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V O L . L V I I . N o . 7. Published Every Saturday by Edward Lyman Bffl at 3 7 3 Fourth Ave., N e w York, A u g . 1 6 , 1 9 1 3
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Salesmanship
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ONCENTRATION of purpose gives strength. Carlisle says: "The weakest living creature, by
concentrating his powers on a single object, can accomplish something; whereas the strong-
est by dispersing his over many may fail to accomplish anything."
He who cannot focus his mind so as to shut out all the sidelights will fail to obtain any
clear cut impression. There is no question but that many of the failures in business come through a
lack of appreciation of just what concentration means.
That is the trouble with many salesmen—they fail to concentrate upon their work sufficiently to
impress possible customers.
Salesmanship is a science and it should be treated accordingly. Young men spend four or five
years of their lives in colleges lo fit themselves for professional work in life and after graduation they
are only fitted in many cases to earn a very moderate salary, but, they have concentrated effort and
*have acquired knowledge, so, the next thing is to apply it in a satisfactory manner.
A salesman starts* in to sell manufactured products, but as a rule he does not view his profession
seriously enough. He does not figure that it is a scientific calling and does not study from every
viewpoint to acquire knowledge like the student at college.
There is no profession which is more broadening or educational in its scope than salesmanship,
and after a man has a fair experience selling goods he is in a better position than before lo enter any
profession that he chooses.
Selling goods is a great game and the most sterling qualities of manhood are developed by it.
There is excitement in it and there are opportunities for perseverance, optimism and courage.
There are kinds of work which, although entirely honorable, have a tendency towards the con-
traction of ideas, but with salesmanship it is entirely different, as it brings one in contact with all
varieties of people—with men and women who are doing things and with those who are not—and
it affords splendid opportunities to study men and conditions.
A good salesman is invariably one of the best posted men in any community no matter where
located.
He has been on the red roaring firing line and he knows what fighting means.
He comes up smiling every time and he realizes that selling goods is a great big interesting profes-
sion.
The art of success oftentimes consists of making people change their mind, and it is this power
that makes the efficient or the successful salesman in any
field.
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. . -
No one, however, should get too cold or too self satisfied so that opportunity for self-improvement
is crushed.
Recollect thai the good salesman is always capable of filling the highest positions in any trade.
He has been in touch with every condition of life and he u n d e r s t a n d s ^ ^ )
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human nature in its varied aspects.
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understands the needs and necessities of man,