The representative. [volume] (St. Paul, Minn.) 1893-1901, 1898-03-02

gets through my name will be Dennis"
The delights of this waiting can only be
compared to some C. D. Gibsons de
lfcious moments" Our fears are only too
true. Mr.. J. returns but 1t Is dinner time
or supper time. and he will speak to Mrs.
j. about the books. Call again We do;
but we have lost our hold and we know
1t. It's twice told tale The vision of
that big sale has faded like a mirage on
the alkali deserts Of Arizona.
We have waited several minutes before
the door is opened to us, we were lust
thinking OF going away, but it Is open now
MRS. Jones?' we interrogate very sweet
~. A frfgid bow Is your only answer 1t is
hard work now. beautiful Scotch collie
pushed the cold but friendly nose in your
uhresistlng palm. What magnificent
dog. May l ask what breed she ISL" She
pltles your ignorance. and In her interest in
her pet she forgets her dislike for a
stranger, very evidently book agent at
that. We are informed of his breed and
MS points are canVaSSed, and from that
to canvass on books the descent is easy
But we have been invited in by this time,
and If now a sale is not made, we have
ourselves to blame
sometimes it is darling. dirty-faced lit
tie taddler that gives us out entree A
loving pat on the silky head a word of
praise for the beautiful eyes CASUALLY sim
cere), the mothers heart is won and the
barriers of reserve have been withdrawn.
The motherly instinct is the open sesame
to every womans heart whether shown in
the care OF babies, animals flowers
The other man makes big thing then
lays back and rests awhile; in fact his
rests are of longer duration than his work
ing periods. Briliancy and industry COM
Diheu are as seldom found as genius itself,
Sir Walter Scott won deathless fame bv
them, and our own Edison knows no rest
and surely his briliance is of the heavens
itself
From the feeble old man selling Stories
OF the Bible for three bits" up to the
connolsSeur, who negotiates sales of Edi-
tons de Grand Luxe. The Book of Wealth
and "sich' that cost small fortunes we
run the gamut.
We have the appealing young girl who
has paid s. for her outfit and who hopes
by orders for "A Handbook on Etiouette y
or Literary Gems" to pay her way
through Normal" She thinks that after
she has induced say a hundred people to
sign their names in the back of her ''Pros-
pectus," after that all is smooth sailing. 1t
is only after she has squandered her last
months salary country school teacher
for the books to fill her orders and endeav-
ors to deliver and collect for them that she
finds the easiest part of her work has been
taking the signatures. Poor child! Some
of those books she will possibly present to
her grandchildren wedding presents.
If she elects to stay by book selling she
will drop that sort of thing with it's big
per cent to work for a GO" who pay her
for signatures at half her former commits
sion, but who do the collecting, and see to
it that their gains are ahead of their losses.
But when she does that she steps up a
whole flight of STAIRS in the profession, and
she finds out that tirst-claSs publishing
firms do not exact bonus for the privilege
of working for them, but are tnXious to get
Industrious agents and furnish them with
an outfit that is delight to the eye and a
charm to the soul, simply for gilt-edged
letter of introduction
All they ask in return is industry, per-
sistent interchangeable, but in the end only
common industry.
The great publishing firms of today are
the most potent factors in the widespread
intelligence Of this, our wonderful nine
teenth century. The immense amount Of
capital invested, and the magnificent enter
prise of the men behind 1t, make it posi-
BILE for the poorest day labOrer in the land
to buy books, if anything of the love of
books be in him. The small monthly pay
ment plan and that is what twO-thirds of
the book agents are working on, is the
way to get it.-Kansas City Star.