Selling: If Nobody Loves You, Your Company Will

His teacher told him that he was an idiot. His first employer told him that he was stupid. His mother-in-law told him that her daughter should have married a doctor. He lost his previous job. Nobody loves him. He doesn't know where he's going in life and wouldn't give you two cents for his future.

A born loser? Not if he becomes a salesman for Pennsylvania Life Insurance Co., whose president cites this as the résumé of an ideal prospective employee. Penn Life offers such men an income that fairly often exceeds $20,000 and...

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