smiled. "Knowing how to build
and repair cars and knowing how to sell cars are two entirely different
propositions. The first requires a high degree of technical knowledge
and a lot of practical experience. Selling is a matter of
personality--of the power to convince. You can learn to drive in two or
three days. In a month you will handle a machine as well as the other
fellow, and you will learn enough about the principal parts and their
functions--not only of our line, but of other standard machines--to
enable you to discuss and compare them intelligently. The rest will
depend upon a quality within yourself that has nothing to do with the
mechanical end."
"You should know." Thompson could not help a shade of doubt in his tone.
"But I must say I could approach a man with a proposition to sell him an
article with more confidence if I knew that article inside and out, top
and bottom. If I really knew a thing was good, and _why_, I could sell
it, I believe."
"He has the right hunch, Dad."
Thompson had not heard young Henderson come in. He saw him now a step
behind his chair, garbed in overalls that bore every sign of intimate
contact with machinery.
He nodded to Thompson and continued to address his father.
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