SELLINGLUMBER 163 



the stimulating sermon from the seductive smile from the min- 

 ister's menace from the lawyer's lie from the drummer's drone 

 from the huckster's holler from every human activity that makes 

 for GROWTH. 



WHERE CAN WE I EARN SALESMANSHIP? From these 

 master salesmen on this program who are to address you. From all 

 those other master salesmen whose names are business mottoes 

 from Hugh Chalmers, from Norval Hawkins, from Harry Ford, 

 from John Wanamaker, from Pierpont Morgan, from Marshall 

 Field, from the ragged newsboy, from your next door neighbor 

 from everybody who GROWS. 



But, not fro '.ii any one thing, nor from any one person, nor 

 in any one place, can we comprehensively learn Salesmanship, since 

 Salesmanship comprehends everything, every person, and ever> 

 place where there is GROWTH. No one sale, no one salesman, 

 no one sales school, no one sales-book can comprehensively teach 

 you Salesmanship. The one only book to comprehensively teach 

 you SALESMANSHIP must comprehend many sales, must make 

 you acquainted with many salesmen, must test out for you many 

 sales theories, must present as many different phases and aspects 

 of Selling as there are sales and salesmen. The one only book from 

 which you can comprehensively learn Salesmanship is the book of 

 experience. To comprehensively learn Salesmanship we are com- 

 pelled to get out and get experience of sales and of salesmen, of 

 sales plans and sales ideas, of their success and their failure. To 

 comprehensively learn Salesmanship you have got to get out and 

 give yourself a chance to GROW. 



THAT is the working definition of Salesmanship. Salesman- 

 ship is the ACT OF GROWTH, Salesmanship is everything in the 

 world that makes for GROWTH the coaxing shop window and the 

 beckoning billboard the magnetic magazine ad and the persuasive 

 paper the bribe-like bargain and the stimulating sermon the drum- 

 mer's drone and the huckster's holler. Everything in the world Salesmanship 

 that makes for GROWTH, financial growth, physical growth, in- 

 tellectual growth, moral growth, is Salesmanship. Salesmanship 

 is literally that which makes the world grow ! Rebuilt San Fran- 

 cisco after the fire dug a ditch across the Isthmus of Panama 

 flooded our highways with automobiles electrically deluges our 

 midnight sky bridges our rivers crosses our mountains beauti- 

 fies our cities civilizes our people unites (God grant) our na- 

 tions. Everything in the world constructive, everything in the 



