[Sidenote: Effect of Follow-up Letters]
The correspondence continued throughout the remainder of the student's
senior year at college. The letters from the business men soon evidenced
more than formal courtesy. They grew personal and indicated real
interest. A month before his graduation the student was invited to call
at the company's office after Commencement. He went, made an excellent
impression in interviews with the vice-president in charge of sales and
the department head, and though the ink on his sheepskin was not yet
dry, he gained his object. He was engaged by the corporation and began
training as a prospective representative of the company in foreign
territory.
Thus through the correspondence medium of salesmanship a young man who
had no advantage of personal influence or acquaintance secured exactly
the chance he wanted. Similar opportunities are open to any one.
[Sidenote: Personal Selling]
_Every moment of your life when you are in the presence of other people,
you have chances to sell true ideas about the best that is in you.
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