[Sidenote: Racial Characteristics]
Different territories or fields of opportunity have _various
characters_, like different people. It is important to study especially
the racial types you are likely to encounter. Many a man has attained
success by accumulating discriminative knowledge regarding the national
peculiarities of the Latin peoples, Slavs, Teutons, Anglo-Saxons,
Magyars, etc.
The Italian has strong likes and dislikes in colors and patterns of
goods. To be a good salesman in dealing with him, you should know his
preferences and prejudices. If you learn what colors and patterns are
most favored in the "Little Italy" of your city, you may be able to
employ this bit of knowledge to help you very much in influencing your
fellow-residents of Italian descent.
You are aware of the effect produced on the majority of Irishmen by the
color green. But take care to learn whether the Irishmen whose political
help you would like to win are from the South or the North of the
Emerald Isle.
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