Miller based Willy's character on his uncles, Manny Newman and Lee Balsam, who were salesmen. Miller saw his uncles as independent explorers, charting new territories across America. It is noteworthy that Miller does not disclose what type of salesman Willy is. Rather than drawing the audience's attention to "what" Willy sells, Miller chooses to focus on the fact that Willy is a "salesman." As a result, Miller expands the import of Willy's situation. Willy is an explorer — conqueror of the New England territory — and a dreamer, and this allows the audience to connect with him because everyone has aspirations, dreams, and goals.
Willy's despair results from his failure to achieve his American dream of success. At one point, Willy was a moderately successful salesman opening new territory in New England, and Biff and Happy viewed him as a model father. Once Biff discovers the affair, however, he loses respect for Willy as well as his own motivation to succeed. As Willy grows older, making sales is more difficult for him, so he attempts to draw on past success by reliving old memories. Willy loses the ability to distinguish reality from fantasy, and this behavior alienates him from others, thereby diminishing his ability to survive in the present. As the play progresses, Willy's life becomes more disordered, and he is forced to withdraw almost completely to the past, where order exists because he can reconstruct events or relive old memories.
