I can't imagine any young insurance man not finding this constructive and stimulating. The author is himself young enough to realize that beginners in his field have certain hurdles to take. He has written a book keyed to their needs, -- showing by cases and interviews and program how to build a foundation for selling insurance as a profession, not simply a job. He doesn't shoot for the moon at the start -- he takes them step by step, -- the introduction,the approach, the sales talk, the special arguments, closing the deal, -- and how to use each sale as part of a whole prgoram. Good vocational material -- and good sales aid.