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Comprehensive Trigonometry
13 February 2017 02:12:47 PM
 ABOUT THE AUTHOR
REJAUL MAKSHUD (R M) Post graduated from Calcutta University in PURE MATHEMATICS having teaching
experience of 15+ years in many prestigious institution of India. Presently, he trains IIT Aspirants at RACE IIT
ACADEMY, Jamshedpur, playing a role of DIRECTOR cum HOD OF MATHEMATICS.
 Rejaul Makshud

McGraw Hill Education (India) Private Limited

CHENNAI

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Published by McGraw Hill Education (India) Private Limited,
444/1, Sri Ekambara Naicker Industrial Estate, Alapakkam, Porur, Chennai-600116
Comprehensive Trigonometry with Challenging Problems & Solutions for Jee Main and Advanced
Copyright © 2017, McGraw Hill Education (India) Private Limited.
No part of this publication may be reproduced or distributed in any form or by any means, electronic, mechanical, photocopying,
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ISBN (13): 978-93-5260-510-1
ISBN (10): 93-5260-510-1

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 PREFACE

This text book on TRIGONOMETRY with Problems & Solutions for JEE Main and Advanced is meant for aspirants preparing
for the entrance examination of different technical institutions, especially NIT/IIT/BITSAT/IISc. In writing this book I
have drawn heavily from my long teaching experience at National Level Institutes. After many years of teaching I have
realised the need of designing a book that will help the readers to build their base, improve their level of mathematical
concepts and enjoy the subject.
This book is designed keeping in view the new pattern of questions asked in JEE Main and Advanced Exams. It has
eight chapters. Each chapter has a large number of worked out problems and exercise based problems as given below:
Level – I: Questions based on Fundamentals
Level – II: Mixed Problems (Objective Type Questions)
Level – III: Problems for JEE Advanced Exam
(0.......9): Integer type Questions
Passages: Comprehensive link passages
Matching: Match Matrix
Reasoning: Assertion and Reasoning
Previous years papers: Questions asked in past IIT-JEE Exams
become easy.
So please don’t jump to exercise problems before you go through the Concept Booster and the objectives. Once you are
arranged in a manner that they gradually
require advanced thinking.
tackle any type
of problem easily and skilfully.
My special thanks goes to Mr. M.P. Singh (IISc. Bangalore), Mr. Manoj Kumar (IIT, Delhi), Mr. Nazre Hussain (B.
Tech.), Dr. Syed Kashan Ali (MBBS) and Mr. Shahid Iqbal, who have helped, inspired and motivated me to accomplish
this task. As a matter of fact, teaching being the best learning process, I must thank all my students who inspired me most
for writing this book.
I would like to convey my affectionate thanks to my wife, who helped me immensely and my children who bore with
patience my neglect during the period I remained devoted to this book.
I also convey my sincere thanks to Mr Biswajit of McGraw Hill Education for publishing this book in such a beautiful
format.
and to
all my learned teachers— Mr. Swapan Halder, Mr. Jadunandan Mishra, Mr. Mahadev Roy and Mr. Dilip Bhattacharya,
who instilled the value of quality teaching in me.
I have tried my best to keep this book error-free. I shall be grateful to the readers for their constructive suggestions
toward the improvement of the book.

REJAUL MAKSHUD
M. Sc. (Calcutta University, Kolkata)
 Dedicated to
My Beloved Mom and Dad
 Contents

Preface v
1. The Ratios and Identities 1-99
1.1 Introduction 1
1.2 Application of Trigonometry 1
1.3 Trigonometrical Functions 1
1.4 Measurement of Angles 2
1.5 Some Solved Examples 2
Exercise 1 4
1.6 Trigonometrical Ratios 5
1.7 Limits of the Values of Trigonometrical Functions 5
1.8 Some Solved Examples 5
Exercise 2 10
1.9 Measurement of the Angles of Different T-ratios 11
1.10 Some Solved Examples 13
Exercise 3 15
Exercise 4 17
1.11 T-ratios of Compound Angles 17
1.12 Some Important Deductions 19
1.13 Some Solved Examples 20
Exercise 5 22
1.14 Transformation Formulae 23
Exercise 6 25
1.15 Multiple Angles 26
1.16 Some Important Deductions 27
Exercise 7 33
1.17 The Maximum and Minimum Values of
f (x) = a cos x + b sin x + c 34
Exercise 8 36
1.18 Sub–Multiple Angles 37
1.19 Some Solved Examples 40
Exercise 9 43
1.20 Conditional Trigonometrical Identities 43
1.21 Some Solved Examples 44
Exercise 10 47
1.22 Trigonometrical Series 47
1.23 Different Types of the Summation of a Trigonometrical Series 48
Exercise 11 48
Exercise 12 49
Exercise 13 50
Problems for JEE Advanced Exam 51
Level I (Problems Based on Fundamentals) 65
Level II (Mixed Problems) 67
Level III (Tougher Problems for JEE Advanced) 69
Integer Type Questions 70
Link Comprehension Type (For JEE Advanced Exam Only) 71
Match Matrix 72
Assertion & Reason 74
(Questions Asked in Past IIT-JEE Exams) 74
Answers 77
Hints and Solutions 79
viii Contents

Integer Type Questions 89

Questions asked in IIT-JEE Exams 91
2. Graphs of Trigonometric Functions 100-118
2.1 Introduction 100
2.2 Characteristics of co-sine Function 109
2.3 Characteristics of Tangent Function 111
2.4 Characteristics of co-tangent Function 112
2.5 Characteristics of co-secant Function 112
2.6 Characteristics of Secant Function: 113
Level I (Questions Based on Fundamentals) 115
Level II (For JEE Main Exam Only) 116
Level III (For JEE Advanced Exam Only ) 117
Answers 118
3. The Trigonometric Equation 119-183

3.2 Solution of a Trigonometric Equation 119

3.3 General solution of Trigonometric Equations 119
3.4 Ranges of Trigonometric Functions 119
3.5 Some Solved Examples 120
Exercise 1 121
3.6 A Trigonometric Equation is of the Form 122
Exercise 2 123
3.7 Principal Value 123
3.8 Method to Find Out the Principal Value 123
Exercise 3 124
3.9 Solutions in Case of Two Equations are Given: 124
Exercise 4 127
3.10 Some Important Remarks to Keep in
Mind While Solving a Trigonometric Equation 128
3.11 Types of Trigonometric Equations 128
Exercise 5 128
Exercise 6 129
Exercise 7 129
Exercise 8 130
Exercise 9 130
Exercise 10 131
Exercise 11 131
Exercise 12 132
Exercise 13 132
Exercise 14 133
Level I (Questions Based on Fundamentals) 140
Level II (Mixed Problesms) 141
Level III (Problems for JEE Advanced Exam) 144
Integer Type Questions 145
Linked Comprehension Type (For JEE Advanced Exams Only) 146
Match Matrix 147
Assertion and Reason 149
Questions Asked in Past IIT-JEE exams 150
Answers 151
Hints and Solutions 156
Level III 170
Integer Type Questions 175
Past IIT-JEE Questions 177
4. Trigonometric In-Equation 184-195
4.1 Trigonometric Inequalities 184
Type - I: An inequation is of the form sin x > k. 184
 Contents ix

Type - II: An in-equation is of the form sin x < k. 185

Type - III: An in-equation is of the form cos x > k. 185
Type - IV: An in-equation is of the form cos x < k. 186
Type - V: An in-equation is of the form tan x > k. 186
Type -VI: An inequation is of the form tan x < k. 187
4.2 Some Solved Examples 187
Comprehensive Link Passage 192
Answers 194
5. Logarithm 196-231
5.1 Introduction 196
5.2 Some Solved Examples 198
5.3 Logarithmic Equation 201
5.4 Logarithmic Inequation 204
Problems for JEE Advanced Exam 207
Comprehensive Link Passages 218
Match Matrix 219
Integer Type Questions 219
Questions Asked in Past IIT-JEE Exams 220
Answers 220
Hints and Solutions 222
Integer Type Questions 226
Questions Asked In Past IIT-JEE Exams 228
6. Inverse Trigonometric Function 232-329
6.1 Introduction to Inverse Function 232
6.2 Some Solved Examples 233
Exercise 1 235
6.3 Inverse Trigonometric Functions 235
6.4 Graphs of Inverse Trigonometric Functions 236
Characteristics of arc sine function 236
Characteristics of arc cosine function: 236
Characteristics of arc tangent function 236
Characteristics of arc co-tangent function: 237
Characteristics of arc co-secant function: 237
Characteristics of arc secant function: 237
Exercise 2 240
6.5 Constant Property 241
Exercise 3 242
6.5 Conversion of Inverse Trigonometric Functions 243
Exercise 4 245
6.6 Composition of Trigonometric functions and its Inverse 245
6.7 Composition of Inverse Trigono Metric Functions and Trigonometric Functions 247
Exercise 5 251
6.9 Sum of Angles 252
Exercise 6 260
6.10 Multiple Angles 261
Exercise 7 263
6.11 More Multiple Angles 263
Exercise 8 265
Problems for JEE Main Exam 266
Questions with Solutions of Past JEE Main Exams 273
Problems for JEE Advanced Exam 275
Level II (Mixed Problems) 289
Level III (Problems for JEE Advanced) 292
Integer Type Questions 294
Comprehensive link passage 295
Match-Matrix 296
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x Contents

