be, just as the writer-salesman, crippled for space, will still get some results, handicapped though he may be.
It is this "Some" that works the great injury in all advertising; a particle of effort, multiplied by the tremendous publicity which periodicals or mails are capable of giving, will often under such magnification accomplish far more than it would be capable of doing otherwise; if you restrict your salesman's "talk" you are very apt to feel the immediate loss of results because he is a single, isolated unit, with his own generative power alone to call on; but when you restrict your PRINTED SALES TALK, it is taken up, imperfect though it may be, and handicapped though it may be, in units of thousands, or hundreds of thousands, or millions, by periodical or mailing forces and made to produce in some measure. It is this imperfect measure of production that deceives and misleads many advertisers.
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