37._____Understanding these three parts enables you to put your hands on the keyboard of your own mental computer. When you learn to take charge of the development of a new and positive self-concept of selling,you can then control your sales destiny for the rest of your career.
38.____
The first part of the self-colf-concept is the“self-ideal”. Your self"-ideal largely determines the direction in
Which you are going in your life.
39._____.You self-ideal is a combination of all of the qualities and attrib-utes of other people that you most admire. Your self-ideal is a description of the person you sould like to be.
Wtrive toward Excellence
Throughout your life, you have seen and read about the qualities of courage, confidence, compassion, love,fortitude, perseverance, patience, forgiveness and integrity.
40..____ You might not always live up to the very best that you know, but you are constantly striving to be a better person in light of those qualities that you value so highly. In fact, everything that you do on a day –to –day basis is affected by comparing your activities sith these ideal qualities and striving to behave consistently with them.
Clarity Is Essential
Succexxful salespeople have very clear ideals for themselves and their careers. Unsuccessful salespeople have fuzzy ideals. Successful salespeople are very clear about being excellent in every part of their work and their personal life.
41..____One of the primary characteristics of successful men and women in every salk of life is that they have very clearly defined ideals and they are very aware of whether or not their current behavior is consistent sith their idealized behavior.
A.It guides the growth and evolution of your character and personality.
B.People always have the greatest admiration for all those involved in the project.
C.Unsuccessful salespeople don’t give the subject much thought.
D.Over time, these qualities have instilled in you an ideal to which you aspire.
E.Self-respect plays an important role in one’s qualities.
F.Determine Your Direction
G..Your self-concept is made up of three parts, each of which offects each of the others.