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A salesman must also have flexible goals. You may say, I want to sell 10 accounts this week, and you sell five. You're ready to die. But, you tell yourself, Five isn't too bad. You know, next week maybe I'll sell 10.

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A bit about Curtis Carlson ...

Curtis R. Carlson became President and CEO of SRI International in December 1998. Previously he was Vice President of Ventures and Licensing at the Sarnoff Corporation. Carlson's teams have won two Emmys for excellence in broadcasting. One was for the development of the high-definition television (HDTV) standard for the United States.

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