The times. [volume] (Richmond, Va.) 1890-1903, 1893-09-10

Il is doubtful IL many Of the people so
constantly bothered by the perennial book
agent know that the patient, glib indiyid-
nal who rattles off the stereotyped address
the instant the door is opened to 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 10 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 gone to
lunch" sign. While she impatiently pa
trolled the corridor waiting for him to re-
turn she heard queer sounds proceeding
from a door at the other end and staid her
steps 10 listen.
II have here, ladies and gentlemen" said
a pleasant voice with very perfect intona-
ton. "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 there dramatic
pausel and the price IS only $40"
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 ID TO a sue
cessful termination.
Next was called, and the performance
commenced again with a trembling, quayer-
ing apology for a 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 eocial 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
the other ways of working possible TO him.
In front OF them stood the owner OF the
pleasant voice, tall, good looking fellow
of 80 or thereabouts, and as each member
Of the class in turn recited the foregoing he
reproyed, 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 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
py'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 10 her
selection.
Most young ladies do better I'm tho bust
ness offices, he said, 'but you, 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 20
the class leader he turned the seeker after
information over 10 him.
IL think you would make good can
vasser," this gentleman remarked cheer
fully as beginning Your manner is
pleasant, and your hands are small and
pretty; besides / am a good judge OF char
acter, and | know you possess determine
ton"
But ! have no experience" she suggested
land don't know how 10 get II. Shall !
90 into the business on the hit or miss plan
and try to gain itY
"Oh, 10y 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 10
sell us a book, and we will try 10 sell yon
one"
"Oh, do you have a regular class" eN-
claimed the writer impulsively and as it
proved very unwisely for her adviser gave
her keen look and ceased talking. Evil
IDENTIFY that class was a trade secret, not TO
be parted with until sure Of the agent.
Hastily collecting a 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 10
read them all carefully before selecting a
book TO solicit for babe her a brief good
morning. and returned to his desk.
And truly those little booklets made
funny reading. Some Of them had a strong
family resemblance 70 that famous Old
recipe for cooking a hare which began,
First catch your hare" Between the
covers Of those instructions" were found |
directions for everything in the way Of can
wasting, from the best manner in which 10
attract tue attention Of a probable buyer,
excite his curiosity and leave 10 still unsat-
isfled, down 10 such minor points as keep |
YOUR linen clean and your shoes always
bright and freshly BACKED battle fire.
quently and be sure your breath is sweet |
and your teeth clean, and IF you chew to-
baccod do 50 in private and rinse your mouth |
afterward."
The prospective book agent was instruct
ed how 10 get into the best houses, how 20 |
stay there when once inside, how to acquire |
the admiration of ladies and how TO use any !
personal magnetism he might possess The |
ladies were told how TO dress so as 10 conI'
mand the best and most respectful atten-
ton, and one and all were repeatedly urged |
TO come 10 the Office when ready TO start,
and we will give you final instructions,
which may be worth millions Immense
capitals) 10 you"
This last bit Of advice might be good 70
follow in case one really wanted 70 adopt