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THE MASTER SALESMAN: 118 total pages.

U. T. A. LOCAL ASSOCIATIONS COPYRIGHT, 1922 AMERICAN WRITING PAPER CO. HOLYOKE, MASS. [3] THE "FOLLOW UP" Action is the parent of results; dormancy, the brooding mother of discontent.- Miss Mulock. H ERE is a manufacturer making round-bottomed rowboats, let us say; selling at, say, $200 each. He puts an advertisement in the boating and out­ing magazines of the country and receives, say, 50o inquiries for the season, which he answers with letters and sales-media. At the end of the season, totaling his inquiries and sales, he finds that his ratio has been one sale to every twenty inquiries - in other words he has sold 25 boats, and got in $5000, of which $2000 perhaps is gross profit.* By the time he settles his advertising bills and other selling expense he finds his net profit has been very small and he wonders how he can in-crease it. The answer, manifestly, is to make more sales. He will do much better if he can sell one out of every ten inquiries, and better still if he can sell one out of five.' As a rule, attention to the " follow up" and exten-

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