Wichita eagle., 1889-11-17
ApoorD tsovn AuLaIs.
FIAT IS REQUIRED IN A SALES
HAN or CURRENT LITERATURE.

Gigantic Self Confidence. Hard Nerve and
Stout Pair of Legs the Chief ReQ.i-
si,es-The General Instructions up<er
Which Canvass-rs Work.
All this talk about book agents being such
dlsreputsble lot is the worst sort Of bosh,s
said the manager of one of Chicsgo's subscrip-
ton book houses 20 a reporter.
There are plenty OF men who date their
start IN HE TO a prospectus and VICTIM as
the funny man calls the agents customers.
1t good way for young man with ener.
gy, push and a determination 20 succeed 70
make little capital TO enter another busi-
ness The only capital book agent needs is
self confidence, or gall, if the name viii suit
you better, and indomitable industry. Un-
less man has this ne viii not STAY In thu
book business long, and it viii be few men
that he talks TO death.
.'Of course the life OF a canvasser has i.s
drawbacks, and so has the life OF q bank
president. The agent must accusscm himself
to insults and rough treatment. and must
preserve his temper, no matter what happens.
THE TRAINING.
''What sort OF training 90 We give ocr
agents. Well, we tell them all We have
learned of the business and then start then,
out with Instructions 10 ask US any questions
they may choose to liz regard 10 cbJccssons
that may be raised by intended customers
Among the Instructions we give are ths
methods of approaching men aud introducing
the business in a manner that viii attract q
persons interest and gain his conddeoce
That once done, it Is an easy matter for Ahe
clever agent 10 complete the sale. even if the
work is valueless and is selling for three times
the price it should
Then we instruct all agents TO avoid dis
crssing politics or religion and toacquicscs
in all propositions made ey tbs victim when
such acquiescence does not conflict with the
sale of the book. Whea an agent engages In
discussion with a man and provokes hin
into a quarrel, there Is little hope Of q sals
and some danger of being summarily elected
without chance TO explain the book and its
supposed merits. The agent must learn how
TO talk enough and not to talk too much.
This is thing that it would be well for all
persons to learn, and the earlier they learn IL
the better it is.
II was an agent for several years bafore
was promoted 10 the position l now hold,
and know the business from one end 70 the
other After a man has been in the work
long enough TO become accustomed 10 al
sorts of people and all kinds Of treatment il
is quite an ENJOYABLE life The book agent il
his own boss and does not have to work when
he doesn't feel like it. IL he is industrious
and understands his business be makes fairly
good wages and can afford 10 take a lay of
once in awhile.
The training young man acquires travel
ing around with prospectus under his arm
is perhaps the most valuable for a business
life that he could get. II gives him self con-
tidence and ease OF manner without assurance
or embarrassment. He gets n knowledge Of
human nature that is invaluable and learns
to influence and control his fellow beings
1T takes a higher order of ability 10 sell
any kind of article by canvassing than for
any other business. The agent has 70 secure
the attention of a man who doubtless looks
on him with a species of scorn, then be has 90
create demand for his goods, and then close
the sale.
YES, an agent has plenty Of amusing ex-
perienceS, and he soon learns TO look upon life
with an eye for the humorous People will
resort 10 all sorts Of deceptions 10 get rid Of
an agent.
THE successful agent must keep himself
neat, but must avoid the extreme OF seeming
too dudish or he will lose the respect of the
people, and then he might as well quit bust
ness. A salo very often depends On n very
little matter. A soiled collar or n disar-
ranged necktie viii attract the attention Of q
lady and will prejudice her against agent,
and it will be a difficult matter 10 overcotns
that prejudice.
HE GOT EVEN
Yes, we have speeches or keys for the
use of agents, but the most successful agents
do not use them. That is, they do not follow
it word for word, bat simply take IL ~ a gem
cral plan for the canvass. Unless the agent
has something to say and can say IL IN a
fluent and easy manner he viii not be able 10
hold the attention Of a man even after he has
secured 1t. Very often We send agents out
who have no idea Of their own, and who
learn the speech and then deliver IL in a
sing song tone that would tire
q person 10 death. AS a general thing the
agent soon assumes more natural tone and
manner, and Is soon able 70 talk fairly well
n random. He either acquires this ability
or has 10 quit the business for lack Of success.
II remember once, when making a canvas
that was rather long, i WIS talking very rap
idly and in low tone 70 a lady seated by
my side On the other side Of the room was
a young lady learned wa married and that
her name Wa Clara. She interrupted me sew
eFal times, declaring that talked faster than
any one she ever heard speaking. and tina.
she could not understand one word said.
assured her that did not care il she could
not understand, as / was not showing the
book 10 her. The interruptions resulted ia
a ale or a, least did not make
the sale, and laid my misfortune a; tho
door Of the young married woman. Several
days after, "a I was passing VA front of an
other house, saw Clara. her husband and
several others seated on porch near the
sidewalk.
Before reached the house she made SONS
remark about a book agent and the others
looked down my way and smiled. I saw my
chance and | eagerly seized H. Just as
passed the porch and as all their eyee wers
Dn me tipped my nat and said: Good morn
ng, Clara You should have seen bar face
~ well as Der husbands just then. She coud
not claim that she had never seen me before,
- she had just been telling thsrn something
about rne-probabiy how fast ! could talk
have an isea tina; she bad SONS difficulty ia
explaining 10 her husband jest bow book
agent should know her given name and
Iaould bs intimate with her. Perhspsit
Fas al unjust advartags. but thought sss
aad prevented ny making . sale and / had
10 compassion IN roy heart '-CE.csso II1sss-
strznr. Fri.adssip Of |. Esi add Cat
at Hartford big, eercs rss which bal
1sen caught IN . wire trap. was thrown into
! barrel, AID thsn cat was droyoed In In