The Greatest Salesman in the World

The Greatest Salesman in the World is a parable on The Nature of Success. It was written by Og Mandino, a renowned self-help author of the 1960s, and first published in 1968. The novella teaches The Art and Principles of Sales as well as the importance of Living for Today through the lens of a Christianity-inspired tale. While the novella itself did not receive any awards, Mandino received recognition for his work with the Napoleon Hill Gold Medal Award, the Council of Peers Award for Excellence in Speaking, and the Master of Influence Award.

This guide utilizes the Bantam 1985 trade edition of the novella.

Plot Summary

In biblical times, in the city of Jerusalem, an extremely wealthy man named Hafid walks about his palace and knows his days are numbered. He has always given away half his profits to the less fortunate, and now he decides to give away everything but what he needs. He meets with his bookkeeper and closest friend, Erasmus, in his massive warehouse filled with rare, worldly goods. Hafid instructs Erasmus to distribute his fortune among those who need it, and despite his shock, Erasmus follows his orders. Hafid wants to fulfill this task before joining his wife, Lisha, in the afterlife. After the task is complete, he calls Erasmus to his secret tower, which contains a single chest with 10 scrolls. They contain principles that will guide the reader to success. Hafid awaits the day when a destined person will appear to receive the scrolls, just as he did when he was young.

When Hafid was a youth, he worked as a camel boy for his adoptive father Pathros, a successful salesman. After falling in love with Lisha, a girl from a wealthy family, Hafid resolved to achieve success so he could marry her. Pathros has set up his caravan on a mountain decorated with olive trees. Hafid asks him for a chance to become a salesman and rise up from poverty. Pathros explains that Hafid’s toils as a camel boy are meant to build potential. He warns Hafid that a life of sales is lonely, full of temptation, and, at times, treacherous. He tasks Hafid with selling a red robe in Bethlehem, a town known for its poverty. Pathros reminds Hafid that if he is determined, he will eventually succeed because every desert eventually gives way to grass knolls.

After three days, Hafid has yet to sell the robe and is ready to give up. Thinking of Lisha, he resolves to sell it the following day. On his way to sleep that night, he approaches a cave and finds a man, a woman, and their newborn baby in a manger. The night is cold, and Hafid can see the family is suffering. He decides to wrap the baby in the robe, rather than sell it, and returns to Pathros with shame. As he leaves the cave, a bright star leads him home. When Hafid reaches Pathros, he is marveling at the star—which he takes as a sign. He instructs Hafid to meet him in Palmyra, assuring him that his good deed did not go unnoticed. Two weeks later, Hafid is summoned to see Pathros, who is close to death. Pathros explains that he was given 10 scrolls by a man who adopted him from poverty. He tells Hafid that within a special chest are the 10 scrolls and 50 gold pieces with which to invest in rugs and shelter in Damascus, a city of wealth. Furthermore, Hafid must give away half his earnings, read the first scroll until he embodies its lesson, and eventually pass the scrolls to a destined person. Until this exchange, he is not allowed to reveal the scrolls’ contents. Pathros smiles, knowing he can die peacefully with Hafid as his successor. When Hafid arrives in Damascus, he is overwhelmed by the chaotic atmosphere. He rents a room and lies in bed, crying, wondering again if he should give up. The next morning, a sparrow flies through his window and pecks at him for food. Hafid marvels at the sparrow’s courage to seek out what it needs and finally reads Pathros’s first scroll.

The first scroll lays a foundation, encouraging the reader to live without hindrance from the past or worry for the future. It instructs the reader to replace bad habits with good ones and to read each scroll three times a day for 30 days before proceeding. The second scroll notes the importance of showing love, even to those who hate. This allows a person to connect with different customers and love both the positives and negatives of life. The third scroll dictates the importance of maintaining hope and patience to persist through challenges. One must end each day with success and never leave the marketplace after failure. The fourth scroll encourages the reader to celebrate themselves, their purpose, and their potential. The fifth scroll reiterates living for the present. The sixth scroll urges the reader to master their emotions by mastering their actions. It wants the reader to withhold judgment of oneself and others for experiencing negative moods. A person can counter negative moods with positive actions. The seventh scroll explains the importance of happiness and humility in the life of a successful salesperson. It claims that perspective is key. The eighth scroll explains how to multiply one’s earnings, comparing one person to a grain of wheat that can become a thousand if planted. It claims that setting goals and meeting them is key. The ninth scroll advises against procrastination. The 10th scroll stresses the importance of allowing God to guide oneself—to pray only for guidance, not results.

Three years after Hafid distributed his wealth, he continues to wait for his destined person. He is approaching death when a beaten man in rags appears at his gate. Erasmus hesitantly lets the man see Hafid, and the man introduces himself as Saul or Paul. Paul explains his origins and the story of Jesus’ life, as well as his lack of success in spreading the word of Jesus. He then presents Hafid with Jesus’ most precious possession—the red robe that he was gifted on the night of his birth, which saved his life. Hafid is in shock, realizing that this is the robe he wrapped around a baby in need in Bethlehem. He and Paul burst into tears and embrace, understanding their paths were meant to cross. Hafid gives Paul the 10 scrolls, knowing they will allow him to convince others of Jesus’ importance.