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A gold mine is only a concentration of precious metal under the ground. Its deposits are of no particular value to anyone until they are mined and refined. The finished prod- uct results from the application of effort and thought. You have a gold mine in the form of stored-up records of past experiences. You can easily utilize these experiences with a little thought and effort. There is the old saying: "If you want something done, go to a busy man, and he will do it." And why go to the busy man? Because he is able to evaluate his time and use it efficiently. Therefore, as a salesman, learn 108 ACCUMULATED VALUE OF SALES EFFORT to use your time efficiently, and you will be astonished at what you can do in a short period of time. As a salesman, you render a service to others. Every con- structive thought toward the completion of a sale is a con- tribution toward that service. The perfection of this service in its detailed performance is greatly enhanced through ret- rospection. As you look back on your experience and uti- lize it, you will appreciate the value of patience, diligence, sincerity, alertness, and kindness. You will establish a broader range of thought, and a higher realm of insight and perspicacity. Your sales experience in retrospect makes you more aware of your duty, more considerate of your pros- pects, and more loyal to your pursuit. Therefore, your re- view and evaluation of past performances and experiences will help you to make more money and build better plans for the future. 3. |
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