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THE MASTER SALESMAN: 118 total pages.

average run of employers would be insulted at the very suggestion of the idea that they did not know all there was to be known about selling. But the first-class employer would not be in­sulted; he would get the point. He would know that the man before him had grasped the real idea in selling; that it was the selling behind the line which counted; the salesmanship in the management that would make or break him. There is salesmanship in the selection of employers. The best salesmen are those who know how to select [6] THE MASTER SALESMAN the right goods to sell. One might as well agree to harvest on shares a field which has never been sown as to engage to sell in an unprepared market - to sell goods that are not ready for the market or in a market which is not ready for the goods. Mr. Smith then itemizes six things which the management can do, "the least that it can do," which we summarize here as follows: Put a selling idea into the product. The man behind the lines should open the leads. "Pointing the way to the market," says

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