# Spirella Manual (1913)/Section 0

"A hit, a very palpable hit."—Shakespeare.
The Spirella Manual of Instruction
Fifth Edition
For the Use of Resident Corsetieres of
THE SPIRELLA COMPANY
A Treatise on the Manufacture, Selection, Fitting, Adjustment and Sale of Spirella, the Most Stylish, Healthful, Comfortable, and the Only Unbreak­able Corset Worn by Woman
GENERAL OFFICES AND FACTORIES
MEADVILLE, PENN'A, U. S. A.
NIAGARA FALLS, CANADA LETCHWORTH (GARDEN CITY) ENGLAND
INTRODUCTION
In placing this Manual in the hands of Spirella Representatives we do not offer it as a complete treatise upon the art of corsetry, or of making and selling corsets; neither do we claim perfection in these particulars. We do claim, however, to offer our Representatives more of the art of corsetry and of the science of selling corsets than has hitherto been offered by other manufacturers.
The growth of our business and the demand for Spirella bear testi­mony to the merit of our proposition. Salesmanship principles in concise form together with a complete outline on corset selling are presented in such manner as to enable every Representative who masters the following pages to became an expert resident Corsetiere and Saleswoman. Our actual selling system, verbatim coaching, specific instruction with selling points, arguments, inspiration, enthusiasm and confidence given here will assure success. This manual will teach you how to do better work; to develop greater profits.
In its preparation we have combined the knowledge, suggestions, observations and experience of men and women ripe in the arts of Corset Making, Corset Fitting, Adjustment and Salesmanship. Our Designer has devoted many years to corset making and corset designing. He is assisted by an able corps of men and women in close touch with the needs of the day, of wide experience and rare culture in the art of corsetry. Our Chief Cutter, Department Heads and Fore-ladies in the Factory have worked years to perfect themselves and are experts in their lines. Com­bine this with the experience of our Officials, Sales Managers and Assistants, each of broad training in commercial life, and you must appreciate the fact that if wide experience is valuable we can and do offer you prac­tical advice upon Corsetry, Corset Making and Salesmanship.
In this booklet we have endeavored to crystalize our observations and our experience, to give you those principles indispensable to success. We can place before you but little along the line of methods. It is principles which we offer you; distinguish the difference. This booklet does, however, furnish a foundation which if you follow its instructions and are imbued with the spirit of work and of progress, will enable you to build a business having the essential elements of Permanency, Profit, Success.
Were you to travel through an unknown land, you would first learn the points of interest, the points requiring special attention, the points to be passed over lightly. You would take the experience of others to get this information. So, in entering upon this journey into the realms of Corsetry and Corset Selling you need to know the points of interest, the points to be studied carefully. Our Manual will give you this.
Do you DESIRE Success? If so make the principles of this little booklet your own. Then when the storms beat upon you and obstacles confront you, as they will, you can overcome them because your founda­tion is firmly laid, your structure solidly built. MAKE THIS MANUAL YOUR DAILY COMPANION.
Copyright 1904 by the Spirella Company. Copyright 1906 by the Spirella Company. Copyright 1910 by the Spirella Company. Copyright 1911 by the Spirella Company. Copyright 1912 by the Spirella Company.
HOW TO STUDY THIS MANUAL.
A PROMINENT EDUCATOR in an address to an assemblage of students once said: "Young men, it matters not so much where you study, or what you study, as HOW you study." The truth expressed was old then, is older now, yet it has a specific value to you in connec­tion with this work.
THE INTRODUCTION sets forth briefly the purpose of this Manual. A few suggestions as to how to study it are not amiss. In your school days some lessons were much more easily learned than others. Why? You were more interested. That meant that you studied it harder. You CONCENTRATED upon it. Because of your GREATER INTEREST, your DESIRE TO KNOW led you to a closer study.
IN THIS MANUAL you have an interest. The work you propose to take up has much of profit and of progress in it for you. You DESIRE to make a success of it. That desire should lead you to a mastery of all that is here set forth, because upon that thorough mastery depends your success. Because of this interest and this desire you must CON­CENTRATE your whole mind, your every mental energy upon the mastery of these pages. Your CONCENTRATION measures your WILL POWER. If you read these pages listlessly, carelessly, with the thought of other days and other scenes flitting through your mind, but little of the food herein will be yours when you have finished these pages.
