The Stark County Democrat. [volume] (Canton, Ohio) 1833-1912, 1893-08-17
HOW TO SELL BOOKS.
EMBRYONIC AGENTS INITIATED INTO
THE MYSTERIES.


diers Are Taught TO Interest the Elusive
and Outlines Abusive Customer-Les-
sons In Elocution. .-
Il Is doubtful II many of the people 50
constantly bothered by the perennial book
agent know that the patient, glib individ-
nal who rattles off the stereotyped address
the instant the doori Is opened to him or her
has studied and practiced his oration as
carefully as the prima donna does her aria
or the elocutionist his recitation. Such Is
the fact nevertheless, and, stranger still,
there are several places in town where reg
ular classes for the training Of canvassers
are held, and where they learn TO declalm
their patter with what the instruction cir
culars given them call dramatic effect"
The writer went yesterday to visit a
friend whose office Is In a certain great
building down town and found his door
closed and decorated with .gone to
lunch" sign. While she impatiently pa
trolled the corridor waiting for him to re-
turn she heard queer sounds proceeding
from door at the other end ard staid her
steps to listen.
II have hero, ladies and gentlemen - said
q pleasant voice with very perfect intona-
tion, "a most wonderful book-one which
you will never get chance to buy again
Splendid illustrations, good type, perfect
binding; IL Is indeed a gem (here dramatic
pause), and the price is only $s.76"
For about 10 minutes longer the voice
continued to talk rapidly in the same strain,
and then after o moments silence some
one else took up the parable.
"Stopp cried the first voice, "you can do
better than that"
The second voice began again. and after
several more failures carried 1t to a sue
cessful termination.
"Nextp' was called, and the performance
commenced again with trembling, quaver-
ing apology for voice trying to carry the
burden.
The door of the room from which the
voices came was Of frosted glass, Of course,
but the letters forming the name of the
company were clear, so applying her eye
to the largest capital the writer obtained
a coveted look into the mysterious cham
Der. Seated along the side opposite the
door were about 20 people of both sexes
and nearly every grade Of social life,
from the pert young maiden fresh from the
school TO the tired teacher anxious to make
living during the summer months, and
the careworn man who had failed in all
In front of them stood the owner of the
pleasant voice, tall, good looking fellow
of 30 or thereabouts, and as each member
Of the class in turn recited the foregoing he
reproved, commended and encouraged
them. Occasionally one would be told to
study the circular more thoroughly, and
after listening TO the others try again, and
sometimes the instructor would remark:
"That'll do You,re all right
Every pupil seemed to be in dead earnest,
and one or two clung to their prospectus
with frantic grip born of despair. Some
!! recited with great boldness and confidence,
others blushed and stammered, and for
| each and all the leader had an encouraging
| word.
Later, her business outside completed
| the writer boldly entered the book compa
| ny's room and stated her desire to see some
| OF the people who advertised for agents. A
courteous gentleman showed her several
books, gave terms and advised her as to her
selection.
Most young ladies do better in the bust.
ness offices, " he said, "but you, think, had
better keep to the houses and deal with
ladies. CThe writer is not gifted with per-
| sonal beauty) AS to experience, you
| study this little booklet and practice on
! some friend or relative" and beckoning to
| the class leader he turned the seeker after
information over to him.
VI think you would make good can.
vasser," this gentleman remarked cheer
\ fully as a beginning. Your manner is
pleasant, and your hands are small and
pretty; besides am good judge Of char
acter, and I know you possess determine
| tion."
"But / have no experience" she suggested,
"and don't know how to get it. Shall ]
| 90 into the business on the hit or miss plan
and try to gain itP"
| "Oh, by no MEANS" smiled her listener.
"You could not do worse. You study the
circular we give you and then come down
here, and Wen help you. You shall try to
sell us book, and we will try to sell you
| one."
"Oh, do you have a regular classf" ex-
claimed the writer impulsiyely and as II
proved very unwisely, for her adviser gave
her keen look and ceased talking. Evi
IDENTIFY that class was trade secret, not To
be parted with until sure of the agent
Hastily collecting lot of circular pam
| phlets and letters of "advice to agents" the
suddenly silent man crammed them into
the outside pocket of the supposed employ
Il
read them all carefully before selecting 6
book to solicit for bade her a brief good
morning" and returned to his desk.
And truly those little booklets mad,
funny reading. Some of them had strong
family resemblance to that famous ole
recipe for cooking hare which began
First catch your hare" Between tn,
covers of those Constructions" were found
directions for everything in the way Of can
vassing, from the best manner in which u
attract the attention Of a probable buyer
excite his curiosity and leave it still unsat
ished, down to such minor points rs ''keeI
your linen clean and your shoes Away
bright and freshly blacked," "bathe FIRE
quently and be sure your breath Is swee
and your teeth Clean" and "if you chew to
bacco do SO in private and rinse your moutl
afterward."
The prospective book agent was instruct
ed how to get into the best houses, how t,
stay there when onceinside. how to acuuir