Don’t waste your capital

A salesman should remember that his own time is valuable, that it is his entire capital invested in this business. He should not fail to take advan tage of his opportunities to impress his prospect with this fact. His time has a greater monetary value than the merchant’s, for the latter’s business will go on when he is away, but the agent’s busi ness must necessarily suffer through inattention or neglect. The agent who in a diplomatic manner makes his prospect realize this fact will avoid broken appointments and consequent loss of business. — A. A. Wentz