BESIDES his duties to the Company and to himself, the salesman has
a definite place, and definite duty towards his community. Social
relations are helpful in gaining selling success, and a good salesman
always has many friends, but like all other classes of people, he must
choose his friends with care, for we are all judged by the friends we
make and keep.
The salesman should always be of the social type, the kind that is fond
of good company, but he must never let the social duties encroach on
his business sufficiently to impair his efficiency. Social ambitions
are dangerous to successful selling. An evening out occasionally at
a social function with several nights intervening for quiet rest is
a good rule. When a salesman loses the sleep he needs he will soon
develop into the order-taker type. It takes live, wide-awake human
effort and energy to make sales.