"Now in my own pocket I have four letters just received concerning
'Heart Talks.' These letters have names signed to them that are familiar
in every house-hold in the U.S.A. Listen to this one from Detroit:
* * * * *
"DEAR MR. CARLETON:
"I want to order three thousand more copies of 'Heart Talks' for
distribution among my salesmen. They have done more for getting work out
of the men than any bonus proposition ever considered. I read them
myself constantly, and I desire to heartily congratulate you on getting
at the roots of the biggest problem that faces our generation
to-day--the problem of salesmanship. The rock bottom on which the
country is founded is the problem of salesmanship. With many
felicitations I am
"Yours very cordially,
"HENRY W. TERRAL."
* * * * *
He brought the name out in three long booming triumphancies--pausing for
it to produce its magical effect. Then he read two more letters, one
from a manufacturer of vacuum cleaners and one from the president of the
Great Northern Doily Company.
"And now," he continued, "I'm going to tell you in a few words what the
proposition is that's going to _make_ those of you who go into it in the
right spirit.
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