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Willy won't work for Charley as he stubbornly believes that he is better than him: despite the overwhelming evidence to the contrary.
Charley explains to Willy that "The only thing you got in this world is what you can sell." Willy, by contrast, thinks that being popular brings value. Charley tells him that it is the wealth that people are impressed with , not the person. He notes that the industrialist J P Morgan was only popular "with his pockets on"
Death of a Salesman - Arthur Miller