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THE MASTER SALESMAN: 118 total pages.

be carefully noted. Room must be given. The WRITER-SALESMAN works with the heavy, bulky, and solid principles of foundational salesmanship and he must have room. Because he must have that room he is usually found working where he can get it, i.e., through letters, booklets, enclosures, etc., but if he is given room in periodical space he can duplicate his results equally well there. * The many interesting features connected with this feat were reported in The Mailbag under title of "TIIE ART OF RESULTFUL LETTER WRITING." [17] PRINTED SALESMANSHIP The above announcement is SELLING I QUIRIES to the public. Note that a tile space is taken to do it. The selling strength of the copy is quite apparent. The SELLING MIND has been at work here. [18]PRINTED SALESMANSHIP The WRITER-SALESMAN simply refuses to work in constricted space; he knows that he cannot. Living, moving, and having being in a SALES atmosphere he necessarily and automatically thinks in terms of the space necessary to get selling principles into. This view-point and

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