Capital journal. (Salem, Or.) 1893-1895, 1893-09-01
HOW TO SELL BOOKS.
EMBRYONIC AGENTS INITIATED INTO
THE MYSTERIES.

dIsrs Are Taught TO Interest the Elusive
and Ofttimes Abusive Customer-Les.
sons In Elocution.
It Is doubtful IL many of the people &C
constantly bothered by the perennial book
agent know that the patient, glib individ
ual who rattles of the Btereotyped address
the instant the door is opened to him or her
has studied and practiced his foration as
carefully as the prima donna does her aria
or the clocutionist 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 a certain great
building down town and found his door
closed and decorated with q ''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 TO 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 chance to buy again.
Splendid illustrations, good type, perfect
binding; 1t Is indeed q gem (here q dramatic
pause), and the price Is only $S.75."
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.
"Stop" cried the first voice, ''you can do
better than that"
The second voice began again, and after
several more failures carried it to a sue
cessful termination.
NNext" 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
ber. 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
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 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 a 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 aud advised her as to her
selection.
Most young ladies do better in the bust.
ness offices, 4" he said, "but you, think, had
better keep to the houses and deal with
ladies. (The writer is not gifted with per-
sonal beauty.) AS to experience, yon
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.
81 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 know you possess determine
tion."
But have no experience" she suggested.
'and don't know how to get it. Shall ]
20 into the business on the hit or miss plan
and try to gain itS"
"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 to
sell US book, and we will try to sell yon
one"
"Oh, do you have a regular classr ex-
claimed the writer impulsively and rs 1t
proved very unwisely, for her adviser gave
her a keen look and ceased talking Evil
dently that class was q 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
ment seekers satchel, and advising her to
read them all carefully before selecting a
book to solicit for bade her brief good
morning" and returned to his desk.
1And truly those little booklets made
funny reading Some of them had strong
family resemblance TO that famous old
recipe for cooking hare which began,
4.First catch your hare" Between the
covers OF those ''instructions' were found
directions for everything IA the way Of can
yassing, from the best manner in which TO
attract the attention of a probable buyer,
excite his curiosity and leave 1t stiA UNSET
Isned, down to such minor points As keep
your linen clean and your shoes always
bright and freshly blAeked." "hathe fire.
ouently and be sure your breath Is sweet
and your teeth clean" and IF you chew TO
bacco do so in private and rinse your mouth
afterward."
The prospective book agent was instruct
Al how 70 get into the best houses, how 70
1tay there when once inside, how 70 acquire
the admiration OF ladies and how to use any
personal magnetism he might possess. The
ladies were told how to dress so as 70 com
nand the best and most respectful atten-
ton. and one and all were repeatedly urged
70 "come TO the once when ready TO start,