It seemed that the approved method was to state one's
proposition and then to say not "And now, will you buy?"--this was not
the way--oh, no!--the way was to state one's proposition and then,
having reduced one's adversary to a state of exhaustion, to deliver
oneself of the categorical imperative: "Now see here! You've taken up my
time explaining this matter to you. You've admitted my points--all I
want to ask is how many do you want?"
As Mr. Carleton piled assertion upon assertion Anthony began to feel a
sort of disgusted confidence in him. The man appeared to know what he
was talking about. Obviously prosperous, he had risen to the position of
instructing others. It did not occur to Anthony that the type of man who
attains commercial success seldom knows how or why, and, as in his
grandfather's case, when he ascribes reasons, the reasons are generally
inaccurate and absurd.
Anthony noted that of the numerous old men who had answered the original
advertisement, only two had returned, and that among the thirty odd who
assembled on the third day to get actual selling instructions from Mr.
Carleton, only one gray head was in evidence.
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