The Douglas independent. [volume] (Roseburg, Or.) 187?-1885, 1883-12-15
a BOOK AGENTS LIFE.
Knterestfax Accounts az che Profess
efan 60 Related by o Veteran Cam


vasser.
philadelphia Press Intervisw.l
Take a large publishing house In New
York or Philadelphia, for instance.
They have new book on some popu-
lar subject, TO be sold solely by sub
scriptions. General agents receive di-
visions of territory, which they in turn
parcel off to canvassers The best book
concerns employ by far more men than
women, and more young men than old.
Many OF the colleges In New England,
Now York, Pennsylvania, and the west
ern states supply large army of can
vassers during the summer months
In the long vacation These are
generally those who are supporting
themselves in their college course.
There are great many details to DO
mastered by young agent. Those old
In the business go by experience, but
the new men must learn from the ad-
vice of the old, so books of instruction
are given to the beginners, and arc to
be learned through.
After the new canvassers have made
their preliminary arrangements, they
receive their outfit, which consists, as
every one suppeses, of sample copy
and prospectus, order book, etc. But in
addition to these, the new agent also gets
bundle of private instructions and ad-
vice from the company, and he is bound
to thoroughly learn every bit of it. 1t
tells him in plain style just how to ap-
proach different classes of people, how
to begin conversation, and how to turn
it to the book in hand, what to say when
the person called upon says he does not
want the book under any consideration,
OF says he hasn't the money at pres
ent, or declares that he cannot afford it,
In fact, every possible question or an
swer that can ever be expected under
any possible circumstances of q book
agent is here printed and set forth.
Well, after the apprentice has mastered
all these details he starts out to his ter
ritory, which for new man is gener-
ally small town, and finds his board
ing place instanter. Then, with his
prospectus hidden under his coat-it
never does, you know. to show that you
arc book agent, or entrance to nine
houses out of ten will be denied-well,
with his book concealed, he starts out
and goes first to the village minister
and leading doctors and law
yers, To several of these he
has obtained letters of introduc-
ton. His best work must be put in
with them Even if he has to make a
deduction in the price, it is worth his
while. for. if they head his subscription
list, it IS more than likely that he can
get the lesser lights of the town TO sub
scribe also. He must be very suave,
urbane, cordial and polite. He must
make his possible customer feel that he
carer mora to have his name upon the
subscription book simply for the infu-
does for his money.
It never does for an agent to get into
| any kind Of an argument with the per-
son he is calling upon. Everything
| must be acquiesced in, and skillfully-
concealed fiattery and praise used in
most adroit fashion. From half an
| hour to two hours is taken in one call
so that it is seldom that more than q
dozen calls ore made in one day. Out
of dozen visits in day some agents
will mako ten sales; others six, and so
on down to none OF all. At the end of
week the agent has to fill ou5 areport
| stating the number of calls made, books
sold, whom to. be- delivered, etc. For
each day of actual service some
companies make practice OF
paying 81 or so il weekly in
stallments, SO as to provide the agents
with money for running expenses. This
sum is finally deducted from the profits
When on agent has thoroughly can
vassed town and its adjacent country
roads, he has his books sent to him.
and then delivers and collects in per-
son. Profits yun from 25 to 45 pei
cent. More canvassing is done in tht
summer and early fall than at any Other
season of the year, and | have known
young men to earn in June, July, anG
August as much as $3.50. Others
cleared from 5000 all the way down II
various amounts to $125, which was the
lowest, and which, for three months
work, was not very good, to say th'
least They canvassed for only on
book, but, as usual, sold it in diferen
bindings, OF $3.50, $3.50, and $3.50
making on the three styles SLIGO, $500
and $3.374 each.