Our thought of the sales _man_ will be concentrated on
qualities _you_ have or can develop, that are necessary to make _you_
most efficient in selling ideas about _yourself_.
Some radical _changes_ in your present character may be required. But
you will need principally to _grow_ in order to attain the full stature
of sales manhood that is necessary to gain complete success. If your
manliness is dwarfed now, you cannot succeed largely in selling true
ideas of your best and biggest capabilities, until you rid yourself of
the character faults that are stunting your growth as a sales _man_.
[Sidenote: The Little Man Out-of-Date]
Realize at the outset that the time has passed forever when the _little_
man, with the narrowly selfish outlook for "Number One," might succeed.
The demand of the future will be, however, not so much for BIG men as
for big MEN. The world no longer looks up to Kaisers and Czars. Success
has ceased to be merely a towering figure. Hereafter the one sure way to
succeed will lead through the door of _brotherly understanding of the
other fellow_, into the _common heart of mankind_.
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