in the back of this book a list of products, which offer such opportunities. From this list you can make a selection with every assurance that the product is salable.

It was Wanamaker’s method to expand constantly and depend upon advertising to fill in the open spaces.

This last qualification is important, because generally you have to spend an amount equal to the selling price of the first purchase in order to induce a person to try a product. Your only chance, therefore, of making a profit on your advertising is the repeat factor of the article. It must have real merit, and it must have an outstanding feature

and when you get the knack and sell a man a pair of shoes that fit him, he will gladly recommend you. Most of my sales come that way.

things he has said before. Then he asks for the order again. More men make the mistake of asking for the order too late than too soon.

It is easier to make money in some localities than in others. There is, for example, the Ogden hardware merchant who became rich selling shovels during the California gold rush.

There are a thousand things you could sell. But find the one thing you want to sell, and you’ve made your first step toward a career in selling.

In the years gone by, there was money in making and selling carriages. Based on figures alone it might seem like a good thing to start in the carriage business. But even the most casual investigation will show the folly of doing so. The public today needs low-priced aeroplanes, automobiles operated with fuel oil, and similar things. So other things

You will notice that in nearly every instance the adventure proved successful because the product offered for sale rendered a definite service to the buyer. It is not enough that you are enthusiastic about selling a product or service; it must be something for which a need exists.