_Do not slump or relax in salesmanship. Do not think back, or
spend much time contemplating your present success. Look ahead to your
next sale_ of true ideas of your best capabilities. _The successful
salesman is a quick repeater._ He counts his accomplishments in
_totals_, not by units. He has successful "_years_," each made up of
about three hundred successful working days. He plans in _campaigns_; so
he is not inclined to over-celebrate the winning of a battle.
[Sidenote: Make Each Goal a New Starting Point]
Samuel McRoberts, vice-president of the great National City Bank of New
York, started working for Armour & Company at a small salary in the
early nineties. He was a young man who was always _healthily ambitious
to keep moving ahead_. He "ate up" the minor work assigned to him, and
celebrated the completion of each task by asking at once, "What next?"
In a few years he had risen by successive promotions to the position of
treasurer of Armour & Company. But that wasn't a _goal_ to McRoberts.
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