Assertion and Reason 297

Questions Asked in Past IIT-JEE Exams 298
Answers 300
Hints and Solution 304
Integer Type Questions 316
Question Asked in Part IIT-JEE Exams 319
Questions with Solutions of Past IIT-JEE Exams from 1981 to 2015 323
7. Properties of Triangles 330-440
7.1 Introduction 330
Exercise 1 333
7.2 Cosine Rule 333
Exercise 2 337
7.3 Projection Formulae 337
Exercise 3 338
7.4 Napier’s Analogy (Law of Tangents) 338
Exercise 4 339
7.5 Half-Angled Formulae 340
Exercise 5 344
7.6 Area of triangle 344
Exercise 6 349
7.6 Radii of Circle Connected with a Triangle 349
Exercise 7 351
7.8 Inscribed Circle and its Radius 352
Exercise 8 355
7.9 Escribed Circle of a Triangle and their Radii 356
Exercise 9 360
7.10 Regular Polygon 361
Exercise 12 365
7.11 Orthocentre and Pedal Triangle of any Triangle 366
7.12 Distance between the Circumcentre and Orthocentre 367
7.13 Distance between the circumcentre and the Incentre 368
7.14 Distance between the Circumcentre and Centroid 368
7.15 Distance between the Incentre and Orthocentre 368
7.16 Excentral Triangle 369
7.17 Quadrilateral 372
Problems for JEE Advanced Exam 375
Level I (Questions Based on Fundamentals) 396
Level II Mixed Problems 398
Level III (For JEE Advanced Exam Only) 401
Integer Type Questions 403
(Questions Asked in IIT-JEE Exams with their Solutions) 404
Comprehensive Link Passage (For JEE Advanced Exam Only) 408
Match Matrix (For JEE Advanced Exam Only) 410
Assertion and Reason 412
Answers 413
Level III (Problems for JEE Advanced) 414
Integer Type Questions 424
Hints & Solutions of Past IIT-JEE Questions 426
8. The Heights and Distances 441-448
8.1 Introduction 441
8.2 Angle of Elevation, Angle of Depression and the Line of Sight 441
8.3 Bearing of a Line 441
8.4 Some Solved Examples 442
Level I (Problems Based on Fundamentals) 446
Level II (Mixed Problems) 447
Level III (Problems for JEE Main) 447
Answers 448
 CHAPTER 1
The Ratios and Identities

1.1 INTRODUCTION cryptology), seismology, meteorology, oceanography, many

physical sciences, land surveying and geodesy, architecture,
Trigonometry (from Greek trigonon ‘triangle’ + metron phonetics, economics, electrical engineering, mechanical
“measure”) is a branch of mathematics that study triangles engineering, civil engineering, computer graphics,
and the relationships between the lengths of their sides and cartography, crystallography and game development.
the angles between those sides.

describe those relationships that have applicability to cyclical

1.3 TRIGONOMETRICAL FUNCTIONS
In mathematics, the trigonometric functions (also called as
third century BC as a branch of geometry used extensively for the circular functions) are functions of an angle. They are
astronomical studies. It is also the foundation of the practical used to relate the angles of a triangle to the lengths of the
art of surveying. sides of a triangle. Trigonometric functions are important
Trigonometry basics are often taught in school either in the study of triangles and modeling periodic phenomena,
as a separate course or as a part of a precalculus course. among many other applications. The most familiar
The trigonometric functions are pervasive in parts of pure trigonometric functions are sine, cosine, and tangent. In
mathematics and applied mathematics such as Fourier the context of the standard unit circle with radius 1, where
analysis and the wave equation, which are in turn essential a triangle is formed by a ray originating at the origin and
to many branches of science and technology. making some angle with the x-axis, the sine of the angle
gives the length of the y-component (rise) of the triangle,
1.2 APPLICATION OF TRIGONOMETRY the cosine gives the length of the x-component (run), and the
tangent function gives the slope (y-component divided by
There are an enormous number of uses of trigonometry the x
and trigonometric functions. For instance, the technique of
triangulation is used in astronomy to measure the distance ratios of two sides of a right triangle containing the angle,
nearby stars, in geography to measure distances between
landmarks, and in satellite navigation systems. The sine and
cosine functions are fundamental to the theory of periodic
functions that describe sound and light waves. equations, allowing their extension to arbitrary positive and
The fields that use trigonometry or trigonometric negative values and even to complex numbers.
functions include astronomy (especially for locating Trigonometric functions have a wide range of uses
apparent positions of celestial objects, in which spherical including computing unknown lengths and angles in
trigonometry is essential) and hence navigation (on the triangles (often right triangles). In this case, trigonometric
oceans, in aircraft, and in space), music theory, acoustics, functions are used, for instance, in navigation, engineering,
and physics. A common use in elementary physics is
theory, statistics, biology, medical imaging (CAT scans and resolving a vector into Cartesian coordinates. The sine and
ultrasound), pharmacy, chemistry, number theory (and hence cosine functions are also commonly used to model periodic
2 Comprehensive Trigonometry with Challenging Problems & Solutions for Jee Main and Advanced

function phenomena, such as sound and light waves, the Here, –AOB = 1 radian = 1e.
position and velocity of harmonic oscillators, sunlight B
intensity and day length, and average temperature variations
throughout the year.
1e
In modern usage, there are six basic trigonometric O A
functions tabulated here with equations that relate them to
one another. Especially, with the last four, these relations are

Notes:
and then derive these relations. (i) When an angle is expressed in radians, the word
radian is omitted.
1.4 MEASUREMENT OF ANGLES (ii) Since 180∞ = p radian = ⎛⎜
22 ⎞
⎟
⎝ 7 × 180 ⎠
1. Angle: The measurement of an angle is the amount of
radian = 0.01746 radian
rotation from the initial side to the terminal side.
¥ 7ˆ˜
2. Sense of an Angle: The sense of an angle is +ve or –ve 180∞ Ê 180
(iii) 1 radian = =Á
according to the initial side that rotates in anti-clock- p Ë 22 ¯
wise or clockwise direction to get the terminal side. = 57∞ 16' 22'
B (iv) The angle between two consecutive
p
digits is 30∞ ÊÁ radiansˆ˜
Ë6 ¯
(v) The hour hand rotates through an angle of 30∞ in
q
1 hour (i.e., ÊÁ ˆ˜ in 1 minute).
A 1
O
+ ve angle Ë 2¯
O - ve angle (vi) The minute hand rotates through an angle of 6∞ in
C 1 minute.
q
(vii) The relation amongst three systems of measurement
of an angle is
D G 2R
D
= =
90∞ 100 p
3. System of measuring angles: (viii) The number of radians in an angle subtended by
There are three systems of measuring angles such as Arc
an arc of a circle at the centre is
(i) Sexagesimal system Radius
s
(ii) Centisimal system i.e., q =
(iii) Circular system r
In sexagesimal system, we have 1.5 SOME SOLVED EXAMPLES
1 right angle = 90∞
Ex-1. If the radius of the earth is 4900 km, what is the
1∞ = 60' length of its circumference?
1' = 60" Soln. Given r = 4900 km
In centasimal system, we have Circumference = 2p r
1 right angle = 100g 22
=2¥ ¥ 4900
g
1 = 100' 7
= 44 ¥ 700
1' = 100"
= 30,800 km
In circular system, the unit of measurement is radian.
Ex-2. The angles of a triangle are in the ratio 3 : 4 : 5.
Radian: One radian is the measure of an angle sub-
Find the smallest angle in degrees and the greatest
tended at the centre of a circle by an arc of length equal
angle in radians.
to the radius of the circle.
Soln. Let the three angles be 3x, 4x and 5x, respectively
Thus, 3x + 4x + 5x = 180∞
 The Ratios and Identities 3

fi 12x = 180∞ Ex-5. The angles of a quadrilateral are in A.P. and the
fi x = 15∞ greatest is double the least. Express the least angles
Therefore, the smallest angle in radians.
Soln. Let the angles of the quadrilateral be
= 3x = 3 ¥ 15∞ = 45∞
a – 3d, a – d, a + d, a + 3d
and the greatest angle
It is given that, a + 3d = 2(a – 3d)
= 5x = 5 ¥ 15∞ = 75∞
fi a + 3d = 2a – 6d
p ˆ
= ÊÁ 75 ¥ ˜ radians fi a = 9d
Ë 180 ¯
Also, a + 3d + a – d + a + d + a + 3d = 360
5p
= ÊÁ ˆ˜ radians fi 4a = 360
Ë 12 ¯
fi a = 90
Ex-3. The angles of a triangle are in AP and the number
and d = 10
of degrees in the least is to the number of radians in
the greatest as 60 to p Hence, the smallest angle = 90∞ – 30∞
Soln. Let the three angles be a + d, a, a – d = 60∞
c
Thus, a + d + a + a – d = 180∞ Êpˆ
fi 3a = 180∞ = ÁË ˜¯ .
3
180∞ Ex-6. Find the angle between the hour hand and the
fi a= = 60∞
3 minute hand in circular measure at half past 4.
It is given that, 1
p 60 Soln. Clearly, at half past 4, hour hand will be at 4
(a – d)∞ : (a + d) ¥ = and minute hand will be at 6. 2
180 p
( a − d ) 180 60 In 1 hour angle made by the hour hand will be 30∞
fi × 1
(a + d ) π = p In 4 hours angle made by the hour hand
2
(a - d ) 1 9
fi = = ¥ 30∞ = 135∞
(a + d ) 3 2
fi a + d = 3a – 3d In 1 minute angle made by the minute hand = 6∞
fi 4d = 2a In 30∞ minutes, angle made by the minute
a hand = 6 ¥ 30∞ = 180∞
fi d= = 30∞ Thus, the angle between the hour hand and the
2
Hence, the three angles are 90∞, 60∞, and 30∞. minute hand = 180∞ - 135∞
Ex-4. The number of sides in two regular polygons are = 45∞.
5 : 4 and the difference between their angles is 9. Ex-7. Find the length of an arc of a circle of radius 10 cm
Find the number of sides of the polygon. subtending an angle of 30∞ at the centre.
Soln. Let the number of sides of the given polygons be 5x Soln. Angle subtended at the centre
p ˆ p
and 4x, respectively. = 30∞ = ÊÁ 30 ¥ ˜=
It is given that, Ë 180 ¯ 6
Ê 2 ¥ 5 x - 4 - 2 ¥ 4 x - 4 ˆ ¥ 90 = 9 p 5p
ÁË ˜¯ Hence, l = 10 ¥ = .
5x 4x 6 3

fi Ê 10 x - 4 - 2 x - 1ˆ = 1 Ex-8. The minute hand of a watch is 35 cm long. How far

