The farmer and mechanic. [volume] (Raleigh, N.C.) 1877-1885, 1882-11-01
How 70 Peddie 3 looks.


The number Of boo~k-peddlcrs i now
B great that newspapers especially de-
.-ued FOR their edification are published.
.rom one Of these we borrow an anus
IL chapter.
We have previously alluded t. the
y.,rer ~ the subscription hsf. Let u
illustrate this. the greatest OF all iniiu-
.n,es to success. An agent vii 20.
-I5 into an agricultural nclghborho0d.
R.Il III. sample copy and a prospectus
loo K IN which IL receive signatures.
The people in that especial locality may
nave been previously such great sufferers
from dishonest AGENTS. a. 70 he rartlcu-
arIy opposed to subscribing. II the
a-cut understands the business. he first
makes the acquaintance OF a lew - the
leading influential men. n induces
.tin IL ,t.u-triit. which he ar easily
10. If lis book ! worthy. and he la, the
...nt social and persuasive qualities
However much these men have been de-
.c!yed previously. vet they can frequent
n hc induced To subscribe. tor
aa. bfs cp4h }eace i has .t'Hpr-"'tt.
and this fccliu. Wl! never be- entirely
,~Ilteratcd. II unsuccessful ~ obtain
ur the !ntiuruec OF such IN any other
vas. be can III ANY rate get them Z"
-uh-cg5Lc on condition ri leaving II
,f~is,ttl with them. Wien = delivers.
IT, TAX or mott take the book. Having
I.u~ let started. The thing goes ike Al
epidemic. Men subscribe because Their
urighhor have. The showing OF the book
viii in each individual case have Little
effect compared with hencXt operation.
that i tile unfolding of the subscription
list. when the array of signatures strikes
the person with Il >or of me>merlc m
tlucnce. The agent then does not put
the hateful question. which recalls I'M
pleasant "reminiscences. VIII you sub
scribe" bu' acts Just a if he expected
the person would DO 50. and without
ceremony. with certain classes, slips the
pen into the hands for that purpose.
And ii is so easy to write his name. so
much easier than paying for a book on
the spot, that this desirable point i
readily accomplished, and the agent
zoe, on his way rejoicing
.>taItuay yoar LjSt.-in entering NEW
place. YOU should always obtain some
Of the most influential men or all parties
and sectS Ia head the list. To accom-
ulish this. get some influential man to
1--WE YOU a list OF such OF his n~eighhorS
rs he drinks would be likely To subscribe
such q, are reading men. Then,
when YOU call upon any OF these persons.
you can say q wer, recommended TO
him by squire . or Dr. ~ or Rev.
Mr.. . (a~ the case may hc). ~ Il
reading mau. likely to want the book.
THIS has q -ood effect. and l. pleasing TO
the individual addressed. BE careful not
to start the list with inferior names. II
viii work a. much harm az the other
benefits Before calling upon a man.
inquire about his pcculiar.ties, so as to
know how to address him. Inquire for
him by name, and introduce yourself by
name: it creates confidence. Let your
manner hc easy. polite and cheerful.
We are all beings of sympathy. and Il
pleasant address and influences, fit does
no. completely Win. the most grabbed
soul. \. poor agent will not succeed
with the very best work. a good agent
will succeed with almost any book.
Hotr to ObScrre. TAIN md 1ct.-When
YOU call upon a man. always look him
straight in the tace-not. with AN impu-
dent. paralyzing stare. but complecent-
lv, as if YOU felt at peace with yourself
and all mankind. The habit of looking
at persons when conversing with them
uives one a great advantage. 1t enables
one to detect, in the fitting expressions
of the countenance. thoughts and emo
tons that would otherwise he unknown
which is all-important to the right
generalship of conversation and address.
Some agents | have known To disgust
with their impudence and ovcrbearlng
manner. Others to fail Of creating res
pect andattracting proper notice by their
extreme dihidence. evincing the crouch
inc >ervility Of a whipped puppy with
his tail drawn between his legs. An
agent should feel the nohleness OF his
vocation. aS # ne were comforting a ben
eft rather than asking a favor. as If he
was dong a GOOD thing and. 50 feeling.
his manner and language will tend to
that IMPRESSION. He should not seem
TO he in a hurry. Vet he should be di 3i@ent.
Neither shu i'd he betray anxiety. though
If of a nervous temperament. there VIII
be moments when he viii be apt to feel
like AN angler with a splendid fish nib
bl.u- at his bait.
Natter the ChjIireH.-It amy ntelli-
gent children are about when You are
showing the book to their parents call
them up. get them Interested. for a sub
-crpt3on may he made Tor their bene-
tit.
Potrcr of Fifsf iagreSSjoH. Avoid
on entering a place showing the book
Unfortunately. for that takes ava the
Charm of novelty. DO 50 onls in the
way Of business. that is. while canvass
ne. 10 not deposit books anywhere
tor sale. There is nothing like impress
NJ people with the idea that this is their
only chance: besides. when a book is
first seen YOU should he present to take
advantage OF first impreSsions-always
the most powertul-to show the mos
prominent points of your book. meet oh.
/ iection~. and. a. a last thing. show youl
subscription list.
tn, t,ro ,rayS Of irgHjHg.-You vii
hava much prejudice To remove nan
obicction. To answer. There are two
WAYS OF arguing. one i a bold. over.
bearing manner. which may convince
hut not win. because IN admission under
such circumstances wounds the pride o
an adversary. The other i Il modest
unassuming mode. and is done bv sta
ting facts. and then putting question.
which appeal to the sound sense or gen.
crosity and good feeling OF the party adj
dressed.