Murray begins to test the clothing he wears as a Salesperson to see what colors and styles produce the greatest positive impact on the customers. He starts testing different words. He begins to think about how Widget Makers, Inc., interacts with its customers, and how each component of this interaction could be modified to increase its effectiveness. And as he quantifies the impact of his innovations on sales, he takes the most productive of them and writes them down in the Widget Makers Sales Operations Manual.
