The Helena independent. [volume] (Helena, Mont.) 1875-1943, 1893-08-17
MAKING OF BOOK AGENTS
How Embryonic Solicitors Are In
itiated Into the Mysteries
OF Success.
A School In Which the Ambitious
Are Prepared for the
Work.
Taught to Interest the Elusive and Some.
times Abusive Customer-Lessous
Given In Eiooution.

Given In Eiooution,
1t is doubtful II 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 to him or her
has studied and practiced his Grafton as
carefully as the prima donna does her arin
or the el%ocutionist 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 adoor at the other end and staid her
steps to 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 n gem (here a dramatic
pause}, and the price is only g. 75."
Fol about 10 minutes longer the voice
continued to talk rapidly in the same strain,
and then after q moments silence some
one else took up the parable.
"Stopr' 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.
"NextV was called, and the performance
commenced again with a trembling, quaver-
ing apology for q 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 70 people of both sexes
and nearly every grade Of social life,
from che pert young maiden fresh from the
school to tho 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 or of the
pleasant voice, q tall, good looking fellow
OF 30 or ~thereabouts, n as each member
Of the class in u recited the foregoing, he
reproved, commended and encouraged
them. Occasionally n would be told to
study the circular more thoroughly, and
after listening to the others try again, md
sometimes the instructor would remark:
"That'n do. You're all right"
Every pupil seemed to be in lead earnest,
and n OF two chung to their prospectus
with a frantic grip born OF despair. Some
recitad 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, I think, had
better keep to the houses and deal with
ladies. Che writer is not gifted with per-
sonal beauty AS to experience, You
study this little booklet and practice on
soine friend or relative and reckoning to
the class leader he turned the seeker after
information over to him.
II think you would make a good can
vasser," this gentleman remarked cheer
fully as a beginning. "Your manner is
pleasant, and your hands are small and
pretty; besides I am a good judge of char
acter. and l know you possess determine
tion."
But have no experience, " she suggested,
stonA 7 INn3t k,,nxu how 70 rok ~ Clo11 7
g into the business on the hit or miss plan
and try to gain it?"
"Oh, by NO MEANS" smiled her listener.
lyon could not do worse. You study tn !,
circular We give you and then come down
here, and we'll help you. You shall try to
sell us a book, and we will try to sell You
one." "
"Oh, do you nave a regular ~class?" ex-
claimed the writer impulsively and as it
proved very unwisely, for her adviser gave
her a 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 to
read them az 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 to that famous old
recipe for cooking a hare which began,
First catch your hare" Between the
covers of those instructions We're found
directions for everything in the way of call
wasting, from the best manner in which to
attract the attention of Il probable buyer,
excite his curiosity and leave it still unsat-
isfled, down to such minor points as keep
your linen clean and II shoes always
bright and freshly blacked,'' ''bathe frc.
quently and be sure your breath is sweet
and your teeth Clean and "if you chew to-
baccodo so in private and rinse your mouth
aftorward."
Tho prospective book agent was instruct
ed how to get into the best houses, how to
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 to com
mand the best and most respectful atten-
ton, and one and all were repeatedly urged
to come to the office when ready to start,
and we will give o final instructions,
which may be worth millions Gmmense
,.,,ifn1oA IN Won ~