the men , most of whom were illiterate , were given a sales manual with countless diagrams and visual aids that served to model for them effectively the proper way to make the approach , the friendly greeting , the importance of the smile , the art of schmoozing , the segue from establishing rapport to getting the marks attention , turning attention into interest , pushing the mark to make a quick decision with an incentive or fear appeal , and thereupon moving firmly and confidently together with the mark across that divide that separates decision and action .