# Spirella Manual (1913)/Section 20
## SECTION 20.SECTION 20.
### Your Dealings With Our Company.

150. MUTUAL CONFIDENCE AND GOOD WILL are the basis of all satisfactory relations in business. Let your dealings with the firm be such as to promote these feelings. Never lose sight of the fact that your interests and ours are identical. Consult us freely. Give us credit for good faith in what we say and do. If you cannot do this take our advice and quit the business. If somebody tells you that somebody else is being favored to your disadvantage go direct to us for the facts. You may rely on candor and fair dealings the same as we expect from you.
151. If you know any good Saleswomen elsewhere, send on their names and addresses. We always appreciate attentions of this kind and make it a point to reciprocate them. ​Remember to begin heartily in earnest and do your best. If the re­sults are less than you expected, persevere! You will do better by and by. Under any and all circumstances, DO YOUR BEST.
THE SPIRELLA COMPANY
Meadville, Penn'a, U. S. A.
The Spirella Company of Canada, Ltd., Niagara Falls, Ontario
The Spirella Company of Great Britain, Ltd., Letchworth (Garden City) England
OFFICIAL GUARANTEE Accompanying every Spirella Corset
☞ CUSTOMERS MUST PRESERVE THIS TAG
Should a Spirella Stay in the corset described on the reverse side of this Tag break or rust in regular corset wear within one year from the date of purchase, stamped on reverse side, we will duplicate this corset free of charge, provided the corset and this tag be sent us by Registered Mail or Prepaid Express as soon as the rust or break is discovered.
IMPORTANT!
This guarantee does NOT include the Front Clasp or Hose Supporters nor does it cover the cloth used in the corset It Guarantees the Spirella Stay only against Rust or Breakage. In case Front Clasp should break, return this Guarantee Tag with 25c. and a new Covered Clasp will be sent prepaid. This Guarantee Tag will be returned to you with the New Clasp
The above cut illustrates the Spirella Stay, the break­ing or rusting of which the Guarantee covers.
NOTICE
We stand for cleanliness and for sanitation, therefore corsets must be laundered before being returned.
THE REASON we do not guarantee the Hose Supporters or the cloth used in the corsets is that by wrong wear, improper adjustment and abuse, the best of cloth and Hose Supporters (and we use only the best), may be quickly ruined. To get the proper service out of your corset it must be adjusted and worn according to the printed instructions enclosed with the corset when you receive it.(See Circular).
Representatives should instruct customers to preserve tags.
"A MERRY HEART MAKETH A CHEERFUL COUNTENANCE."
WE ADVISE THE FOLLOWING REFERENCE READING:
"The Spirella Monthly."
"The Spirella Monthly Letter."
"The Spirella Correspondence Course."
"All Correspondence."
"Magic Story," by Dey.
"Business Philosopher and Salesmanship."
"Ginger Talks," by W. C. Holman.
"A Message to Garcia," by Elbert Hubbard.
"Letters of a Self-Made Merchant to His Son," by Lorimer.
"System Magazine," one year.
"Optimistic Voices," by Hoffman.
"Self Help," by Rev. Samuel Smiles.
"Golden Rule in Business," by Marden.
"The Kingship of Self Control," by Wm. Geo. Jordon.
"Character, the Grandest Thing in the World," by Marden.
"Power of Truth," by Jordon.
"Don't Worry," by Seward.
"Good Manners and Success," by Marden.
"Salesmanship Analyzed," by Dukesmith.
"Self Culture," by Channing.
"Self Reliance," by Emerson.
"Compensation," by Emerson.
"Work," by Black.
"Getting on in the World," by Matthews.
"Men Who Sell Things," by Moody.
"Rational Living," by King.
"Empire of Business," by Carnegie.
"Map of Life," by Lecky.
"Dollars and Sense," by Hunter.
Most of the above are given by us as Monthly premiums on sales.

