No master salesman would call on an important prospect before planning
in his own mind how to take the successive steps of the interview
expected. Nor would a master salesman neglect to think out in advance
several specific methods of getting past any physical barriers he might
encounter between the outer door of the general office and the inner
sanctum of the man he must meet face to face in order to close a sale.
[Sidenote: Ordinary Way Of Getting Job]
But when the _unskilled_ salesman of his own capabilities seeks a
situation, he usually neglects to make careful, detailed plans to reach
his prospect in the most effective way. He does not prepare to create
the particular impressions that would be most apt to assure him the
attention and interest of the employer upon whom he calls. Nearly always
when a man out of a job answers an advertisement or follows up a clue to
a possible opening for his services, he thinks the most important thing
is to "get there first." The only advantage he hopes to gain over other
applicants is a position at the head of the line.
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