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"The Tech Rep" by James Michener; Continued

"I have said that the tech reps were responsible for my financial security. It happened this way. When I got out of the the service I kicked around for a while in various jobs-Texas, Connecticut, California- but like a lot of other guys I found that routine work tasted like ashes, so I finally drifted to selling mutual funds for an outfit in Minneapolis, and this gave me the freedom to move about. I became moderately good at the job because I truly believed in saving, and this helped me to convince others. I simply showed them my own account and signed them up.

Word of my hard work reached other companies and I got several flattering offers, but stood pat. Then WM was formed and our Minneapolis outfit was among the first to join. Now I found myself with a world wide market, and after my first trip overseas I knew this type of work was for me. I volunteered for of the out-of-the-way countries that no other salesman wanted because I knew things they didn't know. Americans on the frontier in Indonesia, Cambodia or Afghanistan earn good money, so there is lots around if you can get it. And whereas a busy man in Brussels wont give you time to make a sales pitch, men in remote outposts are eager to hear what you want to say. And when the Germans, Belgians, Yugoslavs and Swedes see their American counterparts saving all this money and making a profit on it, they want to get aboard too, so that sometimes you can sit in a fly-specked office and simply fill in the forms, they do the selling themselves.

Well, any ways, it was in these outposts that I first met tech reps, and when I saw how they were throwing away their money, I became a specialist in selling them common sense. WM published a lot of pretty fancy manuals on salesmanship but none included the kind of pitch I used.

LISTEN, YOU STUPID Axx! YOU THREW AWAY TWENTY THOUSAND ON BOOZE AND SINGAPORE Wxxxxx-AND WHAT DID IT GET YOU? A BAD DOSE OF Cxxx. SO I'M NOT ARGUING ANY MORE. I'M SIGNING YOU UP FOR FIFTEEN THOUSAND DOLLARS.

WHO SAYS?

I ALREADY SAID. SIGN HERE.

As a result, every Christmas I get a dozen letters from remote places, and every one thanks me for having made some tech rep save his money."

To be continued:



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