ÁË ˜
5x x ¯ 10 does its tip move in 18 minutes?
Soln. The angle traced by a minute hand in 60 minutes
fi Ê 10 x - 4 - 10 x + 5 ˆ = 1 = 360∞ = 2p radians
ÁË ˜¯
5x 10 Thus, the angle traced by minute hand in 18 minutes
fi Ê 1ˆ = 1 18 3p
ÁË ˜¯ = 2p ¥ = radians
x 2 60 5
fi x=2 Hence, the distance moved by the tip in 18 minutes
Hence, the number of sides of the polygons will be 3p 22
10 and 8, respectively. = l = 35 ¥ = 21 ¥ = 66 cm
5 7
4 Comprehensive Trigonometry with Challenging Problems & Solutions for Jee Main and Advanced

Ex-9. At what distance does a man, whose height is 2 m 4 ¥ 640 ¥ p

subtend an angle of 10'? fi x=
9
Soln. Let AB be the height of the man and the required
distance be x, where BC = x 4 ¥ 640 ¥ 22
fi x=
A 9¥7
fi x = 894
Hence, the radius of the moon be 894 km.

10¢
EXERCISE 1
B x C 1. Find the length of an arc of a circle of radius 5 cm.
subtending a central angle of measuring 15∞.
2 180 10 2. In a circle of diameter 40 cm. the length of a chord is
Therefore, ¥ =
x p 60 20 cm. Find the length of minor arc corresponding to
2 180 the chord.
fi x= ¥ ¥ 60
10 p 3. If the arcs of same length in the circles subtends angles
of 60∞ and 75∞ at their centres. Find the ratio of their
12 ¥ 180
fi x= radii.
p 4. A horse is tied to a post by a rope. If the horse moves
12 ¥ 180 12 ¥ 180 ¥ 7 along a circular path always keeping the rope tight and
fi x= = discribes 88 meters when it has traced out 72∞ at the
22 22
7
5. The Moon’s distance from the Earth is 36,000 kms.
42 ¥ 180 and its diameter subtends an angle of 31∞ at the eye
fi x= = 687.3
11 1 of the observer. Find the diameter of the Moon.
Ex-10. Find the distance at which a globe 5 cm in 6. The difference between the acute angles of a right
2
diameter, will subtend an angle of 6'. 2p
Soln. Let the required distance be x cm angled triangle is radians. Express the angles in
degrees. 3
According to the question,
7. The angles of a quadrilateral are in A.P. and the greatest
11 180 angle is 120∞. Find the angles in radians.
6' = ¥
2¥ x p 8. The angles of a triangle are in A.P. such that the greatest
6 11 180 is 5 times the least. Find the angles in radians.
fi = ¥
60 2¥ x p 9. A wheel makes 180 revolutions per minute through
how many radians does it turn in 1 second?
11 180 60
fi x= ¥ ¥ 10. Find the distance from the eye at which a coin of 2 cm.
2 p 6 diameter should be held so as to conceal the full moon
11 180 ¥ 7 whose angular diameter is 31'.
fi x= ¥ ¥ 10
2 22 11. The interrior angles of a triangle are in A.P. The small-
fi x = 45 ¥ 7 ¥ 10 = 3150 est angle is 120∞ and the common difference is 5∞. Find
Hence, the required distance will be 3150 cms. the number of sides of the polygon.
Ex-11. The radius of the earth being taken as 6400 km and 12. A wheel makes 30 revolutions per minute. Find the
the distance of the moon from the earth being 60 circular measure of the angle described by a spoke in
1/2 second.
moon which subtends an angle of 16' at the earth. 13. A man running along a circular track at the rate of 10 miles
Soln. Let the radius of the moon be x km per hour travels in 36 seconds, an arc which subtends 56∞
16 2x 180 at the centre. Find the diameter of the circle.
It is given that, = ¥ 1
60 60 ¥ 6400 p 14. At what distance does a man 5 ft in height, subtends
an angle of 15"? 2
16 ¥ 6400 ¥ p
fi x= 15. Find the angle between the hour hand and minute hand
180 ¥ 2 in circular measure at 4 O’ clock.
 The Ratios and Identities 5

1.6 TRIGONOMETRICAL RATIOS (iii) cosec2 n +1q , sec2 n +1 q ≥ 1

1.6.1 Definitions of Trigonometric Ratios cosec2 n +1q , sec2 n +1 q £ -1

where n ŒW
C Step VI Ranges of even power t-ratios.
(i) 0 £ sin 2 n q , cos 2 n q £ 1
p
h (ii) 0 £ tan 2 n q , cot 2 n q < •
(iii) 1 £ cosec2 nq , sec2 n q < •
q
B
where n ΠN
A b

1. Sin q =
p
2. cosec q =
h 1.7 LIMITS OF THE VALUES OF
h p TRIGONOMETRICAL FUNCTIONS
b h
3. cos q = 4. sec q = -1 £ sinq £ 1
h b 1.
p b 2. -1 £ cosq £ 1
5. tan q = 6. cot q = -• < tanq < •
b p 3.
1.6.2 Signs of Trigonometrical Ratios 4. -• < cotq < •
5. cosecq ≥ 1 and cosecq £ -1
The signs of the trigonometrical ratios in different quadrants
are remembered by the following chart. 6. sec q ≥ 1 and sec q £ -1

sin and cosec are All t-ratios are 1.8 SOME SOLVED EXAMPLES
+ve and rest are +ve
-ve Ex-1. If sec q + tan q = 3, where q
q.
tan and cot are cos and sec are Soln. Given sec q + tan q = 3 (i)
+ve and rest are +ve and rest are
-ve -ve 1 1
fi (sec q - tan q ) = = (ii)
(sec q + tan q ) 3
Adding (i) and (ii), we get,
It is also known as all, sin, tan, cos formula.
1.6.3 Relation between the Trigonometrical 1 10
2 secq = 3 + =
Ratios of an Angle 3 3
5
Step I (i) sin q . cosec q = 1 fi secq =
(ii) cos q . sec q = 1 3
(iii) tan q . cot q = 1 fi cosq =
5
sin q 3
Step II (i) tan q =
cos q Ex-2. If cosecq - cot q =
1
cos q 5
(ii) cot q = value of sin q.
sin q 1
Soln. Given cosecq - cot q = (i)
Step III (i) sin q . cosec q = 1 5
(ii) cos q . sec q = 1 1
fi cosec q - cot q = =5 (ii)
(iii) tan q . cot q = 1 cosec q + cot q
Step IV (i) sin2 q + cos2 q = 1 Adding (i) and (ii), we get,
(ii) sec2 q = 1 + tan2 q
1 26
(iii) cosec2 q = 1 + cot2 q 2 cosec q = 5 + =
Step V Ranges of odd power t-ratios. 5 5
13
(i) -1 £ sin 2 n +1 q , cos 2 n +1 q £ 1 fi cosec q =
5
(ii) -• < tan 2 n +1 q , cot 2 n +1 q < • 5
fi sin q =
13
6 Comprehensive Trigonometry with Challenging Problems & Solutions for Jee Main and Advanced

Ex-3. If a = c cos q + d sin q and b = c sin q - d cos q such

that a m + b n = c p + d q , where m, n, p, q ΠN
(
= r 2 cos 2 q cos 2 j + sin 2 j + r 2 sin 2 q ) ( )
m + n + p + q + 42. = r 2 cos 2 q + r 2 sin 2 q
Soln. Given a = c cos q + d sin q (i)
and b = c sin q - d cos q (ii)
2
(
= r cos q + sin q = r
2 2 2
)
Squaring and adding (i) and (ii), we get,
fi x2 + y 2 + z 2 = r 2
a + b = (c cos q + d sin q )
2 2 2

fi m = 2, n = 2, p = 2
+ (c sin q - d cos q )2
Thus, the value of ( m + n + p - 4)(m + n + p + 4)
fi 2 2
(
a + b = c cos q + d sin q
2 2 2 2
)
2 2
(
+ c sin q + d cos q
2 2
) = 210 = 1024
2 sin a
fi a 2 + b 2 = c2 + d2 Ex-6. If x =
1 + cos a + 3 sin a
fi m = 2, n = 2, p = 2, q = 2 sin a - 3 cos a + 3
value of
Hence, the value of m + n + p + q + 42 = 50 . 2 - 2 cos a
Ex-4. If 3 sin q + 4 cos q = 5 2 sin a
value of 3 cos q - 4 sin q . Soln. Given x =
1 + cos a + 3 sin a
Soln. Let x = 3 cos q - 4 sin q (i)
sin a - 3 cos a + 3
and 5 = 3 sin q - 4 cos q (ii) We have,
2 - 2 cos a
Squaring and adding (i) and (ii), we get
sin a + 3 (1 - cos a )
x2 + 52 = (3 cos q + 4 sin q )2 =
2 (1 - cos a )
+ (3 sin q - 4 cos q )2
sin a 3
+
(
fi x2 + 52 = 9 cos 2 q + 16 sin 2 q + 24 sin q cos q ) =
2 (1 - cos a ) 2
(
+ 9 sin q + 16 cos q - 24 sin q cos q
2 2
) =
sin a (1 + cos a )
+
3

