Airman Jones was assigned to the induction center, where he advised new recruits about their government benefits, especially their Gl insurance.It wasn't long before Captain Smith noticed that Air-man Jones was having a staggeringly high success-rate, sell-ing insurance to nearly 100% of the recruits he advised.

　　Rather than ask about this,  the Captain stood in the back of the room and listened to Jones' sales pitch.

　　Jones explained the basics of the Gl Insurance to the new recruits,  and then said:"If you have Gl Insurance and go into battle and are killed,  the government has to pay $200,000 to your beneficiaries.  If you don't have Gl insurance,  and you go into battle and get killed, the government only has to pay a maximum of $6000."

　　"Now," he concluded, "which group do you think they are going to send into battle first?"

　　艾尔曼·琼斯被指派到新兵征召中心，向新兵们介绍政府的保险抚恤金，以及他们的军人保险，尤其是后者.没过多久，史密斯上尉就注意到那个艾尔曼·琼斯所获得的惊人的成功率，接受过他推销的新兵十个有九个都买了保险.

　　史密斯上尉没有走过去直接问琼斯，而是站在房间的后面，凝神静听他的推销秘诀。

　　琼斯先向新兵们解释了军人保险的基本条款，然后说道：“如果你参加了军人保险，被送上战场，结果牺牲了，那么，政府必须支付20万美元给你的受益人。而如果你没有参加军人保险，被 送上战场，牺牲了，那么，政府最多只须付给你的受益人6mm美元“

　　那么他最后总结道，“你们认为他们首先会把哪一批人送上战场?“