do not develop your full _man
capacity_ for sales-man-ship.

[Sidenote: Essentials of the Master Sales Man]

The result of the necessary changes and growth in _your_ manhood will be
an enlarged conception of _all_ men--your greater capacity to understand
and to handle _any one else_ successfully.

It is entirely possible for you to develop and cultivate every essential
quality of the master sales-_man_, and still to be just _yourself_.

[Sidenote: Good Appearance]

The high grade professional salesman makes the best _appearance_ of
which he is capable. Surely you can do that, too. You can train yourself
to grace and ease in your bearing. However unsatisfactory your features
may be, you certainly are capable of looking pleasant, and therefore of
being attractive. It is possible for you to have well-kept hands and
hair; to wear suitable, clean clothes; to be neat.

[Sidenote: Physical Capacity]

First-class salesmanship requires, too, a high degree of _physical
capacity_ for the most effective performance of the selling process. You
need health, virility, energy, liveliness, and endurance, in order to
sell effectively _the idea that you are physically able_ to fill the job
you want most. Physical incapacity is a handicap in almost any vocation.
It can be remedied. It _must_ be remedied as fully as possible in your
case. You may not be very robust naturally, _but you can make the most
of the constitution you have_, with certain success as the incentive
for your fullest possible physical development. Few of us are as well as
we _might_ be.

[Sidenote: Mental Equipment]

Whatever your physical shortcomings, there can be no doubt that you are
capable of developing all the essential _mental_ equipment of the
successful salesman. You only need to comprehend a few elemental laws of
mind science; and then to _train_ yourself to the utmost of your
particular ability--in perceptive power, alertness, accuracy,
punctuality, memory, imagination, concentration, adaptability to
circumsta