( ) (
= 9 cos q + 16 sin q + 9 sin q + 16 cos q
2 2 2 2
) (
2 1 - cos a 2
) 2

sin a (1 + cos a ) 3
= 9 (cos q + sin q ) + 16 (cos q + sin q ) +
2 2 2 2
=
2 sin 2 a 2
fi x2 + 25 = 25
(1 + cos a ) 3
= +
fi x2 = 0 2 sin a 2
fi x=0 (1 + cos a + 3 sin a )
=
fi 3 cos q – 4 sin q = 0. 2 sin a
Ex-5. If x = r cos q sin j, y = r cos q cos j and z = r sinq 1
such that x m + y n + z p = r 2 , where m, n, p ΠN , = .
x
( m + n + p - 4 )m + n + p + 4 . Ex-7. If P = sec6 q - tan 6 q - 3 sec 2 q tan 2 q,
Soln. We have, x + y + z
2 2 2
Q = cosec6q - cot 6 q - 3 cosec 2q cot 2 q and
= ( r cos q cos j )2 + ( r cos q sin j )2 R = sin 6 q + cos6 q + 3 sin 2 q cos 2 q
the value of ( P + Q + R )( P +Q + R )
fi x2 + y 2 + z 2
Soln. We have, P = sec6 q - tan 6 q - 3 sec 2 q tan 2 q
(2 2 2 2 2
) (
= r cos q cos j + r cos q sin j
2
) (
= sec q - tan q
2 2
)
3
=1
+ r 2 sin 2 q ( )
Q = cosec6q - cot 6 q - 3 cosec 2q cot 2 q
fi x +y +z
2 2 2
 The Ratios and Identities 7

( ) Ê t 2 - 1ˆ 1
3
= cosec q - cot q =1
2 2
fi t +Á =
Ë 2 ˜¯ 4
and R = sin 6 q + cos6 q + 3 sin 2 q cos 2 q 1
fi t 2 + 2t - 1 =
( )
3
= sin q + cos q =1
2 2 2
fi 2t2 + 4t - 3 = 0
Hence, the value of ( P + Q + R )( P +Q + R )
= 33 = 27. -4 ± 16 + 24
fi t=
4
p
Ex-8. If 3 sin x + 4 cos x = 5, for all x in ÊÁ 0, ˆ˜ -4 ± 2 10
Ë 2¯ = = -1 ±
1
10
the value of 2 sin x + cos x + 4 tan x 4 2
1
Soln. We have 3 sin x + 4 cos x = 5 fi t = -1 + 10
2
Let y = 3 cos x – 4 sin x
1
Now, y2 + 52 = (3 cos x – 4 sin x)2 fi sin q + cos q = -1 + 10
2
+ (3 sin x + 4 cos x)2
Now, (1 - sin q ) (1 - cos q )
fi y2 + 25 = 9 cos2 x + 16 sin2 x – 24 sin x cos x
= 1 - sin q - cos q + sin q cos q
+ 9 sin2 x + 16 cos2 x + 24 sin x cos x
= 1 - (sin q + cos q ) + sin q cos q
fi y2 + 25 = 25 (cos2 x + sin2 x) = 25
Ê 10 ˆ 1 Ê 10
fi y2 = 0 = 1 - Á -1 + ˜ + Á - 10 ˆ˜
Ë 2 ¯ 2Ë 4 ¯
fi y=0
Ê 5ˆ
fi 3 cos x – 4 sin x = 0 = ÁË 2 + ˜¯ - 10
4
fi 3 cos x = 4 sin x
Ê 13 ˆ
fi tan x = 3/4 = ÁË - 10 ˜¯ .
4
Hence, the value of 2 sin x + cos x + 4 tan x
Ex-11. Find the minimum value of the expression
= 2 ÊÁ ˆ˜ + ÊÁ ˆ˜ + 4 ÊÁ ˆ˜ = 2 + 3 = 5.
3 4 3 9 x 2 sin 2 x + 4
Ë 5¯ Ë 5 ¯ Ë 4¯ f ( x) = , for all x in (0, p ) .
x sin x
Ex-9. If sin A + sin B + sin C
of cos A + cos B + cos C + 10. 9 x 2 sin 2 x + 4 4
Soln. Given f ( x ) = = 9 x sin x +
Soln. Given sin A + sin B + sin C = – 3 x sin x x sin x
fi sin A = -1, sin B = -1, sin C = -1 Applying, A.M ≥ G.M, we get,
p p p Ê 9 x sin x + 4 ˆ
fi A= - ,B=- ,C=- Á x sin x ˜ 4
2 2 2
Á ˜ ≥ 9 x sin x ¥
Hence, the value of cos A + cos B + cos C + 10 Á 2 ˜ x sin x
Ë ¯
= 0 + 0 + 0 + 10 = 10.
5 Ê 9 x sin x + 4 ˆ
Ex-10. If (1 + sin q ) (1 + cos q ) = Á x sin x ˜
4 fiÁ ˜ ≥6
(1 - sin q ) (1 - cos q ) . Á 2 ˜
5 Ë ¯
Soln. We have (1 + sin q ) (1 + cos q ) =
4 Ê 4 ˆ
fi Á 9 x sin x + ≥ 12
5 Ë x sin x ˜¯
fi 1 + sin q + cos q + sin q cos q =
4 Hence, the minimum value of f (x) is 12.
Ê t 2 - 1ˆ 5 Ex-12. If cos q + sin q = 2 cos q , than prove that
fi 1+ t + Á = (sin q + cos q = t , say )
Ë 2 ˜¯ 4 cos q - sin q = 2 sin q
8 Comprehensive Trigonometry with Challenging Problems & Solutions for Jee Main and Advanced

Soln. We have, cos q + sin q = 2 cos q 2 sin q

Ex-15. If x = , then prove that
1 + cos q + sin q
fi sin q = ( )
2 - 1 cos q
1 - cos q + sin q
sin q = x.
fi cos q = 1 + sin q
( 2 -1) 2 sin q
Soln. Given x =
fi cos q = ( 2 + 1) sin q 1 + cos q + sin q
2 sin q
fi cos q - sin q = 2 sin q =
(1 + sin q ) + cos q
Ex-13. If tan 2 q = 1 - e2 then prove that 2 sin q ((1 + sin q ) - cos q )
( ) =
3/ 2
sec q + tan 3 q .cosec q = 2 - e2 ((1 + sin q ) + cos q ) ((1 + sin q ) - cos q )
Soln. We have, tan 2 q = 1 - e2 2 sin q ((1 + sin q ) - cos q )
=
fi 1 + tan 2 q = 1 + 1 - e2 = 2 - e2 ((1 + sin q ) 2
- cos 2 q )
2 sin q ((1 + sin q ) - cos q )
fi sec2 q = 2 - e2 =
(1 + sin 2 q + 2 sin q - cos2 q )
fi secq = 2 - e2 2 sin q ((1 + sin q ) - cos q )
=
Now, sec q + tan 3 q . cosec q
(sin 2 q + 2 sin q + (1 - cos2 q ))
2 sin q ((1 + sin q ) - cos q )
sin 3 q 1 =
= sec q + . (2 sin q + 2 sin 2 q )
cos3 q sin q
2 sin q ((1 + sin q ) - cos q )
sin 2 q =
= sec q + 2 sin q (1 + sin q )
cos3 q
((1 + sin q ) - cos q )
sin 2 q 1 =
= sec q + . (1 + sin q )
cos 2 q cos q
(1 - cos q + sin q )
= sec q + tan 2 q . sec q =
(1 + sin q )
(
= sec q 1 + tan q
2
) Ex-16. If
sin 4 a
+
cos 4 a
=
1
, then prove that
a b a+b
= sec q
3

sin 8 a cos8 a 1
( )
3/ 2
= 2-e
2
+ =
a3 b3 ( a + b )3
Ex-14. If sin q + sin 2 q + sin 3 q = 1, then prove that,
sin 4 a cos 4 a 1
cos6 q - 4 cos 4 q + 8 cos 2 q = 4 . Soln. We have, + =
a b a+b
Soln. Given sin q + sin 2 q + sin 3 q = 1
a + bˆ a + bˆ
fi ÊÁ sin 4 a + ÊÁ cos 4 a = 1
fi (sin q + sin3 q ) = 1 - sin 2 q = cos2 q Ë a ˜¯ Ë b ˜¯

(sin q + sin3 q ) = (cos2 q ) b a

2 2
fi fi ÊÁ1 + ˆ˜ sin 4 a + ÊÁ1 + ˆ˜ cos 4 a = 1
Ë a¯ Ë b¯
(sin q + sin3 q ) = (cos2 q )
2 2
fi b a
fi ÊÁ sin 4 a + cos 4 a ˆ˜ + sin 4 a + cos 4 a = 1
( )
(1 - cos2 q ) (2 - cos2 q ) = cos4 q Ëa b ¯
2
fi
b a
fi (1 - cos2 q ) (4 - 4 cos2 q + cos4 q ) = cos4 q fi ÊÁ sin 4 a + cos 4 a ˆ˜ + 1 - 2 sin 2 a .cos 2 a = 1
Ëa b ¯ ( )
fi 4 - 4 cos 2 q + cos 4 q - 4 cos 2 q + 4 cos 4 q b a
fi ÊÁ sin 4 a + cos 4 a - 2 sin 2 a .cos 2 a ˆ˜ = 0
fi - cos6 q = cos 4 q Ëa b ¯
fi cos6 q - 4 cos 4 q + 8 cos 2 q = 4
 The Ratios and Identities 9

