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The excerpt represents the core issue or deciding factor on which you must meditate, and is drawn from Babbitt by Sinclair Lewis: for the virtue of employing a broker who had Vision and who understood Talking
Points, Strategic Values, Key Situations, Underappraisals, and the Psychology
of Salesmanship.
Lyte came to the conference exultantly. He was fond of Babbitt, this morning,
and called him "old hoss." Purdy, the grocer. a long-nosed man and solemn,
seemed to care less for Babbitt and for Vision, but Babbitt met him at the
street door of the office and guided him toward the private room with
affectionate little cries of "This way, Brother Purdy!" He took from the
correspondence-file the entire box of cigars and forced them on his guests.
He pushed their chairs two inches forward and three inches back, which gave an
hospitable note, then leaned back in his desk-chair and looked plump and
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