_The moment the other man involuntarily obeyed the suggestion by
accepting the tendered pencil, he was started on the purely muscular
process of pronouncing his approval of the proposition likewise tendered
for his acceptance._ The informality of the off-hand request that he
"pencil his O.K." kept him from being scared off. He did not feel that
he had yet committed himself fully. Probably, with characteristic
timidity, he would have shied from signing a formal contract at that
moment. But he hesitated only slightly before he scribbled his initials
on the corner of the proposed ad. Then he handed the pencil back to the
salesman. The advertising agent picked up the approved copy, and at once
laid before the prospect a formal contract. Simultaneously he tendered
his fountain pen. _He had started the advertiser to writing his name,
and did not let the process stop._
"Now just O.K. this, too," he directed, "and the whole matter will be
settled to your complete satisfaction." Then, to prevent the
procrastinator from backing up, the salesman reached for the telephone
on the advertiser's desk.
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