READ THE MANUAL carefully for a general view of the Spirella Proposition. As you read it, mark for future reference each testimonial by inserting a little slip of paper on which is written the character of the testimonial, whether it be for the value of the corset, the permanency of the work, the comfort the corset gives, the unbreakable and non-rustable qualities of the stay, the satisfaction the customer finds or the style which the corset gives the wearer. You will be able to use these testi­monials to advantage in your work. Then read "The Spirella ​tion." Does what is said therein appeal to your reason? Is it logical? Do you see in this proposition the advantages we have endeavored to set forth? If this seems reasonable and true, then your interest and your desire for larger knowledge has increased.
READ PARAGRAPH 150, Section 20, on "Mutual Confidence and Good Will." We mean every word of this. We want you to realize it, to grant us that same confidence and good will we extend to you.
STUDY SECTION 2, on "The Elements of Success." Get the full significance of Section 2, and as you study your CONFIDENCE will in­crease, your COURAGE grow stronger, your DETERMINATION to master the proposition and achieve success will be supreme. Do you believe in the necessity of preparation as set forth in this section? Is it true that thorough preparation means more than success in dollars and cents?
NEXT turn to Section 5, wherein first we have a brief history of the stay. This is a matter of interest. Paragraphs 56 to 60, inclusive, set forth our idea of having the corset fit the individual rather than to force the individual into the corset. Do you believe it necessary to select the proper corset for each customer? Will this proper selection give more of satisfaction to your customers—more of profit to you? Along this line of individuality let us next study Section 6, upon "The Adaptability of Spirella Models," grasping fully the significance of the statements made concerning corsets sold in stores, and reading again and again until you have mastered it yourself, Paragraphs 72 and 73.
HAVING GONE this far we next want to know all we can about the stay. First of all, study Paragraph 17, Section 3, with a sample of the Spirella Stay in your hand until you have fully determined which side has the greater resistance and which side is placed next to the body in the corset. Bear in mind that we say the Spirella Stay is unbreak­able in corset wear. It can be broken in other ways. The testimonials which you have marked in your Manual give you the evidence that the Stay does not break, does not rust, does not take a permanent bend at the waist line—that it does support. Read Paragraph 25, Section 3, for the healthfulness and ventilative qualities of the Spirella Stay. Paragraph 29, Section 3, compares it with whalebone.
THEN let us study all of Section 3, carefully. This for the purpose of building up a model SELLING TALK, as referred to in the note at the head of the section. This SELLING TALK is given you as a model from which you are to build up one of your own. Don't glance over this carelessly, but study it carefully, grasp the logical manner in which it is built up, the significance of each testimonial, the force and purpose of each statement made, and you will agree with us that the SELLING TALK is a strong one. It can be made stronger for your purpose, and it is the study you give the Manual which will make it stronger for you.
Paragraphs 31 and 34, Section 3, have a selling value you need. Get these into your mind so that they are a part of you. Reserve force. Lay in a good supply.
SECTION 10, on "Measurements." Study this in connection with your Catalog and all that is said therein. These go together. Become ​thoroughly familiar with every term. Note why you should take so many more measurements than are needed in ordering a STANDARD CORSET. You can study the entire section at this point, taking up Special and Cus­tom work, how to order them, but do not be in a hurry when you get to work about ordering Special or Custom Corsets. If at this point you think you need further information, make out your questions and later write us.
MASTER SECTION 11, on "Territory and How to Work It." This gives you an idea of the value of territory to you and to us. Remember that this is a day of intensive agriculture. Men are getting more from forty acres of land, tilled by modern methods, than their grandfathers did from quarter sections. Having mastered the suggestions given we are now ready for Section 4, on "Obtaining an Interview." Make use of all the suggestions herein given along the line of getting introductions and references. Don't overlook the value of local testimonials, and above all let Paragraph 50 in this section impress this upon your mind. These suggestions cover the greater part of the Manual. We have mentioned them not that they are more important than those that we have not men­tioned, but that they may help you in getting out what we believe we have put into this Pamphlet. Again, we say, your future success depends upon how you study this Manual.