This historic book may have numerous typos, missing text or index. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. 1921. Not illustrated. Excerpt: ... CHAPTER II "THE MAN" Second Factor of the Selling Process T T 7H0 is this Man of Salesmanship we are to ordinary W consider? MaTerial. Is he you, or I, or the other fellow? He is none of us. He is the man each of us is capable of becoming, but has not yet made of himself. Making the biggest kind of a Man out of ordinary man materials is just a job of work, the work of a lifetime. There are three principal elements in every job of work--the materials, the tools, and the worker. Let us study these three principal elements of our job of making ourselves as big sales-Men as we are capable of becoming. We'll go through the Man-factory in which our respective lives are being Man-ufactured. We have lived close to it since we were born, but probably only a few of us have taken time before to make a personal inspection. It is strange how little we are acquainted with things we might easily be most familiar with. People travel from all over the world to see Niagara Falls, but a large proportion of the inhabitants of Buffalo have never viewed the great cataract. The raw materials from which sales-Men are made, we learn when we investigate the Manufacturing process from the beginning, are not what we had thought. The raw material of a sales-Man is just a baby! In the raw state about all there is to indicate that a salesman can be made from the material, is the kick and the "holler!" The other characteristics come into evidence later as results of the Man-ufacturing process. Probably you have heard it said that "A salesman is born." This is quite true. But he is born raw, the rawest kind of raw material. His birth is important, of course; yet not in the way some people think. It is essential that the baby be a human baby, with average physical qualities--but that's all. Natu...
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