## INDEX.INDEX.

* Section. Page.
* How to Study This Manual 3
* 1. The Spirella Proposition 6
* 2. The Cardinal Elements of Success ... 7
* Personal Appearance ... 7
* Selecting the Right Article 8
* Spirella Meets Requirements ... 8
* Confidence 8
* Courage ... 9
* Enthusiasm 9
* Preparation 10
* Character 10
* 3. How to Proceed 11
* Introduction 11
* Model Introduction... 12
* Properties of the Spirella Stay 13
* Corsets Duplicated for Rust or Break 13
* How Any Woman Can Have a Good Figure ... 11
* Testimonials 15
* Healthfulness of Spirella .. 16
* Comparison of Spirella Stay —A Sales Lecture ... 17
* Greater Merits Than Whale bone 18
* Commit Your Customer 19
* Reserve Force 20
* Hose Supporters 20
* Stainless Eyelets and Rustproof Stay 21
* Recommended by Physi­cians and Physical Directors 21
* Testimonials 21
* Proper Corset for Each Figure 22
* 4. Obtaining an Interview 22
* Introductory Cards 22
* Dressmakers Will Aid You 23
* Local Testimonials ... 24
* Direct Address 24
* 5. Methods of Manufacture and Sale of Spirella Corsets 25
* Spirella, History of ... 25
* Spirella Tested in Every Way . 25
* Testimonials . 25
* Spirella Superior to Whalebone 26
* Exclusive Control of Spirella 26
* Style and Design of Spirella Corsets 25
* Corset Individuality 26
* The Highest Art of the Corsetiere 27
* Selection of the Proper Corset 27
* Our Latest Mode Corsets 27
* Slight Variations from Standard 28
* Custom Work a Specialty 28
* Department of Deformed Work 29
* High Water Mark 29
* 6. The Adaptability of the Standard Spirella Models 29
* Individuality of Spirella Models 29
* Corset Artists 30
* Corsets in Retail Stores... 30
* The Spirella Business is Permanent 30
* Correspondence Course... 31
* Adaptability of Spirella Corsets 32
* Types of Figures 32
* The Spirella Waist... 32
* Selecting the Right Corset 33
* 7. Meeting Objections 34
* Can't Afford It... 34
* I Don't Care to Have My Corsets Wear Too Long. 35
* Would Rather Have Two Corsets 35
* On the Average I Break Down a Corset Every Month 37
* Just Bought a Corset. 39
* Will Order Later 39
* 8. Booking the Order ... 40
* Approach for the Order as Soon as Possible 40
* Price Not Too High 41
* 9. Clinching the Order ... 42
* Do Not Antagonize 43
* 10. Directions for Taking Measurements ... 43
* How to Measure 43 ​
* A Standard Corset ... 44
* Specials 45
* The Waist Line 45
* Cup Bust Special ... 46
* Measurements for Specials ... 46
* Custom Work 47
* Use Special and Custom Order Blanks 47
* Special Fitting 47
* Patterns Drafted 47
* Deformed Class ... 48
* 11. Working Territory Assigned 48
* Do Systematic Work 49
* 12. How to Order Goods ... 49
* Standard Order Blanks ... 49
* Special and Custom Order Blanks 50
* Time Required to Fill Orders 50
* Special Hurry-up Orders.. 51
* 13. Terms ... 51
* First, Cash With Order 51
* Second, C. O. D. by Express 51
* Third, Letter of Credit 51
* How to Remit 52
* Extra Charges 53
* Ordering by Mail and Express 53
* Sample Lines 53
* Refund 53
* Your Samples 53
* Never Lace Samples Carried in Your Outfit 54
* 14. Making Large Delivery on a Small Capital. 54
* 15. How to Approach and Deliver to a Customer ... 54
* Success in Your Delivery ... 54
* Trying On the Corset ... 55
* Loosen Laces at Night ... 56
* Unreliable Orders 56
* Be Versatile, Tactful and Expedient 57
* How to Treat Extreme Cases 57
* Never Deliver a Corset to be Paid for in the Future 58
* 16. What to Do When a License is Demanded ... 58
* 17. Weekly Reports ... 59
* 18. Never Cut Prices 59
* 19. Returning Goods 60
* 20. Dealings With Company 60
* Mutual Confidence and Good Will 60
* Salesladies Wanted 60
* Official Guarantee 61
* Reference Reading ... 62
THE SALESMAN'S CREED.
By W. C. Holman.
To respect my profession, my company and myself. To be honest and fair with my company, as I expect my company to be honest and fair with me; to think of it with loyalty, speak of it with praise, and act al­ways as a trustworthy custodian of its good name. To be a man whose word carries weight at my home office; to be a booster, not a knocker; a pusher, not a kicker; a motor, not a clog.
To base my expectation of reward on a solid foundation of service rendered; to be willing to pay the price of success in honest effort. To look upon my work as opportunity, to be seized with joy and made the most of, and not as painful drudgery to be reluctantly endured.
To remember that success lies within myself, in my own brain, my own ambition, my own courage and determination. To expect difficulties and force my way through them, to turn hard experience into capital for future struggles.
To believe in my proposition heart and soul; to carry an air of op­timism into the presence of possible customers; to dispel ill temper with cheerfulness, kill doubts with strong convictions and reduce active friction with an agreeable personality.
To make a study of my business or line; to know my profession in every detail from the ground up; to mix brains with my efforts and use system and method in my work. To find time to do everything needful by never letting time find me doing nothing. To hoard days as a miser hoards dollars; to make every hour bring me dividends in commission, in­creased knowledge or healthful recreation.
To keep my future unmortgaged with debt; to save money as well as to earn it; to cut out expensive amusements until I can afford them; to steer clear of dissipation and guard my health of body and peace of mind as my most precious stock in trade.