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THE MASTER SALESMAN: 118 total pages.

[6] An "Inquiry" simply indicates a "Prospect." He may or may not be a buyer. He may at the time be developing towards the buying stage only. * The principle involved here is explained at length in "PRINTED SALES­MANSaIP"- one of the booklets of this series. [7] THE "FOLLOW UP" At this stage he is in the position of the "prospect" whom the salesman has to call upon a number of times before he finally wins his order. Then, again, while a "Prospect" may be "sold," he may not be ready to buy, but plans to buy at a future date when he has accumulated the money necessary. Certain situations may be delaying the purchase, which will be made as soon as they come to a head. I have seen sales made three, five, and seven years after original inquiry was received, and a great many things are sold from three to nine months after inquiry. As a rule, the higher the price the greater the caution exercised by the prospective purchaser and the longer the period required to reach a decision. In exercising caution he will in all probability write

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