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6 - Make Up Your Mind:

Published online by Cambridge University Press:  04 March 2026

Rachel Bowlby
Affiliation:
University College London
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Summary

To set the scene, and to gain your attention (all commentators are agreed that this is the first difficulty faced by anyone with any kind of proposition to put over), let me begin by quoting a grand evolutionary statement that culminates in the fulfilment of the characteristic twentieth-century mode of being. On the first page of a how-to book for prospective door-to-door salesmen published in 1927, there occurs the following passage, which moves into realms far beyond the contingently practical:

In a commercial sense, by ‘selling’ we mean disposing of or exchanging commodities for profit.

Of late years, however, ‘selling’ has taken on another meaning. We are learning to recognize that nearly all human relations involve gaining attention, arousing interest, using persuasion. These are fundamental terms understood in the world of commercial salesmanship. The fact that they have been taken over into other phases of life besides those of commerce, indicates that the human mind is growing and broadening. We are beginning to realize that the act of living itself, in all its varied relationships, is, in reality, a vast business of selling and salesmanship.

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