It would take years of study and sales experience for someone to obtain the information contained in this book. The contents of this book come from many different sources. The chapter on Motives came from two sources and the author, the source of book Think and Grow Rich and a six-book course costing over two hundred dollars the author took over thirty years ago from Napoleon Hill. The chapter on sales techniques or closes came from a four-hour sales meeting at Zep Company Headquarters where twenty salesmen, including the author, established six of the techniques, a salesman meeting at an automotive company where several salesmen came up with the name take away close, and several developed by the author. The chapter on the five decisions of the Decision Making Process came from a business management course the author received from the La Salle Extension University, the author added almost all the explanation. The chapter on Personalities came from three different insurance companies, the book Colors, and from the Napoleon Hill Course. The author decided not to break the personalities into four different quadrants from all the other sources because he wanted people to be viewed separately. The chapter on the Sales Process came from so many companies it is impossible to determine the original source. The information of positive and negative people and attitude came from so many sources it is also impossible to determine the original source. The statements of this book came from notes form hundreds of sales meetings the author attended and books and sources. The concept that all chapters must be learned, and that everything is working simultaneously at the same time came from the authors forty years of experience. Understanding and Motivating People The purpose of this book is to help you understand and motivate people. You will learn how to recognize, manage and navigate through your everyday decisions, relationships, and situations. You can adjust, manage, guide your encounters, figure out what happened and how you were affected when you understand your personality trait, motives, decisions, attitude, and actions. Imagine talking to someone and being able to understand and recognize their personality motives, emotions, attitudes, decisions, and actions while being able to guide, understand, and adjust to a degree the outcome of your discussion or situation. Possibly you exist, function, and routinely go about your day and life without having any idea of what just happened, why it happened, and what you could have done about what happened. You may think you are sending out a certain message, with a positive posture and attitude, but you might be projecting a different image than your thought. Understanding personality traits, motives, decisions, and actions are connected and function simultaneously. If you have knowledge of personality traits, motives, decision making, actions, wants, needs, and desires, you will be able to analyze, manage, recognize, understand and guide your surroundings, relationships, and situations. You will have tools and insight to solve, manage, and understand your relationships, situations, and problems. You need to understand a line of communication, facts, and figures to assist you with you analyzes. If you are unhappy, miserable and are not being rewarded, determine if the price of time, effort, and finances are worth the aggregation, unhappiness. Take a close look at your motives, personality, wants, needs, desires, and attitude before acting.