CONTENTS CHAPTER I

PREPARATION OF THE SALESMAN

Success Is No Accident. By Edward A. Woods    13

Advantages of Thorough Knowledge. By William Alex-

ander    13

Are You Licked? By Philip A. Nelson    14

Building an Agency. By N. E. Spradley    15

Our Responsibility to the Hcme, the Church and the

School. By Howard Scott    16

Preparing for the Interview. By George T. Carlin    16

Right Mental Attitude. By Willard K. Bush    17

How to Start the Week Right. By Harry M. Haven    18

Enlarging Scope of Life Salesman's Field. By Frank L.

Jones    19

Necessity of Correct Advance Information. By B. A.

Notzen    20

Specialize. By John G. Morey    21

For the New Salesman's Wife. By Rollin H. Harris    22

Evangelism of Life Insurance. By Frank D. Shera    24

Faith an Essential. By O. E. Carter    25

Specialize. By L. Seton Lindsay    26

A Working Principle. By G. A. Boissard    27

Developing New Men. By B. N. Mills    27

Big Men Always Ready to Learn More. By H. G. Royer 28

Necessity for Organization in Salesmanship. By V. A.

Young    29

Working Rules of a $700,000 Producer. By J. J. Parker    30

Personality Your Display Case. By E. H. Marshall    31

Driving Away Fear and Worry. By Charles R. Posey    32

Ruined by Office and Roll Top Desk. By Horace W. Carey 33

Setting Up Exercises in Salesmanship. By Stewart And-

erson    34

Selling Yourself, Your Company and Your Goods. By C.

L. Minshall    34

Study. By L. G. Saunders    35

Organize Yourself. By Willard K. Bush    35

Your Mental Storehouse. By G. J. A. Reany    36
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