Catoctin clarion., 1889-10-31
ABUSED BOOK AGENTS.
WHAT IS REQUIRED IN A SALES
MAN OF CURRENT LITERATURE.
Gigantic Self Confidence, Hard Nerve and
Stout Pair Of Legs the Chief ReHui-
sites--The General Instructions Under
Which, (auyassers Work.

sites-The General Instructions Under
Which Canvassers Work.
"All this talk about book agents being such
a disreputable lot is the worst sort of bosh,"
said the manager of one of Chicagos subscrip-
ton book houses to a reporter.
''There are plenty of men who date their
start in life to q prospectus and u 'victim,' as
the funny man calls the agents customers
It's good way for q young man with ener-
nv, push and determination to succeed to
mako q little capital to enter another busi-
ness The only capital book agent needs is
self confidence, or gall, if the name will suit
YOU better, and indomitabe industry. I'm
less man has this he will not stay in the
book business long, and it will lie few men
that he talks to death.
"Of course tho life of a canvasscr has its
drawbacks, and SO has the life of bank
president. Tho agent must accustom himself
to insults and rough treatment, and must
preserve his temper, no matter what happens.
THE TRAINING.
"What sort of training do we give our
agents? Well we tell them all we have
learned of the business and then start them
out with instructions to ask us amy questions
they may choose to i'll regard TO objections
that may be raised by intended customers.
among the instructions we give are tho
methods of approaching men and introducing
tho business in a manner that will attract n
persons interest and gain his confidence.
That Onco done, it is an easy matter for tho
clever agent to complete the sale, even if The
work is v;llucless and is selling for three times
the price it should.
"Thcn We instruct all agents to avoid dis
cussing politics or religion and to acquiescc
in all propositions made by the victim when
such acquiescencc does not conflict with the
sale of the book. When an agent engages in
a discussion with u man and provokes him
into Il quarrel, there Is little hope Of a salo
and some danger of being simmarily elected
without u chance to explain the book and its
supposed merits Tho agent must learn how
70 talk enough and not to talk too much
This is a thing that it would be well for all
persons to learn, and the earlier they learn it
the better it is.
IL was an agent for several years before |
was promoted to the position | now hold,
and know the business from one end to the
other. After Il man has been IN the work
lons, enough to become accustomed to all
sorts of people and all kinds of treatment it
is cutie an ENJOYABLE life. The book agent is
he ,io.snt feel like it. If he is industrious
and understands his business lie makes fairly
good WAGES and can afford to take Il lay Off
once iii awhile.
"Thc training a Young man acquires travel
ing around with n prospectus nlcr his arm
is peThuI4 the most valuable Tor u business
life thut he could get. II gives him self con-
fhence and case of manner without assurance
,l,,,r inf Ia rnt 1,f. Of
human nature that is invaluable and learns
to influence and control his fellow beings.
at takes Il higher order of ability to soil
any kind of article by cauvassing than for
any other business. Tho agent has to secure
the attention of II man who doubtless looks
ON him with species of scorn, then he has to
create n demand for his goods, and then close
the sale.
Ncs, an agent has plenty Of amusing OK
periences, and he soon learns to look upon life
with an eye for the humorous People will
resort to all sorts Of deceptiuns 10 get rid OF
al agent
'The successful agent must keep himself
neat, but must avoid the extreme of seeming
too dudish or he will loso tho respect Of tho
people, and then he might well quit bust
ness A sale very often depends on very
little matter a soiled collar or n disar-
ranged necktie will attract the attention OF a
lady and will prejudice her against an agent,
and it will be n difficult matter TO overcome
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
1t word for word, but simply take it as gem
eral plan for the canvass Unless the agent
has something to say and can say it i'll
fluent and easy manner he will not be able to
hold the attention Of n man even after he has
secured it. Very often We send agents out
who have no idea Of their own, and who
learn the speech and then deliver it in u
monotonous sing song tonc that would tire
q person to death. AS II general thing the
agent soon assumes more natural tone and
manner, and is soon able to talk fairly well
at random. He either acquires this ability
or has to quit the business for lack of success
~ remember once, when making a canvass
that was rather long, was talking very rap
idly and in low tone to lady seated 10y
my side. On the other side of the room was
a Young lady | learned was married, and that
her name was Clara. She interrupted me sew
eral times, declaring that talked faster than
ans one she ever heard Speaking, and that
she could not understand one word said |
assured her that did not care il she could
not understand, us l was not showing the
book to her. The interruptions resulted IN
preventing sale, or at least | did not make
the sale, and laid MY misfortune at the
door Of the young married woman. Several
days after, rs | was passing in front of an
other house. saw Clara her husband and
several others seated on a porch near the
sidewalk
Before reached the house she made sonn
remark about q 'boo! agent, and tho Others
looked down my way and smiled saw my
chance and | eagerly seized it. just as
passed tho porch and us all their eyes Wero
on Inc tipped my hat and said; Good morn
ing, Clara You should have seen her face
as well us her husbands just then. She could
not claim that she had never seen me before
Is she had just been telling tEem something
about me--probablv how fnst | could talk.
] have an idea that she had somo difficulty III
explaining to her husband just how a book
agent should know her given name and
should he so intimate with her. Perhaps it
was an un ust advantage, but thought she
had prevented my making 81 sale and had
no compassion in my heart. Chicago Times.
A Candid Judge.
\ newly elected Justice OF the peace not
thousand miles from Milford delivered the
4 49,. g.. l,,,, -l,,,r Il,