On the plane today I saw a woman studying math. I recognized it as calculus that I studied a ton in high school and college but I don't really understand it anymore. Not much need for calculus in the life of a busy salesperson! That got me thinking about my current round of students. We are close to graduation, and as usual, I'm starting to worry that the course manual will go on a book shelf and promptly begin to collect dust. And sitting there I thought back to all the times I studied salesmanship when I was an active Realtor. Granted most of the stuff I studied was Floyd's material (but not exclusively): while driving I'd always listen to cassette tapes (yes I said tapes!), I'd review notes in my manuals before appointments, I'd read Floyd's books, and I'd even role play with fellow grads.