Evening journal., 1893-08-26
HOW TO SELL BOOKS.
EMBRYONIC AGENTS INITIATED INTO
THE MYSTERIES.

sons In Eiocution.
It is doubtful If many of the people so
constantly bothered by the perennial book
agent know that the patient, glib individ-
ual who rattles off the stereotyped address
the instant the door is opened 10 him or her
has studied and practiced his Grafton 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 declaim
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 certain great
building down town and found his door
closed and decorated with a "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 and staid her
steps 70 listen.
II have here, ladies and gentlemen" said
a pleasant voice with very perfect intona-
tion, "a most wonderful book-one which
you will never get a chance to buy again.
Splendid illustrations, good type, perfect
binding; it is indeed gem (here a dramatic
pause) and the price is only 1915"
For about 10 minutes longer the voice
continued to talk rapidly in the same strain.
and then after a moments silence some
one else took up the parable :
"Stopl" cried the first voice, "you can do
better than that"
The second voice began again. and after
several more failures carried il to a sue
cessful termination.
'Nextr was called, and the performance
| commenced again with trembling, quayer-
! 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
n 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 Eocial life,
from the pert young maiden fresh from the
school to the tired teacher anxious 20 make
"a living during the summer months, and
| the carewOrn man who had failed in all
the other ways of working possible to him
In front Of them stood the owner of the
pleasant voice, tall, good looking fellow
of 30 or whereabouts, aud 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;
"Thatll do. You're all right"
Every pupil seemed to be in dead earnest,
and one or two chung 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 hers to her
selection.
Most young ladies do better In the bust.
ness Offices, " he said, "but you, 1 think, had
better keep 20 the houses and deal with
ladies. (The writer is not gifted with per
sonal beauty) As TO experience, you
study this little booklet and practice on
some friend or relative" and reckoning to
the class leader he turned the seeker after
information over to him.
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 l know you possess determine
ton"
But have no experience, " she suggested
"and don't know how to get IL. Shall
go into the business on the hit or miss plan
and try to gain it'"
"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 We'll help you. You shall try "a
sell US book, and we win try to sell You
one"
"Oh, do you have regular classgn ex-
claimed the writer impulsively and as II
proved very unwisely, for her adviser gave
her a keen look and ceased talking Evi
IDENTIFY that class was a trade secret, not Ia
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.
ment seekers satchel, and advising her tc
read them all carefully before selecting q
book to solicit for babe her brief "good
morning" and returned to his desk.
And truly those little booklets made
funny reading Some Of them had a strong
family resemblance to that famous old
recipe for cooking a hare which began
First catch your hare" Between tn,
covers Of those instructions" were found
directions for everything IN the way Of can
wasting, from the best manner in which Z,
attract the attention Of probable buyer
excite his curiosity and leave it still unsat
isfied, down TO such minor points as "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 III you chew TO
baccodo so in private and rinse your moutl
afterward."
, The prospective book agent was instruct
; ed how to get into the best houses, how L
stay there when once inside, how to acquir
the admiration Of ladies and how to use an,
personal magnetism he might possess. TIL
I ladies were told how to dress so as TO com
!, mand the best and most respectful atten
ton, and one and all were repeatedly urge,
. TO come TO the Office when ready to start
and we will give you final instructions
which may be worth millions Qmmens
. capitals) to you"
This last bit Of advice might be good Il