_Success is a matter of making a good batting average_.
[Sidenote: Parts of Complete Process]
Remember as you read that you are studying _a completed process_. An
unfinished sales effort is not _a sale_ at all. You will not be a
_certainly successful_ salesman until you perfect your knowledge and
skill in _all the steps_ of salesmanship. You can learn only a single
part of sales efficiency at a time. The relative significance of each
point, its full importance in the entire selling process, will not be
comprehended until you have read at least once all there is in this set
of books. When you re-study the successive chapters, the details you may
at first understand but vaguely in a disconnected way will be clear. You
will comprehend them as various elements of salesmanship which must be
fitted together to complete the process of selling.
Thus far in the present chapter we have been considering principally the
"goods of sale." We have been looking at our subject from the
_material_ aspect.
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