The Wichita daily eagle. [volume] (Wichita, Kan.) 1890-1906, 1891-05-01
,CAsVASSiNG AS A BUSINESS.
One Hundred Thousand at 1t In This
Country, Though 1t Pays Poorly.

Country, Though 1t Pays Poorly.
"You often see advertisements for
! agents to sell one article or another
promising 800 week to lively man,
| but there is no such money in the bust
ness said an old hand to a reporter the
other day. "a clever man can clear
! twenty-five dollars week as travelling
salesman or canvasser if he has really
! first rate thing to dispose of, but that is
about the limit.
''Of course l am not speaking of the
regularly employed commission agents
who drum for large houses and often get
big salaries, but of the army of people,
probably 600 strong, who spread
| themselves from the big cities all over
the United States in pursuit of orders
for everything under the sun that is
marketable. from subscription book to
patent instantaneous mustard plaster.
Of that number $4,000 are book agents.
1t is that line which is chiefly affected
by women, who do not hesitate to employ
all the persuasi0ns of their sex in the
pursuit of their industry. Opposed to
them the male book agent is at disad-
vantage, having neither smiles nor tears
that would be effective wherewith TO ex-
tort subscription from the unwilling
customer. Besides, woman is not like
ly to be kicked out or have dog set
upon her.
Undoubtedly the modest sex is that
in petticoats, but when ii comes TO sell
ing books woman can usually discount
a man every time. Why, | know two
in this very town who do not hesitate to
go to receptions at private houses I'M
asked and tackle any one with whom
they may get into conversation, draw
ing from beneath their cloaks whatever
volume they may be engaged in trying
to circulate. One advantage only that
l know Of is possessed by the male boob
agent which his female rival does not
possess, and that is his opportunity of
exercising his fascination upon the ser
want women wherever he goes, who are
very much addicted to buying books in
that way.
I'm the trade there is distinction
made between the salesman and the can
vasser, the former selling at wholesale
usually and the latter at retail. A travel
ing agent sells either on the installment
plan or for cash, or both ways. On cash
sales he gets 40 per cent. of the proceeds
as his commission; If he sells on the in
stallment plan, by which the purchaser
pays so much on what he buys, he re-
ceives 90 per cent. when the order for
the article is delivered by him to the
firm which employs him. Goods are
sent him &. O. ID. for cash purchasers: the
agent returns the full amount he re-
ceives, and out of that is given his COM
mission. Agents are not allowed to sell
goods for less than the prices indicated
on the lists of the firm, though they are
permitted by some concerns TO sell for
more if they can.
Next TO the book agents canvassers
for patented articles are most numerous.
and this sort of canvassing has increased
very largely within recent years. Tea,
coffee, silverware and pictures are ex-
tensively sold in the same manner. Fe-
male canvassers confine themselves al
most wholly to light literature, such as
novels or books OF poems, photograph
albums, corsets, silverware and dress
making charts.
Eyes. we lose a great deal Of money
by the dishonesty of people who buy on
the installmant plan and do not pay. /
suppose that we have to put down : or 6
per cent. OF our sales on that basis As
dead loss, but we are reconciled to it by
the fact that we charge more for the
goods when cash is not paid-enough |
additional, IN fact, 10 recoup rs. We
Can afford, therefore, to take chances.
Installment buyers are VIGOROUSLY slow /
and delinquent in their payments, but |
mild threats, judiciously formulated, |
usually fetch the money where nothing |
sl2s viii serve. Washington Star.