* * * * *
"DEAR MR. CARLETON:
"I want to order three thousand more copies of 'Heart Talks' for distribution among my salesmen. They have done more for getting work out of the men than any bonus proposition ever considered. I read them myself constantly, and I desire to heartily congratulate you on getting at the roots of the biggest problem that faces our generation to-day--the problem of salesmanship. The rock bottom on which the country is founded is the problem of salesmanship. With many felicitations I am
"Yours very cordially,
"HENRY W. TERRAL."
* * * * *
He brought the name out in three long booming triumphancies--pausing for it to produce its magical effect. Then he read two more letters, one from a manufacturer of vacuum cleaners and one from the president of the Great Northern Doily Company.
"And now," he continued, "I'm going to tell you in a few words what the proposition is that's going to make those of you who go into it in the right spirit. Simply put, it's this: 'Heart Talks' have been incorporated as a company. We're going to put these little pamphlets into the hands of every big business organization, every salesman, and every man who knows--I don't say 'thinks,' I say 'knows'--that he can sell! We are offering some of the stock of the 'Heart Talks' concern upon the market, and in order that the distribution may be as wide as possible, and in order also that we can furnish a living, concrete, flesh-and-blood example of what salesmanship is, or rather what it may be, we're going to give those of you who are the real thing a chance to sell that stock. Now, I don't care what you've tried to sell before or how you've tried to sell it. It don't matter how old you are or how young you are. I only want to know two things--first, do you _want_ success, and, second, will you work for it?
"My name is Sammy Carleton. Not 'Mr.' Carleton, but just plain Sammy. I'm a regular no-nonsense man with no fancy frills about me. I want you to call me Sammy.
"Now this is all I'm going to say to you to-day. To-morrow I want those of you who have thought it over and have read the copy of 'Heart Talks' which will be given to you at the door, to come back to this same room at this same time, then we'll, go into the proposition further and I'll explain to you what I've found the principles of success to be. I'm going to make you feel that you and you and you can sell!"