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
circumstances, stability, self-control, determination, tact, diplomacy,
and good judgment.

Does this seem like a long list of difficult accomplishments? Examine
the items, and realize how easy it is to develop these mental qualities
of masterly sales_man_ship.

Perception is simply looking at things with your mind as well as with
your eyes.

Alertness is no more than mental sharp ears.

Accuracy results from taking pains to be right.

Punctuality is a habit of mind that anyone can develop.

Memory is acquired by practice in remembering things.

You use _some_ imagination every day--use _all_ your imaginative power.

Likewise you occasionally concentrate your thoughts. More exercise in
concentration will develop this mental characteristic.

You adapt yourself to circumstances when necessary, or when you choose.
You can train yourself so that you will be prepared to meet anything
that may happen.

You have a degree of stability of character, otherwise you never would
accomplish anything. Increase your steadfastness by sticking to more
purposes.

Similarly determination, self-control, tact, diplomacy, and good
judgment are merely the natural results of _continual practice_ to
develop these mental qualities.

[Sidenote: Emotional Qualities]

The principal _emotional_ or _heart_ qualities required in masterly
selling are ambition, hopefulness, optimism, enthusiasm, cheerfulness,
self-confidence, courage, persistence, patience, earnest