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THE MASTER SALESMAN: 118 total pages.

attitude are bred by training and environment into the very bone and marrow of THE SELLING MIND, and it naturally, instinctively, and intuitively functions that way. Whenever that type of mind writes it begins to sell, the intent to sell begins to mold what is being written, and the end, aim, and consummation is the sale. To pull such a man up with the arbitrary limi­tations of insufficient space does violence to his training and art alike. I speak this way of the TRAINED sales mind - of the WRITER-SALESMAN who gets his results by conscious scientific methods that he deliberately works as he proceeds with his sales task. There is, of course, the unconscious WRITER-SALES­MAN (as there is the unconscious salesman) who gets his results but doesn't know how or why-he sim­ply knows he gets them but is powerless to explain How. Such men are not conscious of their boundaries, as it were, nor are they conscious wholly of the factors that help or handicap them, and we therefore sometimes see the WRITER-SALESMAN in the environment of limited

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