Charley demonstrates the approach of a successful salesman, since his proficiency relies on confidence in both his product and his own abilities. In contrast, Willy’s method places significant value on connections and personality. Even though this stems from an entrepreneurial mindset, there are many flaws in his execution. He spends too much time ingratiating himself with potential clients, however there are far more important aspects of salesmanship which he neglects to utilize. Willy believes he can succeed by relying on his charm and reputation, but he fails to realize that good sales are made through enthusiastic and professional presentation. Although Willy may win some friends with his interpersonal style, he counterintuitively diverts
