4.  A sale completed only after persuasion of the buyer.

Example—­Assume that the truck boss in the next preceding illustration refuses at first to hire the applicant who has demonstrated his strength.  It is necessary then for the man out of a job to talk his prospective boss into the idea that he needs a fourth man in his gang.

5.  A sale completed only after a decision by the buyer as to the comparative benefits of purchasing or of not buying.

Example—­You and another candidate apply for the same position in an office.  You appear to be about equal in capability.  The employer “weighs you in the balance” against the other applicant.  This is a sale requiring the fifth degree of effort.  Manifestly you will need to use a very high quality of skill to get into the mind of the prospective buyer of services the idea that you are likely to be of more value as an employee than your competitor for the place.  Then you must skillfully prompt him to accept your application.

[Sidenote:  Difficult Sales Most Worth Making]

When you appreciate exactly how sales differ in the degrees of effort necessary to close them, you will realize the wisdom of preparing to sell your particular qualities and services with full comprehension of all the difficulties commonly met by candidates for desirable positions.

Countless men have died failures because they used throughout their lives only the first or second degrees of effort.  Consequently all their attempts to get good jobs were futile.  The non-success of millions of other worthy men has been due to their use of no more than the third or fourth degrees of selling effort.

[Sidenote:  Sales of The Fifth Degree of Difficulty]

Sales of the fifth degree of difficulty sometimes demand knowledge and skillful use of the entire selling process. They are the sales most worth making. The applicant for a new position or for a promotion is certain to succeed in his purpose if he knows how to complete a sale of the true idea of his best capabilities.  In order to do this he must control the weighing process of the buyer; and be skillful in prompting acceptance of his “goods of sale.”

When you master and reduce to every-day practice the fundamental principles you can learn from this set of books, you will be assured of making a successful average in handling sales of the fifth degree of effort.

They are sales of the kind the professional salesman makes with complete confidence every day. His methods, applied to the marketing of your goods of sale, will work such wonders for you that you soon should build up self-confidence equal to the matter-of-fact assurance of the master salesman of clothing, insurance, and other materials of sale.  He knows when he begins a season or starts on a trip that he will make a good batting average.