selected for the "Manager's" job he desires. Such "injustices" have
poisoned countless disappointed hopes with bitterest resentment.

The deserving man who fails because he is a misfit in his particular
position, the worthy man who is limited to a small career because the
work he does lacks scope for the use of all his ability; the third good
man who has been kept down for the reason that his chief is blind to his
qualifications for promotion--all three of these failures understand
pretty clearly the reasons for their non-success.

[Sidenote: When Lack of Salesmanship Causes Failure]

It is very different in the case of the capable man who fails because he
has been _inefficient in selling true impressions_ of his qualifications
for success. A private secretary, for illustration, might be thoroughly
competent for managerial duties; but by his self-effacement in his
present job he might make the false impression that he was wanting in
executive capacity. He would be given a chance as manager if he were
effective in creating a true impression of his administrative ability.
Such a capable man, if he has little or no scientific knowledge of the
selling _process_ is apt also to lack comprehension of the value _to
him_ of knowing _how to sell ideas_. He does not happen to call himself
a salesman. Therefore he has never studied with personal interest the
fine art of selling. He does not realize that _ignorance of
salesmanship_, and _consequent non-use of the selling process, almost
always are responsible for the merely partial success or the downright
failure in life of the man who deserves to win, but who loses out_.

[Sidenote: Who Is To Blame for Failure]