goal for a door-to-door salesperson is to make the sale. However, the training pro- grams of each of the companies I investigated emphasized that a second important goal was to obtain from prospects the names of referrals-friends, relatives, or neighbors, on whom the salesperson could call. For a variety of reasons, which we will discuss in Chapter 5, the percentage of successful door-to-door sales increases impressively when the sales representative is able to mention the name of a famil- iar person who "recommended" the sales visit. Never as a sales trainee was I taught to get the sales pitch refused so that I could then retreat to a request for referrals. In several such programs, though, I was trained to take advantage of the opportunity to secure referrals offered by a cus- tomer's purchase refusal: "Well, if it is your feeling that a fine set of encyclopedias is not right for you at this time, perhaps you could help me by giving me the names
"Fat" means not just the actual fat things, but whatever would be fat in other possible circum- stances. (To put the idea in more human terms, if you know the meaning of "fat," you know what various hypothetical things would count as fat as well as just the list of which things actually are fat.) "Individual senses," the intensions of singular terms, are functions from worlds to individual denizens of those worlds. That should sound a bit famil- iar from chapter 4; a rigid designator expresses a constant function in that it picks out the same individual in every world. But a flaccid designator changes its referent from world to world: as we saw, "the British Prime Minister in 128 Theories of meaning (the second half of) 2007" designates Gordon Brown in the actual world, but various other people (or other creatures) in other worlds and no one at all in still others. The sense or intension of "the British Prime Minister" looks (or
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