Evening star. [volume] (Washington, D.C.) 1854-1972, 1891-03-21
CANVAsSING AS A BUSINESS.
One Hundred Thousand People at 1t I'm This
Country, Though 1t Pays Poorly.

Country, Though 1t Pays Poorly.
ssVOU OFTEN SEE ADVERTISEMENTS
Il for agents to sell one article or another
promising 800 a week to lively man, but
there is no such money in the business said
an old hand to a STAR reporter the other day.
"A clever man can clear SOS week as a travel
ing salesman or canyasser, if he has a really
tirst-rate thing to dispose of; but that is about
the limit. or course, am not speaking Of the
regularly employed commission agents who
drum for large houses and often get big sal
aries, but of the army of people, probably
100000 strong. who spread themselves
from the big cities ali over the United
States i'll pursuit OF orders for everything under
the sun that is marketable, from a subscription
book to a patent instantaneous mustard
plaster. OF that number 5000 are booi,
agents. II is that line which is chiefly affected
by women, who do not hesitate to employ all
the persuasions of their sex in the pursuit of
their industry. OppOsed TO them the male
book agent is at a disadvantage, having neither
smiles nor tears that would be effective where
with to cXtort Il subscription from the unwilling
customer. Besides, Il woman is not likely to be
kicked out or to have 4 dog set upon her. I'm
,oub,e,!ly the modest sex is that in petticoats.
but when it comes to selling books woman
can usually discount man every time. Why
know two IN this very town VINO do not hesi-
tate to so to receptions at private houses I'M
asked and tackle any one with whom they NAV
ger into conversation, dra wing from beneath
rhei- cioaks whatever volume they may be en-
gagged in trying to circulate. One advantage
only that know OF is possessed by the male
book agent which his female rival does not Dos
sess. and that is his opportunity of exercising
his fascination upon the servant women where
ever he goes, who are very much addicted to
buying books in that way.
Statesmen AND CASvAssERs
I'm The trade there is dis,inc ton made be-
tween the salesman and the canyasser. the
former selling at Wholesale usually and the lat
ter at retail. A travelling agent sells either on
the lnstalllaent plan or for cash, or both WAYS
On cash sales he gets 40 per cent of the pro
ceeds az his commission; If he sells on the In
stallmcnt plan. by which the purchaser pays SO
much on what he buys. he receives 20 per cen!
when the order for the article is delivered by
him to the firm which employs him. Goods
are sent him o. d. for cash purchasers: tn.
agent returns the full amour. he receives. ant
out OF that Is givcE his commission. Agents
are not allowed to sell goods for less than the
prices indicated on the lists of the firm thoue
they are permitted by some concerns to sell 10,
| more, if they can. Next to the book agents
cunyaSfers for patented articles are mos,
numerous, and this sort OF canVassing has in.
creased very largely within recent years. Tea
coffee, silver ware and pictures are extensively
sold IN the same manner. Female cauyasser;
eonfne themselves almost wholly to light liter,
ature. such as novels or books of poems, pho.
tograph albums, corse.s, silver ware and dress
making charts.
''yes, We lose good deal of money by the
dishonesty OF people who buy on the install
mont plan and do not pay. ] suppose that We
have to put down 2 or per cent Of our sales
on that basis as dead loss, but we are recon.
eiled to it by the fact that we charge more 10,
the goods when cash is not paid-enough addi
therefore, to take chances. Installment buyert
are notoriously slow and delinduent in theiI
payments, but mild threats, judiciously formu.
! lated, usually fetch the money where nothing
else viii serve"