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The contents of the book includes –
part I - Concerning agency management
Chapter 1 – The Agent Who Wants to be a Manager
Chapter 2 – Selling Life Underwriting as a Career
Chapter 3 – How Many Men?
Chapter 4 – Financing Plans
Chapter 5 – Agency Discipline
Chapter 6 – Vacations and Convention Trips
Chapter 7 – Civic and Association Activities
Part II - Concerning agent training
Chapter 8 – The First Twelve Days
Chapter 9 – Drill and Practise
Chapter 10 – Sales Talks That Sell
Chapter 11 – Developing Special Fields
Chapter 12 – Meeting Competition
Part III - Concerning supervision
Chapter 13 – What Records to Keep?
Chapter 14 – Joint Work
Chapter 15 – Supervisory Assistants
Chapter 16 – Tricks of the Trade
Chapter 17 – The Wives
Chapter 18 – Reviving the Stale Salesman
Part IV - Concerning the manager himself
Chapter 19 – Reviving the Stale Manager
Chapter 20 – The Manager’s Rewards
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