g a mistake in your employment, you
indicate conclusively that you are not merely a "floater," but that you
have a purpose "to stick and make good."

In the same measure that you require proof of a desirable personality in
an employer, you should make sure that the work is exactly what you
expect. See that your prospective "new boss" sells you the job at the
same time you are selling him your services. If he perceives in you the
one man who best fits his needs, he will put forth every effort to buy
your services. Every employer will respect the man who states, with
salesmanship, a sound reason for selecting and seeking connection with a
business house; since such a man gives promise of making the sort of
dependable, loyal worker that every business values and appreciates.

[Sidenote: Sell to Satisfy Real Needs]

The true salesman sells to satisfy _a real need_ of the buyer.
Therefore, when you have charted your salable qualities, select the
field of service in which such capability as you possess is needed.
That, you may be sure, is _your_ right market--the field where you are
_certain_ to succeed. Enter it, and no other field. Apply there for a
place of opportunity to serve; with the absolute confidence of a good
salesman come to satisfy a want, and conscious of his individual fitness
"to deliver the goods."

You may not get just what you desire at the first attempt. The best
professional salesman often has to make _repeated_ efforts to close
orders. But in the end, if you "have the goods," that are needed where
you bring them, _and you know how to sell true ideas of your best self_
(as you _will_ know after mastering the selling process) you will be
sure of getting sufficient opportunities to succeed. You will be as
certain about getting enough chances as the first-class professional
salesman is certain of attaining his full quota of business despite some
turn-downs. _Success is a matter of making a good batting average_.

[Sidenote: Parts of Complete Process]

Remember as you read that you are studying _a completed process_. An
unfinished sales effort is not _a sale_ at all. You will not be a
_certainly successful_ salesman until you perfect your knowledge and
skill in _all the steps_ of salesmanship. You can learn only a single
part of sales efficiency at a time. The relative significance of each
point, its full importance in the entire selling process, will not be
comprehended until you have read at least onc