2 2 + 6(1 + 2 sin x cos x)

Ê b ˆ Ê a ˆ
fi Á sin 2 a ˜ + Á cos 2 a ˜ + 4(sin2 x + cos2 x)2
Ë a ¯ Ë b ¯
– 12 sin2 x cos2 x.
b a = 3 – 6 sin2 x cos2 x – 12 sin x cos x
-2 sin 2 a . cos 2 a = 0
a b + 18 sin2 x cos2 x + 6 + 12 sin x cos x
2
Ê b a ˆ + 4 – 12 sin2 x cos2 x
fi Á sin 2 a - cos 2 a ˜ = 0
Ë a b ¯ =3+6+4
Ê b a ˆ =13.
fi Á sin 2 a - cos 2 a ˜ = 0
Ë a b ¯ Ex-18. If sin x + sin2 x
cos8 x + 2 cos6 x + cos4 x.
b a
fi sin 2 a = cos 2 a Soln. We have, sin x + sin2 x = 1
a b
fi sin x = 1 – sin2 x = cos2 x
sin 2 a cos 2 a 1
fi = = Now, cos8 x + 2 cos6 x + cos4 x
a b a+b
= (cos4 x)2 + 2 . cos4 x . cos2 x + (cos2 x)2
a b
fi sin 2 a = , cos 2 a = = (cos4 x + cos2 x)2
a+b a+b
= (sin2 x + sin x)2
sin a cos a
8 8
Now, + = (1)2 = 1.
a3 b3 2
q 2
q
Ex-19. If 0 £ ¸ £ 180∞ and 81sin + 81cos = 30
( ) +( )
4 4
sin a
2
cos a2
the value of q.
=
a3 b3
2
q 2
q
Soln. We have, 81sin + 81cos = 30
4 4 2
q 2
q
Ê a ˆ Ê b ˆ fi 81sin + 811-sin = 30
Ë a + b¯ Ë a + b¯ 81
= + fi 81sin
2
q
+ = 30
a3 b3 2
q
81sin
a4 b4 81
= + fi a+ = 30, a = 81sin q
2

a 3 ( a + b )4 b 3 ( a + b )4 a
a b fi a 2 - 30 a + 81 = 0
= +
(a + b) 4
(a + b) 4
fi (a - 27 ) (a - 3) = 0
a+b
= fi a = 3, 27
( a + b )4
When a = 3
1 2
q
= fi 81sin =3
(a + b) 3
4sin 2 q
fi 3 =3
Ex-17. Prove that 3 (sin x - cos x )4 + 6 (sin x + cos x )2
fi 4 sin q = 1
2
(
+ 4 sin 6 x + cos6 x = 13 . )
1 2
Soln. We have, 3 (sin x – cos x)4 + 6 (sin x + cos x)2 + 4 fi sin 2 q = ÊÁ ˆ˜
Ë 2¯
(sin 6x + cos 6x)
p
= 3 (sin4 x – 4 sin3 x cos x + 6 sin2 x cos2 x fi sin 2 q = sin 2 ÊÁ ˆ˜
Ë 6¯
– 4 sin x cos3 x + cos4 x)
p
+ 6(sin2 x + cos2 x + 2 sin x cos x) fi q = ÊÁ np ± ˆ˜
+ 4{(sin2 x)3 + (cos2 x)3}
Ë 6¯
= 3(sin4 x + cos4 x – 4 sin x cos x p 5p
fi q= ,
(sin2 x + cos2 x) + 6 sin2 x cos2 x) 6 6
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Exploring the Variety of Random
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destiny. We get just what we want. To be sure, all of us wish for a
lot of things; we would like very much to have them, but we don’t
really want them, or we would straightway set to work and try very
hard by every means in our power to get them. Many of us wish for
a position worth anywhere from ten thousand dollars to one hundred
thousand dollars a year, but we want to get it without much effort,
and to hold it with still less effort. What we really want is success
without effort, an easy job at the highest market price, like the cook
pictured in a recent cartoon, applying for a place. Her first question
is: “And what’s the wages, mum?” “Oh, I always pay whatever a
person’s worth,” answers the employer. “No, thank ye, mum. I never
works for as little as that,” replies the disgusted would-be employee.
Let us remember that there is no easiest way to success in any
business or profession. We are here to develop ourselves to the
highest point of our ability; to be the broadest, ablest, most helpful
men and women we can be, and this is only possible through the
assiduous cultivation of our highest faculties. We can only grow and
progress through self-development. No patent method has yet been
discovered by which a man or woman can be developed from the
outside.
Abraham Lincoln tells us, “The way for a young man to rise, is to
improve himself every way he can, never suspecting that any one
wishes to hinder him.”
Hudson Maxim, the famous inventor, has formulated ten success
rules, the essence of which are, study and work. He makes two vital
assertions: 1. “Never look for something for nothing; make up your
mind to earn everything, and remember that opportunity is the only
thing that any one can donate you without demoralizing you and
doing you an injury.” 2. “Man must eliminate from his mind any
belief that the world owes him a living.”
Now, some people differ with Mr. Maxim on this last point. They
believe the world does owe each one of us a living. If they are right,
it is pleasant to think that the world is very ready to pay this debt,
when we come around to collect it in the right way. If we can do any
one thing superbly, no matter how humble it may be, we shall find
ourselves in demand. The world will most willingly pay its
indebtedness to us.
Men and women who have won distinction in every business and
profession are unanimous in their agreement as to two cardinal
points in the achievement of success—Work and Grit.
The Honorable Thomas Pryor Gore, the blind Senator of
Oklahoma, who raised himself from a poor, blind boy to be an
influential member of the United States Senate, has this to say on
the secret of pushing to the front: “A fixed and unalterable purpose,
pursued under all circumstances, in season and out of season, with
no shadow of turning, is the best motive power a man can have. I
have sat in physical darkness for twenty-seven years, and if I have
learned anything it is that the dynamics of the human will can
overcome any difficulty.”
Here, indeed, is encouragement for every youth in this land of
opportunity. Think of a poor, blind boy, unaided, achieving such
distinction as Mr. Gore has won! Think of a blind Milton writing the
greatest epic in the world’s literature! Think of a Beethoven, stone
deaf, overcoming the greatest handicap a composer could have, and
raising himself to the distinction of being one of the greatest
composers the world has known! One of this wonderful man’s
sayings is well worth keeping in mind by every young man struggling
with difficulties: “I will grapple with fate; it shall never drag me
down.”
It is well also to remember this truth: “Usually the work that is
required to develop talent is ten times that necessary for ordinary
commonplace success.” Men naturally brainy, or with some great
gift, have to work most assiduously to achieve big results. Without
untiring perseverance, industry, grit, the courage to get up and press
on after repeated failures, the historic achievers of the world would
never have won out in their undertakings.
 Columbus said that it was holding on three days more that
discovered the New World; that is, it was holding on three days after
even the stoutest hearts would have turned back that brought him in
sight of land.
Tenacity of purpose is characteristic of all men who have
accomplished great things. They may lack other desirable traits, may
have all sorts of peculiarities, weaknesses, but the quality of
persistence, clear grit, is never absent from the man who does
things. Drudgery cannot disgust him, labor cannot weary him,
hardships cannot discourage him. He will persist no matter what
comes or goes, because persistence is part of his nature.
More young men have achieved success in life with grit as capital,
than with money capital to start with. The whole history of
achievement shows that grit has overcome the direst poverty; it has
been more than a match for lifelong invalidism.
After all, what do all the other accomplishments and personal
decorations amount to if a man lacks the driving wheel, grit, which
moves the human machine. A man has got to have this projectile
force or he will never get very far in the world. Grit is a quality which
stays by a man when every other quality retreats and gives up.
For the gritless every defeat is a Waterloo, but there is no
Waterloo for the man who has clear grit, for the man who persists,
who never knows when he is beaten. Those who are bound to win
never think of defeat as final. They get up after each failure with
new resolution, more determination than ever to go on until they
win.
Have you ever seen a man who had no give-up in him, who could
never let go his grip whatever happened, who, every time he failed,
would come up with greater determination than ever to push ahead?
Have you ever seen a man who did not know the meaning of the
word failure, who, like Grant, never knew when he was beaten, who
cut the words “can’t,” and “impossible,” from his vocabulary, the man
whom no obstacles could down, no difficulty phase, who was not
disheartened by any misfortune, any calamity? If you have, you have
seen a real man, a conqueror, a king among men.
As we look around at other men, enjoying the good things of life,
basking in the sunshine of success, let us remember that they didn’t
get their place in the sun by wishing and longing for it. They didn’t
get to Easy Street by the road of Inertia. When you are tempted to
envy those people, and long to have a “pull” or some one to give
you a “boost,” just call to mind this jingle:
“You must jump in, and fight and work, nor care for one defeat;
For if you take things easy, you won’t reach Easy Street.
Don’t waste time in envy, and never say you’re ‘beat,’
For if you take things easy, you won’t reach Easy Street.”

