SEARCH TACTICS \T/\JT THE PRODUCT IS By George IN. Hayes L'lut tils success Ic)N2. a \ oung Tuan decided to lie storv. In till career as an executiv e recruiter and pursue a more eon\entional line of work. The economy was flat, and Ins products bodies weren't nun me particularly well. Convinced that he could sell \ irtuallv an\ thine, he respond ed to an ad\ ertisement tor a telecoininunieations sales position. Selling telephone ser\ ices, he thought, couldn't be halt as difficult as selling people. ()o/ine w ith confidence and charm, the young man arrived tor his inters iexx u ith the district Silks manager. She was a pleasant. set serious woman, who introduced hersell politelx and in\ ited him to sit doxx n. "So. \ on’re a salesman." she said, leaning hack skeptical 1 \. "Tr\ selling me." Suddenlx disoriented, the xoung man lelt a pounding in his head as he struggled blindlx to describe Ins background and education. I .as king the structure of a formal inters iexx. Ins monologue drilled, became repet it i\e and. final lx. sputtered to an inglorious hall. Max be he could sell almost ( • inltmn ,1.