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ting in the 95% from my experience, I would say that there, is a great temptation for the average salesman in his enthusiasm to stretch certain facts a certain amount and unintentionally make claims for apparatus which cannot be substantiated.
On the other hand, I would say that it is very easy for an engineer, when he is attempting to solve a certain problem, to get certain predetermined results, to coax the figures around a little bit toward the right direction and by accurately setting his apparatus, eliminate every feature which may detract from the maximum results and not considering that the fellow who uses this apparatus will know comparatively nothing about it, and will finally arrive at a figure entirely too high in relation to the actual performance of the apparatus.
When he turns these figures over to the salesman, who adds a little more on for good measure, the customer will be disappointed in the results he secures and it seems to me that there is nothing more discouraging to the salesman, manufacturer, and everyone connected with the project than to have a number of dissatisfied users. In fact, all the sales activity in the world attempting to combat this feature would result in failure.
I therefore believe that it is to everyone's advantage, even though we are all keyed up with enthusiasm and have accomplished wonderful things, to deal rather conservatively rather than to overestimate the results of our activities.
The salesmen, with whom I come in contact, are interested in many types and kinds of apparatus. It is therefore impossible for them to become experts in any one particular line. However, so that they may be able to understand the fundamentals of projection, I supervised the writing of a booklet made up almost entirely of diagrams and illustrations showing just what may be expected from isolated lighting plants in connection with projection. I have made a number of these illustrations into slides and will now show you an attempt to educate in a very simple manner, these salesmen.
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