There is no royal road to anything that is worth having. Only work

and grit will do the trick. As J. Pierpont Morgan says, “Hard, honest,
intelligent work will land any young man at the top.”
The great business world is always on the hunt for the man who
can do things a little better than they have been done before, the
man who can deliver the goods, the man who can manage a little
better, the man who is a little shrewder, a little more scientific, a little
more accurate, a little more thorough; it is always after the man who
can bring a little better brain, a little better training to his job.
With our constantly widening national interests, our enormously
expanding trade, the demand for A1 salesmen is ever on the
increase. The young man who is not satisfied with the ordinary
required equipments for salesmanship, but who will add to this a
thorough knowledge of modern languages, especially those most
used in commercial intercourse—German, French and Spanish—will
not have very great difficulty in finding his place in the sun.
The making—or the marring—of your life is in your own hands.
“The gods sell anything and to everybody at a fair price.” Success is
on sale in the world market place. All who are willing to pay the
price can buy it. In the final analysis, success in salesmanship, as in
everything else, is simply a matter of “paying the price.”
 CHAPTER XXIX
KEEPING FIT AND SALESMANSHIP

To keep fit is to maintain perfect health; and perfect health

depends upon a perfect balance of mind and body, unimpaired
physical vigor and absolute inner harmony, a mental poise which
nothing can disturb.

There is a vast amount of ability lost to the world through poor

health, through not keeping in condition to give out the best that
is infolded in us.

