Excerpt from The Successful Salesman
Men are likely to become lawyers, doctors, or carpenters because that line of work in particular appeals to them. They have a natural tendency that way. But as to salesmen, well, how many traveling men do you know who chose that line of work deliberately because they liked to sell goods and because they thought themselves naturally fitted for the occupation?
When we consider how few traveling men, comparatively, possess natural, inborn talent for selling goods, it is remarkable that so large a proportion are successful. It requires hard work to achieve success in any line of work for which one has no natural liking or adaptability.
Of course it is quite impossible that all men should know at the beginning of their business careers just what kind of work they are going to be able to do best. Many youngsters do not seem to have any noticeable talent for any one kind of work. They might take up engineering, or medicine, or portrait painting, and make a good living at any of them, not because of natural ability in that line but because of a natural determination to succeed in whatever they undertake.
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