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Chapter 7 Accentuate the Positive .... 45 The Golden Attitude • "Positive" Has Two Meanings • Hope Springs Eternal • Can Thoughts Be Controlled? • Highlights of This Chapter
Chapter 8 Look for the Good in Everyone 52
Wear Your Rose-Colored Glasses • "I Never Met a Man I Didn't Like" • A Two-Way Street • A Sales Manager's Attitude • Too Good to Be True • Keep Pleasant • Seek and Ye Shall Find • Highlights of This Chapter
Chapter 9 "Look Pleasant, Please"...... 59
We Are Prone to Forget • The Gay Dog • Leaders Usually Smile • Happy Clothes • The Success Course Salesman • Highlights of This Chapter
Chapter 10 Be a Good "Forgetter"....... 65
Don't Cry Over Spilt Milk • Forgive and Forget • Forget Defeats • The Grudge • The Salesman's "Forgettery" • What to Do • Highlights of This Chapter
CONTENTS vii
Part III THE POWER OF FRIENDLINESS.................... 71
Chapter 11 Master Salesmen Are
Friendly.................................... 73
Friends and Acquaintances • Can Friendliness Be Cultivated? • Seek New Fields • Get a Hobby • Highlights of This Chapter
Chapter 12 Be a Friend and Have a Friend 79
Two Salesmen • The Friendly Banker •
What Can You Do? • You Must Be Sincere • Wisdom From the Past • Highlights of This Chapter
Chapter 13 Cast Thy Bread Upon the
Waters .................................... 85
The Law of Life • A Winter Day • Chickens Come Home to Roost • We Reap What We Sow • Don't Be Mercenary • The Friendly Clothier • Highlights of This Chapter
Chapter 14 Be Genuinely Interested in
People....................................... 92
I See a Diamond • The Young Bond Salesman • What to Say • The Man from Iowa • Look for Clues • It's More Fun • Highlights of This Chapter
Chapter 15 Friends Get the Business_ 99
The Salesman Is the Controlling Factor • I Buy an Adding Machine • A Coffee Sales Manager's Ideas • An Auto Dealer's Ideas • Lincoln's Definition of Salesmanship • Friends Can Be Made Quickly • We Buy of Our Friends Only • Highlights of This Chapter
viii CONTENTS
Part IV THE POWER OF WORK.......................... 107
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