因为威利不想听外面的世界，他被迫建立自己的指导来源。本指南是在他的兄弟本和Dave Singleman的形式。本的出现给观众在威利的倒叙的形式。他用白手起家的发财故事来激励威利。威利用本作为替罪羊来解释自己的失败。他使自己相信，如果他和本一起去，他也会很富有。这样做，他避免了自己作为推销员的失败。虽然我们没有看到Dave Singleman，他身上最有力的影响。他是威利完美推销员的化身。Willy希望得到Dave Singleman的尊重和成功。但在现实中，戴夫是肤浅的，Willy以他的生命。所有的好品质，Dave Singleman拥有的是表面的。没有关于他的家庭生活或性格。威利需要意识到这是内在的品质。Willy创造了理想中的理想男人的模子，让自己失望。当他无法得到理想的男人，他想，他失去了活下去的意志，认为自己是一个失败者。但因为他把自己与周围的人隔绝了，没有人能在他太迟之前找到他。
Because Willy does not want to listen to the outside world, he is forced to create his own sources of guidance. This guidance comes in the form of Ben his brother and Dave Singleman. Ben appears to the audience in the form of Willy's flashbacks. He excites Willy with tales of self-made fortune. Willy uses Ben as a scapegoat in order to explain his own failures. He makes himself believe that if he had gone with Ben, he too would be rich. By doing this he avoids facing his own failures as a salesmen. Though we never see Dave Singleman, he is the single most powerful influence on Willy. He is Willy's personification of the perfect salesman. Willy hopes to gain the respect and success that Dave Singleman had. But in reality Dave represents the superficiality, which Willy bases his life on. All of the good qualities that Dave Singleman possessed were superficial. Nothing is said about his family life or character. Willy needs to realize that it is the inner qualities that count.
By creating a mold of the ideal man in his head, Willy sets himself up for disappointment. When he is unable to be the ideal man he wants to be, he looses his will to live and deems himself as a failure. But because he has shut himself off from those around him, no one is able to reach him before it is too late.