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THE MASTER SALESMAN: 118 total pages.

Mr. Smith, "is a function of the general staff of the business. No salesman can be expected to have the larger view. He is absorbed in the specific sales, just as the private is absorbed in his own little part in the battle." For (3) Mr. Smith says: If that confidence which alone makes good buying is started by skillful advertising, another obstacle is taken out of the way of the selling man. Few sales-men appreciate the importance to themselves of good advertising. They can seldom trace any single sale directly to preliminary printed matter, and hence they view it lightly. It will always be found, however, that the best selling records are made in connection with advertising. The advertising is the sunshine and rain which make, the crops grow. The way of the salesman of the well-advertised product is made easy even though he does not know it. He often imagines that his success is personal and that the sums spent in advertising had better be added to his commissions. [7] THE MASTER SALESMAN But why make a good thing and tell the

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