because in previous
chapters and also in the companion book, "The Selling Process," the
right methods of developing a good memory are indicated.

[Sidenote: Constructive Imagination]

The value of _constructive imagination_, not only in planning your
entrance to the physical presence and into the mind of the prospect, but
all through your salesmanship, cannot be over emphasized. If you are to
gain your chance with another man, _you must be able to see imaginary
future situations, through his eyes_. In advance of your interview it is
necessary that you imagine yourself in his place when a caller like
yourself is received.

Some so-called "realists" condemn imagination. They say it is apt to
make men visionary and unable to recognize and meet successfully the
every-day problems of life. But the _big_ men of finance, industry, and
politics have become pre-eminent because of the fertility and
productiveness of their imaginations. What the "hard-headed" man
condemns is not imagination, but _inability to use it constructively_.
He deprecates imagination not carried into _action_. Constructive
imagination, however, has always been man's greatest aid in making
progress.

[Sidenote: Four Ways to Re-construct Ideas]

In order to develop your constructive imagination most effectively you
must follow certain laws with regard to the re-adjustment of parts,
qualities, or attributes of things you know. You can re-construct an
idea; (1) by merely _enlarging_ an old mental image; or (2) by
_diminishing_ the size of the previous image; or (3) by _separating_ a
composite image into its parts; or (4) by imaging _each part as a
whole_.

Let us illustrate how these laws of constructive imagination might be
applied effectively in planning the approach to a prospective employer.

[Sidenote: Using Constructive Imagination]

He perhaps has an idea that the possibilities of the job you want are
limited. You should plan to _enlarge_ the picture of your possible
service and to show that you could do more things than he is likely to
expect of you.

So you can _diminish_ his idea of the salary you want, by planning to
show him that in proportion to the enlarged service you purpose to
render, the pay you ask is not really big.

In order to make him appreciate better just what your contemplated job
means, you can _separate_ it into the different functions you will
perform. The mere fact that the job has a great many parts will be
effecti