Bill Parker, a sales representative for a food company in Daytona Beach, Florida, was very excited about the new line of products his company was introducing and was upset when the manager of a large independent food market turned down the opportunity to carry it in his store. Bill brooded all day over this rejection and decided to return to the store before he went home that evening and try again. “Jack,” he said, “since I left this morning I realized I hadn’t given you the entire picture of our new line, and I would appreciate some of your time to tell you about the points I omitted. I have
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