"Most of the field service presentations she learned growing up will not work in their new territory, Brittany told me. They are considered rude. You can’t just launch into what you’ve come to talk about. First you must inquire about their family, and tell about yours. You have to tell about your children, for family is very important. When she tells them she doesn’t have children, they are concerned. Of course, part of hospitality is to find out why. They smile. ‘You married late in life;’ that is the reason. When they find that it is not, they realize you are on your second marriage. When that conclusion, too, proves false, they are very saddened: you lost your children in some tragic accident. Then they grow very still when you tell them you did not. They have finally discerned the true reason, but it is almost too delicate to bring up, though they do anyway - something is wrong with your equipment. Brittany’s student has drawn her a chart to help her understand how many children she should have at her age."
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