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THE MASTER SALESMAN: 118 total pages.

This selling mind of commerce cannot be too sharply defined because it overlaps, but, speaking in general terms, it is found functioning rather weakly in the distributing chain (wholesaler-jobber-dealer-retailer), gaining strength as it works into the more positive spheres represented by commission agencies, etc., and culminating in final intensity in the salesman.+ It would be largely superfluous to describe the sales-man; we all know him; it will be sufficient to say he is spoken of here in the best sense and meaning of the term, i.e., as a positive, imaginative, constructive, and forceful type of mentality who takes potential+ "possi­bilities" and makes them customers. Through the salesman we come to the WRITER- * I advisedly say."the greater proportion" because a small proportion would survive, as, for. instance, that sponsored by the selling mind, as witness the mail order business of Sears-Roebuck with sales running to a million dollars a day at times. + The creative type is meant; he who takes a potential and makes it an actual.

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