It is
necessary that you look _intelligently_, most _earnestly_, and
_constantly_. You must expect to spend a great deal of time and energy
in your quest for prospects. So it is essential to your success as a
prospector that the investigation of your field of opportunity be
carefully _planned_ in order to make the most effective use of the time
you spend prospecting. It is vitally important, too, that you develop
sufficient physical stamina to do a tremendous amount of hard work. The
gold miner has little chance to discover the bonanza he seeks if he
searches only a few days or weeks, or if he lacks the strength and
endurance required for making a thorough exploration of the mineral
region. Similarly it may take a master salesman months of unremitting
toil to prospect a sale that he then is able to close in an hour or two.
[Sidenote: The Food of Salesmanship]
_Prospecting supplies the food of salesmanship._ The salesman thrives if
his prospecting is sufficient and good. He grows thin and weak to the
point of failure if it is bad, or inadequate in quantity.
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