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WILLY: Biff Loman is lost. In the greatest country in the world a young man with such—personal attractiveness, gets lost. And such a hard worker. There’s one thing about Biff—he’s not lazy."
WILLY: [with pity and resolve]: I’ll see him in the morning; I’ll have a nice talk with him. I’ll get him a job selling. He could be big in no time. My God! Remember how they used to follow him around in high school? When he smiled at one of them their faces lit up. When he walked down the street… [He loses himself in reminiscences.] (Act 1)
Willy's reflections suggest complete faith in the notion that popularity and personal attractiveness bring success. The fact that Biff's life hasn't amounted to much, despite the fact that he was so popular in high school, is truly hard for Willy to understand. It just doesn't fit into his idea of the world.
LINDA: Willy, dear. Talk to them again. There’s no reason why you can’t work in New York.
WILLY: They don’t need me in New York. I’m the New England man. I’m vital in New England. (Act 1)
Willy falsely insists that he is a critical player in his business in order to bolster his sense of self worth. Even though his sales haven't been good for a while, he argues that he is a really important man.
LINDA: Why didn’t anyone come?
CHARLEY: It was a very nice funeral.
LINDA: But where were all the people he knew? Maybe they blame him. (Requiem)
Linda feels that Willy has been abandoned by his friends after his death; she doesn't realize that Willy didn't really have friends to begin with. It seems that she bought into Willy's tales of popularity.