New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1886-09-19
BOOK AGENTS.
MEN WHO SELL SCHOOL BOOKS.


found among the mon who handle educational
literature, or more specifically public school text
books To become the successful representative
of a publishing Grms educational department.
rcanires no small amount of talent cultivation and
experience There are to be sure bright fellows in
tho business outside thus particular branch OF It.,
and many of them, too But they are the ex-
ceptions. The average agent, as rule, is COM
monplace man or woman so far as regards natural
endowment and scholastic training. Nor Is thus 70
be wondered at Their work Is almost entirely
mechanical and sll laid out for them. They are
scarcely required to think for themselves. Even
their proverbal lOquacty Is not spontaneous.
Every remark that they can possibly be called
upon to make in efecting, trying 60 effect SALE
IL prepared for them by the house that sends them
out These speeches Trey carefully menorige and
rehearse before each successive auditor with as
little variation as the minstrel end practlses
with his prehistoric gags" They receive not
ouly general hints but detailed instructions to
how they should approach q possible customer
what TO say by way Of introduction, how long to
talk about tho merits Of the book, when TO romain
silent, answers to all sorts OF questions that are
likely to be ssked, the clinching arguments, the
peroration and the best special terms-a this and
great deal more is impressed upon their minds
before they start out on their journeys.
Quite different Is the work OF tho man who I'M
dertakes the task Of introducing and keeping in
the readers arithmetcs, grammars. biographies
and other tex T. books Of any particular publishing
house SO difereut is it, indeed, that tho term
" book agent as 1t IS popularity understo0d
becomes msnoner when applied to him. Ills
work is Of another nature entirely. The snbscriP-
ton solicitor deals in bis parrot-like way with
private indYdI als the other has TO do almost en-
tirey with people in public postions-with school
teachers. principals, superintendents, trustees edn
all " and NIL
wise and otherwise, particularly. He must think
for himself oct for himself under all circumstances
aud not infrecnently for others as well. His
position requires that he should be at least well
educated IN all the English branches. Hc must be
not only good general scholar, but one 80 well mp
in the subjects taught IN the schools and tie best
mesiofs u teaching them that he can discuss such
matters mtellgently before a Board of Education
or, if need be, teachers institute No superficial
knowledge of these themes will suffice; he must
have them fully mastered to DO competent to deal
with those who are teaching them daily. The
ordinary book agent is simply required to know by
heart the merits OF the one publication that be
sells. But It is not enough even that the educa-
tonal drummer should be qualified to point ont the
striking features OF the dozens OF school publca
tions which his Employers make. He must also he full
ly acquainted with every textbook issued by rival
houses and nave every defect that may be In them
at his tongues end. If a new book is put upon tho
market by another establIshment and his firms
regular critic has rot had u chance to cut 1t up"
for him before he against It, then he must do
this work in some way for himself. Many agents
u
bold of class Of pupils with ~ mueh ease and
grace as they usually exhibit in grasping the bat
tOnhoe OF All obstinate trustee.
Scholarly attainment and ability to talk and
teach in public are. however but a few of the
thorough going schO0l-book sellers accomplish
mcnts He must combine with these all the arts
and tricks OF irst-class politician ald man of the
world having made himself familiar with all the
weaknesses and loibies Of humanity The regula-
ton board of education Is not made up entirely OF
men noted for their devotion to science and art
With the majority Of school commissioners,
perhaps the adoption OF textbook depends upon
its merits but there are always a few sometimes
more whose support of any measure will be
influenced by other than strictly public cOnsidera
tons Tho agent must know how TO manage these.
Some can be reached through the societies t. which
they belong. Others through their social cOnnec-
tlons a few by their rel giou5 associations and a
certain number ii their support is wanted, must be
paid for 1t ID some way. 10 be able TO deal with
all these various classes successfully requires great
tact aud practical knowledge of human nature
great deal has been said about the manner IN which
school boards arc controlled by the agents OF
publishing houses through unlawful and corrupt
means. There may he some foundation TOR this
talk but much of il is untrue according to the most
Trustworthy authority Said prominent and
successful cx-agent BIO now holds IA high position
In a large uptown house to o TRIBUNE reporter
the other day.
u was q schOol-book man FOR years and think
know the business rs thoroughly any one I've
been in any number Of hot contests in all parts OF
the country. but after all my experience | say I'M
hesltatIugly that the agents and the hrm's sue
depends upon the merit OF the books they
sell itself by any means On the contrary they
sometimes require 1T first even greater effort to
introduce than those the merits OF which can all be
seen at glance But Wish 10 correct the
erroneous notion held by great mGny people and
even a few young agents that The introduction OF
all books. good or bad Is u question OF lobbying
using that WORD in ITS worst 1ou hear
great deal ABOUT buying boards of education out
right. of Winning and dining members as though
snch things were 3ll the agent had to do AS
matter Of fact the most successful men are, a
rule, those who spend tho least money. | know
man that has sold a certain kind Of books for one
house over twenty years, and do not believe he
has ever spent 80 III entertaining school trustees
yet admit that his IS al exceptional case, but II
shows what IS possible even in this age OF fierce
competition and general depravity. Still the old
rule a man that has friends must show himself
friendly, holds good and is generally practisod
pretty well by book men.
- Yet all these so-called courteses to members
about which SO much is said. are seldom what
might be termed brides. the strctest sense.
An agent has his friends IN board They believe
that his books the best and they vote for their
Is it not natural that he should feel well.
disposed toward themf And if they are like him
self socable fellows. what is moro likely than that
they should lunch. play billiards and 90 to the
theatre together occasionally Or perhaps, if the
member is studiously inclined he may present him
with few books now and then. He may even help
to further his political fortunes. may him
from defeat possibly but you cannot say that this
Is what causes that Commissioners to support the
agents books. There are lots Of agents in whom
trustees and principals have such confidence. boIn
Of long acquaintanceship. that they will rely upon
their judgment not only IN regard to book matters
but III other things as we'll For my part tail TO
why an agent should not be man of character
and principle well any other business man.
Tbs talk OF wholesale corruption comes Oftentimes
from young agents who have not done well. They
are disposed to think that their rivals succeeded
through unfair means. 1t consoles them to think
so. These lew men sometimes made the
victims of the politicians who finding that they are
q little new in the business work them for all
they worth. They'll make them believe that
they control certain members and offer to secure
Sometimes this Will stampede young hand and
he'll rush back to the house with the statement
that there is no trying to do anything without
paying q big lump right down. This only makes q
leyel-headed manager smile. tell you it is not a
common practice, this buying up of school trustees
and 1t is getting rarer every year There is lots of
room for shrewd work, skilful management and all
that sort OF thing on the part OF agents, but all
within lines of strictly legitimate effort"
What are average salaries Of school book
agents I"
They earn from 81. 800 to $4,000 q year. and