“I want you,” said Philip D. Armour to one of his employees, “to

grow into a man so strong and big that you will force me to see that
you are out of place among the little fellows.”
If you want to be a salesman “so strong and big” that you will be
“out of place among the little fellows,” you must be as physically fit
as was John L. Sullivan in his prime. At that time the mere sight of
Sullivan entering the ring struck such terror into the heart of his
opponent that the fight was half won before a blow was struck. It
seemed to the small man like a desperate venture to tackle a giant
with such a superb physical presence. The famous pugilist’s
appearance had as much to do with his success as had his
knowledge of the technique of the ring.
If you want to win out (and who does not?) you must enter the
ring—the arena of life—with all the power you can muster, in superb
health, at the top of your condition, capable of putting up your
biggest fight. You can do this and come out with your flag flying if
you are good to yourself, if you keep fit. But if you allow all sorts of
leaks of power to drain away your energy, your brain force, your will
power, you will be in no condition to make the fight of your life.
 You should be as well prepared physically for the contest as the
prize fighter who is determined to keep his record. Or, like the Greek
god Hercules, you should be able to win largely by the force of your
reserve power. It was said that Hercules made such an impression of
great reserve force on his antagonist that he never had to put forth
much strength in wrestling. He won as much by the impression of
confident power which he radiated, as by the degree of strength he
exerted.
In other words, if you do not back up your general ability and
special training with robust health you will be forever at a
disadvantage in the game of life. You must keep yourself fit for your
job, always in a condition to do your best or you will be handicapped
in the game.
It is the law of life that the “weakest shall go to the wall.” Frailness
of body is an inevitable handicap in life. Physical weakness largely
discounts the possibilities of achievement. The slow but striving
tortoise may beat out the hare in the race. The steadfast, plodding
student may take the prizes of life which his more brilliant
competitor never attained. But the tortoise, though slow, is sound of
body. Cripple him and all his plodding will avail him little.
True, there have been weak men who have done wonders in life in
spite of frailness and physical infirmity. But they are only the
exceptions that prove the rule. Alexander Pope, “the gallant cripple
of Twickenham,” sewed up in canvas; St. Paul, short in stature, of
inferior presence and almost blind, are types of the men whose
great souls overcame their bodily weakness. Cæsar, Pascal, Nelson,
were other types of the indomitable spirit which can not be limited
by sickness or infirmity. But, in the main, the man who “makes
good” has good health.
As a salesman you carry all your capital with you. You are in
business, but you carry everything connected with it, your factory,
your sales department with you. Your machinery assets are mental,
and if you don’t do your best to keep them in fine condition you will
show about as much sense as a farmer who would leave all his
valuable farm machinery out-doors in all sorts of weather, to be
ruined by wind and dew, rain and snow. Your skill, your expertness,
your facility of expression, your tact, your discretion, your power of
discrimination, your knowledge of human nature, your courage, your
initiative, your resourcefulness, your cheerfulness, your magnetism,
in fact, every one of your mental faculties is a part of your business
capital, is an asset, and its condition depends entirely on the care
you take of the engine which furnishes the motor power for all your
mental machinery. That engine is your body.
The physical soil is the soil in which your faculties are nourished. If
this soil is impoverished, if your vitality is low, if you are sapping
your energies by vicious, ignorant, or foolish habits, your faculties
will not thrive.
Some time ago an ambitious young fellow came to me and asked
me to tell him how to increase his ability and his power to achieve
things. He was pale and emaciated, with something like signs of
dissipation in his face. The young man seemed very anxious to get
along in the world but, evidently, he had taken the wrong path. A
few questions brought out the fact that although not dissipating in
the ordinary sense, the course he was pursuing was almost as
disastrous to his health. He was sitting up till one or two o’clock at
night, studying, while working very hard in the day-time, and to
brace up his depleted strength he was not only drinking coffee and
tea to excess, but he was also taking whiskey, and even drugs. He
did not seem to know that this artificial stimulus to his brain was like
a whip to a tired horse, and that it was only a question of time until
he would be a physical and mental wreck.
It is amazing how ignorant many otherwise intelligent people are
when it comes to a question of body and health building. Young
people often ask me to tell them how they can increase their ability,
and in nine cases out of ten I find that, like the young man above,
they are doing some fool things that defeat the very object they
have in view.
 Now, the surest way to increase your ability, to multiply and
strengthen your faculties, is to lay a good foundation of health, and
to guard it as you would your most precious possession—for that is
really what it is. Vigorous, abounding health will emphasize,
reinforce and multiply the forcefulness of all the faculties, and the
sum of these faculties constitutes your ability, the force that
achieves, that creates.
It will make a tremendous difference to you what sort of a man
you take to your prospect. I say “you take,” because you are the
master of the salesman. There is something bigger back of the
salesman, than the salesman himself. You are the salesman’s
manager, his trainer, his educator. There is a master in you, who, to
a very large extent, dictates the sort of a man “you take” to your
prospect, because he will be the sort of a man you make him. To be
a whole man, mentally, physically, and spiritually is your business. To
be deficient on any of these planes is to be only two parts a man. To
be one hundred per cent. a man—that is your problem.
The human machine is very complicated, and even a little thing
may seriously impair its harmony and efficiency. A bad fitting shoe
may cut down your effectiveness temporarily, or as long as you wear
it, twenty-five per cent. A speck of dirt in the eye would cripple a
Napoleon, as a hair in the works would seriously injure the best
timepiece in the world. A hasty, bolted lunch, of poor, adulterated
food, may impair your digestion, cut down your brain power and
make you ineffective when it is of the utmost importance that you be
effective.
Efficiency lies in the symmetry and perfect functioning of all of
your organs. If they are not trying to help you make a sale; if you
have treated them badly and they are protesting, they will beat you.
You may think that, no matter how you feel, you can put a deal over
by sheer will power, but remember that your will power is dependent
upon the harmonious action of all your bodily functions. It will
weaken just as soon as any one of these is impaired. If not one, but
several of them—your digestive organs, your liver, your heart, your
kidneys, your brain, are fighting against you, trying to defeat your
purpose, you will not win out no matter how hard a fight you put up.
Many a superb salesman has finally lost out by making an enemy of
all the organs which make for health and success.
Do you realize what goes into every sale you make? Did it ever
occur to you that your brains, your education, your training, your
experience, your skill, your ingenuity, your resourcefulness, your
originality, your personality—about all your life capital is flung into
every selling transaction?
The result of every canvass you make will depend very largely
upon how much of yourself you fling into it, and how intensely, how
enthusiastically, cheerfully, and tactfully you fling yourself in. You
cannot bring the whole of yourself to the sale unless every function
of your body gives its consent. Your physical organism must be in
perfect harmony or your vitality will be lowered, and you will be
robbed of a certain percentage of your possible power.
The great thing when you approach a prospect is to be all there,
not to leave ten, fifteen, twenty or twenty-five per cent. of yourself
in the bar-room or in some other vicious resort the night before. Do
not fling a lot of your ability away in bad food, or in a too rich and
complicated diet, viciously taken. Be sure when you call on a
prospect that you take a good digestion along with you; it is the best
friend of your brain. If your digestion is ruined by over-eating, or if
your brain is not well fed, no amount of will power, or cocktail or
whiskey braces, will compensate for the loss you suffer.
Many a promising salesman has failed to make good because he
made a habit of turning night into day and could take only about half
of himself to his work. Many a cracker-jack salesman has lost a sale
by partaking too heartily of dinner, or by a fit of indigestion brought
on by some indiscretion in eating.
Multitudes of people go through life working hard, trying
desperately to succeed, but are terribly disappointed by the
meagerness of their achievement, simply because they did not take
care of their health. They are all the time devitalized; they lack
blood, or it is of poor quality; it lacks fire and force, and, of course,
the brain and all the faculties deteriorate to correspond with the
blood.
The achievement follows the vitality, and this in turn depends on
the general care of the body. The kind of food, its quality and
amount, the manner in which we partake of it, our physical habits,
work, rest, recreation, sleep,—these are the things on which health
and vitality depend. These furnish our physical energy and
achievement depends upon energy. It would be impossible even for
the brain of a Webster to focus with power, if fed with poor ill-
nourished blood.
Everywhere we see bright, educated young men and women, with
good brains, crippled by poor health, mocked by great ambitions
which they can never realize. A large part of their ability is lost to the
world because of some physical weakness which might be remedied
by careful, scientific living.
Just glance over the young men you know and see what a small
part of their ability goes into their life work, because of their
impaired assets, through foolish or vicious living habits. They are
selling their integrity, squandering their life capital in all sorts of
dissipation, bringing perhaps not more than twenty-five per cent. of
their actual ability to their life work.
How often we hear the remark: “Poor fellow! he was always a
victim of bad health, but for that he would have accomplished great
things.” “Mentally able but physically weak” would make a good
epitaph for thousands of failures.
A weakness anywhere in you will mar your career. It will rise up as
a ghost all through your life work, at unexpected moments,
mortifying, condemning, convicting you. Every indiscretion or vicious
indulgence simply opens a leak which drains off your success and
happiness possibilities. There is no compensation for waste of health
capital. Health raises the power of every faculty and every possibility
of the man, and there is no excuse for losing it through
carelessness, dissipation or ignorance.
Nor can one plead mere weakness or lack of energy as a
handicap, an excuse for failure. Nature is no sentimentalist. If you
violate her law you must pay the penalty though you sit on a throne.
She demands that you be at the top of your condition, always at
your best, and will accept no excuse or apology.
Whatever your work in life, the secret of your success and
happiness is locked up in your health, in your brain, your nerves,
your muscles, your ambition, your ideal, your resolution. It is up to
you to be a whole man. You cannot afford to be less. You cannot
afford to dwarf your career or botch it by going to your task with
stale brains. You cannot do first-class work with second-class brain
power, with a brain that is fed by poison,—blood vitiated by
abnormal living or dissipation. You cannot afford to go to your work
used up, played out. Trying to sell merchandise with stale brains
keeps many a salesman capable of real mastership in a mediocre
position. You cannot do a master’s work with a muddy brain which
was not renewed, refreshed, by plenty of sound sleep, healthful
recreation, and vigorous exercise in the open air.
In other words, if you expect to make the most of yourself you
must be good to yourself. Strangled health means strangled ability. If
you murder your health you murder all your chances in life.
No man ever does a great thing in this world who does not protect
the faculties he is using with jealous care. Watch your generating
power. Remember that you see the world largely through your
stomach. Its condition will determine the condition of your brain.
Poor digestion gives you poor blood, and poor blood a poor brain.
Few people realize what a tremendous factor health plays in their
success. Men give the brain credit for a large amount of their
success which is due to the stomach, which has everything to do
with physical health and robust vitality.
 Not long ago I was talking to a salesman who said he guessed he
was losing his grip; didn’t know how it was, but he was not making
sales as he used to. He didn’t have the same grit and enthusiasm;
guessed he was sliding down hill, going backward instead of
forward. Formerly, he said, he always approached a customer with
the expectation of getting an order, but latterly he was in great
doubt; he could not get on full steam, a resolute determination to
win. Now, when a man gets into this condition he is not fit to solicit
business. Nature is calling to him: “Stop, Look, Listen.” It is time for
him to call a halt, and see what is the trouble with his engine.
If you would be a master in your specialty heed Nature’s danger
signals, which she puts up all through your body. That “tired feeling”
is one of them; brain fag, headache, is one of them; indigestion is
one of them; apathy, “don’t feel like it,” poor appetite,—all these
things are signals to slow down. But instead of slowing down and
repairing, most of us try to speed up with all sorts of stimulants and
run past these danger signals, with the result that we either wreck
our life train or very seriously injure it.
No man can afford to ignore Nature’s warnings, but least of all can
the salesman, on whose physical condition everything depends.
Other men can depute their work, at least for a time, to those under
them; but the salesman cannot do this, for he is strictly a one-man
concern, and everything depends on his health. He must always be
at the top of his condition; and every quality needed in his work is
sharpened and braced by vigorous health.
How comparatively easy it is, for instance, for a healthy man to be
hopeful, optimistic, enthusiastic. How difficult for a chronic dyspeptic
to be any of these—to be kind, gentle, generous, cheerful, obliging.
His natural disposition may not be at fault, for the tendency of ill
health is to make a man cross, crabbed, fault-finding, fretful, hard,
pessimistic.
“Touchiness,” a defect which makes so many men and women
unbearable, usually comes from some weakness or physical ailment.
A great many so-called “sins” are due to a depleted physical
condition. It is so much easier for a man to control himself when he
is well, to say “No” with emphasis, when, if he were suffering from
some physical disability, he might say “Yes,”—anything to get rid of
annoyance and to get into a more comfortable condition.
How much health has to do with one’s manners! How easy to be
courteous and accommodating when one feels the thrill of health
surging through his whole being; but how hard to be polite, gentle,
amiable, when one feels ill, weak, and nervous, and wants to be let
alone! How hard to carry on an interesting conversation when all of
one’s physical standards are down!
Then again, how the health affects the judgment! The judgment is
really a combination of a great many other faculties, and the
condition of each seriously affects the quality of the combination.
One’s courage is largely a matter of physical health. How quickly
the ailing man, to whom everything looks blue, becomes
discouraged! Everything looks black to people whose physical
standards are demoralized.
Horse trainers know that a horse’s courage during the contest
depends a great deal upon its being in a superb physical condition.
It is the same with the horse’s master—man. Courage, poise,
masterfulness, resourcefulness, physical vigor go together.
Nervousness, timidity, uncertainty, doubt, hesitation, usually
accompany depleted vitality.
The bull-dog tenacity which plays such a part in every life worth
while has a physical basis. The will power, which is a leader in the
mental kingdom, depends very largely upon the health. How
different, for example, obstacles look to the man who is ailing all the
time, suffering pain, compared with the way they look to a man who
is full of vigor and energy. The man who is well plans great things
to-day, because he feels strong and vigorous. Obstacles are nothing
to him; he feels within himself the power to annihilate them. But to-
morrow he is ill, and the obstacles which were only molehills
yesterday, loom up like mountains, and he does not see how he can
possibly conquer them.
We look at things through our moods, and moods are largely a
question of physical health. The man who is strong and full of the
courage of abounding vitality wants something hard to wrestle with;
he feels the need of vigorous exercise. But the man whose vitality is
low has no surplus to spare. Slight difficulties look formidable to
him; trifles are exaggerated into serious obstacles, which seem
insurmountable. There is confusion all through his mental kingdom,
and his faculties will not work harmoniously. There is a tremendous
wear and tear on the physical economy of the man in poor health.
The faculty of humor was given man to ease him over the jolts, to
oil the bearings of life’s machinery; but ill health often crushes out
the sense of humor, and makes life, which was intended to be bright
and cheerful, sad and gloomy. Loss of good red blood corpuscles has
much to do with one’s sense of humor as well as one’s manners and
disposition. The man in poor health is in no condition to appreciate
the joys of life. Everything loses its flavor in proportion to his
lowered vitality.
Ill health very materially weakens the power of decision. A man
who, when in vigorous health, decides quickly, finally and firmly,
when in poor health, wobbles, wavers, reconsiders. His purpose,
which was once a mighty force in his life, lacks virility, has lost much
of its strength. In fact, all of his life standards drop in proportion to
the decline in physical vigor.
Again, the quality of health has a great deal to do with the quality
of thought. You cannot get healthy thinking from diseased brain cells
or nerve cells. If the vitality is below par the thought will drop to its
level.
What magic a trip to Europe or a vacation in the country often
produces in the quality of one’s thought and work. The writer, the
clergyman, the orator, the statesman, who was disgusted with what
his brain produced comes back to his work after a vacation and finds
himself a new man. He can not only do infinitely more work with
greater ease, but his work has a finer quality. The writer is often
surprised at his grip upon his subject and his power to see things
which he could not get hold of before. There is a freshness about his
style which he could not before squeeze from his jaded brain. The
singer who broke down comes back from a vacation with a power of
voice which she did not even know she possessed. The business
man returns with a firmer grip upon his business, a new faculty for
improving methods, and a brighter outlook on the world. The brain
ash has been blown off the brain cells which were clogged before;
the blood is pure; the pulse bounding, and, of course, the brain cells
throw off a finer quality of thought, keener, sharper, more
penetrating, more gripping.
Many a salesman could add twenty-five or fifty per cent. to his
power by easing the strain of life now and then, especially when
Nature hangs out any of her warning signals.
Supposing an Edison or some other great inventor should discover
a secret for doubling one’s ability, what would we not all do or give
to get this secret? Yet every one knows a process for doubling ability
which never fails. It is health-building, vitality-building, by simply
exercising common sense in the matter of living. There is nothing
complicated in this; it means eating just enough, not too much or
too little, of the foods that give force and power, scientific eating of
these foods; scientific care of ourselves, exercise, recreation, play;
getting out of doors whenever possible and absorbing power from
the sun and air; getting plenty of sleep in a well-ventilated bedroom;
regular systematic habits; right thinking, triumphant thinking,
holding the victorious attitude toward life, toward our work, toward
our health, toward everything. Now here is the secret of doubling
ability. We all have it; all that is necessary is to put it in practice.
There is no other thing that will pay a salesman better than
putting it in practice every day. Keeping himself in superb physical
condition will not only give a wonderful flavor to life, but it will add
great interest and charm to his personality. Good health is the
foundation of personal magnetism; it is the secret of the sparkle in
the eye, the buoyant spirit, the keen whip to the intellect which
sharpens all the wits. Many a sale has been clinched by the pleasing
appearance of a salesman, the charm of a bright, flashing eye, a
clear skin, a firm step, and a straight pair of shoulders.
How quickly we can tell by the appearance of horses on the street
what sort of care they get. How fine a carefully groomed horse looks
and how well he feels. He seems to have a sense of pride in his
personal appearance, whereas the horse which is seldom if ever
groomed, shows his neglect by the sharp contrast.
The same thing is true of individuals. I have a friend who takes
infinite pains to keep himself in prime condition. He says his human
machine is his most precious asset and that he cannot afford to
neglect his exercise; he cannot afford to be irregular in his eating
habits, or to eat foods which are not body builders, health and force
producers; he cannot afford to lose sleep, or to do anything which
will lower his vitality. He is equally careful about his grooming, and
always looks fit, in the pink of condition. Another friend of mine is
just the opposite. He will take a hot bath in about ten minutes; he
dresses in a hurry; never bothers about his exercise or his food, and
the result is the two men present as great a contrast as the well-
groomed, well-cared for horse and the ill-groomed, ill-cared for one.
It is of little use to have all the qualities which make a good
salesman if these qualities are not kept in prime condition. Yet there
are a great many salesmen who do not take time enough to care for
themselves properly, to keep their wonderful machine in fine trim, in
superb physical and mental condition.
It was said that Ole Bull could never be induced to go on playing
unless his violin was in perfect tune. If a string stretched the least
bit, no matter how many thousands were waiting for him, he would
stop until he had put his violin in perfect tune again. Ole Bull would
not allow himself even for a moment to be anything but a master.
 You cannot go to your prospect with the brain of a master
salesman, victory-organized, if your instrument is out of tune. If you
do not keep yourself tuned to concert pitch; if you do not take the
trouble to make a fine adjustment of your wonderful human
instrument each day; if you do not put yourself in tune each
morning for the day’s work; if there is the least inharmony in any of
the marvelous mechanism of your body, you will go on all day
producing discord instead of harmony. In other words, you will be a
failure instead of a success.
When you approach a prospect be sure you are “in tune with the
Infinite,” (with the highest law of your being) that you are all there,
that you are not sixty, seventy-five, eighty, ninety or ninety-nine per
cent. present, but that you are all there, that you are a hundred per
cent. present, and that this hundred per cent. is ready to strike the
blow. More will depend upon your body and mind being in complete
harmony, in perfect tune than on all of your special training in
salesmanship.
In this age of fierce competition physical vigor plays a tremendous
part. It is an age of efficiency force, an age which requires
masterfulness. The victors in the great life game to-day, as a rule,
are men with powerful vitality, tremendous staying power. Whether
you win out or lose in the game will depend largely on your reserve
power, your plus vitality.
Keep yourself always fit so that you can do your best, the highest
thing possible to you, with ease and dignity, without struggle or
strain, and you will be a master salesman. Always be at the top of
your condition, and you can approach your prospect with the
assurance of victory, the air of a conqueror, with the superb
confidence that wins. Keep your human machine in perfect tune, and
you will radiate power, masterfulness; you will exhale force and
magnetism from every pore; you will be the sort of salesman that
every customer is glad to see—a master salesman.
 APPENDIX
SALES POINTERS

