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If such a foreman comes to you with questions or suggestions after the salesman has gone, he may not strike you as being a brilliant conversationalist, but listen to him carefully. He is up in the trees every day. He can see much more up there than can ever be seen from the ground. Even if his ideas differ from yours and the salesman's, unless they are miles out of line, accept them. In a like way, the best salesmen are those who came up from foreman. They are taken out of the trees, put into business suits, and promoted to a drawing-account-plus-commissions basis primarily because of their thorough know-how, not their persuasiveness. I am speaking now of |
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