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THE MASTER SALESMAN: 118 total pages.

Class r would comprise those who make or produce things. Class 2, those who distribute things made (as wholesaler, jobber, and retailer). Class 3, those who attend to banking and allied activities. Class 4, those who attend to advertising. Class 5, those who con­structively* sell (as salesmen). The manufacturing, distributing, and financing types of mind, as represented by manufacturer, wholesaler­jobber-dealer, and banker respectively, hardly need de­scription; their activities are ages old. The advertising type of mind is different - it dates back perhaps half a century - it has evolved with its greatest rapidity in the past thirty years, and (it is very important to remember this) it has evolved in the face of a continuous increase in advertising space rates. The advertising type of mind has dealt with a thing getting constantly more expensive and, as a conse­quence, has bought sparingly and cautiously. [8] * By this is meant working a potential buyer up to an actual one. [9] PRINTED SALESMANSHIP Characteristic of the advertising mind. Weak in all but attention value.

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