“There are two chief classes of men that you will approach.
“One class is ruled chiefly by reason, the other by impulses—
emotion—prejudices—enthusiasm—likes and dislikes.
“The first class can be convinced only by hard matter-of-fact,
mathematical arguments—the kind of evidence that will pass a judge
in court. The minds of these men are clear, cold, logic engines. They
are impressed only by facts and figures, and will do no business with
salesmen who offer them anything else.
“The other class—of impulsive or emotional men—is amenable to
heart sway persuasion.
“You will not find it so necessary to convince their reasons. Give
them the best evidence you have, but mix it with something more.
“Be careful of their prejudices, watch out for the revelation of their
likes and dislikes, discover their enthusiasm, suit yourself to their
moods.
“Sooner or later, if you know your business, you will uncover the
vulnerable spot in an emotional man and he is yours. Strike him with
the right kind of persuasion and you can walk out with his order.
“Study your prospects. Learn to read the book of human nature.
The formulas for success in selling are written on its pages.”
 Don’t be a slave of precedent. It is an enemy of progress. Know
the technique of salesmanship, but don’t be its slave. Study men at
the top and then ask yourself, “Why can’t I do what they have
done?” Resolve not to be a little fellow.

No matter how much you know about salesmanship your

personality, your character, will be the chief factors in your success.
While the technique of salesmanship is important, yet it is the man
behind the salesman that does the business. It is the human power
back of the mere technique that makes the sale.

THREE KINDS OF SALESMEN

The Heavyweight,
The Featherweight, and
Just plain wait.—Selected.

“Some salesmen are not always successful salesmen—but,

successful salesmen are always some salesmen.”

“A master salesman is a self-made salesman—but a self-made

salesman isn’t always a master salesman.”

Always keep in mind the man at the other end of the bargain. If
he does not make a good bargain you will lose in the end, no matter
how much you may sell him.
 Follow your prospect’s mind. Let him do much of the talking. If he
sees you are trying to push him and expecting to change his mind
he will brace up against you.

THE SALESMAN’S CREED

To be a man whose word carries weight at my home office, to be
a booster, not a knocker, a pusher, not a kicker; a motor, not a clog.
To believe in my proposition heart and soul; to carry an air of
optimism into the presence of possible customers; to dispel ill
temper with cheerfulness, kill doubts with strong convictions and
reduce active friction with an agreeable personality.
To make a study of my business or line; to know my profession in
every detail from the ground up; to mix brains with my effort and
use method and system in my work. To find time to do everything
needful by never letting time find me doing nothing. To hoard days
as a miser hoards dollars; to make every hour bring me dividends in
commissions, increased knowledge or healthful recreation.
To keep my future unmortgaged with debt; to save money as well
as earn it; to cut out expensive amusements until I can afford them;
to steer clear of dissipation and guard my health of body and peace
of mind as my most precious stock in trade.
Finally, to take a good grip on the joy of life; to play the game like
a gentleman; to fight against nothing so hard as my own weakness
and to endeavor to grow as a salesman and as a man with the
passage of every day of time. This is my creed.—W. C. Holman.

Salesmanship is the ability to sell the largest possible quantity of

goods, to sell an increasing quantity of goods, to get the greatest
possible results from the advertising done by his house, to make a
regular customer of a new buyer, and to hold the friendship of a
regular customer.—H. E. Bowman.

Never sit down or stand, if you can possibly avoid it, below where
your prospect is seated. The man who is the highest always has the
advantage, the superior position. Many salesmen can do better
standing while the prospect is sitting.

Approach your prospect as a professional, not as an amateur, not

as a little fellow, or almost a salesman, but approach him with the
air of a professional. Give him to understand that you are no third-
rate salesman. Your manner will have everything to do with the
impression you make.
Establish confidence as quickly as possible. Business men are
constantly dealing with mean, tricky men, unscrupulous men,
hypnotizers, bull-dozers, but when they strike the real article, the
genuine man, they will give him their confidence.

Remember your whole success will often turn on the first two or
three minutes of your interview. Just here your knowledge of human
nature is a tremendous factor. You must size up your man quickly
and find the line of least resistance, the best approach to his mind.
Not only his temperament but his health, the frame of mind he
happens to be in, all must be taken in at a glance.

Be a tactful salesman. You will often be told that tact cannot be

cultivated, that it is a quality that is born in one, but remember that
every man is tactful when he is courting the girl he is dead in love
with. If you are dead in love with your work and bound to win you
will be tactful.
 Make it an invariable rule never to use any influence or to say
anything in the presence of a prospect which will lessen your self-
respect. If you do, you lose power. You are not paid for being less
than a man.

A real salesman sells goods. Fakers sell customers. Don’t be a

mere order-taker; be a salesman.

ANOTHER “SALESMAN’S CREED”

“I believe in the goods I am handling, in the company I am
working for, and in my ability to get results.
“I believe that honest stuff can be passed out to honest men, by
honest methods.
“I believe in working, not weeping; in boosting, not knocking, and
in the pleasure of my job.
“I believe that a man gets what he goes after; that one deed done
to-day is worth two deeds to-morrow, and that no man is down and
out until he has lost faith in himself.
“I believe in to-day and the work I am doing; in to-morrow and
the work I hope to do, and in the sure reward which the future
holds.
“I believe in courtesy, in kindness, in generosity, in good cheer, in
friendship, and in honest competition.
“I believe there is something doing somewhere for every man
ready to do it.
“I believe I am ready right now.”
 Do you ever go to see a prospect expecting to be turned down—to
meet unanswerable arguments or deep-rooted prejudices that you
can’t overcome? If you do, it’s pretty likely that that’s what happens.

Half-knowledge is worse than ignorance.—Macaulay.

This is one business man’s motto: “Nothing pays like quality.”

There is a whole sermon in this motto, for what is there that pays
like quality? There is no advertisement like it. Quality needs no
advertisement, for it has been tried. Talk quality. A high-class
salesman tries to convert his prospect from a lower to a higher
grade, for there is not only greater satisfaction but also larger profit
both for seller and buyer in the high grade article.

Did you ever realize that when you are working for another you
are really selling yourself to him, that your ability, your education,
your personality, your influence, your atmosphere—everything about
you is sold for a price? Every time you sell goods you are selling part
of yourself, your character, your reputation, what you stand for—it is
all included in the sale.

Progress depends upon what we are, rather than upon what we

may encounter. One man is stopped by a sapling lying across the
road; another, passing that way picks up the hindrance and converts
it into a help in crossing the brook just ahead.—Trumbull.

Fate does not fling her great prizes to the idle, the indifferent, but
to the determined, the enthusiastic, the man who is bound to win.
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