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THE MASTER SALESMAN: 118 total pages.

had been appealed to. In reply the concern stated it had no boat of the particular type specified, but recommended an alternative model which it said would be found fully described on a designated page of the company's boat and engine catalogue. This catalogue did not come with the letter, and, after several days of expectant waiting, the house was written to again and told catalogue had not been received; it came to hand about six days later. The whole matter was very illuminating. Orig­inally some four or five firms were addressed; these rapidly unsold themselves and drove the inquirer to competitive firms, till, finally, some sixteen firms had been inquired of, corresponded with, and re-corresponded with. The situation, in its final aspects, looked like a special drive of secretarial work, and the correspondence involved, as well as the vexation caused, was tremendous. [10] THE "FOLLOW UP" Watching this experience one could not but conclude that there was tremendous waste in mail-selling work and a degree of friction between buyer and seller that was entirely unnecessary and easily avoidable.

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